SaaStr

MAY 8, 2021

Bigger customers usually leave simply because your product doesn’t do enough. An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now!

Contract 104

Contract Legal Commission Finance 104

SaaStr

APRIL 30, 2021

Salespeople pushing you to sign multi-year contracts you don’t want. Not being able to do a free trial, or even really try out a product first. Traditional SaaS sales is incented to close 1+ year contracts without no outs as quickly as possible, and where possible, for every possible seat you might ever use in Year 1.

Contract 107

Contract Price Closing Gaming 107

SaaStr

FEBRUARY 4, 2022

Q: Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS contract Paid Upfront? They’ll say never allow refunds in a multi-year contract: Sales will hate it, especially if there is an explicit or implicit clawback if they do. Stand behind your product, and yourself. Let me add a slightly controversial answer.

Contract 92

Contract Finance Closing Product 92

SaaStr

OCTOBER 25, 2021

Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS? I.e., allowing new customers to cancel the contract after 60 days for any or no reason if they aren’t happy. Because in the pilot period, we almost always got them fully into production and successful. 70%+ once you are doing it right.

Contract 99

Contract Conversion Closing Start-ups 99

SaaStr

DECEMBER 30, 2021

When our product was feature-poor, and the team was tiny. And all three CIOs talked about very early stage start-ups they took risks on, using their SaaS products very early, in some cases serving as the very first customer for some SaaS vendors. Yes — If You Understand The Social Contract. True enough. Some big ones.

Contract 100

Contract X-functional Sell Cold Call 100

SaaStr

JANUARY 22, 2021

But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. Your VP Product will really get to know individual customers. One VP of Product. Someone from a very different industry? A certain way you market.

Contract 106

Contract Engineering Account management Up-sell 106

Martech

JULY 29, 2022

What are the long-term product roadmap and launch dates? The post 24 questions to ask ABM vendors before signing the contract appeared first on MarTech. What is the turnaround time for support queries/tickets? Are professional services or support available for our transition to ABM? What new features are under consideration?

Contract 96

Contract B2B Technology Technology 96

Anthony Cole Training

SEPTEMBER 16, 2014

where I will be presenting 3 Keys to a More Productive Sales Force and then I’ll be on my way to NJ. Michael’s response was, “Did you read the ‘I love basketball’ clause in my contract?” Put an “I love selling” clause in your contracts and tell your new hires that you expect them to love selling and to sell anywhere, anytime, anyplace.

Contract 175

Contract Sell Angle Drivers/motivators 175

SaaStr

MARCH 11, 2021

Fast forward to 2021, and many SaaS and similar products don’t really charge upfront fees: 50% of Zoom customers pay monthly. Vertical SaaS leader for construction Procore at $500m ARR charges per project volume and per product, not per seat. ServiceNow does primarily 3 year, $1M+ contracts , for example.

Contract 85

Contract B2C Construction Price 85

SaaStr

JANUARY 1, 2022

Dear SaaStr: What is a Good Refund Policy for a SaaS Product? SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. And no refund for any part of an annual, signed contract. You signed the contract”. Take a reserve.

Product 89

Product Contract Commission Customers 89

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. According to research from Talkdesk, the average company deploys more than 50 SaaS products. Such is the way as you grow. We’ve all learned to buy SaaS. Fast and easy.

Product 129

Product Contract Construction Negotiate 129

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service. As a verb, negotiate means to move through in a satisfactory manner.

Negotiate 247

Negotiate Contract Price Sales 247

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Don’t let the potential end product decide what you need to do. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Product roadmap. Know what you need and why.

Contract 95

Contract Legal Price Technology 95

Sales Hacker

APRIL 19, 2022

Measures include multi-year contracts, implementation fees, different products, demo appointments set, quarterly quotas, number of sales accepted opportunities, services, etc.). In our report, we found that one-third of companies offer higher payouts for multi-year contracts. I suggest avoiding more than three measures per plan.

Commission 87

Commission Product Quota Drivers/motivators 87

Partners in Excellence

MAY 16, 2024

“We get our customers to renew their subscriptions at the end of each contract period, we keep customers for a much longer time, creating more predictable revenue. They aggressively introduce new products to get the customer to upgrade as critical new capabilities are available. Then the argument gets to retention and renewal.

Contract 73

Contract Manufacturing Up-sell Service 73

Martech

MAY 15, 2024

When implementing a new tool, avoid going from zero to 60 out of the gate by purchasing all the bells and whistles and product add-ons. Start small, purchasing limited product/functionality with the idea that you can expand to support the business as needed.

Contract 78

Contract Objectives and Key Results Technology Technology 78

Salesforce

JUNE 21, 2022

To increase productivity, managers need to ask their teams how they want to work — and support that. autonomy, productivity goes up, burnout decreases, and wellbeing increases,“ said Carson Tate, managing partner at Working Simply , a consulting and executive coaching firm. Explore Slack. Do a meeting audit.

Product 98

Product Consult Contract Meeting 98

InsightSquared

MAY 7, 2019

At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). One of the key ones is the average length of sales cycles for your company’s products and services. Typical SaaS Sales Metrics. Customer lifetime value (CLV).

Product 102

Product Territory Contract Sales 102

SaaStr

FEBRUARY 28, 2021

My point is, it’s “easy” (relatively speaking) to get a six-figure contract in larger companies if you solve a real, painful business process problem. An example of the difference, for us: Adobe Sign is both a tool that lets you sign a contract on the internet. With Almost the Exact Same Core Product.

Product 120

Product Contract Price Sales 120

Sales Hacker

DECEMBER 20, 2018

To consistently perform, sales leaders need to master the science of sales productivity. What is Sales Productivity? Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Qualifying.

Product 96

Product Tradeshows CRM Appointment 96

Iannarino

JULY 6, 2021

This post may be a bitter pill for those who believe their clients buy from them because they like their company, their products, or both. Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract.

Clients 316

Clients Contract Contact Conversion 316

Search Engine Land

APRIL 19, 2024

That’s neither feasible nor productive for anyone. Managing expectations during the engagement Once the contract is signed, the work begins! The client might ask for more meetings than you’ve contracted for. Our contract stipulates a 5-day lead time for new campaign launches. Renegotiating the contract is another option.

Contract 102

Contract Clients CRM Meeting 102

Search Engine Land

APRIL 12, 2024

TikTok is reportedly developing AI-powered virtual influencers that will be able to compete against human creators for lucrative advertising contracts. The new AI avatars can allegeldy read scripts for video ads created from prompts submitted by brands and TikTok Shop sellers. Why we care.

E-commerce 111

E-commerce Contract Promote Campaign 111

SaaStr

NOVEMBER 11, 2020

With that came the enormous burden of a contract and that dreaded lock-in period. The usefulness of the product came secondary to the attractiveness of the product brief. Usage and adoption of the product matter the most. One of the cohorts might need some help or training in overcoming some product roadblocks.

Growth 70

Growth Product Drivers/motivators Sales 70

Martech

JANUARY 9, 2024

Know why you want to partner with creators Whether it’s amplifying brand awareness, launching a new product or simply wanting to better understand the organic communities your brand could benefit from, it’s important to have goals in mind. Product reviews. Influencers provide their honest opinions on products to their audience.

Niche 125

Niche Negotiate Legal Contract 125

PandaDoc

APRIL 11, 2023

The more your business customers are happy interacting with your product or service, the better. The first crucial part of this happiness is your product or service itself and how well it is aimed at the needs of your customers. What is product knowledge? Product knowledge training is an educational course for salespersons.

Education 52

Education Product Customers Sales 52

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It goes hand-in-hand with total contract value (TCV).

Contract 52

Contract Non-Profits Legal Clients 52

SaaStr

DECEMBER 5, 2022

Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. Your customers fall into one of two categories: advocates who love your product or critics who write bad reviews about your product. Lever #2: Plan optimization.

Product 52

Product Territory Price Cross-sell 52

Smarter With Gartner

JULY 2, 2021

Hi-tech product planning is a high-stakes effort that requires decisions to be made in the face of uncertainty — it’s important to know if customers will embrace the new offering or not. Product marketers must adjust their messaging in a downturn and support new strategies in a recovery from a disruptive crisis.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

SaaStr

MARCH 6, 2024

Then, they brought out a competing product :). Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2. Their multi-million dollar contracts are 30%. #5.

Contract 85

Contract Engineering B2B Growth 85

PandaDoc

APRIL 17, 2024

Your business can be more efficient and productive if you use CMS. Contract management software automates many of the processes necessary in contractor management. The purpose of this is to boost efficiency and productivity. This is vital when bidding for government contracts. It can help you control costs.

Contract 52

Contract Construction Government Legal 52

PandaDoc

APRIL 17, 2024

Your business can be more efficient and productive if you use CMS. Contract management software automates many of the processes necessary in contractor management. The purpose of this is to boost efficiency and productivity. This is vital when bidding for government contracts. It can help you control costs.

Contract 52

Contract Construction Government Legal 52

Openview

MAY 29, 2019

Often, you are faced with a choice between veering off your product development roadmap to drop everything in support of an enterprise customer’s demands or losing their account (which could hit your revenue churn number in a painful way). I like to use a contracts and compliance manager for this critical responsibility.

Product 93

Product Customers Sell Contract 93

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But do they really want to buy, or are they just window shopping?

Contract 119

Contract Negotiate Follow-up Contact 119

Martech

FEBRUARY 29, 2024

If the CMO clearly articulates that an important priority for the department is for everyone to learn to use the tools in the martech stack, I am very confident that results will improve due to increased efficiency and productivity. Dig deeper: In this economy CMOs need to spend more on training, not tech 3.

Contract 101

Contract Technology Technology Price 101

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Adobe Sign transform sales cycles by accelerating time to revenue, increasing the visibility of where the process stands, and improving sales rep productivity and effectiveness.

Contract 55

Contract Gaming Commission Legal 55

SaaStr

MARCH 28, 2024

It’s a fact of business life in selling a product with recurring revenue and thus recurring sales. by signing multiyear contracts). Instead, you drive it down. Each quarter. You can’t eliminate churn. You can hide churn (e.g., And you can drive it down. But you can’t eliminate it.

Contract 89

Contract Customers Sell Product 89