SaaStr

JANUARY 22, 2021

As you try to hire up for your SaaS company, you’re going to be faced with a lot of choices and trade-offs. 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. One VP of Product. your stage, 2.

Contract 105

Contract Engineering Account management Up-sell 105

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.

Start-ups 77

Start-ups Non-Profits Territory Sales 77

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 116

Contract Objectives and Key Results Technology Technology 116

Partners in Excellence

MAY 25, 2024

If they freed themselves from what the SaaS model represents and start thinking about things in a different way, they can achieve unimaginable success. ” I’ll start with this, all revenue is perfectly predictable! SaaS has invented this metric that represents a contracted future revenues. And ARR can go up or down.

Assembly Line 73

Assembly Line Manufacturing Contract Represent 73

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. And one thing I’ve been shocked about is how few sales processes have kept up. Such is the way as you grow. We’ve all learned to buy SaaS. Exactly how can vary.

Product 139

Product Contract Construction Negotiate 139

Veloxy

MAY 30, 2024

It started with door-to-door sales and evolved into telemarketing and direct mail. By reaching out to people who might not be aware of our brand, we can introduce them to our products or services and spark their interest. This information helps us refine our products, services, and marketing strategies to better meet their needs.

Objectives and Key Results 217

Objectives and Key Results Cold Call Click Through Rate Technique 217

Search Engine Land

APRIL 19, 2024

One pitfall of using IM for client communications is that everyone starts to expect instant replies. That’s neither feasible nor productive for anyone. Perhaps the client’s conversion tracking breaks, or they need help spinning up a landing page when that’s normally something they would handle themselves.

Contract 113

Contract Clients CRM Meeting 113

Sales Hacker

APRIL 19, 2022

Because of that, compensation plans should be ready to go by the start of the new year and rolled out to reps in a timely manner. If their quotas are going up, you need to tell them what the company is doing to further support the increased demands. Ramp-ups should also reflect your sales cycle. Quota frequency and fairness.

Commission 88

Commission Product Quota Drivers/motivators 88

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. You Create Certainty.

Clients 314

Clients Contract Contact Conversion 314

Salesforce

JUNE 21, 2022

With increased remote and hybrid work came more flexible schedules, allowing people to set up their days to suit how they want to work — when and wherever they like. To increase productivity, managers need to ask their teams how they want to work — and support that. Before the pandemic, remote work and flexible schedules were outliers.

Product 98

Product Consult Contract Meeting 98

SaaStr

MARCH 6, 2024

Founder CEO Todd McKinnon was VP of Engineering at Salesforce and left to start Okta in the depths of the last downturn. Then, they brought out a competing product :). Customer Count Up 8% Year-over-Year to 18,950 It’s hard to find net net customers after $1B ARR. Their multi-million dollar contracts are 30%. #5.

Contract 93

Contract Engineering B2B Growth 93

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. Defining the Start of the Sales Cycle. Typical SaaS Sales Metrics.

Product 102

Product Territory Contract Sales 102

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. If so, you have a lead worth following up on.

Contract 119

Contract Negotiate Follow-up Contact 119

Iannarino

MARCH 2, 2023

The good news is, by helping your buyer with problems related to making a purchase decision and implementing change, you increase your chances of solving the other problems that cause a prospective client to buy your product or service. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 272

B2B Contact Clients Entertainment 272

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.

Product 97

Product Tradeshows CRM Appointment 97

Martech

JANUARY 17, 2024

If an implementation goes off the rails, the costs go up even higher. Implementations can be scrapped at any time Let’s say your business signed a contract for a new marketing platform. The incumbent IT team had signed a two-year contract for Marketing Cloud. What happens after the sale?

Appointment 114

Appointment Contract Technology Technology 114

Martech

NOVEMBER 9, 2023

The map, which started in 2011 with only 150 companies listed, now contains over 11,000 companies* — a ridiculous growth rate of over 7,000%! Investment is drying up The impact on martech is already starting to surface. The martech pipeline for new product announcements has slowed to 65 in Q3, down from 128 in Q2 and 121 in Q1.

Contract 120

Contract Technology Technology Clients 120

Search Engine Land

APRIL 24, 2024

By understanding these prospects’ search intent signals, you can precisely reach the hottest leads primed to convert to your product or service at key “action” moments. People who are interested in your services or products. Let’s imagine you are in a contract-based industry, such as phone, cable or insurance.

Legal 118

Legal Contract Gambling Lead generation 118

Tibor Shanto

SEPTEMBER 21, 2021

They not only do things differently and better, but start with a different vision, view if you will. They are out to make you Aware, not of your product, but things they, the buyers are thinking about. Assuming we can make them become Aware, they will start the Consideration of how to address their new awareness?

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Many product-led companies do not go to market with the right pricing.

Contract 104

Contract Price Growth User Experience 104

Search Engine Land

MARCH 21, 2024

However, successful partnerships require more than just hopeful thinking; you have to put in the work from the start. Whether it’s your first time or tenth, streamlining the ramp-up period when onboarding a new SEO agency will save you effort in the long run and lay the path to a productive partnership.

Contract 111

Contract Education Clients Trust 111

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

Martech

MAY 6, 2024

By implementing lead scoring for existing customers, you can segment them based on their behavior, purchase history, level of engagement with your products or services, and other relevant criteria. Upsell/cross-sell leads: Lead type: These are existing customers who have shown interest in additional products or services offered by your firm.

Cross-sell 120

Cross-sell Customers Referrals Lead generation 120

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 68

Growth Product Drivers/motivators Sales 68

Martech

FEBRUARY 27, 2024

When an influencer recommends a product or service, their endorsement comes across as a recommendation from a trusted friend rather than a corporate slogan. Up to 81% of consumers report having been influenced — by an influencer, creator, friend or family member on social media — to purchase a product.

Legal 128

Legal Strategic partnership Contract Trust 128

Search Engine Land

SEPTEMBER 1, 2023

The development team is often a department grab from product or IT, and they end up with task overload. Because of this, SEO tasks end up low on their priority list, so things just sit there. The same survey also mentions that technical changes can take up to three months or longer to go live and start impacting traffic.

CTR 137

CTR X-functional Profit margin Contract 137

Salesforce

FEBRUARY 14, 2024

Here’s what you need to do to set yourself up for success. Start with a simple diagram of your workflow A typical service workflow rarely resembles a straight line. Can the repair be done in the customer’s home or does the refrigerator need to be picked up to be serviced? Now let’s automate! – not so fast.

Service 98

Service Customers Contract Legal 98

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

Partners in Excellence

MAY 10, 2024

Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The classic SaaS, consequently other “aaS” approaches has it’s origins in consumer product marketing/sales. ” But the reality is they are committing to a contract, for example a 36 month contract, or $36K.

Service 62

Service GTM Contract Price 62

SaaStr

JANUARY 30, 2021

New Products and Workflows Fuel Growth After $1B in ARR. The “core” product often takes you quite far — farther than you’d think — but as some side of $1B in ARR, you need another product to fuel growth from the customer base. Now as we’ll see below, they do sign 3+ year contracts :).

Contract 140

Contract CRM Growth Presentation 140

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 94

GTM Intrinsic Customers Contract 94

SaaStr

JULY 17, 2023

A few objections reps think they can overcome … that they can’t: We literally do not need this product now. I’m already stuck in another long-term contract. I need to start with a pilot. The deal may have to be much smaller to start, however. But sometimes just help them start smaller, on a simpler edition, etc.

Contract 90

Contract Pitch Gaming Start-ups 90

Martech

JULY 12, 2023

The new monthly list prices per user will be Professional Edition $80 (up $5) Enterprise Edition $165 (up $15) Unlimited Edition $330 (up $30). SaaS, which doesn’t depend on physical goods to produce its products, hasn’t had to increase prices due to inflation. Maybe a sign of things to come. Why we care.

Price 98

Price Negotiate Contract CRM 98

SaaStr

NOVEMBER 8, 2023

You have to lead the team, live up to the values, hit quotas and targets, and make money. This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc. Almost everyone grew up in the company.

X-functional 101

X-functional Contract Growth Quota 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

DECEMBER 27, 2023

Docebo was started and funded in 2005 and became a SaaS player in 2012. Between 2016 and 2023, you see the ACV (average contract value) going up and up. Over time, they realized the product value was best spent with high-complexity organizations. They started via SMB and are now serving the Amazons of the world.

Real Estate 85

Real Estate Contract Start-ups Growth 85