SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. ” They’d show up and try and squeeze up EBITDA and try and sell you for an EBITDA multiple.

Strategize 58

Strategize Quota Non-Profits Price 58

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. In a SaaS business, you want to be anywhere from 4 to 6x, your on-target earnings from a quota perspective. I really do so appreciate that. .

Finance 54

Finance X-functional CRM Engineering 54

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Cost of selling as a percentage of revenue generated. Imagine one of your reps isn’t hitting her quota. Average contract value (ACV).

X-functional 96

X-functional Quota Cross-sell Contract 96

Salesforce

OCTOBER 26, 2021

Success metrics, like quotas, reflected these topline goals. But in the wake of COVID-19, digital adoption soared, pushing widespread remote buying and selling. Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service].

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. To me, that’s what the cadence says. I learned this operating myself.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

Hubspot

AUGUST 17, 2021

Quotas are hard to generate. Believe it or not, some sales leaders think that quotas are a waste of time. In their book, it doesn’t matter what figure you set, the reps will sell what they can sell. What does this have to do with quotas? Well, whatever you set as a quota will be the benchmark for your reps.

Commission 83

Commission Quota X-functional Finance 83

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. 3) Business-Case Target Setting (Recommended): The sales acquisition team that sells a CRM platform uses one SDR ($80k), one Jr.

SQL 103

SQL Commission Customers Non-Profits 103

SaaStr

JUNE 13, 2019

Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract. A multi-year contract, a month-to-month contract, an annual contract. What does this mean?

Contract 83

Contract Price X-functional Conversion 83

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. I used to think that I could go into healthcare and pull a med device rep who was selling million dollar towers on a six-month sales cycle. Quota $30,000 in recurring revenue every month. Thought it was 20,000 was my ramp quota.

Quota 103

Quota Sales Healthcare Territory 103

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. It’s too competitive today, so you can’t sell a mediocre product.

X-functional 70

X-functional Closing Growth Contract 70

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. It was all about getting the contract. We really only know how to sell the mid market companies through inbound demand gen. That’s easy. We sold software.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year. You don’t have to do every single function to still get a customer. I’m going to go from 2 to 5 or 2 to 6.”

Quota 79

Quota Growth Product Closing 79

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

SaaStr

FEBRUARY 21, 2020

The first one I think is to figure out how to repeatedly sell what you’ve got. You’re going to be looking for this question about who are you selling to? Who do you need to sell to in the organization? What price points you will you sell at? What’s the playbook?” Do you need field salespeople?

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

Sales Hacker

JUNE 20, 2019

If you sell it, you should know it, right? Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Think about it… You’re bcc’ing your emails, CTA making your dials, and tracking opens on every email, contract, and piece of content your team sends out. Data capture.

Quota 70

Quota X-functional Strategize Contract 70