SaaStr

JANUARY 17, 2020

To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA, to name a few. Why does Yousuf believe now more than ever, the buyer experience is more important than the price? How does Yousuf advise CIOs to approach pricing strategy when pitching CIOs?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. All the deal structure parameters will have a direct impact on value and cost, hence price. OEM deals affect many divisions within the licensee’s company.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

OCTOBER 31, 2019

Two examples, or maybe I should say now one example since SendGrid and Twilio have merged, of great net retention are here, so each of these companies started off in the early days with very much a bottoms-up go-to-market motion. You can’t talk with a founder without talking about financing.

Finance 40

Finance Growth Retail Drivers/motivators 40

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Then here’s the minimum viable financing targets.

X-functional 64

X-functional E-commerce Growth Retail 64

SalesLoft

JUNE 21, 2022

I suggest creating a simple spreadsheet that outlines: Sales technologies : Vendor, price, contact information, average onboarding time, etc. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Sales Management, Finance, and Legal Teams. Multiple contracts to negotiate and manage.

Negotiate 52

Negotiate Legal Finance Technology 52

Sales Hacker

APRIL 16, 2018

It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Whether it’s engineering or product help or even the finance team or marketing team. 2) Be selfless: behind the scenes vs. at the front-lines.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Go-to-Market Strategy. Account Development Representative. Account Executive. Accounts Payable. Accounts Receivable. Annual Recurring Revenue. Base Salary.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. This is an example just of the oil market compared just from April 2019 to April 2020. This is going to happen for many assets that are over produced now in markets where demand isn’t as strong. Why is financing hard right now?

Finance 82

Finance Government Price Contract 82

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 56

Territory Contract Cross-sell Drivers/motivators 56

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Remember this when you are negotiating your pay. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 68

GTM Healthcare Pipeline Sales 68

The Lost Book of Sales

JULY 12, 2021

A high-level perspective It is not uncommon for a high-tech company to announce a modest shortfall in its quarterly projections and incur a 30 percent devaluation in stock price on the following day of trading. High-tech innovation and marketing expertise are two cornerstones of the U.S. Pragmatists are reasonably price-sensitive.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52