SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? Let’s say the customer is going to the next stage and they want additional help, let’s say in [inaudible] of security. How do you think about services revenue streams today in SaaS, especially when scaling into enterprise?

GTM 53

GTM Price Up-sell Product 53

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. These companies resell the solution and bundle services around the solution to add value to the customer.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

FEBRUARY 2, 2022

WebEx may have been the original PLG outfit, having effectively mixed both its service model with its sales model, and expanded its success with small and medium businesses into the enterprise and individual market. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy.

Growth 99

Growth Product GTM X-functional 99

Highspot

MAY 20, 2022

The term sales motion refers to the particular method sales organizations use to bring a product or service to market. Sales motions are defined by your larger go-to-market strategy. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

DECEMBER 17, 2019

But some investors were willing to go on that journey with us. And of course per the lawsuit, I spent a lot of time on legal analysis. Zach : Well, I guess in the truest sense we do sell software as a service. That allows us to have a very different go to market strategy. Just right place at the right time.

Finance 60

Finance X-functional Non-Profits Launch 60

SaaStr

MARCH 1, 2019

I started a little legal software company with my Dad in South America. Harry Stebbings: Well, from legal software in Brazil to Redpoint, that is a unique journey. And so we often encourage companies to do that even if they operate those professional services teams at negative gross margin. Tom Tunguz: I had a curious journey.

Contract 48

Contract Price Commission Conversion 48

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 55

X-functional Drivers/motivators Start-ups Engineering 55