SaaStr

FEBRUARY 17, 2024

It’s sort of OK in the enterprise to promise features and functionality that are sort of there … so long as you deliver them fairly promptly after the deal closes. Enterprise customers will even sign contracts agreeing to buy so long as you implement a key feature with X number of days. In fact, it happens all the time.

X-functional 113

X-functional Customers Contract Closing 113

Martech

MAY 7, 2024

We were in a meeting, and I said something like, “Alex, I think it would be helpful if we could cut the data in a different way to figure out what’s really happening.” We’ve tried to transition our language to each other from “Maybe we should do X” and “I think you should do X” to “Can you do X by Thursday?”

X-functional 113

X-functional Follow-up Meeting Strategize 113

Martech

FEBRUARY 24, 2025

Even if you are not tracking intake requests by prioritization level now, consider building that functionality into your intake form. If the intake form requires a project prioritization level to be clarified and it does not meet the threshold put forward by the enterprise, it simply does not move forward as a request. if X, then Y).

X-functional 66

X-functional Territory Account management Strategize 66

SaaStr

AUGUST 1, 2021

You still have to prove yourself as (x) a great visionary, (y) able to recruit and retain a great team, and (z) a careful custodian of the investors’ funds. Remember the Board meetings are as much or more about your team as you. If your Board just wanted to hear your thoughts, they could just meet with you 1-on-1.

X-functional 113

X-functional Meeting Presentation 113

SaaStr

APRIL 8, 2021

You still have to prove yourself as (x) a great visionary, (y) someone able to recruit and retain a great team, and (z) a careful custodian of the investors’ funds. Remember the Board meetings are as much or more about your team as you. If your Board just wanted to hear your thoughts, they could just meet with you 1-on-1.

X-functional 115

X-functional Trust Meeting Presentation 115

SaaStr

DECEMBER 28, 2022

Roughly, once you (x) have an established brand, and (y) have a marketing engine that is working, and (z) most importantly, once demand gen has finally become somewhat routine … you’ll need a CMO. Or maybe 12-24 months after you have the core marketing functions all built out, and working. You need a VP of Demand Gen!

X-functional 27

X-functional Growth Follow-up Strategize 27

Sales Hacker

AUGUST 7, 2024

CDPs can be technically complex pieces of software, with deep and lengthy sales cycles and cross functional implementations. The customer experience would also suffer, as pressure to meet growth targets will cause team members to generally prioritize pre-sales work. For example, “how do I implement X using this API?”

Go To Market 124

Go To Market X-functional Engineering Cross-sell 124

Martech

MARCH 1, 2022

Have you ever been in a meeting and had someone turn to you and say, “What do you think about Product X?” Post-acquisition brings changes in product functionality, usually starting with integration capabilities. Many companies have moved away from a singular list of products to categorizing products by function.

X-functional 104

X-functional Hospitality Technology Technology 104

Salesforce

APRIL 30, 2025

To meet the demands of these complex workflows, enterprises need more than just a responsive assistantthey need an agentic system. Last year, we introduced xLAM Salesforces family of Large Action Models built for function calling, reasoning, and planning. In the world of enterprise AI, workflows are rarely straightforward.

X-functional 94

X-functional Pipeline CRM Follow-up 94

Martech

JANUARY 27, 2022

I looked at all the virtual meetings I would have had to cancel. I wondered, not for the first time, how society would have functioned if COVID had arrived ahead of the internet. Attributing X% of outcome to sugar and X% to baking soda isn’t helpful. I handed over editing and publishing duties. Think of a cookie recipe.

X-functional 98

X-functional Appointment Price Service 98

Sales Hacker

DECEMBER 17, 2024

Guest Speaker Links (Guy Yalif): LinkedIn: [link] Host Speaker Links (Scott Barker): LinkedIn: [link] Newsletter: thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfunds media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: [link] The GTM Podcast (on all major directories): [link] Resource we Recommend: HG Insights.

GTM 103

GTM Engineering Electricity X-functional 103

Hubspot

JUNE 13, 2018

Explicit needs are specific features or functions. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? Has a problem with X ever negatively impacted your KPIs? Would X make it simpler to achieve [positive event]? How do you do X? The results?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Sales Hacker

SEPTEMBER 22, 2023

Beyond meeting founders and LPs all day, I’m slowly eating my way through New York City. This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade.

GTM 122

GTM X-functional Inside sales User Experience 122

Search Engine Land

FEBRUARY 14, 2024

The search giant developed this new analytics platform to meet the evolving technological and regulatory demands, ensuring compliance and functionality in the current landscape. Google Ads liaison office Ginny Marvin said on X : “If you’re a UA360 user, please act urgently to migrate to GA4. What Google is saying.

X-functional 102

X-functional Technology Technology Campaign 102

SaaStr

AUGUST 26, 2024

So To help facilitate additional networking, conversations, and community, we’ve added not one, but FOUR brand new micro-events within the event to SaaStr annual this year, PLUS new features to Braindates , The Big Party and Meet a VC.

Networking 117

Networking GTM X-functional Finance 117

Sales Hacker

JULY 21, 2021

This is what you might say when you finish a meeting and need to schedule another meeting…to talk about what happened at the first meeting. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. Digitize everything!

X-functional 134

X-functional Sales Strategize Cold Call 134

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 100

B2B X-functional Cold Call SQL 100

SaaStr

FEBRUARY 15, 2020

Just to want a top-line number to meet and grab as many resources as possible to meet it. no guaranteed bonus for X months until you scale). Basically, we paid our VP Sales X% of every single dollar after we hit the plan for the year out. In a start-up, the VP Sales has to also be aligned to costs, not just revenue.

X-functional 142

X-functional Quota Teamwork Sales 142

The 5% Institute

MARCH 30, 2021

One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. Outside Sales Professionals meet their clients where they are at, and usually have to be a lot more proactive in getting leads or potential clients to talk to. Their leads generally are inbound.

Outside Sales 145

Outside Sales Inside sales X-functional Sales 145

Hubspot

DECEMBER 21, 2020

So, mathematically, the number of sales calls is the independent variable, or X value, and the dependent variable is the number of deals closed per month, or Y value. So, the overall regression equation is Y = bX + a , where: X is the independent variable (number of sales calls). Y is the dependent variable (number of deals closed).

X-functional 96

X-functional Sales Represent Follow-up 96

Martech

AUGUST 28, 2023

Martech is cross-functional by definition. For martech to be successful, you need cross-functional alignment and support for the solution. From the moment you identify a capability gap in your platforms, reach out to your cross-functional partners. Do you have a forum to get support from X. IT/engineering.

X-functional 98

X-functional Angle Government Education 98

Partners in Excellence

JULY 8, 2015

I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. In team meetings, management identified him as a “top performer.” They had goals to send X millions of emails a month. I reviewed the goals of a content marketing team.

X-functional 111

X-functional Quota Meeting Growth 111

Martech

MAY 4, 2022

It’s easier to get that buy-in based on being able to show them we are at X, if we do Y and Z we can reach this place in this timeline. I also enjoy the fact that I still get to collaborate and work cross-functionally. It’s a matter of being able to better inform people so decisions are made based on informed paths.

X-functional 113

X-functional Cross-sell Entertainment Consult 113

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]!

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

NOVEMBER 23, 2021

They had incredible ROI from this year’s SaaStr Annual, including a brand re-launch on-site and meeting hundreds of new prospects, but some things didn’t go according to plan. Live events are a forcing function for your entire team, not just sales, and marketing. Are we going to set up meetings in advance?

Technique 109

Technique X-functional Launch Pitch 109

Hubspot

NOVEMBER 20, 2017

Think of each point as a small gift to yourself this year: [Insert prospect problem + how you can solve it] ( i.e., Data entry is eating away at your time, but Company X can reduce entry time by X%. ). If you’re ready to get that demo scheduled, grab some time on my calendar here: [Link to meetings tool]. Regards, [Your name].

X-functional 101

X-functional Commission Clients Prospecting 101

Sales Hacker

AUGUST 3, 2020

After six months the AE should have taken enough inbound meetings while also connecting with their network to fill their pipeline. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. The Bridge Group estimates that an Outbound SDR of a $50K ACV product can produce 3-5 meetings per month.

Pipeline 124

Pipeline X-functional Commission Clients 124

SaaStr

FEBRUARY 14, 2021

Recently I’ve been fortunate enough to meet with a number of outstanding entrepreneurs building self-service SaaS business at the bottom of the market. The key is a combination of (x) churn and (y) value. A customer base made up of Very Small Businesses and individual business purchasers in slightly larger companies.

Service 104

Service X-functional Start-ups Up-sell 104

Hubspot

AUGUST 8, 2019

Number of meetings scheduled. It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate. Number of meetings set.

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

DECEMBER 13, 2023

People mislead because they’re afraid of being bludgeoned, or they don’t have a functional relationship with the Board, so it’s seen as something to survive. You go to the same board meeting three times in a row, asking yourself if anything ever changes at this company. Does it mean bringing in X% of new business to hit that number?

X-functional 135

X-functional Trust Presentation Drivers/motivators 135

A Sales Guy

AUGUST 21, 2015

You look at the United States military and how instructional design and organizational development function and you see a system that can take young men and women, with different socio and economic backgrounds from all over the country, and turn them into a single fighting force. That’s impressive! We’re relational by nature.

X-functional 124

X-functional Clients Growth Start-ups 124

Sales Hacker

APRIL 10, 2018

Distribution of B2B deals as a function of price (a product of discount and list price). GTM Approaches as a function of Annual Contract Value. Below you will see a variety of GTM approaches we know per today as a function of Annual Contract Volume and Volume of Deals/Month. GTM models as a function of Annual Contract Value.

Go To Market 97

Go To Market GTM X-functional Territory 97

Martech

APRIL 8, 2022

But, as businesses digitized their customer experiences, marketing operations became strategic advisors to not only the CMO but also key cross-functional partners in product, IT, customer service, etc. I chose to portray the X-axis as a range of skills from technology to arts orientation.

X-functional 119

X-functional Technology Technology Strategize 119

Martech

NOVEMBER 15, 2023

To many non-marketing executives, marketing is perceived as more of a “nice to have” than a “must have” function. We’re already seeing some evidence of this as we get closer to the end of the year, and the pressure to meet revenue numbers intensifies. This is particularly true in B2B companies. I call this the “uh-oh” effect.

X-functional 104

X-functional Objectives and Key Results Technology Technology 104

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. So board meeting number two was a lot better. Let’s look at a loose timeline of Owner’s journey. They grew 2.5x

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

SaaStr

FEBRUARY 11, 2021

And you want to get to $2m in ARR in the next X months. From them, you’ll be able to determine: (x) if this candidate is for real, or not, (y) if this candidate can really be a true VP, a leader, a manager — or not — and take you to the next level — or not, and (z) if the candidate is a good fit for your company and space in particular.

X-functional 145

X-functional Quota Sales Up-sell 145

ConversionXL

MARCH 13, 2019

B2B buyers from Gen X expected phone calls and handholding. American Hotel Register meets many functional requirements of a good ecommerce site—they include a comprehensive category listing and feature a search bar prominently. By 2014, almost half of B2B buyers were millennials , nearly double the number from 2012.

B2B 130

B2B B2C Retail X-functional 130