SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Salespeople are often compensated at the highest rate when they win brand new business, but that might not be good for revenue expansion and might contribute to churn. Roberge recommends starting with product-market fit.

Sales Hiring 180

Sales Hiring Scale Compensation Sales 180

OPEXEngine

JUNE 29, 2020

Think of it this way: most SaaS companies have high customer acquisition costs, as you have to invest heavily in sales and marketing in order to realize high growth. Since these companies aren’t growing quickly, they have to compensate with high cash flow and high EBITDA margins if they want to be seen as attractive.

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

OpenView Labs

FEBRUARY 3, 2022

As investors, we keep a close eye on customer acquisition cost (CAC) payback. We use it as an indicator that a company has the right fundamentals in place to effectively ramp up customer acquisition. Usage-based pricing (UBP) , also known as consumption-based pricing, allows customers to pay for products according to how much they use.

Headcount 73

Headcount SaaS Compensation Acquisition 73

Sales Hacker

NOVEMBER 10, 2020

The acquisition process [21:55]. What’s broken with compensation plans? [26:28]. And really, when I actually lived in Austin in early 2019, and everybody was talking about the TrendKite acquisition and about the impact that you all made even before you and I met. I know you have product market fit.

VP of Engineering 75

VP of Engineering Scale Development Team Review Technical Review 75

SaaStr

JULY 1, 2020

There’s customer acquisition, and then, there’s your existing customers. We can save companies $100,000 on their AWS bill. Everybody wants to save $100,000 on their AWS bill right now. Sam Blond: It was a combination of product marketing, marketing and then relationship management.

Merchant Services 172

Merchant Services Scale Sales Recruiting Sales 172

OpenView Labs

JUNE 25, 2019

Collectively, these expenses are referred to as Customer Acquisition Costs, or CAC for short. CAC encompasses all of the sales and marketing costs that a business has to shell out to land a single new customer (calculated as total sales & marketing expense in a period / total customers acquired in a period).

Scale 40

Scale Development Team Review Software Review Benchmarks 40