Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Chart Mogul

MARCH 2, 2021

How will the acquisition affect you, your co-founders, investors, and other stakeholders? Further reading: How to Prepare Your Startup for Acquisition. Are you part of the acquisition package? Beware, though, your buyer has a vested interest in what you do post-acquisition and might entice you to stay with favorable terms.

Startup 52

Startup Acquisition SaaS Scale 52

Tom Tunguz

AUGUST 25, 2015

Sales teams, always looking for an edge, also belong to the early adopter segment and buy CRM and online meetings software. I’m curious how much user acquisition occurs on mobile. PagerDuty, AWS and New Relic are the three listed in Okta’s reports. Then finance tools for operations management and expenses.

Sales Recruiting 100

Sales Recruiting SaaS Data AWS 100

Intercom, Inc.

FEBRUARY 13, 2020

And if you think about AWS, if you think about the rise of cloud data warehousing, that is a big technology change and a big game changer for a lot of companies. With Intercom [for sales], we’ve been able to stitch together an NLP [natural language processor].

Scale 181

Scale Marketing AWS Machine Learning 181

Chart Mogul

MARCH 2, 2021

How will the acquisition affect you, your co-founders, investors, and other stakeholders? Further reading: How to Prepare Your Startup for Acquisition. Are you part of the acquisition package? Beware, though, your buyer has a vested interest in what you do post-acquisition and might entice you to stay with favorable terms.

Startup 52

Startup Acquisition SaaS Scale 52

Sales Hacker

MARCH 29, 2021

Partnerships are driving more leads and sales than ever before, and this is only projected to grow. PartnerOps (or ChannelOps) is newer than sales and marketing ops , but it is important to driving growth in the age of the ecosystem. Forrester estimates that 75% of world sales flows through indirect channels.

Payments 100

Payments SaaS Payments Payment Solutions Payment Services 100

The Angel VC

FEBRUARY 20, 2016

At that point it becomes a lot harder because the next set of customer acquisition channels will likely be much more expensive. Ten years ago, there was nobody who SaaS founders could ask in order to learn how to do, for example, inbound marketing, low-touch sales or customer success.

Scale 192

Scale Scaling SaaS AWS 192

ChurnZero

MARCH 31, 2022

tech ops, AWS, technical support). Q: For customer acquisition cost, how far back should the numerator and denominator “lag”? A: If you look at first principles, you should lag it by your average sales cycle length. Q: Should you add a sales accelerator to the comp plan of CSMs who have more difficult accounts?

Customer Success 98

Customer Success Metrics Technical Review Scale 98

OpenView Labs

JANUARY 29, 2020

HubSpot now offers freemium versions of their CRM, Marketing and Sales products. Freemium: It’s About Acquisition, Not Revenue. However, freemium is a really potent acquisition model. There are costs and benefits to the model — is the acquisition cost worthwhile for your company? Find out here.

Pricing 82

Pricing Payments SaaS Payments Payment Solutions 82

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. Those PPC ads that you run and the sales reps that they hire don’t come cheap, and as such, this eats into your profit margin.

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

ProfitWell

SEPTEMBER 10, 2020

Running your own server to handle your customer's valuable data requires a huge investment to match the same level of security and reliability that comes baked into services like Amazon AWS and Microsoft Azure cloud. This means that growth can stagnate even with large acquisition numbers. Finally, we have customer acquisition cost.

SaaS Payments 66

SaaS Payments Trends Merchant Services Payments 66

OPEXEngine

JUNE 11, 2020

It changes sales and marketing organizations and their execution. SaaS companies have to focus both on new customer acquisition as well as retaining and delighting customers throughout the customer relationship. The product is hosted by the vendor or a 3 rd party (like AWS). Different Models Affect Sales & Marketing.

SaaS Payments 52

SaaS Payments Payment Solutions Subscription Payment Features 52

OpenView Labs

FEBRUARY 2, 2021

Here’s why: PLG is an end user-focused growth model that relies on the product itself as the primary driver of customer acquisition, retention, and expansion. Content marketing will drive user acquisition. Examples of SaaS companies that have adopted this pricing model: HubSpot, Zocdoc, Salesforce, and AWS.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

SaaStr

SEPTEMBER 12, 2019

At GitHub, I was in the last 18 months coming into acquisition, which is a nightmare, but I was one of 5 people running the company. billion acquisition more so than GitHub. Its product drives the acquisition, retention and expansion. Atlassian famously does not have a sales team. And, wonderful products. So, define it.

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

OPEXEngine

OCTOBER 17, 2019

The main drivers of the cost reductions are: Hosting expense, the primary component of COR, has become more competitive, with extensive use of AWS and other hosting and network services. Better cost management of professional services for companies selling services alongside subscriptions.

Scale 40

Scale SaaS AWS Revenue 40

ChurnZero

AUGUST 11, 2020

Customer retention, along with new customer acquisition, has been challenging for most companies when the pandemic hit. You and I both know how awful it feels to have someone disregard what we say and focus on their end goal instead. The second quarter of 2020 was chaotic. I’m sure you have too.

Retention 97

Retention Strategy Underperforming Technical Team Software Review 97

OpenView Labs

AUGUST 8, 2019

Freemium can be an amazing acquisition engine, opening the top of the funnel and halving your customer acquisition costs (CAC) during a period where the industry as a whole sees CAC on the rise. This can lead to a lack of focus and probably a decrease in sales effectiveness over time. You owe it to your team to do better.

Scale 40

Scale AI Search AWS Acquisition 40

OpenView Labs

FEBRUARY 11, 2021

At its core, gross margin (GM) speaks to the relationship between sales and its costs. Understand the levers of costs, also known as cost of goods sold (COGS) or cost of sales (COS). Offering free usage is par for the course as a SaaS customer acquisition strategy. For every dollar of product you sell, how much do you earn?

Scale 52

Scale Payment Methods Payment Services Systems Review 52

Sylvia Ng

FEBRUARY 17, 2016

3+ years of experience in product management, user acquisition marketing or similar fields. Experience in any of the following: Email marketing, content marketing, PR, affiliates, partnerships, sales, SEO. Experience with new and current user acquisition. What do all these job descriptions tell us about growth engineering?

Engineering 74

Engineering Growth Hacking Scale Social Media 74

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. Four, people in the sale? Kristen Habacht: Well, there’s none in sales.

Merchant Services 173

Merchant Services Scale Sales Recruiting Sales 173

User Pilot

JANUARY 26, 2024

TL;DR Product-led growth (PLG) is a go-to-market strategy where the product is the main driver of customer acquisition , adoption, and account expansion. Referral schemes are an alternative method for driving customer acquisition. In contrast, in sales-led growth , it's the sales teams that drive sales.

SaaS 88

SaaS Acquisition Onboarding Retention 88

Andreessen Horowitz

SEPTEMBER 25, 2023

Ali: This is why we did the acquisition of Mosaic. I did not unleash our sales force and go to a market of 3000 people to sell the thing we bought because we just can’t satisfy the demand. It will be like AWS, GCP, and Azure. Can they build a better model themselves for that with their data? There are not enough GPUs.

AI 106

AI Enterprise Artificial Intelligence Generative AI 106

Practical Advice on SaaS marketing

NOVEMBER 19, 2009

Instead these solutions for expense reporting, recruiting, asset tracking, or sales compensation management, for example, are used broadly, not by experts and not on a daily basis. They're not confined to highly-trained, dedicated users with a high threshold for pain. I only hear from them when something's broken.

Sales Recruiting 100

Sales Recruiting AWS Compensation User Experience 100

SaaStr

APRIL 30, 2022

Customer Acquisition Cost (CAC). & Customer acquisition. Customer acquisition is basically how much do you spend in terms of sales people, sales team, and in terms of marketing to acquire a new customer. The key here is knowing what your sales model is. And there are basically two sales models out there.

SaaS Payments 229

SaaS Payments Metrics Payment Methods Scale 229

SmartKarrot

JANUARY 18, 2021

And to look further, their subcategories are the below ones: Scaling Increase number of customers Diversify products Lower customer acquisition cost Optimize online performance. And the biggest onus of this goal comes onto the marketing and sales divisions. Reduce customer acquisition cost. Increasing the size of customer base.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

SaaStr

MARCH 17, 2023

Revolving door decision-makers impact the length of time it takes to complete a project and create a longer sales cycle. Traditionally, many customers looked at ROI at the end of the sales process. This meant less legal review, quicker deals, fewer deals dying at the legal stage, happier customers, and a happier sales team.

Marketplace as a Service 195

Marketplace as a Service Software Review Technical Review Azure 195

Intercom, Inc.

DECEMBER 13, 2018

I saw we had the opportunity to do that in London and to do something that will be new for Facebook, in the same way that AWS was a new business model and product line for Amazon and a bet that paid off very well. John: It sounds like you learned quite a bit about how to actually structure your sales team and who does what.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Casey Accidental

DECEMBER 11, 2023

To continue its growth, instead of investing in new product value, Eventbrite kept grafting new growth loops onto this core loop to acquire more event creators and drive more ticket sales per event, creating a much more complicated growth model that looks like the below. Next is the size and growth of the market. What gives?

Payments 113

Payments Scale Payment Solutions Technical Review 113

Sales Hacker

JUNE 1, 2020

This is part of a phenomenon called Product Led Growth (PLG) , an end-user growth model that relies on the product itself to be the primary driver of customer acquisition, conversion, and expansion. With PLGs massive growth, many wonder if PLG and self-service solutions will replace Sales. Sales Isn’t Going Anywhere.

Sales Hiring 75

Sales Hiring Scale Headcount Sales 75

Outseta

AUGUST 23, 2017

We don’t have any agreed upon budgets, or any sales reps with quotas. Sales quotas and forecasts can hurt your business… and we’ve all seen it Let me start by saying that I live in the same world that you do, one where it’s nearly impossible to avoid being beaten over the head with messaging citing the importance of goal setting.

Forecasting 52

Forecasting Scale Underperforming Technical Team Technical Review 52

SaaStr

MAY 14, 2019

Mikkel : Well again, the public cloud, AWS, was the dominant leader. We are seeing platform shifts from how they traditionally run their infrastructure and services and business to seeing them run that stuff on AWS. The acquisition of Base and now the launch of your new CRM platform, Sunshine. Mikkel : Sunshine.

Cloud 178

Cloud Sales Recruiting Scale AWS 178

User Pilot

APRIL 21, 2023

To carry out product analysis, you need to track relevant product metrics , like Customer Acquisition Cost (CAC) and retention rate. Product analysis is the process of collecting, filtering, and analyzing data regarding all aspects of product performance to inform decisions related to product development, marketing, and sales.

Underperforming Technical Team 96

Underperforming Technical Team SaaS Onboarding Retention 96

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. This is really founder-led sales. It is staggering.

Sales Hiring 153

Sales Hiring Scale Payments Cloud 153

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. AWS and other infrastructure providers have been using UBP for nearly a decade. The takeaway.

Headcount 73

Headcount SaaS Compensation Acquisition 73

OpenView Labs

APRIL 24, 2019

As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. And I’ve seen many startups who fail to make this distinction create a cycle of diminishing returns that impacts the trajectory of their growth for the long haul… especially in enterprise sales.

Sales Recruiting 64

Sales Recruiting Sales Hiring Scale Sales 64

Mucker Capital

APRIL 6, 2023

If you have a very complicated product–for example you sell AWS or you sell Snowflake–those are infrastructure products. Today, a lot of the PLG SaaS tools require sales motion upfront because nobody understands those tools. Those types of tools actually require work in the initial days of the sales motion. That’s the success.

Startup 52

Startup Scale CTO Hire Outsourced Development 52