Sales Hacker

MARCH 15, 2022

Join us for an entrepreneurial conversation about how to modernize your talent acquisition approach for both high growth and long-term growth. 4 ways to modernize talent acquisition. 4 ways to modernize talent acquisition [22:26]. Compensation is rising, there’s more demand than supply. powered by Sounder.

Sales Hiring 93

Sales Hiring Underperforming Technical Team Acquisition Development 93

Tom Tunguz

FEBRUARY 10, 2016

All of the cost of customer acquisition for a SaaS company is borne in the first month or so. This company invests $12k in month one to acquire a customer and receives $1k in payment, netting -$11k in cash flow. Growing this way requires a lot of cash to finance the acquisition investment. Six months to ramp.

SaaS Payments 120

SaaS Payments Sales Recruiting Sales Hiring Payment Services 120

Tom Tunguz

FEBRUARY 11, 2016

How much time does it take for us to recoup the capital outlay we invest in acquiring a new customer? The investment in hiring this account executive breaks even on a gross profit basis in month 8. When we discuss payback periods in SaaS, we implicitly mean customer payback periods. But the AE isn’t alone.

SaaS Payments 111

SaaS Payments Sales Hiring Payment Services SaaS 111

Chaotic Flow

MAY 13, 2014

The last two posts discussed the potential uses of SaaS customer success metrics for reducing churn and accelerating customer acquisition. Sales is compensated on recurring revenue and avoids discounts based on total contract value. Marketing makes demand generation plans around revenue, upsell and acquisition cost targets.

Metrics 135

Metrics SaaS Compensation Benchmarks 135

OpenView Labs

MARCH 8, 2021

Compensation. A Guide to Creating a Scalable Sales Compensation Plan. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. Force Management Managing Partner John Kaplan shares a simple secret for ensuring success. Show Me the Money! Onboarding.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Tom Tunguz

SEPTEMBER 10, 2013

On the same sales investment, a startup may be able to hire three or four inside sales reps for each field sales rep. Cost of Customer Acquisition is About 11 Months' of Revenue. I’ve written about When to Hire Your First Sales Person and what a hypothetical compensation plan for sales people might look like.

Benchmarks 111

Benchmarks Startup Sales Hiring Compensation 111

Baremetrics

SEPTEMBER 24, 2021

They may need cash to meet immediate financial obligations or have a longer-term objective and require capital to invest in their development. The amount of ownership provided to an investor is decided by the stage of business investment (series A, B, etc.). Hedge funds invest in high-growth, high-risk businesses.

Finance 98

Finance Venture Capital SaaS Payments Payments 98

User Pilot

AUGUST 31, 2023

What is customer acquisition for SaaS, and how can you leverage it to drive sustainable growth ? The purpose of customer acquisition is to expand and make more revenue. Customer acquisition funnel stages in SaaS are Awareness, Consideration, Evaluation, Conversion. What is customer acquisition?

Acquisition 90

Acquisition SaaS Payments Payment Methods Metrics 90

OPEXEngine

JANUARY 30, 2020

More capital invested, more SaaS offerings, continued expectations of rapid growth are running smack into limits on the availability of qualified employees and a potential economic slow-down which may or may not happen. was invested in the US alone by VCs in 2019. Not all of that will be reinvested, but a lot will. billion in 2019.

Sales Hiring 49

Sales Hiring Benchmarks SaaS Acquisition 49

InsightSquared

MARCH 6, 2018

Not only that, but you’ve also invested tens of thousands of dollars in the tool, so hire someone who knows the system. Quota and compensation planning. She has helped build out the Sales Ops function at two Atlanta-based software companies and been part of $1.84B in acquisitions as a result. Go-to-market strategy.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

Valuize Consulting

APRIL 8, 2022

Given the importance of net new sales to your company’s longevity and value, your Sales team should be empowered to wholeheartedly focus on acquisition. Best Practice 2: Invest In A Separate Renewals Function. With this identifiable feature, you need to make sure that your entire organization is aligned around capitalizing on it.

Innovation 52

Innovation Underperforming Technical Team Outsourced Development Compensation 52

OpenView Labs

FEBRUARY 10, 2020

This sort of discipline leads to a top-notch product experience and unparalleled time to value, which is the healthiest foundation to layer on more concentrated sales and marketing investments. Be thoughtful about sales compensation and operations. I recommend doing this for both new customer acquisitions and for existing customers.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

CustomerSuccessBox

MAY 18, 2022

Suggested blogs : Customer Success Manager (CSM): Responsibilities, Compensation, and salary trends in 2022 The Effective way to Sales, Customer Success, and Implementation Handoff Top 8 Ways to Conduct an Effective and Valuable Quarterly Business Reviews. Are you keen to understand the customer success domain? Insight Partners.

Customer Success 52

Customer Success Scale Technical Review AI Search 52

InsightSquared

MAY 7, 2019

When scaling the business, sales typically averages roughly 30% of revenue, so therefore sales spend is one of the biggest investments a company can make. At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC).

Scale 102

Scale Sales Hiring Metrics Sales 102

FastSpring

NOVEMBER 28, 2018

Starting, or investing in, an affiliate program is a great idea for just about any ecommerce company. Here are seven reasons why every SaaS company should start—or invest in an affiliate program. This can help you with your Customer Acquisition Costs (CAC). This is even more important for a software-as-a-service (SaaS) company.

Sales Recruiting 66

Sales Recruiting SaaS Business Social Media 66

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 12, 2019

I know this is changing, in some cases quickly, as data acquisition becomes more and more important to business strategy and as data becomes more valuable it is, in some cases, becoming more expensive. Product investment is one of the best ways to manage these long term. This is true of most SaaS companies.

Pricing 56

Pricing Customer Lifetime Value Business Model Acquisition 56

Tom Tunguz

SEPTEMBER 2, 2014

It’s a remarkable business primarily because the founders and the team have built an incredibly efficient customer acquisition funnel. Some might argue that the relatively heavier investment in R&D should reduce the need for Sales & Marketing expense. Zendesk is a 700 person company that builds customer support software.

Benchmarks 100

Benchmarks Metrics SaaS Scale 100

OPEXEngine

AUGUST 9, 2022

No digital tool can compensate for a lack of discipline at the front line. By benchmarking critical go-to-market KPIs, like the Magic Number – which measures how many new dollars of revenue growth are obtained getting from your sales and marketing investment compared to your competitors. Getting the back of the house in order.

Scale 59

Scale VP of Engineering Payment Services Underperforming Technical Team 59

Baremetrics

MAY 7, 2019

After seriously considering an acquisition offer, Wistia decided to take on $17.3M More recently, the concept of “fund-strapping,” aka taking outside investment or external funding options with the intention of not having to raise any more funding again, has become another viable option for businesses. Buffer spent $3.3

Finance 111

Finance Startup SaaS Payments Payment Methods 111

ChurnZero

OCTOBER 1, 2022

Organizations invest in MQL and SQL processes without fail. Even though CSQLs have a lower customer acquisition cost, faster rate of return, and high close-rate, says Tony D’Auria, industry principal at Valuize, a customer lifecycle consultancy. Q: Do you have any credible sources or source data to help develop compensation plans?

Scale 97

Scale Customer Success Revenue Retention 97

Kellblog

MAY 21, 2019

I love EBITDA, Who cares about stock-based compensation? Office-of-CFO tuck-in acquisitions. Per the WHO, every one dollar invested yields $8 in benefits — a great cause and a great ROI. I love EBITDA, So come and take the time and plan with me. Channel development, goal to 33% of sales from channels.

Forecasting 55

Forecasting Finance Compensation Mobile 55

OpenView Labs

NOVEMBER 12, 2020

It now matches sales and marketing spend at the average SaaS company as folks continued to put significant investments into R&D during the pandemic. Start to connect product and engineering investments with outcomes. Their compensation is directly linked to the revenue that they generate for the business.

Benchmarks 52

Benchmarks Scale Technical Review SaaS 52

OpenView Labs

JANUARY 8, 2020

As a result, we really had to educate the core company about how making leads product users would be the most important investment we could make for both our customer experience and HubSpot’s long term growth. These reps, who we call “Inbound Success Coaches” are not salespeople and they don’t have variable compensation.

Strategy 41

Strategy Sales Hiring Underperforming Technical Team Compensation 41

SaaStr

MARCH 31, 2020

They don’t value marketing as much as they value the product, which means they under invest in marketing. And I compete by doing insane innovation on the marketing side, investing as much on marketing through engineering as you can invest on your product. How I compensate? That’s a good question.

Scale 132

Scale Scaling Sales Hiring Engineering 132

SaaStr

SEPTEMBER 20, 2019

267: SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. So it was quite a few years ago, I had the opportunity to start, actually, as an intern at WebEx before the Cisco acquisition. What I learned after the Cisco acquisition was a lot probably about politics.

Scale 131

Scale Sales Hiring Traceability Acquisition 131

OpenView Labs

DECEMBER 17, 2019

Their compensation is directly linked to the revenue that they generate for the business. While we clearly see product at the center of user acquisition, conversion and expansion, we know that happy customers buy more. Product Managers Will Own a KPI. How many of your highest paid team members are in sales?

Trends 67

Trends Sales Recruiting Technical Review SaaS 67

SaaStr

FEBRUARY 22, 2019

We invest all over the country and very much in Europe as well including Paris. And the first person doing that was actually Jason Lemkin which was when we grew up we Jason invested and he said no guys now you need to go and do things properly like find the V.P. You have to invest in H.R. Thanks for joining us. very quickly.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

ProfitWell

MARCH 3, 2020

We invest in business software companies as they’re scaling through the awkward teenage years of that expansion stage—but they’ve found product-market fit, they’ve found some customers, they’ve got a great product, and they’re really ready to 10x their customer base in their teens. Now Hire Sales. Here’s some intel from our conversation.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

TriTuns

MARCH 22, 2019

It is widely known that most software investments fail to deliver the expected business results and Return on Investment (ROI). There is no way any organization can justify putting money into a software investment without having a clear, realistic plan for how they will get their value back out of it.

Software 40

Software Underperforming Technical Team Forecasting Scale 40

TriTuns

MARCH 22, 2019

It is widely known that most software investments fail to deliver the expected business results and Return on Investment (ROI). There is no way any organization can justify putting money into a software investment without having a clear, realistic plan for how they will get their value back out of it.

Software 40

Software Underperforming Technical Team Forecasting Scale 40

TriTuns

MARCH 22, 2019

It is widely known that most software investments fail to deliver the expected business results and Return on Investment (ROI). There is no way any organization can justify putting money into a software investment without having a clear, realistic plan for how they will get their value back out of it.

Software 40

Software Underperforming Technical Team Forecasting Scale 40

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Billion acquisition is just one milestone in the early innings of the company’s story. Does it have to be in person?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

ChurnZero

JULY 12, 2019

The key characteristic of successful companies is the fact that after reaching an ARR of approximately $1m to 1.5m, they witness logo growth without additional acquisition costs or activities. Companies that focus their growth on customer acquisition will have a hard time balancing out their CAC over time and will ultimately fail.

Scale 75

Scale Onboarding Customer Success Underperforming Technical Team 75

Sales Hacker

NOVEMBER 19, 2018

Rob is leading all of their new customer acquisition go-to market efforts. Then I found myself in Chicago, and for the first time in my adult life, I bought furniture, when came a call from a former colleague at Groupon who invested in Justworks. So, Rob, welcome to the show. Rob Lopez: Thank you, Sam. Very excited to be here.

Finance 59

Finance Sales Hiring Scale Outsourcing Services 59

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. How can a CEO determine when is the right time to fundamentally invest in devops? billion acquisition.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SmartKarrot

FEBRUARY 9, 2022

As a CCO, the first thing you need to do before presenting your case of budget for customer success in front of the CFO is to look at numerous factors that contribute to customer success investment. You need to promote personnel who are performing well with the right compensation. These will make your company and CSMs more efficient.

Customer Success 10

Customer Success Sales Hiring Technical Review Scale 10