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

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 110

Acquisition SaaS Payments Payment Methods Metrics 110

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

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. Meanwhile, companies that have experienced more moderate growth than anticipated ( Slack , SAP ) have seen their stock prices get slashed. Gather the data on pricing.

Benchmarks 52

Benchmarks Scale Technical Review SaaS 52

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 64

Sales Recruiting SaaS Business Social Media 64

OpenView Labs

FEBRUARY 10, 2020

The software company’s stated strategy was to offer great products paired with low pricing and self-service purchasing, a Product Led Growth (PLG) recipe that fueled the company’s sustained profitable growth. Be thoughtful about sales compensation and operations. On the new acquisition side, start with A/B testing.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

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 125

Scale SaaS Payments Sales Recruiting Payment Services 125

OpenView Labs

DECEMBER 17, 2019

OpenView’s experts weighed in with their predictions across product, sales, marketing, pricing, corporate development and talent. Their compensation is directly linked to the revenue that they generate for the business. Pricing gets all of the focus in pricing and packaging discussions. What do you think?

Trends 67

Trends Sales Recruiting Technical Review SaaS 67

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

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Naomi Pilosof Ionita | Investing Partner @ Menlo Ventures. We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor.

Payments 100

Payments Pricing Compensation SaaS Payments 100

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

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

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 129

Scale Sales Hiring Traceability Acquisition 129

SaaStr

FEBRUARY 22, 2019

Ticket prices go up March 1st! 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.

Sales Hiring 112

Sales Hiring Scale Sales Recruiting Company Culture 112

Practical Advice on SaaS marketing

AUGUST 11, 2012

Here's an inquiry from the SaaS Marketing mailbox: Dear SaaS Marketing guy, Do software-as-a- service (SaaS) solutions with a high subscription price per customer have a better chance of success than solutions with a low subscription price? It's the subscription price relative to the cost of acquiring customers.

Acquisition 100

Acquisition Subscription Payment Features Pricing 100

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 25, 2019

He was also CEO and president of TalkIQ, and he led that company through its acquisition by Dialpad. Sam Jacobs: Is there a process or tools or resources you invest in to develop great frontline managers? Dan was also an early employee at Google, where he led the inside sales organization at AdWords. One of them’s brand new.

AI Search 72

AI Search AI Sales Hiring Scale 72

SaaStr

MARCH 1, 2019

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify, and Gremlin all prior guests on the show, I hasten to add. What is Tom’s most recent investment and why did he say yes? It’s such a privilege to be investing in all these wonderful companies. Listen on Google Play Music.

Scale 112

Scale SMB Sales Recruiting Sales Hiring 112

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

Baremetrics

NOVEMBER 10, 2020

Purchase Price: $4,000,000 in cash What I walk away with: $3,700,000 in cash Multiple: ~2.65x ARR Buyer: Xenon Partners (tech private equity firm) Close Date: November 2020 Earnout: None ! In the world of tech startups, that sounds tiny, but the reality is, the vast majority of acquisitions are around that point (or lower).

Technical Review 145

Technical Review Software Review Payment Solutions Payments 145

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

Incredo

NOVEMBER 1, 2019

maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . better understand Inbound, and learn about major tactics that you can implement, master your SaaS pricing page and increase your conversions. (We And from SaaS sales models to SaaS pricing. SaaS Pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Sales Hacker

JANUARY 13, 2021

All the deal structure parameters will have a direct impact on value and cost, hence price. Therefore, it is essential to define the parameters of the deal structure in advance of price negotiation. The challenge is to develop a pricing model that blends the different value perceptions across all customers. Pricing models.

Payment Solutions 74

Payment Solutions Payments Software Review Enterprise 74

SaaStr

AUGUST 19, 2022

When do you recommend to diversify the distribution channels or the customer acquisition channels for a SaaS? And then you’re left, in most cases, with a one-off piece of tool with no one to support and invest in it, right? Is that a good investment to make? This has been very helpful. What’s your point of view?

Scale 195

Scale Sales Hiring Scaling VP of Engineering 195

Unbounce

JUNE 16, 2020

I think channel distribution is one of the most promising and untapped acquisition channels for SaaS?—?especially Over the long term, it can also deliver increased revenue, higher customer lifetime value (LTV), and reduced customer acquisition costs (CAC). especially for SMB SaaS startups. Tom Tunguz, Venture Capitalist at Redpoint.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

JULY 30, 2020

Something that we did really poorly at TalentBin early on was not really focusing on a very crisply defined ICP and insufficiently investing in customer success. Then also we’re going to invest like crazy from a customer success standpoint, to make sure that people onboard and then utilize well, and instrument that on an ongoing basis.”

Part-Time VPE 188

Part-Time VPE Scale Sales Recruiting Sales Hiring 188

SaaStr

FEBRUARY 21, 2020

Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world. How should founders think about sales rep compensation? Three of these companies went public.

Scale 186

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 186

SaaStr

DECEMBER 10, 2019

WePay CEO Bill Clerico and COO Tina Hsiao discuss how the company went from launch to acquisition. The day that acquisition closed, we became a 250,000 person company. So I mean, I guess one of the things that was really critical about this acquisition was about maintaining our autonomy, right? Tina Hsiao : Awesome.

Payment Services 133

Payment Services Merchant Services Payment Solutions Payments 133

CustomerSuccessBox

NOVEMBER 9, 2021

But the SaaS vendor must pay all its expenses on acquisition right away. CAC or Customer Acquisition Cost is the first parameter of interest to master. If the customer churn equals the acquisition rate, then the number of new customers exactly compensates for the number of departures. Churn Rate Plays a key role.

Business Model 52

Business Model SaaS Business Software Review 52

SaaStr

JANUARY 3, 2020

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify and Gremlin all prior guests on the show I hasten to add. As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify, and Gremlin, all prior guests on the show, I hasten to add.

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

Kellblog

FEBRUARY 2, 2023

Going forward, while VCs clearly have dry powder , what’s unclear is their willingness to invest it. Some companies treat these as publicity stunts, talking a big vision, but not really investing. Stock-based compensation (SBC) is increasingly controversial. Consumption pricing. Oracle Network Computer. Bankruptcy.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

Navint

AUGUST 26, 2019

In 2015, Apttus and Steelbrick were the two major Configure, Price, Quote (CPQ) vendors built on the Force.com platform. The acquisition sent shockwaves through the Salesforce ecosystem and vendor community. Prior to the acquisition, Apttus had been positioning for an IPO. In early 2016, Salesforce acquired Steelbrick.

Azure 40

Azure Outsourced Development Scale Finance 40

SaaStr

AUGUST 27, 2019

Depending on size and stage, variable compensation can be one of a company’s highest expense items, and a thoughtful approach is key. We invest in enterprise startups throughout the country and you know we live and breathe enterprise tech, by how much we nerd out on sales completely, with all of our enterprise portfolio companies.

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Sales 130

All that Saas

MAY 1, 2021

The best feature of this app has to be its ‘Return on Investment Analytics. For influencers, the software asks them to update their profile on it and set the price they want to work on. Payment Tracker: allows the influencers/content creators to set their price, and get paid within 48 hours. Pro: contacts sales for price.

Payments 52

Payments Payment Solutions Payment Methods Payment Services 52

OpenView Labs

JUNE 25, 2019

Collectively, these expenses are referred to as Customer Acquisition Costs, or CAC for short. A high figure is a signal you’re spending too much on customer acquisition, a low number the opposite. Conversely, if your CAC payback is six months but you churn most of your customers by month three, you’ll never recoup acquisition costs.

Scale 40

Scale Development Team Review Software Review Benchmarks 40

Sales Hacker

NOVEMBER 28, 2018

This data is incredibly valuable as it shows you where your organization is seeing success and where marketing needs to invest their efforts to fill the pipeline. A Pacific Crest Securities survey shows that the typical customer acquisition cost for companies to earn $1 is $1.18. Is it mostly pricing objections? Deal size.

Scale 81

Scale Sales Hiring Data Sales 81

SaaStr

MARCH 3, 2020

So I worked for Jason Lemkin for about six years, half of which was EchoSign and the other half of which was Adobe post acquisition. If you want to get I’ve been there, done that, multiple exits, reduce the risk as far as you can down the ladder type of hire, you’re going to pay a heavy price on equity. QUESTION 8: Thanks.

Sales Hiring 149

Sales Hiring Sales Recruiting Scale CTO Hire 149