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. For example, let’s say you are an accounting software company and you are getting ready to launch a brand-new tax assistant software.

Sales Recruiting 64

Sales Recruiting SaaS Business Social Media 64

Sales Hacker

MAY 1, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen , VP of Sales at Greenhouse Software about moving your product upmarket and how to sell your software to a big company. What sales strategies and philosophies are necessary for enterprise sales. Subscribe to the Sales Hacker Podcast. Your title?

Sales Recruiting 47

Sales Recruiting Sales Hiring Sales SMB 47

The Angel VC

AUGUST 10, 2011

I recently wrote that investors (myself included) should do a better job of making their investment criteria transparent to founders. To put it as simple as possible, the health of a SaaS business is mainly determined by two factors: Customer lifetime value (CLTV) and customer acquisition costs (CAC). along the way.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

ProfitWell

OCTOBER 31, 2019

Today, we see an NPR-owned app go freemium , a social media management platform is sprouting an IPO (although not a profit), and Vendr raises $2 million to replace your enterprise sales team. We aired an episode of Pricing Page Teardown on Sprout vs. Buffer , but Patrick and Peter find it may just be a draw.

Sales Recruiting 40

Sales Recruiting Social Media Subscription Payment Features 40

Point Nine Land

APRIL 9, 2021

Having invested in 9 B2B marketplaces and gathered data from 20+ different investors, here are our findings on what it takes to raise money in 2021 for B2B marketplaces. In other words, if it’s difficult to find the relevant buyer or seller and there is limited transparency around prices, that’s a good sign for someone building a marketplace.

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

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

ProfitWell

JANUARY 23, 2020

Plus we’ve got Chargify’s Michael Klett and our very own Patrick Campbell to share their billing and pricing predictions. Pricing predictions from the pros. Chargify 's CEO Michael Klett and ProfitWell’s Patrick Campbell took to LinkedIn Live to air out their 2020 billing and pricing predictions. None other than custom pricing.

Sales Recruiting 43

Sales Recruiting Sales Hiring Venture Capital Trends 43

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. Ticket prices go up March 1st! Matt Turck – Managing Director at FirstMark. We invest all over the country and very much in Europe as well including Paris.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

OpenView Labs

OCTOBER 17, 2019

We continue that practice today, and extend it to include roles that aren’t typically exposed to customers—operations people, accountants, recruiters, etc. For instance, recruiters with first-hand customer experience are able to give job candidates real examples of what it’s like to work at Zapier.

Sales Recruiting 45

Sales Recruiting Sales Hiring Scale Technical Advisors 45

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 152

Sales Hiring Sales Recruiting Scale CTO Hire 152

Stax

FEBRUARY 19, 2024

Software as a Service (SaaS) has made business software more accessible by offering cloud-based, on-demand access to a range of solutions, from project management and collaboration to sales and marketing. This creates an intensely competitive landscape with a higher churn rate, but greater customer acquisition opportunities.

SaaS Payments 88

SaaS Payments Payment Services Payments Payment Solutions 88

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). Your partners act as an outsourced sales and marketing team.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 194

Part-Time VPE Scale Sales Recruiting Sales Hiring 194

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

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. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. Should sales commission be paid on renewals?

Scale 114

Scale SMB Sales Recruiting Sales Hiring 114

Intercom, Inc.

JUNE 3, 2021

Where should you invest your resources? If you’re short on time, here are a few quick takeaways: You can’t balance short-term and long-term investments without considering the existing product strategy. Choosing the right investment is a balancing act of art and science. And yet, now might be a good time to hit the accelerator.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

Intercom, Inc.

FEBRUARY 6, 2020

The story you tell to the market, the competitive moats you build, the pricing models fueling your growth – everything that got you to where you are needs to be reimagined for your new buyer. At the helm of Udemy for Business’ customer acquisition machine is their VP of Marketing Yvonne Chen.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. For us, we went with quality. Same with McDonald’s.

Technical Advisors 155

Technical Advisors Scale Sales Hiring Sales Recruiting 155

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 132

Sales Recruiting Sales Hiring Scale Sales 132

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

DECEMBER 17, 2019

And so in Plaid, we build integrations into bank accounts focused on letting you interact with your money in your bank account in whatever way you want to in the web. Quovo had focused on investment accounts and allowing you to programmatically interact with your investment accounts through third-party applications.

Payments 142

Payments SaaS Payments Banking Underperforming Technical Team 142

SaaStr

FEBRUARY 26, 2019

Join Qualtrics Co-Founder and CEO alongside SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker’s acquisition by SAP this year. Also, don’t miss out on the lowest prices EVER on SaaStr Annual 2020 tickets. The company was acquired this November in an $8B deal ahead of its planned IPO.

Acquisition 127

Acquisition Sales Recruiting Scale Sales Hiring 127

SaaStr

APRIL 18, 2019

And so once I had the idea I convinced my father to invest and become a customer. He was investing in internet companies. And I started as an engineer and as an MBA and frankly in business school back then they didn’t even have a class on sales. And I think most of your teams, you need sales engineers, you need founders.

Sales Recruiting 166

Sales Recruiting VP of Engineering Scale SaaS Payments 166

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. What’s their acquisition channel? Transcript. What’s their deal size?

Sales Hiring 196

Sales Hiring Scale Sales Recruiting Scaling 196

ChurnZero

APRIL 27, 2021

As ChurnZero recently secured a Series B investment bringing our total funding that has been raised to date to $35 million, we thought we’d take a look back and see the role that Customer Success plays at each respective stage of funding for SaaS companies. And we thought, who better to ask than those that chose to invest in us along the way.

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

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. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 173

Merchant Services Scale Sales Recruiting Sales 173

Outseta

JANUARY 20, 2020

In light of the sale of Buildium last month I figured now is as good of a time as any to reflect on the most important ones. There was no strike price or vesting schedule associated with these units—they were simply granted to employees based on performance or as a recruiting tool. The business was structured as an LLC.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

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 does David think about scaling sales teams? How should founders think about sales rep compensation?

Scale 189

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 189

ProfitWell

NOVEMBER 8, 2019

On today’s episode, Flywire focuses on the customer, MoneyLion drops the “Netflix of finance,” and Impact Pricing launches an online course you’ll be all about. Impact Pricing drops the knowledge. more effective at generating growth than focusing on user acquisition alone. They offer a free checking account and a $19.99

Sales Recruiting 40

Sales Recruiting Payment Services Payment Methods Sales Hiring 40

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. What one question must all founders be asking in the sales process? * Where should the responsibility for upsell lie, customer success or sales? So I love that description.

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

OpenView Labs

NOVEMBER 16, 2021

The value of your contracted subscriptions taking into account revenue added/lost from components such as new sales, renewals, upsells, churn, etc. It excludes indirect costs such as sales and distribution costs. Customer Acquisition Cost (CAC). A Quick Glossary of SaaS Metrics. Annual Recurring Revenue (ARR).

Benchmarks 71

Benchmarks Metrics Scale Sales Recruiting 71

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Top 2018 Sales Trends & Predictions – Strategic Headlines.

Scale 96

Scale Technical Review Outsourcing Services Sales Hiring 96

ProfitWell

DECEMBER 4, 2019

At this stage, you should be asking yourself these main questions: Am I tracking metrics and looking to optimize pricing? To kick off your growth stage and to continue powering through it, you will need to begin raising serious funds that will allow your company to grow its team, invest in product development and iteration, and scale.

Business Model 54

Business Model SaaS Payments Payment Methods Payments 54

Totango

FEBRUARY 26, 2021

Your sales team lands a new customer with great potential. Some of the items on that list are understandable, from product shortcomings to changes in the customer’s business (such as acquisition). Others you know are just excuses, such as pricing, or that one support issue that was only 90% resolved. Roll-out is on schedule.

Sales Recruiting 62

Sales Recruiting Scale Social Media Technical Review 62

Buffer Resources

OCTOBER 9, 2023

Agencies Rethink Meta's Platforms Digiday reports a decline in agency investments in Meta due to diminishing returns. Meta's Subscription Model WSJ unveils Meta’s ad-free subscription pricing, impacting ad visibility on Instagram and Facebook – this may affect ad engagement rates.

Social Media 82

Social Media AI Search Subscription Payment Features 82

SaaStr

NOVEMBER 19, 2019

It’s a global technology focused investment firm. Then I went over to the sales department. The demo is the sale and we close everybody in month. Just as an example, at Battery we invested in a company called Bright Tree, which is outside of Atlanta, which makes software for the home health care market.

Scale 169

Scale SMB VP of Engineering Leadership 169