User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers.

Sales Hiring 88

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 88

Tom Tunguz

FEBRUARY 10, 2016

Founders may reduce staff, particularly in recruiting or new projects that the company prefers not to finance. First, collect cash sooner with annual pre-pay contracts. All of the cost of customer acquisition for a SaaS company is borne in the first month or so. Second, slow sales hiring. Six months to ramp.

SaaS Payments 115

SaaS Payments Sales Recruiting Sales Hiring Payment Services 115

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. Annual Contract Value (ACV) to Marketing Cost Ratio. It excludes indirect costs such as sales and distribution costs. Customer Acquisition Cost (CAC).

Benchmarks 71

Benchmarks Scale Metrics Sales Recruiting 71

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. We wanted to automate research that was being outsourced and then we wanted to take it to the world. What we do is we help companies close the experience gap.

Acquisition 123

Acquisition Sales Recruiting Scale Sales Hiring 123

Kellblog

MARCH 13, 2020

In days of yore, chief revenue officer (CRO) was just a gussied-up title for VP of Sales. If someone was particularly good, particularly senior, or particularly hard to recruit you might call them CRO. Chief revenue officer meant chief sales officer meant VP of Sales. Frank, the head of Sales, had a $1B number.

VP of Engineering 98

VP of Engineering Customer Success Sales Recruiting Acquisition 98

Baremetrics

OCTOBER 8, 2021

The lifetime value of a customer is just what it says—the total amount of revenue earned by the average customer during the duration of their contract. Customer acquisition cost (CAC) and LTV Knowing what your LTV is for each customer segment is critical Summary. But how do you get to an ARPU of $60 or a contract length of 20 months?

Payment Services 94

Payment Services Payments SaaS Payments Payment Features 94

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 188

Part-Time VPE Scale Sales Recruiting Sales Hiring 188

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

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Know what to Include in a Sales Incentive Plan. Keep it Simple.

Compensation 102

Compensation Sales Hiring Development Team Review Sales Recruiting 102

SaaStr

MARCH 13, 2020

Why does Harry believe investing in customer success is far more important than customer acquisition? * Harry Hurst: So throughout my teens and early 20s, I built companies ranging from fashion distribution, all the way to headhunting and recruitment. This is actually one of the most exciting developments for me in SaaS.

SaaS Payments 207

SaaS Payments Payment Methods Finance Payments 207

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

SaaStr

NOVEMBER 2, 2019

* First, what is continuous customer development? 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. A classic example is a Shopify selling to, let’s say, contract.

Scale 123

Scale SaaS Payments Sales Recruiting Payment Services 123

OpenView Labs

DECEMBER 17, 2019

OpenView’s experts weighed in with their predictions across product, sales, marketing, pricing, corporate development and talent. Product Managers Will Own a KPI. How many of your highest paid team members are in sales? The fact is that a great (albeit expensive) sales rep is worth every penny and has an obvious ROI.

Trends 67

Trends Sales Recruiting Technical Review SaaS 67

Casey Accidental

JANUARY 23, 2019

The same questions emerge for satellite development offices and going international. Do I hire local managers? Or do people report into managers in HQ? They could do scrappy things to drive supply and demand acquisition and brute force initial liquidity. One is around local expansion. Is it a local GM or someone in HQ?

Scale 73

Scale Marketplace as a Service Outsourcing Services Scaling 73

Totango

FEBRUARY 26, 2021

Your sales team lands a new customer with great potential. Over the year(s) of their contract term, you resolve every issue quickly. Some of the items on that list are understandable, from product shortcomings to changes in the customer’s business (such as acquisition). Let the data make the sale for you.

Sales Recruiting 62

Sales Recruiting Scale Social Media Technical Review 62

Sales Hacker

DECEMBER 9, 2019

This week on the Sales Hacker podcast, we speak with Anthony Kennada , CMO at Front. If you missed episode 86 , check it out here: PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul. Anthony’s journey from sales to product to marketing. Subscribe to the Sales Hacker Podcast. What You’ll Learn.

Sales Recruiting 54

Sales Recruiting Scale Sales Hiring B2C 54

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. We’re on iTunes.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. Loving our podcast content?

Sales Hiring 107

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 107

Intercom, Inc.

JUNE 3, 2021

In terms of research and development or generally the product and engineering functions, the people who produce your software, this really is a question of investability. If you’ve got a good setup, then more teams equal more product, and more product equals more marketing and more sales and all sorts of stuff like that.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016. Loving our podcast content? Why is this? Kind of solve the problem.

Sales Hiring 131

Sales Hiring Scale Outsourcing Services CTO Hire 131

ProfitWell

DECEMBER 4, 2019

Because SaaS companies provide a service, not a product, accounting for revenue properly can be difficult. When your customer signs the contract and subscribes, you may get some cash up front, but that cash cannot be counted as revenue until you've earned it. Chorus is a leading conversation intelligence platform for sales teams.

Business Model 54

Business Model SaaS Payments Payment Methods Payments 54

Sales Hacker

NOVEMBER 10, 2020

Subscribe to the Sales Hacker Podcast. The acquisition process [21:55]. If RFPs are slowing down your sales team, you need to check out Loopio. Welcome to the Sales Hacker podcast. Prior to that, he led sales teams all over the country, and we’re incredibly excited to have on the show. We’re on iTunes.

VP of Engineering 75

VP of Engineering Scale Development Team Review Technical Review 75

Sales Hacker

SEPTEMBER 30, 2019

This week on the Sales Hacker podcast, we talk to Vikas Bhambri , SVP of Global Sales and Customer Experience at Kustomer. Vikas is a well-respected sales leader in NYC and comes from a sales engineering and product background, with more than 20 years experience. Subscribe to the Sales Hacker Podcast.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

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

NOVEMBER 19, 2019

Then I went over to the sales department. The demo is the sale and we close everybody in month. In enterprise software, it’s all about contracts, long term contracts. Heidi Jannenga : When we’ve again, first started going out and looking for funding, everybody wants to amplify your sales strategy.

Scale 166

Scale SMB VP of Engineering Leadership 166

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 183

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 183

SaaStr

JUNE 25, 2019

But with it comes immense benefits and competitive advantages such as the diversification of ideas, speedier product development, and representation in important regions and time zones. First off, in 2013 we made our first acquisition. The company was, their sales were quite a bit bigger than the other two companies.

Engineering 128

Engineering Part-Time VPE Sales Hiring Scale 128

SaaStr

JULY 5, 2021

You can launch new products, you can be better at recruiting, you can speak at SaaStr and so much more. Other great engineers or great sales people? The answer is obvious, you’re going to likely hire super engineers and very mediocre sales people. This is also true when running a company. I cannot stress this enough.

Part-Time VPE 245

Part-Time VPE Sales Hiring Underperforming Technical Team Outsourcing Services 245

SaaStr

NOVEMBER 21, 2019

To give an example, I was talking to one founder before his B2B SaaS company, and he’s like, “Well, I want to hire a VP of sales to prove what our cost of acquisition is and our payback, et cetera, et cetera.” It’s known that you can probably sell those first couple of contracts.

New CTO 142

New CTO Sales Hiring B2C CTO Hire 142

SmartKarrot

MARCH 2, 2021

Role: Director of Customer Success Location: Remote, Rochester, NY Organization: FinFit As a Director of Customer Success, you will set the overall vision and strategic plan for the Customer Success organization, focusing on driving product adoption, leading a positive customer experience, and driving growth through member acquisition.

Customer Success 10

Customer Success Sales Recruiting Scale Consulting 10