SaaStr

NOVEMBER 14, 2023

Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. Compensation will drive it and have unexpected results. If you want to get rid of the cobras, paying for every cobra killed clearly wasn’t the right behavior to compensate.

Compensation 164

Compensation Sales Azure AWS 164

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Salespeople are often compensated at the highest rate when they win brand new business, but that might not be good for revenue expansion and might contribute to churn. Roberge recommends starting with product-market fit.

Sales Hiring 190

Sales Hiring Scale Compensation Sales 190

OpenView Labs

FEBRUARY 9, 2021

This is why we’re seeing more and more SaaS companies—Datadog, Twilio, AWS, Snowflake, and Stripe, to name a few—find success with product led growth paired with usage-based pricing. It requires shifts in go-to-market strategy, sales compensation, financial planning, billing, and much more. Then they tell their boss what to buy.

Scale 98

Scale Pricing Scaling AWS 98

OpenView Labs

MARCH 16, 2021

And compared to their peers, companies with usage-based pricing trade at a 50% revenue multiple premium and see 10 percentage points better net dollar retention rates. SaaS companies exploring a usage-based model need to plan for both go-to-market and operational challenges spanning from pricing to sales compensation to billing.

Pricing 52

Pricing Payments SaaS Payments Payment Solutions 52

FastSpring

MARCH 10, 2023

And for the past 17 years, Alf has grown the company without any external funding and maintained a strong employee retention rate. And harder today that we have to compensate for talents. In 2006, founded iOSXpert — now the largest partner of the Mac-based CRM and project management software Daylite.

Consulting 78

Consulting Underperforming Technical Team Interviewing Software 78

SmartKarrot

JUNE 30, 2022

Have a consistent compensation model for customer success teams. Various compensation models can present a related challenge. For instance, if one of your customer success teams receives a reward for customer retention while the other receives one for client engagement, your clients will experience an entirely different outcome.

Acquisition 10

Acquisition Customer Success Technical Review Underperforming Technical Team 10

OpenView Labs

FEBRUARY 3, 2022

AWS and other infrastructure providers have been using UBP for nearly a decade. It’s clear that faster-growing businesses are taking advantage of more creative pricing models, however, the switch to usage-based pricing can represent a host of challenges from revenue recognition to sales compensation.

Headcount 73

Headcount SaaS Compensation Acquisition 73