Totango

MARCH 5, 2019

That is, right after they post on social media about the awful company that sold them a bad, unsupported product. If the escalation is so problematic that the customer is seeking compensation, review their purchasing history before extending a compensation offer. Don’t let this happen to your business. Is a refund in order?

Management 57

Management Compensation Software Review AWS 57

Sales Hacker

DECEMBER 3, 2019

Show ‘em the Money – Sales reps are incentivized by variable compensation, so use data to drive peak performance. Marketing is shifting toward measurement and accountability, and data-driven marketers want conversion data that can be tied to revenue. If it’s just an opinion, I like my opinion.” Marketing by the Numbers.

Sales Enablement 84

Sales Enablement Artificial Intelligence Branding Sales Hiring 84

OPEXEngine

JUNE 29, 2020

If this is the first time you’re hearing about the Rule of 40, this financial framework helps you weigh up your revenue growth against your margins. 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. Enter the Rule of 40!

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

SaaStr

DECEMBER 20, 2019

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic.

Scale 142

Scale Sales Hiring Construction Education 142

FastSpring

MARCH 10, 2023

And harder today that we have to compensate for talents. No, nobody had made one one euro revenue that. Everything we reached from from here to meanwhile, close to 1.151 point 5 million euros revenue is that we financed ourself interesting. Yeah, what else have you done over the years that have sort of created that culture.

Consulting 78

Consulting Underperforming Technical Team Interviewing Software 78

OpenView Labs

FEBRUARY 3, 2022

To find out which of these features are most common, OpenView surveyed over 500 SaaS companies ranging from pre-revenue to $100 million in ARR. All too often, companies omit certain acquisition costs, over-inflate recurring revenue by failing to strip out one-time revenue, and/or leave out some of the ongoing costs of serving a customer.

Headcount 73

Headcount SaaS Compensation Acquisition 73

ProfitWell

SEPTEMBER 25, 2019

One of the most famous lines from Citizen Kane is, “It's no trick to make an awful lot of money, if that's all you want is to do is make a lot of money.” That’s never been truer for software businesses in particular than in the past 10-15 years, with the internet stimulating an explosion in the number of viable revenue models.

Payments 40

Payments Revenue Payment Methods SaaS Payments 40

SaaStr

JULY 20, 2021

It’s probably that you’re small, you have very little revenue, you have a couple of employees maybe, you’re probably struggling, maybe your bank accounts are stretched, you’re probably incredibly stressed. It’s a brutal, awful slog in the start. ” “The cameras are awful.”

Underperforming Technical Team 244

Underperforming Technical Team Sales Hiring AWS Business Model 244

SaaStr

JULY 1, 2020

It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? That’s how we make revenue and it’s a win for our customer because they get a rebate on their card spend. We can save companies $100,000 on their AWS bill. Jason Lemkin: Got it.

Merchant Services 181

Merchant Services Scale Sales Recruiting Sales 181

Tom Tunguz

NOVEMBER 4, 2014

AWS, Twilio, Heroku, etc. If there are a small number of relevant customers, as in Veeva’s case where the entire market is about 200 pharmaceutical companies, the average revenue per customer must be very high. This keeps morale high and creates a very predictable revenue forecast.

Pricing 120

Pricing Startup SaaS Payments Payment Methods 120

SaaStr

MAY 3, 2019

Episode 229: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue-driving machine. In this session, Sandy Carter, AWS Vice President will hone your superpower – not of customer focus, or customer driven, but customer obsessed. This is for two reasons.

VP of Engineering 149

VP of Engineering Sales Hiring Technical Review Development Team Review 149

ChurnZero

OCTOBER 16, 2020

Why would we replicate that awful and uncomfortable experience we have in the B2C world with our B2B buyers? Since SaaS businesses survive on Net Revenue Retention (renewals, expansion, and upsells), you need to maximize all these areas which typically exceed the scope of one person’s talent. Enter the Sales Manager.

Scale 98

Scale Customer Success SaaS Payments Sales 98

Sales Hacker

NOVEMBER 10, 2020

What’s broken with compensation plans? [26:28]. Have you applied to Revenue Collective yet? I’m actually running a webinar tomorrow at Revenue Collective and Katie Ivy is joining me. What’s broken with compensation plans? [26:28]. How to know when you’re ready to be an entrepreneur [9:26].

VP of Engineering 74

VP of Engineering Scale Development Team Review Technical Review 74

OpenView Labs

JUNE 25, 2019

For example, if you sell to large enterprises and see long sales cycles supported by a field sales model with highly compensated sales reps who have extended ramp-up time, your business will naturally have higher payback than a product-led company that leverages virality and a self-serve freemium model to target businesses of all sizes.

Scale 40

Scale Development Team Review Software Review Benchmarks 40

OnStartups

JULY 7, 2021

Because the temptation is always once you start having customers and revenues are growing, things like that, is just to kind of, what we call drag the spreadsheets. You do not receive any of the revenue from me paying LinkedIn for the right to spam you. So it becomes revenue generating for me. It doesn't really cost that much.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

OnStartups

JULY 7, 2021

Because the temptation is always once you start having customers and revenues are growing, things like that, is just to kind of, what we call drag the spreadsheets. You do not receive any of the revenue from me paying LinkedIn for the right to spam you. So it becomes revenue generating for me. It doesn't really cost that much.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40