SaaStr
OCTOBER 24, 2022
Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?
FastSpring
DECEMBER 7, 2023
As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. What factors beyond financials makes a target even more valuable. Jump to highlights.
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SaaStr
MARCH 20, 2021
Pick a price point you know how to sell a t. I’ve seen sales reps great at $20k deals join a start-up with tons of leads but at a $2k price point and fail. Can you sell without a brand backing you? Selling a product without an established brand, at least a mini-brand in its niche, is different. Most of us do.
SaaStr
JANUARY 16, 2023
Earlier stage startups: – Have no brand – Have no/little training – Have very few resources. That doesn’t mean they are “bad” Many, in fact, will thrive as a VP or Director somewhere else. It’s just they won’t make it at your particular, early-stage, quirky, pre-brand startup.
Sales Hacker
MARCH 30, 2023
Related: The Ins & Outs of Variable Pay Compensation Structure for Sales Teams 2. Company B doesn’t overly penalize you if you perform poorly — they will continue to pay you some level of variable despite poor performance. Spoiler: All of these are bad signs.) Scenario 1: You underperform by 20%.
SaaStr
DECEMBER 14, 2020
If you already have a few bigger deals under your belt, but most are smaller … a few higher-level suggestions: Hire a Very Good VP of Sales that has sold at your “high end” price point. But don’t push the customer and prospect to a breaking point before you’ve “earned” the right, from a brand perspective, to ask for all the seats up front.
Intercom, Inc.
JUNE 10, 2020
I hope this post allows people and teams to safely talk about Product Judgment. If you ever had to face a Manager, Director or Exec as they make bad product decisions and you’re struggling to persuade them otherwise, this post will help you. It takes years to build, and therefore ranges from very weak to very strong.
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