Chargify

JANUARY 15, 2020

Multiple billing systems and complicated contract customers that required itemized invoices were being managed manually, within an excessive number of spreadsheets. The B2C SaaS business model is about high volume sales with simple pricing structures. Manually track revenue with spreadsheets and multiple billing systems.

B2B 67

B2B Payment Features Software Review Scale 67

Sales Hacker

JANUARY 29, 2018

Reps were hired, trained and compensated to perform as an individual to hit a quota. The root cause of today’s challenges can be traced back to the use of this outdated model based on low volume of deals at a higher price. Due to the lower price, it also requires a higher volume of deals to attain a similar kind of growth.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

Kellblog

MARCH 11, 2020

High churn on one-year deals (often 25% or higher) due to failed implementations. Loss reports indicating that prospects believed the competition “understood our problem better” and acted “more like a partner than a vendor” Zero-sum delusion is a serious issue for an early-stage SaaS business. Math wise, 0.12*250+0.02*100

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

OPEXEngine

DECEMBER 23, 2020

High churn on one-year deals (often 25% or higher) due to failed implementations. ARR < $25K), use a low-touch sales model and focus on the small and medium business market [1]. The better strategy for us would have been to run behind a Big 4 systems integrator bidding who included our software in their proposal. [4]

Underperforming Technical Team 52

Underperforming Technical Team Sales Hiring Consulting Forecasting 52