SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Not a bad thing per se, but it also put a lot of pressure on business models.

Scale 315

Scale Venture Capital Sales Hiring Sales 315

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Scale 214

Scale Sales Marketing Construction 214

SaaStr

JUNE 8, 2023

Dear SaaStr: How Should I Design a Sales Reps Compensation Plan at Just $10k MRR ? Figuring out your very first sales comp plan when you don’t have a repeatable process or much revenue is confusing. And The business model does have to work. but You don’t have the capital to invest here … the rep has to be accretive.

Compensation 208

Compensation Scale Sales Business Model 208

Sales Hacker

FEBRUARY 19, 2021

Learn the steps B2B sales leaders need to take to shift to a more customer-centric approach, how to build a digital buyer experience that fuels revenue growth, and reaches and retains all potential customers. The post The Framework for B2B Sales Leaders to Develop a Customer Centric Business Model appeared first on Sales Hacker.

Business Model 53

Business Model B2B Development Sales 53

SaaStr

APRIL 15, 2021

But I didn’t yield on our business model. The post My First Big Sales Deal. They agreed to the original pricing we discussed, as is. I gave some other concessions (without pushback or questions). If I had, it would have been short-term smiles traded for long-term disaster. note: an updated SaaStr Classic post).

Sales 293

Sales Finance Pricing Business Model 293

ProfitWell

AUGUST 14, 2020

What does the switch to a DTC business model entail, and is it the right choice for your business? What is the direct to consumer business model? Before we get started, let's quickly define what a DTC business model is. History of the direct to consumer business model.

Business Model 52

Business Model Business Advertising Subscription 52

OpenView Labs

FEBRUARY 7, 2019

Freemium , a combination of “free” and “premium” is a business model used widely by software companies to promote product led growth. If that seems dubious to you, think again; countless companies, including DropBox, Hulu, LinkedIn and MailChimp, have seen major success with this model.

Business Model 62

Business Model Business Consulting Education 62

SaaStr

FEBRUARY 23, 2021

I want to spend a few posts and some time on sales comp plans for early-ish stage SaaS companies (up to say $20m in ARR). Because almost all the sales comp plans you are going to read about, and learn about are great — for SaaS companies that are well post-Scale. And buy an M8 Convertible or Model S Performance.

Sales Hiring 313

Sales Hiring Scale Sales Business Model 313

Casey Accidental

OCTOBER 27, 2020

This is part three of a three part series on sequencing business models. In part two of our Sequencing Business Models series , we talked about the different types of marketplaces and what needs to be built to be effective in each of them. Docusign integrates with all sorts of productivity, sales and legal software.

Payments 55

Payments Business Model Payment Solutions SaaS Payments 55

FastSpring

NOVEMBER 15, 2018

Who is your target market: individuals or businesses? Let’s look at common ecommerce business models, so you can see which is best for your business. As a business, you have three basic selling models to choose from. B2C Model Characteristics: Easy to understand. Short sales cycle.

Business Model 60

Business Model B2C Business Government 60

SaaStr

OCTOBER 26, 2022

Put users at the center of product decisions, innovate with a hypothesis-driven approach, then align your business model with user interests. This will help you develop a more aligned product with the messaging, marketing, and sales to unlock product-led growth (PLG). Build an exceptional product with your users. Key Takeaways

Enterprise 179

Enterprise Scale Sales Communication 179

The Marketing & Growth Hacking Publication

MARCH 13, 2019

Your Content Marketing Business Model … The Choices You Have! Content Marketing Business Models are often misunderstood to be either Content Marketing strategy plans or Content Creation plans. What exactly is a Business Model? It is a the description of the method by which you’re going to make money.

Business Model 40

Business Model Content Marketing Payment Methods Payments 40

SaaStr

AUGUST 17, 2022

A successful, growing business depends as much on its metrics as it does on its people. Founder of Marketo, Phil Hernandez, and Marketo’s former EVP of Sales, Bill Binch, have had decades of experience tackling precisely these issues. Even if monthly quotas don’t seem to fit your business model, Bill would suggest it anyway.

Sales Hiring 199

Sales Hiring Sales SaaS B2C 199

Andreessen Horowitz

FEBRUARY 8, 2024

But building a sales compensation plan that both aligns your sales team’s compensation with your customers’ objectives and recruits top salespeople can be incredibly difficult in usage-based pricing. Determine where your sales team makes your customers more successful In usage-based pricing, value = usage.

Compensation 84

Compensation Sales Recruiting Sales Systems Review 84

Chart Mogul

JUNE 18, 2021

In this episode of SaaS Open Mic, I talk to Adam Jones (@AdamJones85), Vice President of Sales for Thinkific, a product-led company that helps businesses create, market, and sell customized online courses. And just 5 years later, that same sales organization helped them take the company public.

Sales 134

Sales Leadership Business Model Enterprise 134

SaaStr

MAY 27, 2021

For the past 10 years, I’ve been a sales advisor for the portfolio companies of early stage venture capital firm True Ventures. It’s fascinating work for a sales mind like mine that’s focused on helping brilliant people turn ideas into revenue-driving businesses. . A Pair of Sales Development Representatives.

Sales Hiring 173

Sales Hiring Scale Venture Capital Sales 173

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

Scale 236

Scale Sales Hiring Scaling Outsourced Development 236

SaaStr

NOVEMBER 18, 2020

Wondering how your SaaS business got slapped with a multi-million dollar sales tax bill from one or multiple states? Probably because you, like so many other SaaS companies out there, didn’t even know you had to collect and remit sales tax. How one prominent SaaS company learned sales tax the hard way.

SaaS 163

SaaS New CTO Sales CTO 163

Intercom, Inc.

OCTOBER 8, 2020

Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. For every company that’s executing the freemium model successfully, there are hundreds more that struggle and the tension it can create between sales, marketing, and product teams.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

Sales Hacker

MARCH 7, 2022

Sales is not an easy topic for academics to teach. Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. Sales is cross-disciplinary. Sales doesn’t exist in a silo (or, at least, it shouldn’t). Sales doesn’t exist in a silo (or, at least, it shouldn’t).

Technical Review 83

Technical Review Sales Marketplace as a Service Banking 83

Kellblog

JANUARY 14, 2021

In the prior post we introduced repeatable sales process as the Holy Grail of enterprise software sales and, unlike some who toss the term around rather casually, we defined a repeatable sales process as meaning you have six things: Standard hiring profile. Standard sales methodology. Standard onboarding program.

Sales Hiring 98

Sales Hiring Enterprise Sales Software Review 98

SaaStr

FEBRUARY 27, 2023

They credit this growth to their global team, a switch to an enterprise business model switch, and flexible work operations. Moving from self-service to enterprise As your product improves, your user demands change, requiring a revamp of the business model to satisfy high-paying customers.

Scale 198

Scale Sales Hiring Sales Recruiting Scaling 198

Tom Tunguz

JANUARY 22, 2023

The main challenges facing B2B startups today are decreases in seat counts as their customers downsize & slower sales cycles which creates volatility in bookings , which has caused more layoffs than an anytime in the last four years. Longer-term contracts & steadier enterprise buyers help smooth shocks for B2B companies.

B2C 254

B2C B2B Headcount Innovation 254

User Pilot

APRIL 8, 2024

How is it different from the top-down business model? The latter is less user-centric and relies on the sales team targeting the key decision-makers and nurturing them with sales pitches, presentations, and demos , to secure an enterprise deal for the whole organization. Bottom-up SaaS approaches: Product-Led Growth.

Strategy 100

Strategy Business SaaS Customer Lifetime Value 100

SaaS Metrics

JUNE 18, 2023

Picture a business model whereby a company doesn’t need a dedicated sales department to sell its wares or services. Instead, an ever-growing workforce of independent agents, working on commission, make the sales. Unlike traditional sales models, such. Unlike traditional sales models, such.

Sales Recruiting 52

Sales Recruiting Engagement SaaS Marketing 52

SaaStr

AUGUST 10, 2022

This is the secret sauce to Atlassian’s business model. Spends less than 20% of its revenues on sales and marketing. But still, spending half of what most of its peers do on sales & marketing is the secret to Atlassian being so profitable. 8,800 employees, so an impressive ~$350,000 in revenue per employee.

Scale 228

Scale Headcount Cloud Business Model 228

SaaStr

APRIL 14, 2023

So if you’re trying to fit your business model into what SaaS looks like in the U.S. Mistake #4: Orienting The Business By Series Instead Of Milestones If you have a burning need to resolve and want to change the world, then do a full pick-up plan. This business models assume the end user knows how to use it.

Development Team Review 223

Development Team Review Technical Review Underperforming Technical Team SMB 223

FastSpring

APRIL 17, 2024

How to Connect With FastSpring at SaaStock USA 2024 Stop by our booth or connect with the team via the SaaStock USA 2024 app to learn more about subscription management, international taxes, and how using a merchant of record can enable you to collect payments faster for your business model. The post FastSpring at SaaStock USA 2024!

Payment Services 85

Payment Services Merchant Services SaaS Payments Payment Solutions 85

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 95

Compensation Sales Recruiting Sales Finance 95

Kellblog

MARCH 6, 2022

You don’t hear this just about technologies, but business models, too. When the Internet eliminated sellers’ monopoly power over information, I heard, “traditional B2B sales is dead, long live facilitating buying processes.” B2B sales wasn’t dead, it just changed. Not everything is zero sum.

B2B 121

B2B Sales Hiring Sales Technical Review 121

Subscription Flow

DECEMBER 21, 2023

If your SaaS business restricts itself to a limited range of pricing plans, you risk excluding a significant segment of customers who seek to tailor their purchases based on specific feature requirements and budget considerations. Usage-Based Pricing Model Today, in the SaaS business market, there is another trend of usage-based pricing.

Trends 59

Trends Pricing Revenue Technical Review 59

OPEXEngine

FEBRUARY 23, 2022

Like the benchmarking of any key metric, you will drive operational efficiency and better use of your resources, when you see the variance between your company and your peers at the same stage and with a similar business model. Quarter 2 revenues minus Quarter 1 revenues) ÷ Quarter 1 Sales and Marketing Expense.

Scale 52

Scale Benchmarks Marketing Sales 52

SaaStr

JULY 18, 2023

Monday.com co-CEO Eran Zinman and Jason Lemkin do a deep dive on how Monday’s business model really works. How AI is Changing the Way We Work with OpenAI’s Head of Sales Aliisa Rosenthal Few things are hottest than OpenAI and AI in general. And how it really scaled to $700m+ ARR selling in large part to tiny SMBs.

Scale 204

Scale AI Scaling Business Model 204

SaaStr

NOVEMBER 25, 2022

They demonstrate spectacular growth and expansion while revolutionizing and disrupting industries with new business models. How Atlassian does business . The Atlassian business model is unique. Scale-ups are exciting.

Scale 226

Scale Scaling Marketplace as a Service Entrepreneurship 226

SaaStr

MARCH 8, 2023

So what should earlier-stage companies do: immediately build out a big sales team or focus on product-led growth? Atlassian’s PLG Model To understand and potentially replicate Atlassian’s success, it helps to understand what made them different. Now they have sales reps, but still consider themselves PLG. Here’s why.

Sales Hiring 223

Sales Hiring Enterprise Headcount Scale 223

SaaStr

OCTOBER 28, 2023

Freemium is a business model. If you can pull that off, you have a competitive and strategic advantage. So my general advice is — at least try. Try if the team is willing and able. Not necessarily a freemium version, though. Free trial is a way to experience a product. They are very different (but can overlap).

Startup 258

Startup Payment Solutions Business Model Enterprise 258

SaaStr

JULY 5, 2023

And here you can see the magic in Mongo’s business model. But it leans in big with a sales-driven motion of big customers as their accounts scale. #7. Wow, just an epic product, CEO, business model, and success story. It can be gamed a bit, and is subject to interpretation. But you know what isn’t?

Scale 184

Scale cloud efficiency Cloud Business Model 184