CustomerSuccessBox

JANUARY 10, 2022

Comfortable with business and digital subjects, you help your clients achieve their goals via products/services. You support the customer and maintain the relationship with practical cases that meet their business needs. To help you, you watch over your churn, the proportion of customers lost by your business over a given period.

Compensation 52

Compensation Customer Success Trends Management 52

SaaStr

AUGUST 17, 2020

Hire them immediately, over-compensate them with equity, appreciate them … and most importantly, get out of their way. Most folks will not give you tough advice, and even more importantly, they won’t know you and your business well enough to give the really tough advice. Support them when they make mistakes. Let them run.

Scale 360

Scale Business Interviewing Compensation 360

SaaStr

NOVEMBER 14, 2022

If they aren’t happy, they may leave, which can spell problems for your employee retention rate, which in turn can negatively impact your business as a whole. Fortunately, there are strategies you can implement to ensure that your workforce is engaged, happy, and driving the business forward. Startup Leadership Challenges.

Retention 130

Retention Leadership Compensation Communication 130

ChurnZero

NOVEMBER 29, 2022

When I ventured out to build my first Customer Success department at a tech software company, my leadership team thought I was nuts. Selling leadership on the concept of Customer Success. Folks were getting pulled left and right into other processes outside of their responsibilities or book of business.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

Buffer Resources

FEBRUARY 1, 2024

When I came back from family leave, it coincided with the Great Resignation — I was adjusting to having a baby at home and working while our Marketing team was severely understaffed, and I started moving into a leadership position on the team. It was a particularly challenging time in both exciting and hard ways.

Compensation 86

Compensation Social Media Leadership Branding 86

Sales Hacker

DECEMBER 12, 2017

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? What is Variable Pay Compensation Anyway?

Compensation 79

Compensation Sales Hiring Sales Payment Services 79

SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them.

Scale 176

Scale Sales Hiring Compensation Sales 176

Sales Hacker

OCTOBER 9, 2019

In many SMB companies, the business owner wears many hats, one of which happens to be the sales manager. That rarely works, however, because the business owner is trying to do too many things at once. Without the proper training, they don’t have the necessary skills or tools to manage this critical business function. Aim Higher!

Sales Hiring 68

Sales Hiring Leadership Management Sales 68

ChurnZero

FEBRUARY 17, 2021

Technology Services Industry Association (TSIA) has a library of 751 business challenges, which represent specific issues about which members go to seek assistance, guidance, or direction on. Each inquiry, advisory engagement, and workshop that they conducted, was tagged to a corresponding business challenge. Chances are, yes.

Customer Success 78

Customer Success Technical Review Scale Sales Hiring 78

Sales Hacker

MARCH 12, 2020

Add to that the dramatic pace of business, and it can be very difficult to put the right people in place. Business Moves at the Speed of Light. Is compensation too low? Is it a lack of leadership? The pace of business only continues to increase, and every day a role goes unfilled, your quotas harder to hit.

Sales Hiring 76

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 76

Sales Hacker

JUNE 9, 2020

Of course, we’re talking about what’s going on during the pandemic, but also just about his leadership skills and his experience. We provide human resources expertise, technology, benefits plans, and everything related to your people so that you can focus on your core business. So that’s TriNet. Sam Jacobs : Wow.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

Tom Tunguz

NOVEMBER 16, 2015

To succeed from this point, the company must cross the sales leadership chasm: recruit an ever-larger sales team, manage and coach them, and mechanize their sales team to grow quickly from $1-2M in ARR to $50M. They are: Knowing what to do about our business, what kind of sales methodology would you run?

Sales Hiring 183

Sales Hiring Sales Recruiting Startup Compensation 183

SaaSOptics

JANUARY 20, 2022

When it comes to your SaaS business, the stakes are much higher than this imagined canoe voyage. If your organization is using spreadsheets to manage compensation plans and account for sales commissions, you may be doing a lot of rowing without getting very far. Who Should Build Your Compensation Plan and Commission Structure?

Compensation 77

Compensation Scale compliance Forecasting 77

Tom Tunguz

JULY 28, 2018

80%+ of startup operating expense flows to compensation. Retaining these employees is good business. Research shows employees leave their jobs because of poor leadership and poor management. Seven people’s compensation might total an annual budget of $1.5M Talent is the largest investment of an early stage company.

Investment 140

Investment Management Compensation Market Research 140

Sales Hacker

DECEMBER 19, 2022

By now, most business leaders have had some kind of run-in with the effects of the Great Resignation. The professional and business services industry (which includes B2B sales) had the fifth highest turnover rate in 2021. ( IBM Institute for Business Value ). Reassess your compensation offer. Bureau of Labor ).

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Sales Enablement, SaaS and Growth

NOVEMBER 28, 2017

Communication matters in business. Either the sales leadership rates the sales enablement team and think they add value - or they don’t. Just like consultants, we sales enablement professionals are in the business of problem solving by providing counsel and guidance, but ultimately, we are reliant on other teams to execute.

Sales Enablement 112

Sales Enablement Sales Business Consulting 112

Kellblog

OCTOBER 30, 2023

.” Optionally, offer compensation. Not everyone wants compensation. For others, it’s all about compensation. Ensure the compensation matches the problem: “I’m offering you a free day with our top guide on your next trip out.” Finally, thank the customer for their business.

Compensation 83

Compensation Technical Review Software Review Onboarding 83

ChurnZero

DECEMBER 2, 2021

From sessions on building variable compensation plans and Customer Success tech stacks to fostering customer advocacy and community, BIG RYG explored how today’s Customer Success leaders are tackling major industry challenges and advancing their Customer Success game. Variable compensation plans need to be achievable.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

ChurnZero

APRIL 8, 2022

It’s the definitive Customer Success leadership summit. Get the leadership tactics to build a high-performing team, as well as the strategic frameworks needed to see the big picture and become a strategic partner to the business. At BIG RYG 2022, on October 12 – 13 in Washington, D.C., you’ll find ideas for years.

Customer Success 98

Customer Success Scale Leadership Compensation 98

ProfitWell

NOVEMBER 25, 2019

Spurred by the rise of self-funded companies in tech, transparency, both inside and outside a company, is a defining characteristic for a lot of successful SaaS businesses today. Transparency is more of a mindset than a business model. But fostering transparency requires making tradeoffs at every step of the journey.

Business Model 72

Business Model Technical Advisors Business Scale 72

Kellblog

MAY 2, 2020

Your rank-and-file employees own relatively small stakes which, ceteris paribus , should make them want you to swing for the fences — but, in these days of decade-to-liquidity , you may have employees so jaded on equity compensation that they’d just like to keep their well-paying jobs. You know, people like me [1].

Business 94

Business Compensation Startup Interviewing 94

Kellblog

NOVEMBER 26, 2023

I love these studies because you can get not a two-fer , but a three-fer, in terms of benefits: Thought leadership, via leading discussion of emerging ideas (e.g., This relationship is unlike any other in the business world. There are no “go arounds,” no undermining the leadership team. Now, what do we want to do about them?

Market Research 85

Market Research Marketing Leadership Compensation 85

OpenView Labs

DECEMBER 9, 2019

While identifying the strengths and weaknesses of your board is important, it is crucial to keep key company leadership needs separate. Do not conflate board needs with business leadership gaps. Coco Brown warns that when CEOs don’t have company leadership squared away, it will inevitably mess up the board.

Compensation 52

Compensation Leadership Interviewing Startup 52

Valuize Consulting

AUGUST 24, 2021

While your Senior Leadership recognizes the importance of Net Dollar Retention, it’s much harder to communicate its criticality to your entire organization. Sticky adoption occurs when your product is so ingrained into your customers’ business processes that they couldn’t imagine life without it. Build Your Compensation Model.

Retention 52

Retention Metrics Compensation Innovation 52

Valuize Consulting

AUGUST 24, 2021

While your Senior Leadership recognizes the importance of Net Dollar Retention, it’s much harder to communicate its criticality to your entire organization. Sticky adoption occurs when your product is so ingrained into your customers’ business processes that they couldn’t imagine life without it. Build Your Compensation Model.

Retention 52

Retention Metrics Compensation Innovation 52

Sales Hacker

DECEMBER 9, 2022

Consider new territory rules that reflect changes in the market (and your business). Do your current territory definitions still suit the needs of your business or do new structures or rules need to be considered? The bottom line is, your quota methodology needs to align with your business objectives. And the stakes are high.

Scale 97

Scale Headcount Sales Forecasting 97

ChurnZero

FEBRUARY 17, 2022

With Customer Success software still relatively new to the business world (compared to CRMs and other mainstay tools), its introduction to your tech stack can feel like just another tool. Establishing transparency around SaaS business metrics , especially ones that you directly influence, increases trust, accountability, and productivity.

Customer Success 98

Customer Success Software Compensation Leadership 98

OnStartups

SEPTEMBER 22, 2022

Arjun and I have known each other for a long time, originally when he was a member of the HubSpot leadership team. During this time any one other than a co-founder will soon get frustrated by the changes of direction and eventually wonder if the compensation they are giving up on elsewhere is worth it. Startups are hard.

Startup 113

Startup Compensation Leadership Product Marketing 113

Tom Tunguz

JULY 26, 2016

Slow growing businesses suffer from the lack of oxygen that fuels growth. Large market; logical revenue model; rapid-adoption; stealth/secrecy; proper compensation of the leadership team. For most bottoms-up businesses, stealth isn’t a competitive advantage, but awareness is. Raising money is more expensive.

Startup 135

Startup Compensation Leadership SaaS 135

ProfitWell

MARCH 20, 2020

What is revenue operations & why RevOps is crucial for subscription businesses. Revenue operations , or RevOps for short, is the combining and aligning of sales and revenue goals throughout marketing, sales, and success teams within a business. Honesty and accuracy are essential when building a long-term business.

Business 59

Business Sales Funnel Customer Success Pricing 59

ChurnZero

JUNE 12, 2020

Beloved by their tactical peers, operations brings needed order and logic to busy, results-oriented teams. If you replied, “Customer Success Director or above,” you’re not prioritizing your team by spending valuable leadership time on administration when it should be used to build your team’s strategy and remove obstacles in their way.

Customer Success 80

Customer Success Scale Underperforming Technical Team Sales Hiring 80

ChurnZero

JULY 2, 2020

To understand the why and how behind putting the customer at the center of your business, we hosted a webinar with two founding team members of customer-first organizations: ChurnZero’s Chief Customer Officer Abby Hammer and inSided’s CEO/Co-Founder Robin van Lieshout. Even if it is part of their compensation.

Compensation 98

Compensation Customer Success Engagement Churn 98

SaaStr

MARCH 7, 2023

Using these real numbers from real companies, they have a solid insight into the long-term health of businesses. AE and SDR compensation is another tactic to align GTM with what you want. A Look Back At 2022 Performance ICONIQ Growth leverages quarterly operating and financial data from 92 enterprise SaaS companies.

Outsourcing Services 161

Outsourcing Services Scaling Venture Capital Forecasting 161

InsightSquared

MARCH 6, 2018

Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. They’ll also drive your sales forecast and allow leadership to make data-driven, rather than gut-based, decisions. It’s basic, but it works when your business is still young. Quota and compensation planning.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. For many folks in leadership positions, the answer might be… asking job candidates good questions. Pantheon VP Sales and Business Development Scott Crawford outlines six uncoachable qualities to look for in your next great sales manager.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Sales Hacker

OCTOBER 8, 2020

The buyer’s goal is to deliver business outcomes that boost revenue, improve customer experience , or drive down costs. I know you are part of a business, and you need to make money, but that obsessive focus on driving revenue is holding you back. You do this by securing leadership/management buy-in to your long-term objective.

Systems Review 97

Systems Review Compensation Leadership Revenue 97

Sales Hacker

FEBRUARY 1, 2022

A better way to compensate instead of commission. It’s all about a new way of thinking about how to generate demand and how to make sales and how to close business focused on the buyer, as opposed to the predictable revenue model. Community, thought leadership, content marketing on social media, which is a function of demand gen.

Sales 88

Sales Compensation B2B Social Media 88