Kellblog

JUNE 27, 2020

I’ve worked with several startups that fell into the following pattern: Selling a SaaS application at a healthy price (e.g., And, depending on the initial contract duration, high customer churn [1]. churn of 25%, and services margins of negative 66% when I started working with them [2]. 100K to $200K ARR).

Consulting 144

Consulting Sales Recruiting Sales Hiring Startup 144

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. As a founder, ideally you want your sellers, marketers, and product leaders aligned in transforming product features into value-based messages to accelerate sales cycles and secure corporate deals.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

SaaStr

DECEMBER 28, 2019

Enough with the excuses for not having hired your real VP of Sales, or that VP of Engineering, or whatever. Hire a real recruiter. Increase Pricing For New Customers in January — The Right Way. Pricing is a nuanced topic. And if you don’t think you can support higher pricing yet, that’s OK.

Part-Time VPE 277

Part-Time VPE Sales Hiring Scale Sales Recruiting 277

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 96

Compensation Sales Recruiting Sales Finance 96

Stax

FEBRUARY 19, 2024

Software as a Service (SaaS) has made business software more accessible by offering cloud-based, on-demand access to a range of solutions, from project management and collaboration to sales and marketing. This creates an intensely competitive landscape with a higher churn rate, but greater customer acquisition opportunities.

SaaS Payments 88

SaaS Payments Payment Services Payments Payment Solutions 88

SaaStr

JULY 1, 2021

You can be like, “OK, our culture is we’re going to work super hard, and churn out a lot of features, and sell a lot of product.” I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps.

VP of Engineering 260

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 260

User Pilot

MAY 20, 2024

Use predictive analytics to identify and proactively address potential churn risks. Regularly communicate and engage with existing customers In the traditional sales-led model, the sales reps disappear as soon as they close the deal. This includes churn prevention. How to improve customer retention: run churn surveys.

Retention 95

Retention Strategy Sales Recruiting Scale 95

SaaStr

JUNE 4, 2019

I actually worked in sales for five and a half years and that’s probably why I have tended to gravitate to B2B marketing. Worked as an AE and then a sales manager. Decided to go to business school, did that for a little bit and then came out in management consulting, a company. So, they’re a B2B piece.

Sales Recruiting 167

Sales Recruiting Scale Underperforming Technical Team Pricing 167

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Average salary: $46,035/yr.

Sales Hiring 91

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 91

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 162

Sales Recruiting Scale Outsourcing Services Sales Hiring 162

User Pilot

JULY 22, 2023

In this guide, we’re going to show you how a land and expand strategy can help you grow your revenue generation from existing clients by deploying a foot-in-the-door approach with your sales team! You need a clear target market, proper positioning, product-market fit, and the right sales process for a land and expand strategy to work.

Strategy 70

Strategy Sales Recruiting Customer Success Acquisition 70

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

User Pilot

SEPTEMBER 14, 2023

You can also use segmentation to help you identify and target at-risk users accordingly to reduce the churn rate. Segmentation has been proven to improve a vast range of product success metrics (not just sales efforts). Personalized churn prevention message. Create content (i.e., In-app modal created in Userpilot.

Strategy 85

Strategy Sales Recruiting Onboarding Churn 85

OpenView Labs

NOVEMBER 16, 2021

The value of your contracted subscriptions taking into account revenue added/lost from components such as new sales, renewals, upsells, churn, etc. Churn Rates. Customer Churn = # of customers lost / total #of customers. Revenue Churn = # MRR this month / # MRR lost from last month.

Benchmarks 71

Benchmarks Scale Metrics Sales Recruiting 71

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 196

Part-Time VPE Scale Sales Recruiting Sales Hiring 196

Baremetrics

OCTOBER 8, 2021

While it might sound like a simple concept, calculating the average revenue per user ( ARPU ) and the customer churn , which are necessary components of the LTV calculation, is complicated because the information is coming from many sources. LTV is simply the average amount of money a customer pays you before they churn. What is LTV?

Payment Services 94

Payment Services Payments SaaS Payments Payment Features 94

SaaStr

MARCH 31, 2024

Also, don’t miss out on discounted prices for SaaStr Annual 2024 tickets. Along with our marketing software, along with our sales software. But employee churn in the Bay area is epic. As a KPI from this, do you try to drive down employee churn? Because not everyone has a background in these issues, right?

Part-Time CTO 258

Part-Time CTO CTO Hire CTO Coach CTO 258

User Pilot

NOVEMBER 5, 2023

Overall, customer value management can make your product more competitive. Sales reps can use the knowledge to shift sales negotiations from price to value. You can do it by tracking metrics like churn rate or NPS and through qualitative surveys. This means they can adjust their pricing to maximize revenue.

Management 86

Management Scale Customer Lifetime Value SaaS 86

ChurnZero

JANUARY 13, 2023

Customer sentiment, intention, and level of trust can be surfaced and incorporated into more predictive customer health scores while providing valuable insights and feedback to CSMs and account managers. We believe we will see more teams hiring a CS enablement manager and more budget allocated towards training & development.

Trends 98

Trends Customer Success Sales Hiring Scale 98

Baremetrics

JUNE 30, 2021

All the data your startup needs Get deep insights into your company's MRR, churn and other vital metrics for your SaaS business. For instance, do you have a certain number of sales agents or current customers or a specific marketing activity planned? And don't forget the costs of recruiting. Want to Reduce Your Churn?

Startup 98

Startup Sales Hiring Sales Recruiting Deferred Revenue 98

Kellblog

MARCH 13, 2020

In days of yore, chief revenue officer (CRO) was just a gussied-up title for VP of Sales. If someone was particularly good, particularly senior, or particularly hard to recruit you might call them CRO. Chief revenue officer meant chief sales officer meant VP of Sales. Frank, the head of Sales, had a $1B number.

VP of Engineering 98

VP of Engineering Customer Success Sales Recruiting Acquisition 98

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Sales 130

Tom Tunguz

OCTOBER 1, 2015

While the volume varies by price point - freemium companies may have thousands of early customers, while $100k+ ACV companies may only have a handful - positive usage patterns indicate strong customer pull. As a seed stage company grows, hires a sales team and deploys the product to more customers, the signs of customer pull evolve.

Sales Recruiting 100

Sales Recruiting Sales Hiring Social Media compliance 100

Incredo

OCTOBER 17, 2019

is like asking “how expensive should I price my SaaS product?” common software sales comp plans, 2. what factors to consider before defining your SaaS sales commission percentage. What are 5 common SaaS sales compensation models? Cons: For your recruiter, finding contractors who are a good fit will be more difficult.

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

SaaStr

MARCH 1, 2019

How does Tom think about calculating churn when it comes to multi-year contracts? What were the commonalities of leading indicators of churn? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? What is the right way to conduct a churn analysis? Let me take a step back.

Scale 115

Scale SMB Sales Recruiting Sales Hiring 115

Incredo

OCTOBER 17, 2019

is like asking “how expensive should I price my SaaS product?” common software sales comp plans, 2. what factors to consider before defining your SaaS sales commission percentage 4. and finally figure out how much that SaaS sales salary should be. In the end, a bonus section is waiting for you! See below!

SaaS Payments 144

SaaS Payments Compensation Payment Services Sales Recruiting 144

ProfitWell

DECEMBER 13, 2019

The goal in SaaS sales is not to convince your customer to buy your product there and then—it’s to win that customer over to your product for a lifetime. We’ll tell you how to use your understanding of a prospect to turn them into a delighted customer, what metrics to lean on, and how to build the perfect SaaS sales team. Churn rate.

Scale 61

Scale Sales Recruiting SaaS Sales 61

Baremetrics

SEPTEMBER 10, 2021

While it includes your revenue model(s) and thus revenue stream(s), it also includes everything else from marketing to developing, recruiting, and operations. It defines how you will monetize your product and at what price. Direct sales: Selling your product directly to customers guarantees that you will keep all of the revenue.

Payments 102

Payments SaaS Payments Revenue Payment Solutions 102

SaaStr

MAY 8, 2020

* What does Jessica believe is the right way for sales reps to engage with new customers during this time? How should sales teams and CS respond to requests for discounts? What specific and deliberate things can startups do not just to prevent churn but also to increase usage and upsell? This podcast is sponsored by Guru.

Sales Recruiting 173

Sales Recruiting Technical Review Sales Hiring Outsourced Development 173

SaaStr

JULY 9, 2019

Giraffe is a mobile job matching platform that helps medium skilled workers get access to opportunities and helps businesses to recruit staff faster, and easier, and more affordably than any other way. You’ve got to be very sensitive to price, and so you’re caught in this conundrum. I’m from South Africa.

Scale 159

Scale Sales Recruiting Scaling SaaS Payments 159

OpenView Labs

NOVEMBER 30, 2021

The game has changed when it comes to recruiting. Hiring managers should prepare by putting together pitch materials (usually a 2-3 page deck) to give candidates a deeper look at your company and culture – beyond what’s on your website. Recommended resource: Let’s Stop Calling Churn a Customer Success problem.

Payment Services 80

Payment Services Benchmarks SaaS Payments Merchant Services 80

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Know what to Include in a Sales Incentive Plan. Keep it Simple.

Compensation 103

Compensation Sales Hiring Development Team Review Sales Recruiting 103

User Pilot

JANUARY 26, 2023

Incorporating inclusive product design helps remove personal bias from the product management process. It also removes friction , reduces churn , drives adoption , and improves customer loyalty. In fact, it can be one of the key differentiators in a saturated market where it’s difficult to compete on features or price.

Sales Recruiting 91

Sales Recruiting Interviewing Development Social Media 91

ChurnZero

APRIL 27, 2021

Other signs of explosive growth potential at this early stage are a highly efficient sales motion, though this is most often still a work in progress at this stage. Interest from channel partners and sales via channel partners can be another meaningful indicator. . I’ve seen this so many times that is has become predictable. .

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

SaaStr

JUNE 3, 2020

Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution. And here’s some interesting data also, on the challenge for SaaS vendors, for all of us, that we will, a lot … most of us will see increased churn. And so we will have additional churn challenges across SaaS.

Software Review 177

Software Review Scale Technical Review SaaS 177