SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Salespeople are often compensated at the highest rate when they win brand new business, but that might not be good for revenue expansion and might contribute to churn.

Sales Hiring 260

Sales Hiring Scale Compensation Sales 260

SaaStr

JUNE 1, 2023

The company is trusted by more than 30,000 companies, over 5,000 investment funds, and half a million employees for cap table management, compensation management, liquidity venture capital solutions, and more. Carta manages over two trillion dollars in equity for nearly two million people globally. SAP for Startups? It’s an unexpected story!

Scale 245

Scale Payments Payment Solutions Artificial Intelligence 245

Tom Tunguz

SEPTEMBER 6, 2021

Imagine you have a dollar to invest and you can choose between two options: a public cloud service or a layer 1 blockchain. These new shares are often granted to employees as compensation. If I work on behalf of a crypto company, I receive tokens as part of my compensation. How do you decide which is more attractive?

Government 260

Government Compensation Blockchain Banking 260

Tom Tunguz

NOVEMBER 28, 2023

Improved terms from the cloud service providers have contributed to margin expansion.” ” Microsoft is now compensating their salespeople for selling Snowflake more aggressively than in the past, perhaps as a competitive joust to Databricks. Microsoft will launch their Databricks competitor called Fabric soon.

GCP(Google Cloud Platform) 188

GCP(Google Cloud Platform) Azure Data Startup 188

SaaStr

AUGUST 29, 2022

10.000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 3 days of tactical content, networking, and epic evening events when the Cloud comes to San Mateo. Understanding how to measure, compensate, and create one unified Revenue team is the key to hypergrowth. Join Divvy CRO Sterling Snow for this enlightening session. $1M

Scale 290

Scale Sales Hiring Marketplace as a Service B2B 290

SaaStr

APRIL 27, 2023

I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. Overall, I learned a lot from this exercise: Only 4 of the top recent Cloud/SaaS IPOs had equal or equal-ish co-founders in terms of equity. Well, I was wrong. 5 had solo founders , or close to it.

SaaS 322

SaaS Cloud Benchmarks Data 322

SaaStr

DECEMBER 12, 2023

Speakers include 50+ cloud and SaaS leaders already: Thomas Tunguz of Theory Ventures Jamin Ball of Altimeter Mark Roberge of Stage 2 Capital MongoDB’s SVP of Sales Ops on Sales Compensation Open AMAs with Jason Lemkin and so, so much more! We just crossed 4,000 sign ups to Workshop Wednesdays!

Compensation 173

Compensation Cloud SaaS Sales 173

IT World

JANUARY 25, 2023

The managing partner of London-based TCI Capital Fund Management wrote to Alphabet’s chief executive, Sundar Pichai, asking him to cut thousands more jobs and to reduce the compensation of its remaining employees. To read this article in full, please click here

Cloud 93

Cloud Enterprise Compensation Management 93

Clouded Judgement

JULY 21, 2023

Every week I’ll provide updates on the latest trends in cloud software companies. When new products are being built and engineers are hired you’re paying those engineers compensation when the products they’re building aren’t generating any revenue (because they haven’t been built yet…).

Cloud 130

Cloud Software Sales Hiring Scale 130

SaaStr

JANUARY 4, 2021

Here are the founder equity ratios at a bunch of SaaS and cloud leaders: OK, now what if in the early days, one founder puts in a cash injection? A bit more here: At the Top SaaS Companies, Founder-CEOs Own ~15% at IPO. And Most Co-Founders Are Not Equal (And That’s OK).

Cloud 328

Cloud Startup Pricing SaaS 328

SaaStr

MAY 12, 2022

CircleCI is a cloud-based continuous delivery platform that helps software delivery teams build, test, and ship changes to their applications. Compensation has to be directly attached to actual usage rather than an intention to use. Driving success and usage of your platform comes down to innovation philosophy. Commitment and usage.

Scale 264

Scale Payments SaaS Payments Payment Services 264

SaaStr

SEPTEMBER 19, 2019

I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. Overall, I learned a lot from this exercise: Only 3 of the top recent Cloud/SaaS IPOs had equal co-founders in terms of equity. Well, I was wrong. 5 had solo founders, or close to it.

SaaS 252

SaaS Cloud Benchmarks Development 252

Chaotic Flow

NOVEMBER 11, 2014

As many of you may know, Trish Bertuzzi and the folks over at the Bridge Group publish a lot of great stuff on Inside Sales strategy and operations, including inside sales compensation benchmarks, lead development rep best practices, outbound selling strategies, and on an on. If you don’t do it, your competitors will ;).

Benchmarks 125

Benchmarks Compensation Sales SaaS 125

Kellblog

FEBRUARY 20, 2022

A few weeks back, I sat down with Jonathan Corrie , cofounder and CEO of Precursive — a Salesforce-native professional services (PS) delivery cloud that provides PS automation, task, and resource management — to discuss one of my favorite topics, the role of professional services in today’s SaaS businesses.

Compensation 96

Compensation Marketing SaaS Consulting 96

Kellblog

JANUARY 23, 2022

pricing, metrics, GTM planning and modeling, sales process, positioning/branding, product strategy, and reluctantly, compensation) and find them invariably superior to jumping into a hard topic with a big heterogeneous group. Personally, I’ve participated in numerous such working groups on various topics (e.g.,

Compensation 140

Compensation Entrepreneurship Finance Startup 140

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. There’s been a lot of inflation in SaaS in the last five years as cloud companies have exploded. This episode is sponsored by Outgrow. You’ve got to do it.”

Sales Hiring 239

Sales Hiring Sales Recruiting Scale Sales 239

Neil Patel

JANUARY 27, 2021

From cloud hosting to dedicated hosting to shared hosting—the choice is difficult but not when you know what you want. There are four main options: Shared hosting VPS hosting Dedicated hosting Cloud hosting. Cloud Hosting. Cloud hosting comes between shared hosting and VPS. Shared Hosting. uptime, move on.

Technical Review 132

Technical Review Cloud Systems Review Software Review 132

SaaStr

MARCH 24, 2020

Oftentimes, judgment can be clouded if somebody understands the space pretty well. We don’t actually give a full draw and to define draw what I mean is sales reps will get a base compensation and a variable compensation. The next one, maybe no surprise, sales reps care about compensation, so pay top of market.

Sales Recruiting 193

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 193

Neil Patel

NOVEMBER 5, 2020

As a whole, these plans can be segmented into four main categories—shared, VPS, cloud, and dedicated. Once you get beyond these numbers (and it will probably take a while), then it might be time to consider moving away from shared hosting to a VPS or cloud hosting plan. Web hosting comes in all different shapes and sizes.

Technical Review 145

Technical Review Outsourced Development Software Review Scale 145

SaaStr

NOVEMBER 13, 2020

I wanted to have another fun, informal conversation with, one of, I think, the most insightful and smartest cloud investors, Sunil Dhaliwal. Interesting for a couple reasons, but Sunil’s been investing in cloud internet since before almost anybody. GP and founder of Amplify Partners. Sunil Dhaliwal: That entire stack, forget it.

Sales Recruiting 216

Sales Recruiting Development Team Review Technical Review Sales Hiring 216

Practical Advice on SaaS marketing

NOVEMBER 19, 2009

Last week, I listened to a panel of IT professionals share their experience with software-as-a-service (SaaS) and cloud solutions. Instead these solutions for expense reporting, recruiting, asset tracking, or sales compensation management, for example, are used broadly, not by experts and not on a daily basis.

Sales Recruiting 100

Sales Recruiting AWS Compensation User Experience 100

Andreessen Horowitz

DECEMBER 8, 2023

While some usage-based businesses might need to use overages as a stick to get more cash upfront (like SaaS providers who need to purchase cloud compute, for instance), many others can generate more revenue by removing that friction and tiering pricing for how their customers want to consume.

Pricing 117

Pricing Scale Forecasting Compensation 117

Sales Hacker

SEPTEMBER 13, 2024

Ensure their compensation and career growth reflect their contribution. 35 on the 2022 Forbes Cloud 100 List with over $200 million in annual revenue. Four key program areas emerge: Connect them with leadership regularly. Build cross-functional relationships by introducing them to other high performers.

Sales Hiring 118

Sales Hiring Scale Development Team Review AI Search 118

Sales Hacker

JULY 29, 2021

Talking to leads, engaging with prospects, cultivating deals – every aspect of sales productivity has a direct impact on a business’s bottom line and often on a sales professional’s compensation. All of that can lead to a lot of pressure and stress on sales teams. One of the best places to start implementing this is the sales call.

Sales 120

Sales Systems Review Compensation Metrics 120

Neil Patel

SEPTEMBER 11, 2020

If you offer benefits to your employees, you need a payroll service that helps you effectively manage things like time off, vacation requests, workers’ compensation, insurance, and more. Most SaaS tools are cloud-based, meaning you can access it from a web browser anywhere. Built-in HR tools.

Payment Services 145

Payment Services SaaS Payments Outsourcing Services Payment Solutions 145

ChurnZero

OCTOBER 5, 2021

This year we joined 5,000 Cloud and SaaS Founders, VC and Execs in the SF Bay Area for three action-packed days of high-quality networking, learning from those who’ve done it, and of course happy hours and plenty of fun. Are your compensation plans setting your business up for longer-term success or subscription contraction?

Customer Success 95

Customer Success Scale Customer Lifetime Value Compensation 95

Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. Business objectives and compensation: When you started your company, you must have had a vision and mission. Align compensation for long-term goals. Align compensation for long-term goals.

SMB 86

SMB Enterprise Strategy Compensation 86

SaaStr

AUGUST 12, 2020

So, we studied what they were doing very closely, I read, Mark Benioff has a great book called Behind the Cloud, which I recommend to everybody. Salesforce is the most successful cloud software company, and so it’s worth I think learning from the things that they’ve done.

Startup 299

Startup Software Review Scale Systems Review 299

Kellblog

MARCH 13, 2020

selling Service Cloud to a VP of Service where the VP of Sales is using Sales Cloud) or an effectively new sale into different division of an existing account (e.g., Non-incidental: cross-selling a complementary product, potentially to a different buyer within the account (e.g.,

VP of Engineering 98

VP of Engineering Customer Success Sales Recruiting Acquisition 98

OpenView Labs

APRIL 29, 2021

Contingency firms , most commonly used for mid-level individual contributor recruiting, usually charge 25% of first-year cash compensation for their fee. Retained search firms follow a similar model, charging one-third of first-year cash compensation. The fee is paid out upon completion of the search.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

Chaotic Flow

JULY 21, 2015

If the multi-tenant, cloud-based technology isn’t enough, there’s the recurring revenue model which creates all kinds of challenges from accounting to sales compensation to funding. SaaS businesses can be overwhelmingly complex. Then, there’s the marketing.

Acquisition 133

Acquisition Scale SaaS Pricing 133

SaaStr

JULY 25, 2021

Dev Ittycheria: So you could have a great sales productivity metric, but if you have five salespeople in one person blew out their number and compensated for the four other people who may be missed their number, that’s not a healthy sign. The other thing I look at is broad based performance across the sales force.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale VP of Engineering 264

Stax

JULY 1, 2024

Wave Payroll Wave Payroll is a cloud-based, small business payroll provider offered by Wave Financial Inc. Wave offers one of the simplest ways for small businesses to file payroll taxes and manage worker’s compensation. OnPay OnPay is a cloud-based payroll and HR solution founded in 2007.

Payment Solutions 88

Payment Solutions Payment Services Payment Methods Payments 88

SaaStr

AUGUST 27, 2019

Depending on size and stage, variable compensation can be one of a company’s highest expense items, and a thoughtful approach is key. So I like to say that if sales is like a train, then sales compensation is the driver. Another way to do it is we had a more junior team and we wanted them to on our cloud products.

Sales Recruiting 155

Sales Recruiting Sales Hiring Scale Sales 155

OpenView Labs

OCTOBER 6, 2021

On August 7, 2019 New Relic – the cloud observability company – had an abysmal day, possibly the worst in the company’s history. In a traditional subscription model, sales focuses their efforts on selling upfront commitments since that’s how they get compensated. New Relic decided to turn this model on its head. “We

Pricing 81

Pricing Scale Compensation Subscription 81

Intercom, Inc.

APRIL 7, 2022

“As cloud and SaaS companies were starting to erupt and take off and get funding, we started to see this dilemma of customers churning” It was in 2007, which is not that long ago, but when we think about technology, that was eons ago. Perhaps a little unusual when you’re thinking about what I do now in technology.

Customer Success 118

Customer Success Technical Review Sales Hiring VP of Engineering 118

Sales Hacker

MARCH 30, 2021

I did a couple of startups from there, in the CRM ecosystem, then got into TOA, which was field service in the cloud. My goal was to always keep it simple and then compensate the sales reps quickly. I transitioned over to Siebel and that got acquired by Oracle. It was relatively new to that marketplace at the time.

Scale 113

Scale Payments Technical Advisors Sales Recruiting 113