Tom Tunguz

JUNE 10, 2015

Compensation structures are one of the most interesting questions facing customer success organizations in software startups. How should customer success leaders structure their team’s compensation in order to align the objectives of individual customer success managers with those of the larger business?

Compensation 100

Compensation Customer Success Startup Communication 100

SaaStr

JANUARY 21, 2020

Things like hiring the right people and being clear and communicative. We’re going to talk a little bit about being clear and communicative with goals and objectives. Step two is a little bit about what Aaron was talking about, being clear and communicative. I heard Aaron Ross talking about nobody likes surprises.

Sales Recruiting 318

Sales Recruiting Sales Hiring Scale Sales 318

SaaStr

MAY 19, 2022

As a small company, you can not compete with tech giants in terms of compensation alone. Communication: Every member of the company should understand what you are trying to accomplish and why you are trying to accomplish it. Benefits and compensation: Benefits and compensation are a crucial part of taking care of your employees.

Development Team Review 292

Development Team Review B2C Compensation Technical Review 292

Totango

NOVEMBER 10, 2021

There is no one-size-fits-all formula for designing customer success compensation plans. Each company is unique and has different goals and KPIs in place that affect CS compensation structures. 4 Factors to Consider in Your CS Compensation Plan. Let’s take a look at four important factors. . Expansions & Upsells.

Compensation 90

Compensation Customer Success Revenue Churn 90

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. The Process for Creating a Sales Compensation Plan. Plan Compensation for Onboarding and Training. Example Compensation Plans. Establish Role Levels. Keep it Simple.

Compensation 110

Compensation Sales Hiring Development Team Review Sales Recruiting 110

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Bravado’s 2022 State of Sales Compensation Guide showed that 54 percent of reps missed their quota.

Compensation 98

Compensation Sales Recruiting Sales Hiring Retention 98

SaaStr

OCTOBER 10, 2023

Founders have refined the narrative around the product and can communicate it clearly and with a depth of knowledge that no one else will have in the early days. How To Ensure Sales Leaders Are Mission-Aligned You need to be clear on what your mission is and communicate it effectively to anyone coming in. What are the North Stars?

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Scale Sales Hiring Scaling Sales 273

Tom Tunguz

MARCH 19, 2023

The operating cadence describes how & how often the management team reviews progress & communicates with the team. Another segment emphasizes the importance of Stripe’s written internal communication. When we mess up, miss a deadline, or slow down, it matters. We take that responsibility seriously.

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Startup Scale Systems Review Compensation 229

Tom Tunguz

SEPTEMBER 6, 2021

For the service, the trader pays a me fee communicated as an interest rate. 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. I can lend the stock to short sellers in a practice called securities lending for stocks.

Government 260

Government Compensation Blockchain Banking 260

Totango

NOVEMBER 10, 2021

There is no one-size-fits-all formula for designing customer success compensation plans. Each company is unique and has different goals and KPIs in place that affect CSM compensation structures. 4 Factors to Consider in Your CSM Compensation Plan. Let’s take a look at four important factors. . Expansions & Upsells.

Compensation 78

Compensation Customer Success Revenue Churn 78

Tom Tunguz

MARCH 27, 2025

Compensation Design Structure effective comp plans : Balance base salary, commission, and accelerators to drive desired behaviors. Create feedback loops : Establish regular communication between sales and marketing to improve lead quality. Set appropriate quotas : Establish attainable targets that still drive growth.

Scale 182

Scale Sales Hiring Startup Compensation 182

SaaStr

MARCH 6, 2023

The marketplace in 2023 prioritizes emerging technology and instantaneous communication. Buyers now favor virtual channels as their optimal communication method with a salesperson. However, to compensate for this merging, the average selling organization will become smaller as it delivers predictable results.

Innovation 246

Innovation Sales Hiring B2B Strategy 246

SaaStr

JULY 8, 2024

All teams discuss blockers, inefficiencies, structure plans, and different communication channels to charge a path forward. It might be a battle in the boardroom, but it drives long-term incentives outside traditional compensation and equity plans. That’s an opportunity cost. Those war rooms started to bridge a connection across teams.

Sales Hiring 284

Sales Hiring Scale Sales Education 284

Incredo

OCTOBER 17, 2019

What are 5 common SaaS sales compensation models? The reason is that commission-only position doesn’t guarantee a fixed financial compensation at the end of each month. Pros: With this way of compensating, you reward high-performing sales reps when they show they can do more for you! See below! New and expensive customers.

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

SaaStr

AUGUST 29, 2022

Understanding how to measure, compensate, and create one unified Revenue team is the key to hypergrowth. Revenue Alignment: How to Pull Marketing, Sales, Customer Success Together with Divvy’s CRO : The time spent mediating disputes between your Revenue functions is a growth killer.

Sales Hiring 284

Sales Hiring Scale Marketplace as a Service B2B 284

Incredo

OCTOBER 17, 2019

What are 5 common SaaS sales compensation models? The reason is that commission-only position doesn’t guarantee a fixed financial compensation at the end of each month. Pros: With this way of compensating, you reward high-performing sales reps when they show they can do more for you! See below! Here’s why.

SaaS Payments 144

SaaS Payments Compensation Payment Services Sales Recruiting 144

Tom Tunguz

SEPTEMBER 3, 2017

Sales compensation is communicated in OTE, On Target Earnings. When designing a sales compensation plan, it’s important to take into account the overall goals of the business including hiring an account executive retention, in addition to the desired efficiency of the sales organization.

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Sales Recruiting Sales Hiring Data Sales 160

ChurnZero

NOVEMBER 26, 2024

For example, instead of saying “strong communication skills,” specify “ability to effectively communicate complex technical concepts to both technical and non-technical audiences.” A description of the initial training and onboarding process. Be specific and avoid vague statements. Is it a global company?

Technical Review 52

Technical Review Sales Recruiting Customer Success Sales Hiring 52

Intercom, Inc.

MARCH 15, 2018

Something that I think is incredibly important across all of the those is the ability to communicate well and to be an effective collaborator in a larger community of developers around you. Historically, at many companies there’s the sense that management is a promotion or that there’s different compensation.

Engineering 214

Engineering Management Merchant Services DevOps as a Service 214

Sales Hacker

MARCH 10, 2021

Instead, it may be time for you to re-examine your compensation plan and understand how to implement stretch targets that push your reps beyond their usual capabilities. Deliver on time: Communicate quotas to reps within two weeks of performance period to utilize sales momentum. Example: Communicating effectively.

Scale 120

Scale Sales Recruiting Compensation Sales 120

Totango

AUGUST 13, 2024

By implementing CSQOs into your compensation plan, you empower your CS team to drive expansion, while maintaining their focus on customer success and retention. When designing compensation plans for CSMs, it’s important to include pipeline metrics alongside traditional retention and expansion goals.

Customer Success 101

Customer Success Compensation Management Consulting 101

Intercom, Inc.

MARCH 3, 2020

Our vision is to bring a messenger-first, personal experience to all customer and business communication. We’ll share more info about our teams and products, the designer role, compensation, benefits, and more. Intercom’s R&D principles. Intercom’s mission is to make Internet business personal. Hiring manager call.

Interviewing 290

Interviewing Systems Review Compensation Travel 290

Buffer Resources

JANUARY 25, 2024

Why salaries are transparent at Buffer Compensation is a very important and sensitive element of work. Compensation is directly connected with life overall, in supporting peoples’ livelihoods and their dreams. We have chosen to create a system where conversations around compensation can happen in the open.

Systems Review 136

Systems Review Compensation Benchmarks Scale 136

Buffer Resources

JANUARY 25, 2024

Why salaries are transparent at Buffer Compensation is a very important and sensitive element of work. Compensation is directly connected with life overall, in supporting peoples’ livelihoods and their dreams. We have chosen to create a system where conversations around compensation can happen in the open.

Systems Review 136

Systems Review Compensation Benchmarks Scale 136

SaaStr

NOVEMBER 14, 2022

Alignment & Communication: Managers must have a finger on the pulse of how their teams are doing and what they’re focusing on, and in turn, effectively communicate expectations with their employees. Measure and communicate progress to goals. This is more challenging for remote workforces. So that’s up, down, and across.

Retention 130

Retention Leadership Compensation Communication 130

SaaStr

APRIL 30, 2024

Lesson #4: How to Operate with Excellence Early As your team gets bigger, things start to leak and break down because it’s harder to communicate, and the feedback loop isn’t as tight. They might be the two most important hires you make. So, you need instruments in the business to make sure things run smoothly. Owner utilizes three tools.

Scale 300

Scale SMB Sales Hiring Sales 300

Chaotic Flow

MAY 13, 2014

Sales is compensated on recurring revenue and avoids discounts based on total contract value. And, executive compensation is based on non-GAAP SaaS financial goals. Predictive models are plugged directly into the SaaS product to automate communications that facilitate purchase, use and upsell.

Metrics 135

Metrics SaaS Compensation Benchmarks 135

Sales Hacker

DECEMBER 21, 2017

Implementation of Recommended Compensation and Incentives Program. Maintenance of Communication and Collaboration Channels. Communication and Conferencing Tools. Manage compensation. . Compensation plan. Implement compensation and incentives program. Ownership of talent development and compensation.

Scale 105

Scale Sales Recruiting Sales Hiring Technical Review 105

Kellblog

SEPTEMBER 5, 2024

I’d worked with them in the early days as an advisor, and received a stock option as compensation. The GC could easily just have said he’d honor the option, but instead chose to communicate that good news by firing me. But different people see this differently and compensation structure impacts this as well. Time commitment.

Startup 101

Startup Compensation Software Review Consulting 101

ChurnZero

NOVEMBER 29, 2022

To build customer trust, coach your team to be consistent in how they respond to and communicate with customers on all subjects. As humans, we naturally focus on what we are measured on, and more importantly, what we are compensated for. But compensation plans are too large and complex of a topic to cover in a short blog.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

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.” For some, it’s about principle. Read the room.

Compensation 114

Compensation Technical Review Software Review Onboarding 114

Tom Tunguz

JULY 14, 2015

Startups on the path to IPO must prepare for a year or more, learning new disciplines in finance, corporate communications and operations. Corporate communications must be organized and efforts coordinated to ensure statements don’t violate SEC disclosure rules, for example. There can be substantial benefits to going public.

Compensation 113

Compensation Finance Forecasting Communication 113

Intercom, Inc.

JULY 30, 2018

Most models for SDR compensation require sales opportunities to reach a certain stage before they count toward an SDR’s quota. Communicate to sell. In sales, it’s just as important to communicate effectively with your team as it is to have good conversations with your leads. Be creative about how you warm up your cold leads!

Strategy 157

Strategy Sales Compensation Communication 157

Totango

JULY 19, 2021

Finally, you need to build your team out so that you have enough people to monitor and communicate with all your clients frequently and promptly. 3: Compensate Accordingly. That’s why compensation structures are evolving to align with the increasing importance of customer success. Qualities of an ideal CSM include. .

Customer Success 126

Customer Success Sales Recruiting Compensation Scale 126

Sales Hacker

DECEMBER 3, 2020

Sales is a high-stress job with a lot of front-facing communication. Here’s a quick look at the three most common stressors salespeople face on a daily basis: Compensation structure. If your sales compensation doesn’t match what these top sellers believe their skills are worth, that’s going to cause issues within your organization.

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Sales Compensation Underperforming Technical Team Communication 97

Sales Hacker

DECEMBER 19, 2022

The draws include better base salaries, competitive variable compensation, better perks, or remote work opportunities at other organizations. Reassess your compensation offer. Compensation plays a major role in incentivizing sales reps. Related: How to Build Sales Compensation Plans that Increase Seller Retention.

Sales Hiring 102

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 102

Neil Patel

SEPTEMBER 15, 2020

In some cases, you can even use these apps to communicate with your employees. But this type of software will usually have solutions for absence management, benefits administration, recruiting, compensation management, workflows, self-service portals, training, employee development, and reporting. Payroll and Benefits Administration.

Software Review 137

Software Review Software Systems Review compliance 137