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. The SaaS customer success metrics discovered in Stage 2 become standard KPIs that are used to construct predictive analytics.

Metrics 135

Metrics SaaS Compensation Benchmarks 135

Sales Hacker

APRIL 5, 2022

I earned my spurs selling computer systems primarily into the construction industry in the San Francisco area. There’s other ways to compensate sellers that’s more aligned to getting the outcomes that the buyer wants to achieve. The issue is not commission and compensation. Now, my question is, who is Andy Paul?

Scale 78

Scale Sales Underperforming Technical Team Compensation 78

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. Built-in HR tools. Furthermore, services with an employee self-service dashboard make this much more manageable.

Payment Services 145

Payment Services SaaS Payments Outsourcing Services Payment Solutions 145

OpenView Labs

AUGUST 28, 2019

According to LinkedIn, you should “arm managers with the inputs they need—like learning resources, career ladders, feedback they’ve gotten from peers [or] compensation matrixes specific to your organization. Most importantly, you need to help [them] give clear, honest and constructive feedback.”.

Construction 41

Construction Underperforming Technical Team Technical Review Compensation 41

Neil Patel

DECEMBER 3, 2021

Increase Compensation. It’s about providing positive, constructive feedback, being empathic, and accepting that sometimes a manager just needs to step back and let employees do their work. Appreciate that staff value their downtime just as much as you do. Remember, though, management isn’t just about rallying staff on.

Healthcare 109

Healthcare Marketing Outsourced Development Technical Review 109

ProfitWell

NOVEMBER 13, 2019

Any higher churn rate will eventually compound too fast for your growth to compensate. However, that high CAC can be compensated with upsell opportunities within each contract. Churn can rapidly be fatal for young companies. It should be one of the most keenly observed of all your KPIs. SaaS Bookings.

Subscription 80

Subscription Payment Features Customer Lifetime Value Benchmarks 80

Practical Advice on SaaS marketing

FEBRUARY 10, 2012

A free trial without a well-constructed follow-up effort to convert the free trialers into paying buyers isn't worth much. Free" does not compensate for a poor product that's difficult to learn. But before you take the leap and offer your own free trial, think carefully. You should also have a plan for people who tried but didn't buy.

Construction 100

Construction Compensation Acquisition Subscription 100

Sales Hacker

MARCH 30, 2021

My goal was to always keep it simple and then compensate the sales reps quickly. The more capital that you have, the more that you can float, but I think it’s really important to make sure that the sales team stays healthy and that they know the company is behind them from a compensation perspective. It’s a bad place to be.

Scale 102

Scale Payments Technical Advisors Sales Recruiting 102

SaaStr

DECEMBER 20, 2019

Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. How does Manny think about quota construction today? This interview originally aired as Episode 229 on April 29, 2019.

Scale 140

Scale Sales Hiring Construction Education 140

SaaStr

FEBRUARY 8, 2019

If we do stick with the kind of compensation plan though, so to speak, I do get asked by, again, a lot of founders about it. Harry Stebbings: I totally agree with you there on the pushback against the coin operated mentality.

Sales Hiring 113

Sales Hiring Scale Sales SMB 113

ChurnZero

FEBRUARY 2, 2021

Challenges: Ensuring adequate project context is given prior to discussions so that contributors can offer constructive and relevant opinions on matters that are typically outside the purview of their function. Provides a forum for cross-team collaboration and rapport building. The Trends Meeting. Best Fit: Team development.

Underperforming Technical Team 40

Underperforming Technical Team Technical Review Construction Compensation 40

ProfitWell

NOVEMBER 25, 2019

Salaries - Posting the formula for calculating each team member’s salary makes conversations about fair and balanced compensation more transparent. Values - Explaining Buffer’s core values and how they impact daily work and decision-making is constructive for both employees and customers.

Business Model 72

Business Model Technical Advisors Business Scale 72

CustomerSuccessBox

MAY 23, 2022

Additional Read- Customer Success Manager compensation and salary trends. This will ensure constructive and better conversations with their clients. Factors that have led to the constant change in the Customer Success Trends. More advanced technology is being adopted. Pattern matching to create actions.

Customer Success 52

Customer Success Scale Leadership Artificial Intelligence 52

SaaStr

NOVEMBER 2, 2019

I mean so simple that you get so much time and mind share to polish the product to create best in class, which compensates for a lot of competition that you don’t inherit with the business that grows with customer. So the previous one saying carefully constructed very different things, staying in the same segments, [inaudible 00:09:38].

Scale 125

Scale SaaS Payments Sales Recruiting Payment Services 125

ChurnZero

MAY 1, 2020

To compensate, we stuff in fluff to fill our void of expertise. “Brevity starts with deep expertise. Only with thorough knowledge can you accurately make a summary,” advises Leadership & Success. They point out that acquiring knowledge takes time and hard work. Be precise.

Business 53

Business Headcount Customer Success Leadership 53

Kellblog

JUNE 4, 2023

The worst example was when a partner who had long-term exclusivity in a major country called to inform the company that they were handing off their business to their son because he was too old to keep working in construction and who had zero software experience. Sales alignment and compensation. Don’t do this. It’s hard work.

Sales Recruiting 109

Sales Recruiting Compensation SaaS Sales Hiring 109

Neil Patel

SEPTEMBER 18, 2020

For example, a restaurant would have very different insurance needs from a construction company. Workers’ Compensation Insurance. Once you hire your first employee, workers’ compensation should be immediately added to your business insurance policy. Your business can be compensated for lost income in these types of scenarios.

Payment Methods 125

Payment Methods Business Technical Review Compensation 125

Andreessen Horowitz

OCTOBER 16, 2023

Peter: Well, a lot of us start our careers as engineers, and a lot of our construction of a business is around the features, and around what the product does. Jyoti: And there’s a sales compensation aspect to it also. So how did you adjust the compensation accordingly? It’s a bit of a chicken-egg thing.

Product Marketing 76

Product Marketing Scale Sales Hiring Sales Recruiting 76

Andreessen Horowitz

FEBRUARY 12, 2024

And we remained in that advisory capacity, being there to help you with referencing compensation guidance, our views of people that are in process that we know that type of thing. There’s a certain way to do this that is constructive and that actually adds to the process rather than causes friction and problems.

Sales Recruiting 79

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 79

SaaStr

JULY 1, 2021

PlanGrid builds beautiful, simple software for the construction industry. There’s no amount of positive output that can compensate for someone who’s outputting negativity because their blast radius is so big, and it actually affects the core team that is actually getting stuff done. Two, we speak their language.

VP of Engineering 244

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 244

SmartKarrot

MAY 27, 2020

About 25% to 30% of the executives that are directly in contact with the clients are now being compensated on the basis of customer retention metrics. And to make everything running smoothly, you should be able to constructively make use of the GPCT (Goals, Plans, Challenges, Timeline) model.

Management 10

Management SaaS Technical Review Outsourced Development 10

SaaStr

MARCH 1, 2019

How does Tom think about constructing comp plans the right way today? Tom Tunguz: Well, it’s tough because you can construct a multiyear contract in a bunch of different ways. At the beginning, maybe two or three years ago, there were lots of different ways of compensating a CSM.

Scale 112

Scale SMB Sales Recruiting Sales Hiring 112

Sales Hacker

DECEMBER 22, 2020

Revenue-based compensation is a resounding yes. Revenue-based compensation [12:36]. Revenue-based compensation [12:36]. Sam Jacobs: There is a movement to compensate, to evaluate the marketing leader, the sales leader, even the customer success leader, based on just revenue. They’re compensated on wins.

Scale 73

Scale Revenue Sales Hiring Compensation 73

SaaStr

MAY 3, 2019

Before that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. How does Manny think about quota construction today? How does Manny think about specialization within the sales function?

VP of Engineering 146

VP of Engineering Sales Hiring Technical Review Development Team Review 146

Buffer Resources

OCTOBER 2, 2023

She spent the next six months constructing course content, without the slightest clue about what she was doing, assuming that customers would sign up eagerly. I have followed these benchmarks generally, though I have a co-founder earning equal pay so some of our compensation has come from the operating expense allocation.

Payment Methods 114

Payment Methods Sales Hiring Payments Business 114

Natalia Luneva

JUNE 28, 2021

JBKnowledge is a technology solutions company for insurance and construction businesses. . It was one of the first tech podcasts in the construction industry and so big construction conferences actually paid our team to come out to their event, record live and cover it ! .

Sales Recruiting 52

Sales Recruiting Marketing Construction Interviewing 52

Tom Tunguz

MARCH 23, 2015

The book reveals how Hubspot’s sales teams brought the same rigorous and quantitative mentality to training sales people, managing sales teams, developing compensation plans and cultivating sales leaders, critical topics that haven’t been discussed openly enough in Startupland.

Sales Hiring 100

Sales Hiring Sales SaaS Construction 100

Incredo

NOVEMBER 1, 2019

From sales & marketing alignment to SaaS salespeople compensation. If you are satisfied with your sales model and need to learn about employee compensation model, just skip the first article. (3 SaaS Sales team compensation . SaaS Sales team compensation . What are 5 common software sales compensation models?

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Sales Hacker

JANUARY 13, 2021

Royalty Models: Royalty models based on a percentage of revenue is the most straightforward model to construct. With a 2X compensation structure, both the direct and OEM reps get a 10% commission. Often compensated on renewals and upsells, new functionality that supports these goals will be well received.

Payment Solutions 74

Payment Solutions Payments Software Review Enterprise 74

Practical Advice on SaaS marketing

AUGUST 11, 2012

A direct sales model, relying on highly-compensated account executives and field sales support professionals, could be 1000 times more costly than a "no touch" sales model that requires no sales people at all.

Acquisition 100

Acquisition Subscription Payment Features Pricing 100

OpenView Labs

APRIL 9, 2019

Separate feedback from compensation. When feedback correlates too closely to compensation, it creates a lot of noise around the conversation. It also, as a side effect, helps managers improve their feedback skills because they are regularly receiving feedback themselves.

Underperforming Technical Team 59

Underperforming Technical Team Systems Review Compensation Technical Review 59

SaaStr

JANUARY 3, 2020

How does Tom think about constructing comp plans the right way today? Tom Tunguz: Well, it’s tough because you can construct a multiyear contract in a bunch of different ways. At the beginning, maybe two or three years ago, there were lots of different ways of compensating a CSM.

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

OpenView Labs

NOVEMBER 7, 2019

We’re very public about how we operate the company, even publishing our handbook online, that contains more than 3,000 pages about everything that happens within our organization, including compensation, jobs, families, marketing, sales, infrastructure and so on. Our definition of transparency goes beyond sharing information openly.

Construction 40

Construction Compensation Interviewing Technology 40

SaaStr

AUGUST 5, 2020

The verticals we focus on are obviously the office productivity, dev tools, but also some of the more antiquated industries, including construction, agriculture, manufacturing, et cetera. They deserve to be compensated as much as possible. We mostly do seed-stage investments and a little bit if Series A. They deserve a medal.

Technical Review 142

Technical Review Payment Methods Travel Development Team Review 142

SaaStr

MARCH 12, 2019

How should compensation plans be altered with the move? Harry Stebbings: Penultimate one, constructing sales comp plans. How does the structure of the sales team change with the move? How does the role of marketing change with the move to enterprise? How does this move impact the relationship between sales and marketing?

Scale 155

Scale Enterprise Scaling Sales Hiring 155

Sales Hacker

OCTOBER 20, 2020

There’s job assistance, there’s coaching , there’s mentorship, there’s data, including compensation studies. It’s all the same construct, which is, first of all, visualizing or defining your destination at a minimum helps you orient in that destination, towards that destination.

Scale 69

Scale Underperforming Technical Team Sales Outsourced Development 69

SaaStr

JUNE 16, 2020

In the same construct, what are the opportunities here? I get asked by virtually every customer I talk to, “Hey, what are we doing around giving guidance on job roles and compensation?” Adnan Chaudhry: Now this is the next stage, I would say this is the back to work. In some elements, we feel very firmly here.

Sales Hiring 156

Sales Hiring Scale SaaS Payments Payment Services 156