Tom Tunguz

FEBRUARY 24, 2024

They vote on technical roadmap, compensation, & their own operations, governed by this license & manage a treasury with $3b of assets. Steven’s perspective on the future of web3, the deliberate developer relations strategy, & the Community Source license can be found here.

Government 198

Government Compensation Development Technology 198

TurnKey Labs

AUGUST 31, 2023

In the highly dynamic world of Silicon Valley, the ever-transforming landscape of compensation strategies adopted by Tech Companies is nothing short of innovative. Stock options—once a generous enticement to lure in top-notch talent—are now a common component of a competitive offer to attract talented developers.

Development 52

Development Compensation Innovation Startup 52

Tom Tunguz

NOVEMBER 24, 2018

Logo based quotas empower AEs with more flexibility to find customers in new ways, build the important base of logos for marketing and fundraising, and enable AEs to develop confidence in their approaches. The ultimate goal of any compensation plan is to ensure account executive success at each stage. Stage 3: Short Term Quota.

Compensation 136

Compensation Sales Recruiting Sales Hiring Scale 136

Tom Tunguz

JANUARY 4, 2016

It’s the most provocative idea about employee compensation I’ve found. But, this compensation strategy must be complemented with a plan to reward the exceptions, the 10xers. As Daniel Kahneman showed in Thinking Fast and Slow , humans think in normal distributions.

Compensation 100

Compensation Startup Benchmarks Engineering 100

SaaStr

JANUARY 12, 2024

The Seven Things all Founders Should Know About Sales. Tunguz, MongoDB, Nick Mehta, Bessemer and More!! appeared first on SaaStr.

Generative AI 221

Generative AI Scale Compensation AI 221

Mucker Capital

OCTOBER 10, 2023

Sales development is a nuanced blend of art and science, requiring a delicate balance for its effective implementation within a company. Drawing from substantial experience, Sally Duby from The Bridge Group provides valuable insights into the intricate realm of sales development. Sally's wisdom sheds light on this dilemma.

Scale 52

Scale Sales Hiring Outsourced Development Development 52

CustomerSuccessBox

JANUARY 10, 2022

Customer Success Manager job description: As a CSM (Customer Success Manager), your role is to maintain a good relationship and the satisfaction of your existing customers while developing the customer portfolio. Compensation system. 37% of respondents say they received these as part of their overall compensation structure.

Compensation 52

Compensation Customer Success Trends Management 52

Tom Tunguz

NOVEMBER 27, 2016

Many times startup teams ask how to compensate a sales team for renewals and upsells. How should SaaS startups compensate their sales teams for upsells and expansions? What’s the best way to compensate sales teams? The 2016 PacCrest Survey contains a wealth of information about these types of go to market questions.

Compensation 100

Compensation Scale Sales SaaS 100

SaaStr

APRIL 13, 2023

DevRev is a business software company that brings developers (dev) and customers (rev) together in the era of product-led growth. In times of anemic NPS and high customer churn, DevRev strives to create the world’s most customer-centric companies led by happy developers.

Scale 185

Scale Compensation B2B Innovation 185

SaaStr

SEPTEMBER 12, 2023

Tie compensation to these metrics to incentivize performance. A classic on founder compensation, always one of the most searched topics. The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans. Even if you don’t want to.

Sales Hiring 211

Sales Hiring Technical Advisors Compensation Outsourced Development 211

SaaStr

JANUARY 27, 2023

Career Development: For individual contributors, assess whether you have any potential for upward growth in the company. In addition to creating a thriving business with impressive growth, opening paths for career development, and staying resilient, companies must focus on compensating their sales teams generously and fairly.

Sales Recruiting 174

Sales Recruiting Sales Hiring Scale Compensation 174

SaaStr

MAY 19, 2022

You iterate and develop your products according to your customers’ needs, which first requires you to listen to them. Building a great product and a customer support team to match its quality, both lead to the development of trust between your company and its customers. Develop your team of generalists to a team of specialists.

Development Team Review 219

Development Team Review B2C Compensation Technical Review 219

Tom Tunguz

OCTOBER 28, 2013

There’s an interesting phenomemon occurring in founder compensation for post-Series A companies: founding CEOs are swapping cash for larger equity stakes in their companies. Founding CEO salaries, post Series A, have fallen by about 24% while founder equity has increased by 32%. This trend is broad.

Compensation 100

Compensation Trends Startup Benchmarks 100

IT World

FEBRUARY 28, 2023

The loss was largely a result of stock-based compensation expenses. Reporting results on Monday, Zoom said it posted a net loss of $104 million for the fourth quarter of its fiscal 2023, ended January 31, compared to a profit of $490 million in the year-earlier period. Online revenue was also down 10% year over year to $481.7

AI 66

AI Development Compensation Investment 66

SaaStr

SEPTEMBER 29, 2022

They invest development resources for non-technical people to quickly run and analyze these experiments. Mistake #3: Not designing a sales compensation plan for PLG. “We We are using the sales compensation models from the 1970s, and these models drive quota-fulfilling behavior.”. Consumer growth teams are cross-functional.

Technical Review 224

Technical Review Technical Advisors Scale Compensation 224

Tom Tunguz

MAY 1, 2023

AEs, experts in closing contracts, often focus on reducing sales cycle & maximizing contract value - which aligns with their incentives & compensation plan. The default behavior is for founders to pass sales to account executives. The very best blend aspects of sales engineering & sales closing.

Scale 152

Scale Engineering Outsourced Development Sales 152

SaaStr

FEBRUARY 8, 2022

Are you compensating your teams to sell recurring revenue? Compensation is a great motivator to make your team care and think about different clients and which verticals are likely to get higher revenue. . But this isn’t the best way to proceed. .

Scale 211

Scale Sales Hiring Compensation Sales 211

Tom Tunguz

MARCH 19, 2023

is a book a management team could take to an offsite to develop or re-imagine the entire operating system of a business. The operating system consists of the workflows to achieve the goals according to the cadence: recruiting, performance management, & compensation. Writing is efficient because it eliminates repeating oneself.

Startup 192

Startup Scale Systems Review Compensation 192

Tom Tunguz

JUNE 21, 2022

Second, UBP reduced friction for individual developers to tinker with the APIs. UBP presented an opportunity to reinvent the account executive (AE) compensation model. Compensation. First, Twilio sought to align its success with customers’ success. UBP enabled the company to manage COGs and gross profit.

Startup 147

Startup Outsourced Development Sales Hiring Compensation 147

Intercom, Inc.

AUGUST 3, 2022

We work hard to provide a challenging, opportunity-filled working environment that our teammates can thrive and develop in – and we’re constantly adapting to new ways of thinking and working. Fast Company’s Best Workplaces for Innovators. Intercom has been listed at number 35 on Fast Company’s Best Workplaces for Innovators list!

Company Culture 211

Company Culture Innovation Compensation Development 211

Andreessen Horowitz

DECEMBER 8, 2023

By activating the expression of fetal gamma globin in adults, it compensates for the root cause of sickle cell disease. Parallel to these advancements, we are seeing significant progress in the development of new vehicles to deliver genetic cargo.

Compensation 138

Compensation Innovation Engineering Technology 138

SaaStr

NOVEMBER 30, 2023

But to develop a GTM strategy, you must have Product Market Fit. That’s a big change, and they can do it by building the first incentive compensation plan that includes variable compensation for specific goals. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. Without it, you don’t have a business.

Scale 216

Scale Sales Hiring Scaling Outsourced Development 216

ChurnZero

NOVEMBER 29, 2022

As humans, we naturally focus on what we are measured on, and more importantly, what we are compensated for. A variable compensation plan is an effective way to motivate your team to achieve their individual goals. 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

Sales Hacker

AUGUST 29, 2023

Meka started his career working in Player Development & Baseball Operations for the Cleveland Indians. Prior to joining Stripe, Meka served as Case Team Leader at Bain in San Francisco, partnering with the C-Suites of Fortune 50 companies across different verticals.

SMB 73

SMB Scale Compensation Finance 73

Point Nine Land

OCTOBER 23, 2023

The first sales hire needs to do all of the selling, build the playbook, and (probably) act as a Sales Development Representative doing cold outbound prospecting. Now for the bottom-up approach that fails: Many in SaaS like a 50–50 base salary to commission model for compensating Account Executives.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

Chart Mogul

MAY 30, 2019

As we grow, we’re able to spend more time developing the proactive tiers of the pyramid without de-prioritizing a strong foundation of fast, helpful ticket replies and features that delight. How do you build a compensation plan for a new customer success team and strategy? Customer Success Management metrics.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

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.

Scale 176

Scale Sales Hiring Compensation Sales 176

Incredo

OCTOBER 17, 2019

or “how long should I spend on developing my software ?”. To answer your questions correctly, we need to ask for clarification and more details about your software, its complexity and company goals. If you search on Google, Youtube or Quora, answers will tell you that 7%, 9%, 10% or more is the common approach. See below!

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

Incredo

OCTOBER 17, 2019

or “how long should I spend on developing my software ?”. To answer your questions correctly, we need to ask for clarification and more details about your software, its complexity and company goals. If you search on Google, Youtube or Quora, answers will tell you that 7%, 9%, 10% or more is the common approach. See below!

SaaS Payments 144

SaaS Payments Compensation Payment Services Sales Recruiting 144

IT World

APRIL 26, 2023

Database architects are the second-highest earners with just over $136,540 in annual compensation. Software developers followed at $132,000 a year. The BLS this week updated its Occupational Employment and Wages Summary for 2022; it showed computer and information research scientists earn on average about $155,880 a year.

Management 76

Management Compensation Software Development Software 76

TurnKey Labs

AUGUST 31, 2023

In the highly dynamic world of Silicon Valley, the ever-transforming landscape of compensation strategies adopted by Tech Companies is nothing short of innovative. Stock options—once a generous enticement to lure in top-notch talent—are now a common component of a competitive offer to attract talented developers.

Trends 57

Trends Compensation Innovation Startup 57

Sales Hacker

DECEMBER 5, 2017

The problem is mostly centered around accountability, process and compensation. Step 1: Addressing Compensation & Pipeline Structure. However this is not when the SDR gets paid commission – a result of a fundamental breakdown in the sales compensation structure. One constant struggle I hear is the SDR to AE handoff.

Scale 81

Scale Underperforming Technical Team Outsourced Development Sales Hiring 81

SaaStr

JANUARY 6, 2021

CTO.ai , a low code developer operations solution, is hiring for their first VP of Sales to take them out of beta and into the market. Uzio , an HR, benefits, and compensation solution, is looking for a VP of Sales to manage a growing team of five AE’s. More on this opportunity here . More on this opportunity here .

Sales Hiring 309

Sales Hiring Scale Payment Solutions Payments 309

Sales Hacker

DECEMBER 19, 2022

In organizations that don’t prioritize professional development and internal paths for career progression, the only way workers can climb the ladder is leave. The draws include better base salaries, competitive variable compensation, better perks, or remote work opportunities at other organizations. Reassess your compensation offer.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Sales Hacker

FEBRUARY 13, 2018

In this article, you’ll learn how to structure your sales development (SDR) team for maximum efficiency and scalability. This should feed into your strategy for building out compensation plans across your organization. Sales leaders, read on! The only easy day was yesterday.”. Navy SEALs. Navy SEALs.

Scale 85

Scale Development Headcount Sales 85

Tom Tunguz

JANUARY 13, 2020

This is especially true around the end of year because many companies develop their financial plans. How do sales team compensate their account executives and their SDRs/BDRs? To help startups understand how their go to market teams compare to peers, Redpoint has constructed a survey. You can find the survey here. by target buyer?

Sales Hiring 130

Sales Hiring Marketing Construction Compensation 130

SaaStr

JANUARY 3, 2023

It’s also wise to develop a mutually agreed-upon definition of key stages in the buyer’s journey. Core ops: The workhorses of a revenue operations team; they own processes and workflows, strategy execution, and compensation. . Achieving alignment requires a strategic and cultural shift that starts at the top.

Enterprise 210

Enterprise Sales Sales Funnel Compensation 210