SaaStr

JANUARY 29, 2021

If you haven’t already made some good investments — it’s going to be tough to start your own fund. Go work at a fund first and make some good investments there. Start as an angel investor, make some good investments, and then, after proving yourself as an angel, raise a small fund. If you do mediocre investments it isn’t.

Venture Capital 306

Venture Capital Travel Compensation Investment 306

SaaStr

MAY 11, 2021

If you aren’t investing 20% of your time, you’re doing less important things with that time. Hire them immediately, over-compensate them with equity, appreciate them … and get out of their way. Spend 20%+ of Your Time Recruiting. Recruiting isn’t fun. But nothing is more important once you have something. Get on a Jet. Let them run.

Scale 286

Scale Compensation Interviewing Scaling 286

Sales Hacker

DECEMBER 19, 2022

The draws include better base salaries, competitive variable compensation, better perks, or remote work opportunities at other organizations. If you’re seeing that most candidates are asking about flexibility, it’s time to invest in creating flexibility as part of your culture. Reassess your compensation offer.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

ChurnZero

DECEMBER 2, 2021

From sessions on building variable compensation plans and Customer Success tech stacks to fostering customer advocacy and community, BIG RYG explored how today’s Customer Success leaders are tackling major industry challenges and advancing their Customer Success game. Variable compensation plans need to be achievable.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

Sales Hacker

JUNE 9, 2020

Of course, we’re talking about what’s going on during the pandemic, but also just about his leadership skills and his experience. Sam Jacobs: What about compensation? We first of all took the opportunity to make some significant adjustments to our compensation plan. Are you comping people the same?

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

SaaStr

MARCH 7, 2023

Pepper shares that ICONIQ, a venture capital firm with $10B under management, made fewer investments last year than ever before. AE and SDR compensation is another tactic to align GTM with what you want. PST, to unveil the data behind effective scaling. It was a tough growth environment, but it feels like it’s changing in 2023.

Outsourcing Services 169

Outsourcing Services Scaling Venture Capital Forecasting 169

SaaStr

AUGUST 17, 2020

If you aren’t investing 20% of your time, you’re doing less important things with that time. Hire them immediately, over-compensate them with equity, appreciate them … and most importantly, get out of their way. Spend 20%+ of Your Time Recruiting. Recruiting isn’t fun. But nothing is more important once you have something. More here.

Scale 363

Scale Business Interviewing Compensation 363

ChurnZero

FEBRUARY 17, 2022

When identifying overlap with other tools in your organization’s tech stack, work with your Customer Success leadership to set expectations for each tool’s specific purpose and use case. Design a variable compensation plan that aligns well with the expectations you have set forth for your CSMs. Tip #4 for CSMs: demand visibility.

Customer Success 98

Customer Success Software Compensation Leadership 98

Tom Tunguz

JULY 26, 2016

Without the capacity to invest capital in growth or the ability to compete for top talent, the slow growth cycle reinforces itself. Large market; logical revenue model; rapid-adoption; stealth/secrecy; proper compensation of the leadership team. The McKinsey study breaks down rapid growth into two parts.

Startup 143

Startup Compensation Leadership SaaS 143

ChurnZero

FEBRUARY 17, 2021

ChurnZero Resource: Inaugural Customer Success Leadership Study. Customer Success Compensation Strategies. TSIA Resource: Pointing Due North – Customer Success Compensation Trends. ChurnZero Resource: Top 10 Signs It’s Time to Invest in Customer Success Technology. ChurnZero Resource: Customer Health Scoring Cheat Sheet.

Customer Success 78

Customer Success Technical Review Scale Sales Hiring 78

Sales Hacker

DECEMBER 9, 2022

Approaches vary from top-down (leadership pushes goals all the way to sellers) and bottom-up (sellers and managers determine realistic goals and commitments and roll them up). Understand how many sellers you need to hit quota to achieve your revenue goals and consider compensation impacts. Many recommend a hybrid approach.

Scale 97

Scale Headcount Sales Forecasting 97

ChurnZero

JUNE 12, 2020

If you replied, “Customer Success Director or above,” you’re not prioritizing your team by spending valuable leadership time on administration when it should be used to build your team’s strategy and remove obstacles in their way. Again, if you replied, “Customer Success Director or above,” you’re not getting the most value from leadership.

Customer Success 80

Customer Success Scale Underperforming Technical Team Sales Hiring 80

ChurnZero

JULY 2, 2020

Your entire organization must invest in rallying around the customer. Q: How do you tie employee compensation plans to the customer to promote customer-first behaviors or expectations? A: [Abby]: Compensation is a great way to make people care about a goal or task and stay focused on achieving it. That can be the tricky part.

Compensation 98

Compensation Customer Success Engagement Churn 98

InsightSquared

MARCH 6, 2018

Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Not only that, but you’ve also invested tens of thousands of dollars in the tool, so hire someone who knows the system. Quota and compensation planning. Who do you hire first? How should the team be structured?

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

Tom Tunguz

MAY 14, 2014

Customer success teams must justify the investment of building a CS team, often at the expense of headcount in another team. Constrained by headcount budgets and burn requirements, startup leadership teams often must choose between hiring an additional sales person or investing in a customer success person, for example.

Customer Success 100

Customer Success Startup Headcount Compensation 100

OpenView Labs

MARCH 8, 2021

For many folks in leadership positions, the answer might be… asking job candidates good questions. Compensation. A Guide to Creating a Scalable Sales Compensation Plan. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. What’s your biggest weakness?

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Valuize Consulting

NOVEMBER 9, 2021

So, having someone on your team who’s thinking and acting on these changes and making an incremental investment in that every year is really important to unlock the potential of what’s next for your organization.”. We also invested in executive presence training for our CSMs. Where do we want to go?

VP of Engineering 52

VP of Engineering Technical Advisors Compensation Cloud 52

SaaStr

MARCH 31, 2022

And it will require a collaboration across the organization at the leadership level. It’s definitely an investment that requires that kind of executive level visibility. And I would also say, regardless of the field, is how you go about compensating this channel. Rico Mallozzi: Yeah. Can you say who those big three Cs are?

Scale 221

Scale Marketplace as a Service Cloud SaaS Payments 221

Sales Hacker

OCTOBER 8, 2020

The self-help book will require money to buy and (more critically) time to read — time which could be spent on other things with a known return on investment. You do this by securing leadership/management buy-in to your long-term objective. Compensation. The first hurdle in making this transition is achieving leadership buy-in.

Systems Review 97

Systems Review Compensation Leadership Revenue 97

Sales Hacker

SEPTEMBER 25, 2019

And those that do often struggle through the transition, leaving behind a churn of leadership and sales resources after every funding milestone. Sellers invest a lot of time in playbooks to fine-tune the script, yet attainment rates are dropping. Your buyers need to see the return on investment of interaction with you and your team.

SMB 73

SMB Enterprise Strategy Compensation 73

ChurnZero

APRIL 5, 2019

This week , we hosted a RYG Leadership Hour in Atlanta. Our inaugural Atlanta Leadership Hour featured four discussion topics led by area Customer Success leaders. Recommendations for Developing Compensation Plans for CSMs. When they aren’t seeing enough value to increase their investment over time , it can be a red flag.

Customer Success 40

Customer Success Compensation Scale Leadership 40

ChurnZero

FEBRUARY 17, 2022

When identifying overlap with other tools in your organization’s tech stack, work with your Customer Success leadership to set expectations for each tool’s specific purpose and use case. Make it clear how using the new Customer Success software will lead to full variable compensation attainment. No one will ignore this!

Customer Success 52

Customer Success Software Compensation Leadership 52

OPEXEngine

JANUARY 30, 2020

More capital invested, more SaaS offerings, continued expectations of rapid growth are running smack into limits on the availability of qualified employees and a potential economic slow-down which may or may not happen. was invested in the US alone by VCs in 2019. Market leadership. billion in 2019. That’s after $136.5B

Sales Hiring 49

Sales Hiring Benchmarks SaaS Acquisition 49

SaaStr

JULY 25, 2021

Dev Ittycheria: And in some ways even though I’ve been a VC, and an operator, in some ways as an operator, I’m just now investing my time, not my money. 20 VCs do come to me to invest in the company now. And obviously that person is going to care a lot about the ROI that they’re gonna get through this investment.

Sales Recruiting 256

Sales Recruiting Sales Hiring Scale VP of Engineering 256

Sales Hacker

MARCH 28, 2019

To begin, perform an audit of your own sales team, and answer these questions: How are women compensated in comparison with men of their same role level? It reflects that traditional dynamic where the man is in the leadership role and calling the shots. Helping Women Identify with Leadership Roles. Consider your company.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Management 79

Sales Hacker

SEPTEMBER 21, 2021

Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership. With over 35 years of sales and leadership experience, she’s an accomplished linguist and knows a lot about how companies should expand regionally to maximize growth. powered by Sounder. What You’ll Learn.

Artificial Intelligence 75

Artificial Intelligence Sales Hiring Technical Review Machine Learning 75

Sales Enablement, SaaS and Growth

NOVEMBER 28, 2017

Either the sales leadership rates the sales enablement team and think they add value - or they don’t. For this to happen, you must invest time in planning communication. Undoubtedly, one of the best levers to influence sales rep behaviour is by changing the compensation plan.

Sales Enablement 112

Sales Enablement Sales Business Consulting 112

ChurnZero

NOVEMBER 18, 2022

According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. In our webinar, “ Convincing your CEO to invest MORE in Customer Success ,” Jeff shares how to win more budget for your CS team by backing up your requests with the right research and data. Do they have a knack for leadership?

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

Sales Hacker

FEBRUARY 9, 2021

Fred on Leadership [21:08]. Fred on Leadership [21:08]. Sam Jacobs: You’ve been Chief Revenue Officer of a number of companies, and one of the things that I know is a point of passion for you is this concept of aligning the value of sales, leadership, and marketing with founders and investors. We’re on iTunes.

Scale 60

Scale Leadership Underperforming Technical Team Revenue 60

Kellblog

JANUARY 3, 2022

It’s not because VCs like high compensation packages and dilution. But you’re not fully committed, the board is split on the decision, you’re worried about the CAC impact of initially unproductive sales investments, and you’re not sure what to do. With experienced leadership. ” [3].

Sales Hiring 125

Sales Hiring Scale Consulting Leadership 125

ChurnZero

DECEMBER 20, 2019

C S starts with investing in leadership defined as such to embed the success mentality into the cultural fabric of the company. As a result, companies are investing more time and money in training their C S teams to have more customer-centric conversations. . CS gets a direct line to the C-Suite. .

Customer Success 80

Customer Success Scale Technical Review Sales Hiring 80

ChurnZero

OCTOBER 1, 2022

Organizations invest in MQL and SQL processes without fail. You’re directing them away from what is the most important which really is value and dollars that might support the customer getting value, and increasing that investment so the customer can have value. If not, then it’s a mix that is going to be challenging.

Scale 97

Scale Customer Success Revenue Retention 97

SaaStr

JULY 24, 2019

There’s a very intense camp that feels that any sort of variable comp for customer success doesn’t make sense, that if you hire well, these individuals don’t need to have a variable compensation. How much of a CSM’s total OTE or compensation should be tied up in this variable element? They come out to events.

Retention 142

Retention VP of Engineering Sales Hiring Scale 142

SaaStr

JUNE 3, 2021

It worked out very well in my case at least, and makes sense post-funding since you are really “investing” the money you aren’t taking out of the company as salary. One last thought: if you choose to work for “free” post -funding, consider getting additional stock = your forgone salary. I did this.

Banking 282

Banking Finance Investment Revenue 282

OpenView Labs

NOVEMBER 22, 2019

I see a future where working from anywhere at any time is the norm and we need to start investing in this work model sooner rather than later. We’re seeing a shift in what drives engagement and performance in the best employees, and it’s no longer primarily compensation. Matt Hoffman. Chris Tobin.

Scale 52

Scale Interviewing Compensation Leadership 52

Kellblog

MARCH 11, 2020

Moreover, they know that a three-year $250K ARR deal represents a lot of money for their company and they darn well want the project associated with that investment to be successful — and they are willing to pay to ensure that success. 4] Sales compensation plans typically reinforce this as well. Math wise, 0.12*250+0.02*100

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

BetterCloud

FEBRUARY 21, 2019

Her leadership at companies like Group Nine Media and Everyday Health has prepared her to successfully take on her new role as BetterCloud’s first chief people officer (CPO). It’s important to diversify leadership because if we want to attract diverse talent, they need to actually see themselves represented. The people!

Scale 40

Scale Travel Leadership Compensation 40