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 248

Technical Review Technical Advisors Scale Compensation 248

FastSpring

AUGUST 3, 2022

I spoke with FastSpring’s former VP of Revenue Operations about this, and you can stream our entire conversation at the bottom of this piece. This is why it’s so important to be able to test the ROI of any investment you’re making as quickly as possible. I’ve also expanded on some of the strategies we discussed. Learn more here.

Scale 116

Scale Revenue Sales Compensation 116

Totango

APRIL 9, 2024

Chris Dishman , SVP of Customer Success for Totango & Catalyst, hosted a roundtable discussion with industry leaders, including Rashmi Chari , Head of Global Customer Success for ThousandEyes, Kevin McIntyre , Chief Revenue Officer for Dealfront, and Madelyn DePrey , VP of Customer Success for Aircall.

Scale 106

Scale Sales Compensation Customer Success 106

SaaStr

JUNE 12, 2022

And that was customer success managers who were really just farmers — compensated 100% or close to it for Upsells, not Retention. But as soon as they don’t see any easy extra revenue out of them … they bail. But it turns out folks on the revenue side do need to be somewhat highly specialized. And properly.

Compensation 252

Compensation Customer Success Interviewing Sales 252

SaaStr

JULY 18, 2022

The reasons for this kind of nomadism can be complex—compensation, a growing remote-first workplace, morale, or a company’s reputation might contribute to their decision to leave. Companies must prove they have the growth, revenue, and users to warrant serious talent. Individual Growth. So, what approach fits best for your mission? #4.

CTO Coach 230

CTO Coach CTO Hire New CTO CTO 230

Clouded Judgement

JANUARY 19, 2024

One thing I do want to call out that I don’t see tracked enough is stock compensation. Top 10 EV / NTM Revenue Multiples Top 10 Weekly Share Price Movement Update on Multiples SaaS businesses are generally valued on a multiple of their revenue - in most cases the projected revenue for the next 12 months.

Cloud 177

Cloud Scale Compensation Metrics 177

Sales Hacker

FEBRUARY 17, 2022

What sales investments should you focus on in 2022? Revenue intelligence. Revenue intelligence is a developing area when it comes to this, and one to watch. With revenue intelligence technology working for them, companies have a much more complete picture of their customers, which always boosts ROI on any sales initiatives.

Scale 89

Scale Investment Sales Forecasting 89

ChurnZero

JULY 8, 2022

It was clear that, barring any wildly outlandish figures, customer retention wasn’t a dealbreaker in their decision to invest. Net revenue retention (NRR) is taking center stage as the qualifying metric for determining the health of a SaaS business. Net revenue retention defined. How can you increase net revenue retention?

Technical Review 98

Technical Review Software Review Retention Metrics 98

SaaStr

JUNE 17, 2023

Dear SaaStr: How Should I Design My First Sales Rep Compensation Plan? Figuring out your very first sales comp plan when you don’t have a repeatable process or much revenue is confusing. but You don’t have the capital to invest here … the rep has to be accretive. The bigger you get, the more you need to do here.

Sales Recruiting 180

Sales Recruiting Scale Compensation Business Model 180

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. revenue /ebitda. 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. Property/ Asset. Value Driver.

Government 234

Government Compensation Blockchain Banking 234

Point Nine Land

OCTOBER 23, 2023

It helps keep the product team focused on customer feedback and providing value in exchange for revenue. So, ensuring the founder(s) have a finger on the pulse of product-market fit is key to growing revenue, and it also helps make it clear who to hire next and with which sales goals/targets. Get someone who will do these things.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

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. Scaling Revenue in 2022: What’s the Same and What’s Different? If you haven’t already, sign up here for tickets before we sell out.

Scale 251

Scale Sales Hiring Marketplace as a Service B2B 251

Intercom, Inc.

OCTOBER 26, 2018

To build customer value, businesses need internal customer advocates who can prioritize long-term value to the customer over immediate revenue. That’s what customer success is all about, and it can’t always be measured by your most recent quarter’s revenue numbers. The role of customer success teams. Why onboarding is a part of sales.

Sales Hiring 123

Sales Hiring Customer Success Scale Underperforming Technical Team 123

Sales Hacker

AUGUST 29, 2023

Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team. Before moving into venture, Meka was an active angel investor backing companies such as Coda, Alchemy, Rimeto (acq. by Slack), Snackpass and Stytch.

SMB 73

SMB Scale Compensation Finance 73

SaaStr

SEPTEMBER 9, 2022

Folks that increased quotas to compensate for sales comp inflation and lower margins ended up in many cases with low attainment. If you sell to SMBs and have 70% revenue retention over the year, you just can’t pay the same as enterprise reps that close 140% NRR deals. But where does that 20% magically come from?

Scale 318

Scale Venture Capital Sales Hiring Sales 318

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

Buffer Resources

FEBRUARY 15, 2024

The TikTok Creativity Program represents a significant leap forward in how the platform compensates its creators, promising up to 20 times more earnings than the Creator Fund.  per 1,000 views, the Creativity Program aims to rectify this by offering enhanced compensation, potentially reaching up to $8.00 per 1,000 views.

Payments 94

Payments Payment Services Payment Solutions Payment Methods 94

IT World

FEBRUARY 28, 2023

Videoconferencing company Zoom is pinning its growth plans on investment in AI, after reporting its first fourth quarter net loss since 2018. Online revenue was also down 10% year over year to $481.7 Online revenue was also down 10% year over year to $481.7 The loss was largely a result of stock-based compensation expenses.

AI 66

AI Development Compensation Investment 66

SaaStr

AUGUST 7, 2020

The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota. This doesn’t mean huge compensation for low quotas. It’s too much administrative overhead, when your VP of Sales should be 100% focused on closing and hitting the revenue and bookings numbers. They have promotion paths.

Sales Hiring 325

Sales Hiring Scale Sales Recruiting Compensation 325

Clouded Judgement

JULY 21, 2023

Investing in growth is not only normal, is essential. But there’s a downside to investing in growth: FCF is generally negative. Said another way, the revenue they bring in is less than the salary they’re paid. And while the FCF number is on pace, revenue is actually lower than expected (comparing to 2015 estimates).

Cloud 130

Cloud Software Sales Hiring Scale 130

User Pilot

MARCH 25, 2024

It uses revenue and operating costs to determine the company’s value. Revenue-based valuations are more suitable for SaaS startups because it doesn’t take into account upfront investment which affects SDE or EBITDA negatively. SDE is the profit of the business owner and his compensation. SaaS valuation formula: SDE.

SaaS 88

SaaS Customer Lifetime Value Acquisition Metrics 88

IT World

FEBRUARY 1, 2023

After posting a double-digit revenue decline for its fourth quarter of 2022, Intel is looking to weather a potentially problematic 2023 by making companywide cuts to employee pay. We are grateful to our employees for their commitment to Intel and patience during this time as we know these changes are not easy.”

Compensation 68

Compensation Investment Strategy Revenue 68

SaaStr

MARCH 5, 2021

Also, pivot from Garrett’s initial idea and focus on revenue targets, not a specific headcount. #2 2 – Get your compensation right. 3 – Invest in your onboarding process. Investing in your CRM and database is key. It’s easy to over-invest in sales and underinvest elsewhere.

Sales Recruiting 176

Sales Recruiting Sales Hiring Scale Sales 176

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 164

Outsourcing Services Scaling Venture Capital Forecasting 164

SaaStr

DECEMBER 8, 2022

And how it’s affecting revenue. When Yung joined Gong, he immediately raised quotas and compensation and hired a sales team one or two levels above what they initially thought they’d put in place. At the start, Gong used pilots so users could try out the product before investing. Because they won’t. . That was key for Gong.

Sales Hiring 225

Sales Hiring Sales Compensation Branding 225

SaaStr

SEPTEMBER 30, 2019

Typically, you’d see classic software companies able to deliver $2m+ of revenue for each employee. So today — competition is why tech compensation is always. Paying up for the best, when you only need a relatively small team, is a small investment with high return. Maybe taht was always true. More here -> MoreSaaStr.com.

Compensation 141

Compensation Engineering Software Investment 141

OPEXEngine

JANUARY 11, 2022

There are many vendor benefits, too — it is easier to sell and it embodies a customer success solution orientation that drives high customer lifetime value and revenue. These contracts are very common in ‘revenue share’ models (i.e., Less predictable revenue. Pay for performance compensation plan. Four pricing models.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

ChurnZero

OCTOBER 30, 2020

Top SaaS CEOs Talk Compensation, Automation, and Investors. Customer Success Compensation Catches Up to Sales. In the next three to five years, compensation between Customer Success and Sales will become close to equal.”. What’s Next For Customer Success? Nick Mehta CEO, Gainsight. . . .

Customer Success 93

Customer Success Technical Review Systems Review Compensation 93

OpenView Labs

FEBRUARY 9, 2021

It requires shifts in go-to-market strategy, sales compensation, financial planning, billing, and much more. Public usage-based companies are trading at a 50% revenue multiple premium over their peers. Make sure sales compensation doesn’t get in the way—and doesn’t create the wrong incentives for your team.

Scale 98

Scale Pricing Scaling AWS 98

OpenView Labs

SEPTEMBER 8, 2021

Product: Treat product investments as a revenue-generating expense. At the risk of repeating myself, usage-based revenue growth depends on customers using and seeing value from the product. For example, New Relic phased out Annual Recurring Revenue (ARR) as a metric for investors as the company pivoted to a usage-based model. .

Pricing 64

Pricing Customer Success Scale Compensation 64

Neil Patel

JANUARY 10, 2021

Investment options for a 401(k) are determined by the plan the company chooses. Employees may get some say in where they invest the money, though they will most often be choosing from a limited portfolio of options. They have varying degrees of support, charge fees according to their own rules, and offer different kinds of investments.

Compensation 115

Compensation Government Investment Pricing 115

Sales Hacker

DECEMBER 9, 2022

Regardless of your revenue goals, if you can be faster and more effective at your sales planning practices, you will give your sellers a competitive advantage. Related: How to Use Sales Readiness Data for Revenue Growth. Understand how many sellers you need to hit quota to achieve your revenue goals and consider compensation impacts.

Scale 97

Scale Headcount Sales Forecasting 97

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

Baremetrics

SEPTEMBER 8, 2021

Start monitoring your subscription revenue accurately Get deep insights into MRR, churn, LTV and more to grow your business. Equity accounting vs. cost method When a company purchases a stake in another company, the generally accepted accounting principles (GAAP) require that the investor use specific methods to account for its investment.

Payment Methods 81

Payment Methods SaaS Payments Compensation Payment Services 81

Baremetrics

SEPTEMBER 24, 2021

They may need cash to meet immediate financial obligations or have a longer-term objective and require capital to invest in their development. Sign up for the Baremetrics free trial , and start monitoring your subscription revenue accurately and easily. Hedge funds invest in high-growth, high-risk businesses. Table of Contents.

Finance 98

Finance Venture Capital SaaS Payments Payments 98

ChurnZero

FEBRUARY 17, 2021

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. TSIA Resource: Survival Guide for Renewing Recurring Revenue in COVID-19 Economic Crisis. Efficient Sales Models.

Customer Success 78

Customer Success Technical Review Scale Sales Hiring 78

Tom Tunguz

MAY 14, 2014

Yesterday, I spoke on a panel at the Gainsight Pulse conference with Aaron Ross, the author of Predictable Revenue , Jason Lemkin of Storm Ventures who authors SaaStr , and Brian Stafford, a customer success expert from McKinsey.

Customer Success 100

Customer Success Startup Headcount Compensation 100