Kellblog

MARCH 11, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by following set of beliefs. Believing that: A customer has a fixed budget that is 100% fungible between ARR (annual revenue revenue) and services. Constrain services to no more than 20% of revenue.

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

OPEXEngine

DECEMBER 23, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by the following set of beliefs. Believing that: A customer has a fixed budget that is 100% fungible between ARR (annual revenue revenue) and services. Constrain services to no more than 20% of revenue.

Underperforming Technical Team 52

Underperforming Technical Team Sales Hiring Consulting Forecasting 52

ChurnZero

DECEMBER 2, 2022

We also had to think about how we were doing their variable compensation to incent fairness across the team. Q: Did you develop a CSM competency model for each segment? Why not use revenue or multiple factors to segment? Alli: Customer employee headcount aligned well for us with contract value and customer revenue.

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98

Sales Hacker

NOVEMBER 10, 2020

What’s broken with compensation plans? [26:28]. Have you applied to Revenue Collective yet? And we had only two contracts to show from it. We actually brought in a CEO for our series B, Eric Holston, and Eric was operational efficient. How to know when you’re ready to be an entrepreneur [9:26].

VP of Engineering 75

VP of Engineering Scale Development Team Review Technical Review 75