The Angel VC

APRIL 1, 2017

At the excellent SaaStr Annual 2016 conference about a year ago, a very experienced SaaS CEO said on stage that an internal recruiter can be a startup CEO’s secret superpower. I couldn’t agree more, and I think startups should make that hire sooner rather than later. Here’s why.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

Tom Tunguz

OCTOBER 20, 2015

How much should your startup pay its sales people? According to Pacific Crest’s Annual SaaS survey , 9% of a sales rep’s annual contract value. This figure doesn’t vary much on whether your startup’s salespeople are inside reps or outside/field sales reps. ACV 25k 50k 100k 250k 500k.

Startup 100

Startup Outsourced Development Compensation Sales 100

ChurnZero

NOVEMBER 29, 2022

First, it felt like I was abandoning my customers and punting them over to our professional services team once they signed a contract. As a small team with a startup mentality, we were building the car while driving it. As humans, we naturally focus on what we are measured on, and more importantly, what we are compensated for.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

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

Kellblog

AUGUST 7, 2019

I’ve been asked about this a few times lately, less because people value my accounting knowledge [1] but rather because people are curious about the CAC impact of such deals and how to compensate sales on them. The question on my mind is how do I look at this from a new ARR bookings, ending ARR, CAC, and sales compensation perspective?

Deferred Revenue 74

Deferred Revenue Pricing Payments SaaS Payments 74

OpenView Labs

APRIL 29, 2021

Recruiting top talent is the common denominator across all scaling startups. It’s an extremely competitive market filled with hundreds of “hot startups” calling on all of the same candidates. Retained search firms follow a similar model, charging one-third of first-year cash compensation. Prices are outrageous.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

Tom Tunguz

MAY 31, 2017

Or an engineer pushing a new devops tool to other developers? After all, they both speak the same language, come from the same domain, will develop trust quickly. They know how to structure contracts to navigate procurement. In fact, startups must teach everyone in the company to speak effectively to customers.

Sales Hiring 100

Sales Hiring Sales Recruiting Scale Outsourced Development 100

Tom Tunguz

FEBRUARY 10, 2016

First, collect cash sooner with annual pre-pay contracts. Each subsequent month, the startup receives another $1k in cash and breaks even on that customer a year later. By collecting the cash up-front, startups neutralize this effect. Some fraction of a sales development rep to qualify leads. Second, slow sales hiring.

SaaS Payments 117

SaaS Payments Sales Recruiting Sales Hiring Payment Services 117

User Pilot

MARCH 25, 2024

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. Let me explain: In SaaS, you pour lots of cash into product development upfront. SaaS valuation formula: SDE.

SaaS 105

SaaS Customer Lifetime Value Acquisition Metrics 105

Sales Hacker

DECEMBER 21, 2017

Implementation of Recommended Compensation and Incentives Program. Contract Lifecycle Management. Training & Development (Coaching and Mentoring). Contract Management. Contract Lifecycle Management. Manage compensation. . Compensation plan. Customer contract life cycle management.

Scale 88

Scale Sales Recruiting Sales Hiring Technical Review 88

Tom Tunguz

MAY 14, 2015

He projected a slide, which I’ve copied in the image above, that depicts the way Rapid7 sells a contract, deploys its software, engenders adoption and expands accounts. In the sales step, an account executive (with a sales development rep/SDR) qualifies a prospect. In other cases, startups employ dedicated upsell sales teams.

Customer Success 100

Customer Success Outsourced Development Compensation Engineering 100

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Developing your Sales Operations Skills. A startup sales operations manager will handle all of these dimensions. Sales ops takes a high-level view of the sales organization. Performance.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

CustomerSuccessBox

MAY 2, 2022

SaaS marketing and distribution is crucial as, if not more important than, developing the service itself. Any aspiring SaaS startup must develop a solid marketing strategy. Both the referee and the new customer are usually compensated in some way. It’s no secret that you may sell your business in a variety of ways.

Sales Recruiting 52

Sales Recruiting SaaS Outsourced Development Content Marketing 52

Sales Hacker

APRIL 10, 2018

However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region. Mid Market/Department – selling platforms and applications using annual contracts.

SMB 72

SMB Strategy Outsourced Development Marketing 72

SaaStr

JULY 25, 2021

Jyoti Bansal : So first thing Dev is, I know you started as an operator running a startup company, you took it public and then you became a VC and then you became an operator again. And then some track record of execution either as the new startup or in the past. But it’s … And I was a developer before.

Sales Recruiting 252

Sales Recruiting Sales Hiring Scale VP of Engineering 252

ChurnZero

MARCH 24, 2023

The Customer Success industry is constantly evolving and developing new strategies for driving customer-led growth. Jeff Kushmerek: However, there can be extraneous circumstances where you’re just glad you’re measuring something, especially for startups. In context, you can say what’s going on here?

Customer Success 98

Customer Success Technical Review Systems Review Metrics 98

ChurnZero

OCTOBER 1, 2022

If you are going to have that mix, consider—and I’m going to go back to compensation, you throw money at the problem and sometimes it works—but think about double spiffing while you go through that change management so that there is not competition while people are figuring out how the wheels work and how the motions work.

Scale 97

Scale Customer Success Revenue Retention 97

ChurnZero

MARCH 24, 2023

The Customer Success industry is constantly evolving and developing new strategies for driving customer-led growth. Jeff Kushmerek: However, there can be extraneous circumstances where you’re just glad you’re measuring something, especially for startups. In context, you can say what’s going on here?

Customer Success 97

Customer Success Technical Review Systems Review Metrics 97

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? They also have well-developed workflows for lead-processing and drafting and revising of contracts. Start-ups often develop informal workflows from “scratch.” And it’s not an easy decision.

Scale 77

Scale Enterprise Sales Hiring Technical Review 77

Kellblog

MARCH 11, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by following set of beliefs. 4] Sales compensation plans typically reinforce this as well. 7] On the theory that the perfect deal, compensation wide, is 100% ARR. 6] If you think from the customer’s perspective.

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

Sales Hacker

NOVEMBER 25, 2019

How to develop your frontline managers [15:54]. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Hire for values [7:23].

AI Search 73

AI Search AI Sales Hiring Scale 73

Sales Hacker

NOVEMBER 19, 2018

Rob has a background in finance, but jumped into the startup world first at Groupon, where he was the GM for their Latin American division, before moving to New York to become the first sales hire for Justworks. Using conversations with customers to inform the development of the sales playbook. The impact of culture on future growth.

Finance 59

Finance Sales Hiring Scale Outsourcing Services 59

SaaStr

AUGUST 12, 2020

So, the company starts getting divided up into functional areas, or silos, product management, sales, customers support, marketing and so on, and this siloing of the org chart I think means that not everyone knows what everyone else is doing, and there’s a general feeling of disorganization or chaos in most startups.

Startup 277

Startup Software Review Scale Systems Review 277

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. 4] Sales compensation plans typically reinforce this as well. 7] On the theory that the perfect deal, compensation wide, is 100% ARR. 6] If you think from the customer’s perspective.

Underperforming Technical Team 52

Underperforming Technical Team Sales Hiring Consulting Forecasting 52

SaaStr

NOVEMBER 2, 2019

First, what is continuous customer development? A classic example is a Shopify selling to, let’s say, contract. When we spoke before about it, you said continuous customer development becomes so crucial. Does one have to move to enterprise? Does one have to expand the product line to retain customers?

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

Kellblog

JUNE 4, 2023

About three years ago, I had a conversation with an old friend that led to a post, Ten Pearls of Enterprise Software Startup Wisdom from My Friend Mark Tice. In that (quite popular) post, I shared Mark’s top ten list of mistakes that enterprise software startups make in sales and go-to-market. Sales alignment and compensation.

Sales Recruiting 108

Sales Recruiting Compensation SaaS Sales Hiring 108

Tom Tunguz

NOVEMBER 4, 2014

Most startups play defense when discussing pricing with customers. Startups operate in newer markets where pricing standards haven’t been set. But throughout this turmoil, startups must adopt a process to craft a good pricing strategy, and re-evaluate prices periodically, but at least once per year.

Pricing 117

Pricing Startup SaaS Payments Payment Methods 117

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

Payment Solutions 74

Payment Solutions Payments Software Review Enterprise 74

SmartKarrot

NOVEMBER 2, 2020

In this context, we reached out to business owners, influencers, startup founders to know what customer retention tactics they are using in the coronavirus pandemic. Brian Lim is an expereinced ecommerce entrepreneur with many startups in his kitty. Benjamin Walker, CEO, Transcription Outsourcing , LLC. This does two things.

Retention 21

Retention Outsourcing Services Strategy VP of Engineering 21

Neil Patel

DECEMBER 13, 2022

Some startups can get away with managing HR initiatives on their own in the beginning, but this quickly becomes unrealistic and cumbersome if or when you scale your business. This makes it much easier for you to succeed and have a seamless experience as you’re getting help from multiple outsourced departments. How does this work?

Outsourcing Services 88

Outsourcing Services Payment Services Sales Recruiting Sales Hiring 88

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Pete is also the author of Founding Sales, the canonical writing on early-stage startup sales. Pete is also the author of Founding Sales, the canonical writing on early-stage startup sales.

Part-Time VPE 203

Part-Time VPE Scale Sales Recruiting Sales Hiring 203

Buffer Resources

OCTOBER 2, 2023

and as far away as Morocco Initial capital invested: $5,000 Financial support for business: Sold stock from a former employer for startup costs; $7,000 loan from family Revenue streams: The Global Grant Writers Collective : An online course, community, and coaching program priced at $500 per month. I started hiring contract help immediately.

Payment Methods 114

Payment Methods Sales Hiring Payments Business 114

SaaStr

AUGUST 19, 2022

And we now got to this point of one to $2 million in ARR across about 50 to 60 contracts. And look, what happens with almost every B2B startup is your initial little micro… The way you get to your initial group of customers, how you acquire them, plateaus. I have an earlier stage of startup. The ROI is amazing.

Scale 223

Scale Sales Hiring Scaling VP of Engineering 223

Chart Mogul

SEPTEMBER 15, 2023

Source 16 Startup Metrics by Jeff Jordan, Anu Hariharan, Frank Chen, and Preethi Kasireddy, a16z We have the privilege of meeting with thousands of entrepreneurs every year, and in the course of those discussions are presented with all kinds of numbers, measures, and metrics that illustrate the promise and health of a particular company.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. Affiliates usually receive some kind of compensation (more on this below) for their work. To keep things simple, let’s distinguish these forms by four key points: complexity, the usual type of partner, annual contract value (ACV), and internal ownership. Your mileage may vary.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

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. Choose the right one for your SaaS startup. SaaS Sales team compensation . CHOOSE THE RIGHT ONE FOR YOUR SAAS STARTUP.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157