Sales Hacker

FEBRUARY 12, 2021

Enterprise CRM vs. SMB CRM. Inventory management capabilities: price, quotes, invoices, purchase orders. Incentive compensation management. Subscription-based sales automation. But what exactly makes a CRM ideal for a large company? Extensive customization capabilities (page layouts, buttons, web tabs etc.). Zendesk Sell.

Payment Solutions 86

Payment Solutions Enterprise Scale Payments 86

SmartKarrot

OCTOBER 11, 2022

Suggest compensation plans for CS roles such that they promote upsells/cross sells and reduce churn. Drive and build repeatable processes in the SMB and MM book of business. Responsible for ensuring that customers are set up for success and facilitate the renewal at the end of the subscription term.

Customer Success 19

Customer Success Technical Review Systems Review Outsourced Development 19

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. This is a mobile solution for SMB’s to send an invoice and get paid. So, they dug in and saw that their plan had 27 features, 27 features, many of which weren’t valued by the SMB segment.

Payments 100

Payments Pricing Compensation SaaS Payments 100

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. Affiliates usually receive some kind of compensation (more on this below) for their work. While compensation can be important, you should consider (and do the legwork necessary to know) what other benefits might be more meaningful to your partners. Tom Tunguz, Venture Capitalist at Redpoint.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

AUGUST 19, 2022

I talked to another and it says, “Look, you’ve done some sales at the SMB and up side, so bring in a sales lead.” The founders knew one problem, which was how to get billing to work, subscription billing to work on mobile devices, how to get it to work on iOS and Android. They didn’t. Not b t, right?

Scale 218

Scale Sales Hiring Scaling VP of Engineering 218

Chart Mogul

SEPTEMBER 15, 2023

Software subscriptions are the life of every SaaS business and must be accounted for properly in your general ledger. That is SaaS subscription revenue and the corresponding deferred revenue balance. I’m also a board member of Beek , a B2C subscription audiobook company, and I’ve advised many companies across both models.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

ChurnZero

OCTOBER 12, 2021

They also increased client retention among SMB subscriptions by 2%. They also built clear compensation plans into their internal processes, so the team knew what goals to work towards. With this new model, they covered 100% of clients with proactive outreach, and grew 1:1 coverage by 102%. Renewal/Expansion Hero – Jisr.

Healthcare 98

Healthcare Systems Review Scale Point of Sale 98

Sales Hacker

NOVEMBER 15, 2017

Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. It is called Annual Contract Value (ACV) when annualized and Average Purchase Value (APV) when the revenue derived is not subscription-based. Compensation. Challenger Sales Model. Channel Partner.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

ChurnZero

OCTOBER 12, 2021

They also increased client retention among SMB subscriptions by 2%. They also built clear compensation plans into their internal processes, so the team knew what goals to work towards. With this new model, they covered 100% of clients with proactive outreach, and grew 1:1 coverage by 102%.

Healthcare 52

Healthcare Systems Review Scale Point of Sale 52

SaaStr

JULY 1, 2020

I’m looking at it and I’m like, “Who’s got the Wall Street Journal subscription? Then, we’ll end of the day with me and Stewart Butterfield and obviously Slack is doing well, but Slack also has a massive SMB base and its challenges. Jason, you spent some time talking about like AE compensation.

Merchant Services 187

Merchant Services Scale Sales Recruiting Sales 187

Kellblog

FEBRUARY 2, 2023

Stock-based compensation (SBC) is increasingly controversial. Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. As the market cools, deals become less competitive, and stories like FTX emerge , things should return more to normal. The barbarians at the gate are back. Bankruptcy.

Software Review 119

Software Review Development Team Review Underperforming Technical Team Scale 119

User Pilot

FEBRUARY 21, 2023

Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models, and generally those in the SMB sector. This compensates a bit for the lack of in-depth analytics but means you need multiple subscriptions.

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

SaaStr

SEPTEMBER 13, 2019

Allison Pickens: As companies were shifting from on-premise software, perpetual license models, to the SaaS subscription model they were realizing, actually, that they would be making money over time, in triple, from their clients. Then, on the SMB side your attach rate might be zero, or it might be 10 or 20%. Harry Stebbings: Got you.

Engineering 28

Engineering Scale Underperforming Technical Team Customer Success 28