Tom Tunguz

OCTOBER 19, 2016

It’s common to see SaaS startups initially price their products on a monthly basis, then add an enterprise “Call Me” plan which hides behind it an annual contract. As the business increases its price point, it may eventually book contracts spanning two, three or even five years.

Outsourced Development 100

Outsourced Development SaaS Payments Startup Sales Hiring 100

SaaStr

AUGUST 18, 2019

Sales team: lets move all the best features into the paid product. Marketing team: let's move all the free features into a free trial. Well, at that point there were probably 150 folks working part or full-time on the product. And you know how many were compensated by the number of free users? Not usually.

Compensation 200

Compensation Branding B2B Engineering 200

SaaStr

JANUARY 12, 2023

The right strategy to win means reassessing fundamental issues like the product-market fit and centering on the best ICP. A simple way to achieve this is to align sales compensation with LTV to reward good behavior and disincentivize poor behavior. Strategy to win.

Consulting 43

Consulting Underperforming Technical Team Management Marketing 43

OpenView Labs

MAY 14, 2020

What complicates it even more is the current macroeconomic environment—the hesitancy of many venture firms to make new investments, and the lack of clarity around what a “market correction” might look like in terms of pricing venture deals. Rarely does a company see an exit price larger than its addressable market size.

Venture Capital 64

Venture Capital Scale Compensation Pricing 64

SaaStr

DECEMBER 20, 2019

Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. Manny Medina: And he was mentioning that he came into Apollo and he immediately doubled the price and nothing happened. And do it again.

Scale 142

Scale Sales Hiring Construction Education 142

SaaStr

NOVEMBER 2, 2019

Yes, it does not scale, but the beauty is the product. I mean so simple that you get so much time and mind share to polish the product to create best in class, which compensates for a lot of competition that you don’t inherit with the business that grows with customer. In terms of the product market fit falling apart.

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

Sales Hacker

APRIL 10, 2018

When we map the number of deals committed against a listed price (ACV), you will notice deals starting to segment around discount levels. Distribution of B2B deals as a function of price (a product of discount and list price). Distribution of B2B deals as a function of price (a product of discount and list price).

SMB 72

SMB Strategy Outsourced Development Marketing 72

OpenView Labs

FEBRUARY 10, 2020

The software company’s stated strategy was to offer great products paired with low pricing and self-service purchasing, a Product Led Growth (PLG) recipe that fueled the company’s sustained profitable growth. Be thoughtful about sales compensation and operations. Be thoughtful about sales compensation and operations.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

SaaStr

FEBRUARY 2, 2024

They may not necessarily raise another round anytime soon, but they’re definitely not out of the mix – so at best their presence in 2024 will make sales compensation even more confusing than it already is. They’ll have much more budget than the rest of us, and it will warp and distort sales compensation this year. #4.

Sales Recruiting 291

Sales Recruiting Trends Sales Hiring Software Review 291

User Pilot

APRIL 19, 2024

Offering incentives like financial compensation or vouchers can encourage participation, but it’s important to manage these carefully to avoid biasing the responses. Product Development : Offers insights into customer preferences and feedback for refining product features. Identify the most valued features for your users.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

Neil Patel

OCTOBER 24, 2020

What Kinds of Budgets and Prices to Expect. As for pricing, every consultant charges their own fee depending on their expertise, experience, and goodwill. Typically, there are three pricing models: Daily rate Project fee Retainer fee. In other words, you’ll end up in the same place you started. Human Resources Consultants.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

ProfitWell

JANUARY 27, 2020

It’s expensive to build a pool business—especially when you consider all the stakeholders, investors, and employees you need to compensate. The takeaway here is that you need to make the rules extremely clear in your product marketing. Spotify defies all gravity when it comes to product-led growth. The Exception: Spotify.

Payments 59

Payments Compensation Advertising Pricing 59

Intercom, Inc.

NOVEMBER 7, 2019

At Spendesk I am currently head of sales, so my main missions are about hiring and building the sales department on one side, and I also work around like all of the go-to-market strategy. When I joined we had just an MVP, 10 beta customers and no pricing. We are now between the growth and the scale, based on the different markets.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

Sales Hacker

OCTOBER 22, 2018

Start with the usual suspects—whether this be your VP Sales, Product Marketing or Sales Enablement—you want them in the room with you. talk to product marketing prior to talking to the VP Marketing because…”). Products and pricing. Compensation plan. Getting Started.

Sales Hiring 98

Sales Hiring Sales Sales Enablement Underperforming Technical Team 98

ProfitWell

MARCH 3, 2020

We invest in business software companies as they’re scaling through the awkward teenage years of that expansion stage—but they’ve found product-market fit, they’ve found some customers, they’ve got a great product, and they’re really ready to 10x their customer base in their teens.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

SaaStr

OCTOBER 10, 2023

The Founder-Led Sales Era When you’re first starting out, and have that initial product-market fit and tight feedback loops with champions and customers, there are many pros to founder-led sales. Let’s look at the pros and cons Founder-led Sales Pros: Flexibility as a founder in terms of how you craft messaging, pricing, etc.

Scale 208

Scale Sales Hiring Scaling Sales 208

SaaStr

JULY 25, 2021

Do you have to still find the right product market fit, you have to build a good product, you have to service the customers, you have to compete in the market. In this conference that’s a important thing like, you know, as companies start, they start getting a product market fit. None of that changes.

Sales Recruiting 251

Sales Recruiting Sales Hiring Scale VP of Engineering 251

SaaStr

FEBRUARY 22, 2019

Ticket prices go up March 1st! Matt Turck: And you want to just give it very practical talk about how people are compensated when they go precisely from you know the 500 get the initial sale and the sale. Matt Turck: Do you compensate customer success if they are involved in that up sell. Grab your tickets! ??.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

SaaStr

MARCH 1, 2019

What time frame from SAL to closed lead suggests product market fit? So we ran a free trial survey because we found that in most of our startups, many of them at all different price points, even starting around 1K is obvious, but going up to 150K ACV, they were running free trials as part of their marketing campaign.

Scale 117

Scale SMB Sales Recruiting Sales Hiring 117

Chart Mogul

SEPTEMBER 15, 2023

Source From $10M to $100M+ ARR: Five CFO Learnings by Mark Khavkin, Pantheon I joined Pantheon, the leading SaaS website operations (WebOps) platform, in early 2017 as the company demonstrated its product-market fit (PMF). Source Stock Options 101: How to Reward and Compensate Employees? How Much Should You Pay Yourself?

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

JULY 1, 2021

There’s no amount of positive output that can compensate for someone who’s outputting negativity because their blast radius is so big, and it actually affects the core team that is actually getting stuff done. We ended up so totally nailing product market fit because we were laser focused on the customer.

VP of Engineering 267

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 267

ChurnZero

JULY 12, 2019

Both solutions cost pretty much the same (if you only consider price per user for apps). Some psychologists underline the fact that it might take up to seven positive traits to compensate for a bad first impression. The key to product adoption is company adoption. Why is that? Both solutions are cloud-based.

Scale 75

Scale Onboarding Customer Success Underperforming Technical Team 75

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. To date, Harness has raised $20m in funding from the wonderful Matt Murphy @ Menlo Ventures and BIG Labs. billion acquisition.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

OpenView Labs

FEBRUARY 3, 2022

Usage-based pricing (UBP) , also known as consumption-based pricing, allows customers to pay for products according to how much they use. In 2021, we saw that fast growers were nearly 3x as likely to use a largely usage-based pricing model versus slow-growing peers. These metrics are an indicator of product-market fit.

Headcount 73

Headcount SaaS Compensation Acquisition 73

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. That almost always means prices are too low!

Payment Methods 112

Payment Methods Sales Hiring Payments Business 112

Incredo

NOVEMBER 1, 2019

maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . better understand Inbound, and learn about major tactics that you can implement, master your SaaS pricing page and increase your conversions. (We And from SaaS sales models to SaaS pricing. SaaS Pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

MAY 3, 2019

Before that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. That is a sign that the market is a little bit more ready than you otherwise would. Take your product, sell it. Nothing happened.

VP of Engineering 149

VP of Engineering Sales Hiring Technical Review Development Team Review 149

SaaStr

FEBRUARY 21, 2020

What does David believe is the crucial step missing in B2B when it comes to finding product market fit? How should founders think about sales rep compensation? What have been David’s learnings on how to integrate sales and marketing so tightly? How does marketing and customer success intertwine to be successful?

Scale 190

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 190

SaaStr

JULY 30, 2020

Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. So I went from being a business generalist founder, so prior to that I was in product marketing and product management at VMware, so big enterprise software company.

Part-Time VPE 203

Part-Time VPE Scale Sales Recruiting Sales Hiring 203

SaaStr

AUGUST 19, 2022

And diversifying, if you’re still early, before 10, 20 or 30 million revenue, that could be a sign that things just aren’t working, that you don’t actually have product market fit, which is unfortunate, but you need to be honest about it. You need to be honest, if you have product market fit.

Scale 219

Scale Sales Hiring Scaling VP of Engineering 219

User Pilot

APRIL 27, 2023

Customer feedback allows you to drive customer success, improve customer satisfaction , boost customer loyalty, and make informed product decisions. Customer loyalty feedback: information about how likely your users are to stay with the product and promote it in their social and professional circles. How to prepare for interviews?

Scale 69

Scale Software Review SaaS Interviewing 69

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. We’ve been working on product market fit.

Scale 214

Scale Sales Hiring Revenue VP of Engineering 214

Upscope

JANUARY 5, 2020

Al Ries definition: " Positioning is not what you do to the product; it’s what you do to the mind of the prospect. Positioning compensates for our over-communicated society by using an oversimplified message to cut through the clutter and get into the mind. They built an engine to achieve product market fit and find positioning.

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

SaaStr

MARCH 27, 2019

So I went with the Italian guy, and then I learned how to do product management, and I went from company to company really focusing in on product management as a core skill, and then extending that into product marketing, and operations, and then eventually a full blown … the whole kit and caboodle.

Scale 131

Scale VP of Engineering Mobile Scaling 131

Baremetrics

APRIL 16, 2021

Sweat equity and credit cards, personal lines of credit, direct cash investment into the business in the form of an equity stake or a related-party loan to the company, deferring cash-pay compensation. These investments take two forms: platform (potential market leader) and bolt-on (inorganic growth drivers for platform plays).

Venture Capital 66

Venture Capital Technical Review Underperforming Technical Team SaaS 66

Unbounce

JUNE 16, 2020

Affiliates usually receive some kind of compensation (more on this below) for their work. Treat it like a checklist: First, have you achieved some level of product-market fit? Partners need to trust that you have a stable and reliable product if they’re going to invest in you. Exclamation point and all.).

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

User Pilot

FEBRUARY 27, 2023

Why choose Appcues though if Userpilot can provide you with a more robust customer feedback toolkit, without the hefty price tag? TL;DR Collecting customer feedback is an important task for any product team. What’s the alternative if you don’t want to pay that hefty price? Cons of Appcues?

Software Review 52

Software Review Underperforming Technical Team Technical Review Onboarding 52