Kellblog

FEBRUARY 2, 2023

Stock-based compensation (SBC) is increasingly controversial. While staggered boards and poison pills can stave off hostile takeovers, the best protection against an undesired acquisition is a high stock price. Consumption pricing. The bloom comes off the consumption pricing rose. The barbarians at the gate are back.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

Chart Mogul

SEPTEMBER 15, 2023

Debow covers tactics founders can use to settle on the right price for their startup, concrete tips for building sturdy business relationships and analyzes the psychology of a buyer at a larger company. Source Stock Options 101: How to Reward and Compensate Employees? What about a $199 or even a $99/mo price point?

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Chart Mogul

MAY 30, 2019

Based on the market you play in (SMB, mid-market, enterprise), you should have a general idea of the complexity of your product and customer relationships. How do you build a compensation plan for a new customer success team and strategy? I’ll touch on one more MBO here, and that is ‘improving price to value alignment’.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. The next camp, we price it artificially low.

Payments 100

Payments Pricing Compensation SaaS Payments 100

Sales Hacker

FEBRUARY 12, 2021

Enterprise CRM vs. SMB CRM. Another thing that’s worth mentioning about HubSpot is the pricing. Price: HubSpot Sales Hub Enterprise starts at $1200/month (for 10 users). Price : Salesforce Sales Cloud Enterprise is $1500/month for 10 users (billed annually). But what exactly makes a CRM ideal for a large company?

Payment Solutions 84

Payment Solutions Enterprise Scale Payments 84

Kellblog

FEBRUARY 8, 2021

SMB oppties tend to move faster than enterprise ones. Buy competitive search terms (brand names), evaluation-related search terms (“how to evaluate”), comparison search terms (e.g., “Gong vs. Chorus,” “Oracle alternatives”), or late-funnel search terms (e.g., “Clari pricing”).

Systems Review 98

Systems Review Software Review Forecasting Advertising 98

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. What are these building blocks?

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

Sales Hacker

JANUARY 29, 2018

Reps were hired, trained and compensated to perform as an individual to hit a quota. The root cause of today’s challenges can be traced back to the use of this outdated model based on low volume of deals at a higher price. Due to the lower price, it also requires a higher volume of deals to attain a similar kind of growth.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

SaaStr

MARCH 1, 2019

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? How does this differ when comparing SMB to enterprise? What are the dangers there? Let me take a step back.

Scale 116

Scale SMB Sales Recruiting Sales Hiring 116

Sales Hacker

SEPTEMBER 16, 2019

Compensation. Because the price and commitment are lower, the convenience of the purchase is going to be one of the most important aspects to your customer. Inside sales focuses on SMB, mid-market buyers. Compensation. RELATED: How to Build Effective Sales Compensation Plans for Any Customer Facing Role [Templates].

Sales Hiring 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

Sales Hacker

NOVEMBER 5, 2018

Most companies are competing on price, and when you hear about the $4.50 You should ask in advance about the expertise of the SDR, and their compensation structure. I recommend keeping SDR emails at a maximum of 3000 per month or 150 per day, and make sure that autodialers are only used for SMB campaign.

Outsourcing Services 75

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 75

SaaStr

AUGUST 16, 2019

Examples to me, would be things like really crisp career pathing, appropriate compensation plans, providing ample opportunities for learning and development, a recognition program. But I think that if I could do it over again, I probably would have chosen to stay consistent with my pricing and and not allowed discounting.

Scale 140

Scale Underperforming Technical Team Sales Hiring Interviewing 140

SaaStr

MARCH 27, 2019

I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. When I started at Salesforce, we were SMB mid market, right, that’s really where we lived. Leyla Seka: Yeah, I mean, it happens in lots of different ways. And it was a light bulb over all of our heads.

Scale 131

Scale VP of Engineering Mobile Scaling 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.” People talk about the deal, they talk about the price and all this stuff. You have any advice on how to optimize the compensation for that one person? Jason Lemkin: How high is your price point?

Scale 215

Scale Sales Hiring Scaling VP of Engineering 215

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? They’re usually very highly compensated, usually later stage organizations are more upmarket, etc. Yeah, hey, I was selling halftime before, and I would close about three deals a month at this average selling price. I’m not even a professional seller.

Part-Time VPE 201

Part-Time VPE Scale Sales Recruiting Sales Hiring 201

SaaStr

JANUARY 3, 2020

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? How does this differ when comparing SMB to enterprise? What are the dangers there? Let me take a step back.

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

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

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price. Average Sale/Selling Price (ASP) is a term that may refer to 1) the average price of a product in a given market or channel or 2) the price a certain class of products or services is commonly sold for. Compensation. Account Development Representative. Account Executive. Accounts Payable.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. It’s the SMB space.

Sales Hiring 160

Sales Hiring Scale SaaS Payments Payment Services 160

User Pilot

FEBRUARY 21, 2023

You also need to ensure that the price of your chosen tool matches your budget. 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. Can be used on web apps and mobile apps too. Cons of Appcues?

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

OnStartups

JULY 7, 2021

Be like, "And we got it at a fantastic price." Dharmesh: Which you can take the number of shares, which is on the public record and multiply it by the current price and get. You don't really need to check the prices when you go do things. And then I met Brian in grad school and we both have this kind of shared passion for SMB.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40

SaaStr

JULY 1, 2020

Patrick Campbell’s got thousands of SaaS companies and pricing and issues. 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 179

Merchant Services Scale Sales Recruiting Sales 179

SaaStr

SEPTEMBER 13, 2019

In situations like that it’s important to note that that number is a moon shot, and you might actually compensate your team members, not on that number but on some other basis, for example on whether they’ve achieved objectives that are more within their control. You’re doing your best to achieve something that is unlikely.

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26

OnStartups

JULY 7, 2021

Be like, "And we got it at a fantastic price." Dharmesh: Which you can take the number of shares, which is on the public record and multiply it by the current price and get. You don't really need to check the prices when you go do things. And then I met Brian in grad school and we both have this kind of shared passion for SMB.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140