Tom Tunguz

MAY 1, 2023

AEs, experts in closing contracts, often focus on reducing sales cycle & maximizing contract value - which aligns with their incentives & compensation plan. The default behavior is for founders to pass sales to account executives. The very best blend aspects of sales engineering & sales closing.

Scale 174

Scale Engineering Outsourced Development Sales 174

SaaStr

NOVEMBER 30, 2023

While it’s not the focus of this article, it’s a frame of reference for performance across the different stages. That’s a big change, and they can do it by building the first incentive compensation plan that includes variable compensation for specific goals.

Scale 233

Scale Sales Hiring Scaling Outsourced Development 233

SaaS Metrics

MAY 28, 2019

Multi-Level Marketing (MLM) refers to one of the most popular and common forms of businesses in the industry today. It’s a big business that many Americans and even other countries all over the world are involved. Why is it so popular? Because you’re selling products, at your own flexible time, and with significant earning potential.

Compensation 75

Compensation Entrepreneurship Marketing Business 75

SaaSOptics

JANUARY 20, 2022

If your organization is using spreadsheets to manage compensation plans and account for sales commissions, you may be doing a lot of rowing without getting very far. Managing commissions and compensation plans in spreadsheets is a common practice, but it’s also inefficient and outdated. Where Are We Going and Who’s Driving the Boat?

Compensation 77

Compensation Scale compliance Forecasting 77

Sales Hacker

AUGUST 26, 2021

That’s how my friend Stacey describes the way sales compensation plans have changed over the last 15 years of her SaaS career. Why do sales compensation plans have to be so complex? Sales compensation was set up to ensure that reps are suitably rewarded for their performance. Ramp policy. What is their policy on draws?

Software Review 95

Software Review Compensation Payment Features Underperforming Technical Team 95

Kellblog

JUNE 27, 2022

Expanding internationally means managing differences not only in language and time zone – but in culture, business norms, law, taxation, labor, employment, compensation, and competition. Unusable customer references. Relevant customer references are a key part of any technology buying process. International expansion is hard.

Startup 118

Startup Sales Hiring Underperforming Technical Team Compensation 118

Chaotic Flow

NOVEMBER 11, 2014

As many of you may know, Trish Bertuzzi and the folks over at the Bridge Group publish a lot of great stuff on Inside Sales strategy and operations, including inside sales compensation benchmarks, lead development rep best practices, outbound selling strategies, and on an on. If you don’t do it, your competitors will ;).

Benchmarks 125

Benchmarks Compensation Sales SaaS 125

Baremetrics

SEPTEMBER 8, 2021

Positive and negative equity Positive equity refers to the financial situation where your business’s value is worth more than what it owes. Understanding Equity in SaaS The standard definition of equity is the compensation that represents ownership. The meaning of a specific reference to the term equity would depend on the context.

Payment Methods 81

Payment Methods SaaS Payments Compensation Payment Services 81

Kellblog

APRIL 5, 2023

That’s OK with the rep because such one-of items are clearly excluded in our compensation plan terms and conditions [link], but I’ve discovered that the SC and manager compensation plans lack the same exclusionary language. Ergo, this time, I recommend that we pay out the SCs and the managers on this $50K of ARR (total cost $2.5K

Compensation 63

Compensation Consulting Management Sales 63

ChurnZero

OCTOBER 30, 2020

Top SaaS CEOs Talk Compensation, Automation, and Investors. To clarify, Olson said he was referring to the more monotonous and mundane aspects of a CSM’s onboarding responsibilities. “We’ve Customer Success Compensation Catches Up to Sales. What’s Next For Customer Success? Nick Mehta CEO, Gainsight. . . .

Customer Success 93

Customer Success Technical Review Systems Review Compensation 93

OpenView Labs

APRIL 29, 2021

Contingency firms , most commonly used for mid-level individual contributor recruiting, usually charge 25% of first-year cash compensation for their fee. Retained search firms follow a similar model, charging one-third of first-year cash compensation. Team conducts backchannel references and completes provided references.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

ChurnZero

NOVEMBER 17, 2020

If a salesperson has a bad month or quarter, they not only lose part of their compensation, but their job may be at risk. . First, Customer Success can provide access to customers who are willing to serve as references, and ensure that those customers are receiving value from the solution.

Customer Success 98

Customer Success Sales Compensation Churn 98

Incredo

NOVEMBER 21, 2019

4) Which compensation structures do SaaS companies usually follow? And they refer your software not to their friends but usually to people they don’t know. How to compensation your SaaS affiliates? The best thing promoters love about SaaS affiliate programs is that one sale can bring commissions for months to come!

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

User Pilot

JULY 9, 2023

Product usability refers to how easy it is for customers to use the product to realize their objectives. Usability vs. user experience User experience and usability are closely connected but they refer to different aspects of product experience. Book the demo to see how. What is product usability? Modal recruiting test participants.

User Experience 90

User Experience Sales Recruiting Scale Interviewing 90

The Angel VC

APRIL 1, 2017

That means that you’ll have to: screen around 500-1000 CVs interview around 100 people do 2nd and 3rd interviews with around 20-50 people do a few dozen reference calls negotiate compensation and an employment contract with 10 people The numbers can obviously vary greatly, but you get the idea.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

Kellblog

NOVEMBER 26, 2023

You can find some old references to it, but Blue Ridge Partners seems to have archived it off their website. 5] Often done with equity compensation via a YC FAST advisor agreement to simplify the process. Perhaps they felt it was outdated, or maybe they stirred the pot too hard. 3] I don’t know what else to call them.

Market Research 86

Market Research Marketing Leadership Compensation 86

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Implementation of Recommended Compensation and Incentives Program. Manage compensation. . Compensation plan. Deals desk.

Scale 87

Scale Sales Recruiting Sales Hiring Technical Review 87

Tom Tunguz

OCTOBER 19, 2016

After the initial testing phase with monthly pricing plans is complete, a startup will likely hire an inside sales team and compensate them based on quota. Even though the users have the opportunity to cancel anytime, they continue to use the product. When precisely to hire an inside sales team varies widely by company.

Outsourced Development 100

Outsourced Development SaaS Payments Startup Sales Hiring 100

Andreessen Horowitz

FEBRUARY 12, 2024

And we remained in that advisory capacity, being there to help you with referencing compensation guidance, our views of people that are in process that we know that type of thing. And then I also think with references, founders are typically showing up with their 5 to 7 reference questions. It’s just poor form.

Sales Recruiting 88

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 88

Sales Hacker

DECEMBER 9, 2022

Understand how many sellers you need to hit quota to achieve your revenue goals and consider compensation impacts. Separate from the sales forecast , seller capacity refers to the probability of achieving quota for a given seller. Effectively communicate target assignments to sellers and help them understand how they can succeed.

Scale 97

Scale Headcount Sales Forecasting 97

Baremetrics

OCTOBER 10, 2021

What we’re referring to is a backlink trade – you make a deal with another website to link to theirs, if they link back to yours. The best way to determine whether your backlinks are effective is to monitor influxes in your web traffic by source, and cross-reference these patterns with changes in your search engine ranking.

SaaS Payments 111

SaaS Payments Engineering Payment Methods Payment Solutions 111

Neil Patel

FEBRUARY 7, 2021

Incredible Server Uptime: Uptime refers to the portion of time that your site is online. Besides, Bluehost support can resolve support issues before you talk to a qualified professional—all you need to do is refer to the extensive support library that contains hundreds of detailed walkthroughs and FAQs to fix common problems.

Scale 137

Scale Customer Support Technical Review Social Media 137

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. The Process for Creating a Sales Compensation Plan. Plan Compensation for Onboarding and Training. Example Compensation Plans. Establish Role Levels. Keep it Simple.

Compensation 102

Compensation Sales Hiring Development Team Review Sales Recruiting 102

Tom Tunguz

OCTOBER 14, 2015

In fact, the marketing team exists to improve the demand curve by building a brand, developing reference customers, building strong return on investment case studies, building the lead funnel. Procurement teams are often compensated on their success negotiating lower prices from vendors. They change with time.

Pricing 100

Pricing Startup SaaS Compensation 100

Sales Hacker

SEPTEMBER 25, 2019

Business objectives and compensation: When you started your company, you must have had a vision and mission. Align compensation for long-term goals. Align compensation for long-term goals. Drop variable compensation. Focus on reference and renewal. Have long-term business objectives. 5 Tips for Crossing the Chasm.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

MARCH 31, 2022

We used a third party to help us because speed was important for us to get that opportunity I was referring to plus everything else that came down. And I would also say, regardless of the field, is how you go about compensating this channel. And I would also say, regardless of the field, is how you go about compensating this channel.

Scale 199

Scale Marketplace as a Service Cloud SaaS Payments 199

ChurnZero

JUNE 12, 2020

It depends on your go-to-market (GTM) strategy and your product complexity, but there are generally four functional groups: Professional Services (also referred to as onboarding), Customer Care, Customer Success Management, and Customer Success Operations. What does a mature Customer Success Organization look like?

Customer Success 80

Customer Success Scale Underperforming Technical Team Sales Hiring 80

ChurnZero

APRIL 5, 2019

Recommendations for Developing Compensation Plans for CSMs. It can be harder to measure impact when you have less data to provide reference. Recommendations for Developing Compensation Plans for CSMs. There’s not a one size fit all approach for compensation. Hiring and Scaling a Customer Success Team.

Customer Success 40

Customer Success Compensation Scale Leadership 40

SaaStr

JULY 24, 2019

There’s a very intense camp that feels that any sort of variable comp for customer success doesn’t make sense, that if you hire well, these individuals don’t need to have a variable compensation. How much of a CSM’s total OTE or compensation should be tied up in this variable element? They come out to events.

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

User Pilot

MARCH 31, 2022

Think of them as little ‘helpers’ to your users – not lengthy, boring product documentation that should compensate for the lack of a proper user interface design. Don’t rely on tooltips to compensate for a bad UI. Think about tooltips working on mobile apps screen to help you keep it brief.

Onboarding 93

Onboarding Underperforming Technical Team SaaS Compensation 93

FastSpring

NOVEMBER 28, 2018

SaaS is one of very few niches where affiliates can enjoy ongoing compensation for the business that they refer to the company. You Can Motivate Affiliates by Offering Recurring Payouts. And who doesn’t like recurring payouts ?

Sales Recruiting 66

Sales Recruiting SaaS Business Social Media 66

Chart Mogul

SEPTEMBER 19, 2019

This is the process I use to hire a full-time Account Executive at ChartMogul: Initial phone screen: the purpose of this 15-30 minute interview is to get on the same page on three things — competencies, culture, and compensation. Hiring manager video interview: this is the deep dive. This is where I’m looking for core competencies.

Sales Hiring 93

Sales Hiring Scale Sales Recruiting Startup 93

OpenView Labs

MAY 16, 2019

Through these, they provide valued customers with discounts, rewards points, gifts, cash and even special access for referring friends and family members. When a referral visits the company website through that link, or keys in the referral code, credit is given to the referring customer.

Social Media 59

Social Media Software Review Compensation Branding 59

Sales Hacker

APRIL 10, 2018

When companies start in SMB and move towards Enterprise this is referred to as moving Up-Stream. Total compensation is $80,000 for the SDR and $150,000 for the AE. Solution 1: Tackle compensation. Lower the SDR/AE compensation by moving the team to cheaper locations. Segmentation based on Deal Size (ACV).

SMB 72

SMB Strategy Outsourced Development Marketing 72

Baremetrics

SEPTEMBER 24, 2021

While the phrase "equity financing" is often used to refer to the funding of publicly traded businesses, the term is also applied to private company financing. Eventually, the entrepreneur is compelled to sell, debt and venture investors are compensated, and ordinary shareholders often get nothing.

Finance 98

Finance Venture Capital SaaS Payments Payments 98

Neil Patel

OCTOBER 24, 2020

You can also carry out an internal survey or reference feedback. Talk to your past clients and ask them for references. Whether it’s recruiting top talent, determining compensation to align with company goals, or improving employee retention, an HR consultant can streamline everything using their leadership and communication skills.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

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. We all skipped the reference checks and due diligence out of fear the candidate would be swooped in by someone else.

Sales Recruiting 285

Sales Recruiting Trends Sales Hiring Software Review 285