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

SaaStr

APRIL 13, 2022

Think about an SMB rep doing small-but-not-tiny deals — say $2k ACV. Maybe 3–4 demos max for deals in process a day. And each might take an hour with prep, more if enterprise. And that doesn’t leave 2 hours a day for follow-up, admin, etc. They’d have to close 25 deals a month to hit their OTE. That means every deal they have to close 1 deal.

Sales 238

Sales SMB Enterprise SaaS 238

Tom Tunguz

APRIL 8, 2015

There’s a familiar path now to SaaS companies that start in the SMB (small-to-medium business) part of the market. In short, new startups leverage a distribution advantage to acquire SMB customers at scale. SMB 3-7% 31%-58%. SMB customers tend to go out of business more frequently than bigger businesses.

Innovation 193

Innovation Startup Scale SMB 193

ChurnZero

DECEMBER 2, 2021

From sessions on building variable compensation plans and Customer Success tech stacks to fostering customer advocacy and community, BIG RYG explored how today’s Customer Success leaders are tackling major industry challenges and advancing their Customer Success game. Variable compensation plans need to be achievable.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

Sales Hacker

APRIL 10, 2018

The SMB segment—going upstream vs. downstream. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. SMB/Group like – selling applications using an annual/monthly/usage contract. The SMB Segment: Going Upstream vs. Downstream. The importance of the SMB segment.

SMB 72

SMB Strategy Outsourced Development Marketing 72

OPEXEngine

JANUARY 11, 2022

Companies that do not need to lock customers in with minimum commitments, particularly in the SMB space, use these types of models. Pay for performance compensation plan. Sales compensation. Align the sales compensation plan to the seller’s role and tie the incentive as close as possible to the multiple persuasion event(s).

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

SaaStr

NOVEMBER 22, 2021

We want our community to be compensated for the fun and the love and the work that they put into really talking about our product and making beautiful creations from our product. And so far, she’s put it down there and just recently, I found that she has made $34,000 on this template alone. And that’s great. We want that.

B2C 276

B2C Scale Consulting Software Review 276

SaaStr

FEBRUARY 8, 2019

How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) Number one, does the success profile differ on the market that one’s approaching, be it SMB or Enterprise, does that make a difference? 2) The stage of the company?

Sales Hiring 114

Sales Hiring Scale Sales SMB 114

Sales Hacker

OCTOBER 9, 2019

In many SMB companies, the business owner wears many hats, one of which happens to be the sales manager. I was compensated based on the team’s performance, with the opportunity to earn a higher income as a successful manager than I could previously as a successful sales representative. Compensation. Aptitude for management.

Sales Hiring 68

Sales Hiring Leadership Management Sales 68

Sales Hacker

AUGUST 7, 2020

The plus side of this is that it leads to a comradery at start-ups and SMB organizations that is often hard to replicate at the enterprise level. Salespeople are not as tightly managed in start-ups or SMBs, and most of us like that. There are thousands of very successful SMB companies that offer lucrative sales careers.

Scale 76

Scale Enterprise Sales Hiring Technical Review 76

Sales Hacker

JUNE 14, 2018

Perhaps you are expanding into the SMB space and have not been able to gain a measurable return. Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? If you need expertise in selling to the SMB space, do they have current teams actually selling to SMBs?

Outsourcing Services 57

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 57

SaaStr

MARCH 31, 2022

So I think just opening your aperture when you’re thinking about marketplace, not assuming it’s just a small commercial SMB market sales. And I would also say, regardless of the field, is how you go about compensating this channel. Actually we were, I would say pleasantly pulled there by a lot of our enterprise customers.

Scale 191

Scale Marketplace as a Service Cloud SaaS Payments 191

Sales Hacker

JUNE 20, 2018

They had a small SDR team—primarily Inbound and an SMB sales team. Here’s the tactical part—Jaimie compensates her Inside Sales team for both the self-service leads and SMB leads. Sam Jacobs: What was Zendesk’s Sales organization like when you inherited it? And, what does it look like now? Don’t Miss Episode 13.

Scale 80

Scale Sales Hiring SMB Interviewing 80

SaaStr

JULY 24, 2019

Final point about Talkdesk is that we started selling about five years ago in the SMB space. One thing that we have implemented is every time a customer turns now, and I realized this is not scalable if you’re in the SMB space and you have 50000 customers; but for Talkdesk with 1500, any time a customer turns, we do a full postmortem.

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

ChurnZero

JUNE 11, 2021

Another example is creating a health score based on tiered implementation: SMB onboarding versus Enterprise onboarding. Explore weighting factors differently for greater insight into a specific product or service. . How to Measure the Effectiveness of Customer Health Scores.

Software Review 96

Software Review Systems Review Underperforming Technical Team Scale 96

Kellblog

FEBRUARY 8, 2021

SMB oppties tend to move faster than enterprise ones. Focus on finding new opportunities that move fast. Remember that nine-month sales cycle is an average; s ome opportunities close a lot faster. Expansion oppties tend to move a lot faster than new logo oppties.

Systems Review 98

Systems Review Software Review Forecasting Advertising 98

SaaStr

SEPTEMBER 26, 2019

So up to 100-150K and SMB, we’re at 2K. The next stage was we hired more junior people who would do the first call and work on SMB accounts and we would have the more senior work on mid-market and enterprise accounts. So we had SMB, mid-market and enterprise. Gaetan Gachet : Depends on the segment. for enterprise.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

Sales Hacker

OCTOBER 30, 2018

She helps SMB companies drive growth by incorporating the newest research and best practices to enable business owners to bring about sustainable change that leads to growth. She is adept at managing SMB, MM, and Enterprise sales coverage models, quota setting, and compensation plan design.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

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? The first two are fairly obvious. This will help with determining your success management metrics.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

Sales Hacker

JANUARY 29, 2018

Reps were hired, trained and compensated to perform as an individual to hit a quota. To grow, the company needs to structure its resources into two initiatives; SMB and MidMarket, each requiring a different approach. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

SmartKarrot

NOVEMBER 4, 2022

Role: Director of Customer Success Location: Remote, United States Organization : Fleetio As a Director of Customer Success, you will lead the Customer Success Management Team across three segments (Enterprise, Mid-Market and SMB) to achieve long-term retention via aggressive usage, adoption, and value realization targets.

Customer Success 19

Customer Success Scale Outsourced Development Systems Review 19

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. Help with the organizational design of consequential departments to ensure we are properly staffed to make the vision come to life.

Customer Success 19

Customer Success Technical Review Systems Review Outsourced Development 19

Sales Hacker

SEPTEMBER 16, 2019

Compensation. Inside sales focuses on SMB, mid-market buyers. Compensation. RELATED: How to Build Effective Sales Compensation Plans for Any Customer Facing Role [Templates]. How can inside and outside sales work together? Hiring guide. Skills and qualifications necessary for inside sales. What Is Inside Sales?

Sales Hiring 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

SmartKarrot

SEPTEMBER 29, 2022

Serve as project manager and leader for critical cross-functional initiatives such as building Business Value consulting expertise for Strategic customers, standing up a CS/Sales qualified lead engine process, or developing Scaled / Tech Touch programs for SMB/MM customers.

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

SaaStr

OCTOBER 4, 2023

Then everyone in the world was on Zoom selling flowers and yoga and things meant to be sold in person, so churn peaked at 3.6%, which isn’t terrible for SMB, but was higher than none. We’ve gotten used to certain types of sales compensation, certain levels of Customer Success, and certain types of coverage and marketing spend.

Sales Hiring 227

Sales Hiring SaaS Headcount Compensation 227

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”?

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

User Pilot

JANUARY 13, 2021

This will allow you to customize the onboarding flow to the needs of each segment of your users – e.g. an agency/enterprise user may be interested in learning about completely different features than an SMB user. But being cutesy with your welcome screen message will not compensate for poor new user onboarding.

SaaS 69

SaaS Social Media Onboarding SMB 69

SaaStr

OCTOBER 26, 2023

In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy.

Sales Hiring 202

Sales Hiring AI SMB Scale 202

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? And how do you analyze it?

Scale 114

Scale SMB Sales Recruiting Sales Hiring 114

Sales Hacker

NOVEMBER 26, 2018

Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. . This week on the Sales Hacker podcast , we interview Dannie Herzberg , Head of Mid-Market Sales at Slack.

Sales Recruiting 51

Sales Recruiting Sales Hiring Scale Sales 51

Sales Hacker

NOVEMBER 5, 2018

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. A great SDR, most likely isn’t working for $10/hr.

Outsourcing Services 75

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 75

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. We’re going to move into things like learning and development, L&D, building on great career pathing and getting that compensation right and I’ll give you a preview. If you’re an SMB SaaS business, I would recommend hiring SMB SaaS salespeople.

Sales Recruiting 254

Sales Recruiting Sales Hiring Scale Sales 254

Sales Hacker

FEBRUARY 12, 2021

Enterprise CRM vs. SMB CRM. Incentive compensation management. Most enterprise CRMs offer more features than simple CRMs and can support complex sales operations with advanced reporting capabilities, product libraries, sales enablement and tools, and more. But what exactly makes a CRM ideal for a large company? Sales forecasting.

Payment Solutions 84

Payment Solutions Enterprise Scale Payments 84

Andreessen Horowitz

OCTOBER 16, 2023

> where would your idea or your product fit the most — is it large enterprise, is it SMB, is it financial services — then I would just go and interview all of them, and not narrow yet. Jyoti: And there’s a sales compensation aspect to it also. So how did you adjust the compensation accordingly?

Product Marketing 77

Product Marketing Scale Sales Hiring Sales Recruiting 77

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. There’s a client of Simon Kutcher’s that caters to the SMB segment and they weren’t happy with their revenue growth.

Payments 100

Payments Pricing Compensation SaaS Payments 100

Sales Hacker

JUNE 9, 2020

This was the first time that I was really focused on the SMB market and had a great experience there. Sam Jacobs: What about compensation? We first of all took the opportunity to make some significant adjustments to our compensation plan. Was recruited to TriNet a little less than three years ago. We changed the plan year.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

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.

Scale 131

Scale VP of Engineering Mobile Scaling 131