OPEXEngine

SEPTEMBER 9, 2021

From variations on the subscription model itself, to inbound marketing or product led growth, account based sales models and Customer Success organizations, the CFO is in the driver’s seat to guide the corporate vessel through evolving models and changing economics.

Benchmarks 52

Benchmarks Sales Hiring Headcount Customer Lifetime Value 52

OPEXEngine

NOVEMBER 23, 2020

Sales & Marketing Expenses (S&M). This INCLUDES headcount-related expenses. If you are utilizing Gusto or a similar payroll tool, your headcount expenses are likely coming into your P&L as one (or maybe two) line item(s). NOT UTILIZING A PROPER SAAS CHART OF ACCOUNTS. Cost of Goods Sold (COGS).

Finance 52

Finance Sales Hiring Headcount Scale 52

OpenView Labs

MAY 24, 2021

They tend to hire a Head of Product Growth, launch a free trial or freemium product, and then wait for the market to take notice. Tip: Look at the ratio between R&D spend vs. Sales and Marketing spend*. They spend a whopping 47% of revenue on R&D compared to only 16% on Sales and Marketing.

Scale 98

Scale Headcount Sales Hiring Benchmarks 98

ProfitWell

MARCH 3, 2020

Then, we hear from Kyle Poyar over at OpenView on bringing sales into a self-service business. Listen wherever you get podcasts: Your top subscription news. Sales in a product-led initiative: feat. Now Hire Sales. The particular resource we’re looking at here is all about sales in a product-led world.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Subscription business model. The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines. The key tenet is to understand the real job customers are using or “hiring” your product for. Customer data. Economies of scale. Freemium lead funnel.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

FastSpring

JANUARY 31, 2023

Paddle vs. FastSpring, this guide compares: What areas of the payment lifecycle each one provides a solution for (e.g., payment processing, gathering and remitting taxes, and subscription management) and what additional software you’ll need to add to your tech stack. B2B digital invoicing. Advanced fraud detection.

Payment Services 139

Payment Services Payment Methods Merchant Services Payment Features 139

ProfitWell

DECEMBER 6, 2019

Your top subscription news. That’s what David Apple—customer success and sales guru at Notion— is asking. Along with: What’s the ROI of your customer success manager? How many CSMs should you hire? And that’s a wrap for your December 6 subscription news. And Sprinklr acquires Nanigans. Your mom has an ROI.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

ChurnZero

NOVEMBER 16, 2018

The Subscription Model Gives Power to the Customer = Power to Customer Success. Product and Customer Success are the new Sales and Marketing” – couldn’t agree more, the initial sale is only one milestone, it’s your product and value expansion that keeps customers renewing #PulseEurope2018. Europe is Catching Up in CS.

Customer Success 49

Customer Success Scale Headcount Sales Hiring 49

ChurnZero

DECEMBER 18, 2020

Like let’s take a more conservative approach in the earlier months of the year in terms of adding headcount. Can we recruit hiring new team members from January to April, or from January to June this year, just to make sure that as we enter in the next year, we’re able to start off with some wins and not get upside down.

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

SaaStr

MARCH 15, 2024

His first company was Personify and he went on to be a VP of Developer Relations at Salesforce, then hire number 11 at Dropbox, CEO at Heroku, and an investor and on many boards before landing as the current CEO at Vimeo. How Does Vimeo Handle Long-Tail PLG vs. a Very Sales-Led Motion? This is how Adam ended up at Vimeo.

AI Search 241

AI Search SaaS Advertising Sales Hiring 241

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Intercom, Inc.

JUNE 3, 2021

To start at the zoomed-out level, the different levers that you can have, any business can have, start with, of course, hiring more people and building more teams. If you’ve got a good setup, then more teams equal more product, and more product equals more marketing and more sales and all sorts of stuff like that.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

SaaStr

JUNE 10, 2020

We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount. Meagen, sales. Launch it to our customers, launch it to the sales team, launch it to prospects.” And then of course, sales pipeline and the livelihood of our business.

Travel 175

Travel Marketing Scale Outsourcing Services 175

SaaSOptics

MAY 2, 2022

The two most common go-to-market strategies are sales-led growth (SLG) and, more recently, product-led growth (PLG). . In a sales-led model, sales processes and teams are the primary drivers of revenue growth. All of this was made possible by deploying both product- and sales-led growth tactics (AKA a “hybrid model”).

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97

Chart Mogul

MARCH 10, 2023

But in reality, many PLG success stories leverage traditional inside sales motions alongside self-service to speed up customer acquisition. This is called product-led sales. But in reality, many PLG success stories leverage traditional inside sales motions alongside self-service to speed up customer acquisition.

VP of Engineering 52

VP of Engineering Sales Hiring Sales Compensation 52

Outseta

JANUARY 20, 2020

I was offered a job as Buildium’s first full-time marketing hire, pulling in a cool $38,400 annually. In light of the sale of Buildium last month I figured now is as good of a time as any to reflect on the most important ones. We could branch out into commercial property management.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

ChurnZero

JUNE 3, 2022

For starters, the CS role has earned its rightful spot as one of a startup’s first ten hires. There are more CS job postings than there are qualified candidates to fill them (see point above)—a hiring trend predating the great resignation, which has only intensified demand. I bet most, if not all, of them were based on a subscription.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

ChurnZero

JUNE 3, 2022

For starters, the CS role has earned its rightful spot as one of a startup’s first ten hires. There are more CS job postings than there are qualified candidates to fill them (see point above)—a hiring trend predating the great resignation, which has only intensified demand. I bet most, if not all, of them were based on a subscription.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

Chart Mogul

DECEMBER 22, 2021

Our mission is to build the world’s most powerful subscription analytics platform for the SaaS community. Building the leading subscriptions analytics platform means listening to our customers, and implementing changes to the product that bring them the most value. What’s new in ChartMogul in 2021? ChartMogul is a product-led company.

Software Review 52

Software Review Systems Review Payment Features PayPal 52

Intercom, Inc.

MAY 9, 2018

It’s easy when R&D, Marketing, Sales and Finance all fit in a single room and two pizzas are sufficient to feed everyone. It’s simple math: if everyone has to be involved in every decision, doubling your headcount quadruples the distinct conversations needed. Anyone can hire (expensive) consultants to do that job.

Scale 182

Scale Sales Hiring Headcount Scaling 182

Baremetrics

JULY 25, 2019

If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business. Yet, while forecasting subscription businesses is a new frontier, it’s far from the state of the art. It feels hotter outside than yesterday” : “Our sales team has more momentum than last month.”

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

Totango

APRIL 14, 2020

While most of us associate the digital leap to subscription and third-party software services with customer empowerment, those same tech advances make it easier than ever to provide personalized care in a targeted, scalable manner. They can’t all hire staff rapidly and bring them up to speed.

B2B 71

B2B Scale Marketplace as a Service Sales Hiring 71

Intercom, Inc.

FEBRUARY 1, 2018

I recently hosted Rachel on our podcast to learn why Slack needed to invest in growth marketing, what her team prioritized first, how they’ve partnered with Slack’s rapidly scaling sales team, and more. We got sales leads. Below is a lightly edited transcript of our interview. We were closing deals.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Kellblog

JANUARY 2, 2024

Some found themselves blown up (aka Slootmanned ), often in hasty lose/lose transactions leaving customers dissatisfied with reduced attention levels and sales unhappy with additional work without additional resource or pay. Per LinkedIn , headcount is up 240% over the past two years. The rise of unified ops. Partial hit.

AI Search 109

AI Search Technical Review Technical Advisors ChatGPT 109