The Angel VC

MARCH 23, 2016

The original v1 model was a very simple plan for early-stage SaaS startups with a low-touch sales model. If you have a SaaS startup with a higher-touch sales model where revenue growth is largely driven by sales headcount, the plan needs to be modified accordingly. You can remove, change or add roles in column H.

SaaS Payments 217

SaaS Payments Headcount SaaS Payment Methods 217

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Because they’ve already established their brand, audience, and distribution , launching a product to their supporters garners immediate sales. A chance to tour (and maybe even race on?) Austin’s F1 track.

VP of Engineering 71

VP of Engineering Scale SaaS AI Search 71

Clouded Judgement

MARCH 31, 2023

They have massive distribution (installed customers + sales teams), and margin to play around with. If we believe that AI will ultimately allow us to do “more with less,” we may see headcount growth slow for traditional roles. Companies could end up hiring less SDRs but booking more sales demos.

Cloud 130

Cloud Sales Hiring AI Headcount 130

Sales Hacker

FEBRUARY 19, 2020

It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.

Sales 97

Sales Underperforming Technical Team Systems Review Headcount 97

OpenView Labs

MAY 24, 2021

Tip: Look at the ratio between R&D spend vs. Sales and Marketing spend*. If a company’s product plays an important role in their revenue generation—whether through acquiring, converting, or expanding customers—we should expect that company to spend relatively more on R&D and relatively less on Sales and Marketing.

Scale 98

Scale Headcount Sales Hiring Benchmarks 98

Kellblog

NOVEMBER 23, 2022

(In a small initial land and big expand model, this may run much higher than 30-40% but that also depends on the definition of land – i.e., is the “land” just the first order or the total value of subscriptions acquired in the first 6 or 12 months). The next block focuses on headcount: Total employees, at end of period.

Technical Review 118

Technical Review Software Review Forecasting Churn 118

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). CLASSIFYING ONE-TIME REVENUE AS RECURRING/SUBSCRIPTION REVENUE.

Finance 52

Finance Sales Hiring Headcount Scale 52

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

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

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. Flexible subscription management and recurring billing tools.

Payment Services 120

Payment Services Payment Methods Merchant Services Payment Features 120

OPEXEngine

DECEMBER 17, 2019

This is true even though selling software on a subscription basis has been around for well over 20 years. In my experience working with enterprise SaaS companies over the past five years, I’ve seen a large variance in benchmarks for gross margin across subscription software businesses. The Value of Benchmarking.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

CustomerSuccessBox

DECEMBER 14, 2021

That’s the beauty of the subscription economy. The goal of Sales would be to get the customer to commit to your product. Thus, Customer Success is the one responsible for getting more licenses and subscriptions from those customers. Viewing CS as a cost center and cutting costs by cutting headcount will definitely backfire.

Customer Success 52

Customer Success Customer Lifetime Value Headcount Retention 52

ChurnZero

SEPTEMBER 10, 2019

MineralTree is a payment platform that helps thousands of business automate their invoice-to-pay process. Best of all this information is now available at a glance – via dedicated dashboards, Sales f orce or even Slack. . How to Pro actively Engage Clients and Automate Your High Touch Service – A Success Story .

Payment Services 40

Payment Services Engagement Payments Headcount 40

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

ProfitWell

MARCH 27, 2019

Grab your pals, whatever the heck their names are, and let’s get into some midweek subscription. Are you gung-ho that PMs should carry a quota like the rest of your sales team, or are you more infatuated by the ins and outs of freemium? This holiday is inexcusably bizarre, but who am I not to celebrate accordingly?

Travel 45

Travel Cybersecurity Headcount Entertainment 45

Practical Advice on SaaS marketing

OCTOBER 9, 2012

Should you pony up the money to feed a full-blown sales and marketing effort? To acquire customers, you pay money now - for sales people, marketing people, tradeshows, pay-per-click campaigns, search engine optimization, direct mail, or whatever else you do to attract paying customers. They pay you over the life of the subscription.

Acquisition 124

Acquisition Scale SaaS Headcount 124

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

ProfitWell

DECEMBER 6, 2019

Your top subscription news. That’s what David Apple—customer success and sales guru at Notion— is asking. And in this article he explains why, and proposes a different approach to thinking about the optimal CSM headcount to help you build a more effective customer success organization. And Sprinklr acquires Nanigans.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

ChurnZero

DECEMBER 18, 2020

Like let’s take a more conservative approach in the earlier months of the year in terms of adding headcount. You may not be able to get it from the sales ops team anymore. I don’t think sales ops and CS ops are apples-to-apples types of roles. But there’s some ambiguity around what that means.

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

SaaStr

MARCH 15, 2024

They also have a media segment, a separate business supporting creators who want to do subscription-based video monetization. How Does Vimeo Handle Long-Tail PLG vs. a Very Sales-Led Motion? Vimeo has spent a fair amount historically on advertising, primarily to fuel the more prosumer individual online subscription business.

AI Search 229

AI Search SaaS Advertising Sales Hiring 229

FastSpring

MARCH 3, 2023

Zuora is a recurring billing and monetization solution for: Subscription management Revenue recognition Payment collection Quotes And more… However, Zuora has one main shortcoming — it doesn’t handle sales tax or transaction liability for you. Related: Can SaaS Companies Afford to Ignore Sales Taxes and VAT?

Payment Services 78

Payment Services Payment Methods Payments Merchant Services 78

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. For example, a sales engagement tool could be much cheaper than its competitor, but lacks key functionality and takes more time to use. Customer data.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

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. Sales is a brutal profession.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

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

Intercom, Inc.

JUNE 3, 2021

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. ” I think the “Sure thing boss, give me more headcount” is obvious. Headcount and salaries and comp and all that kind of stuff. We could charge X.

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 176

Travel Marketing Scale Outsourcing Services 176

Intercom, Inc.

OCTOBER 29, 2019

Up until this point, to understand our customers, we had primarily relied on the Jobs-to-be-Done framework , product sense, research insight, sales input, and a belief that our customers were companies just like us. For example, our Sales team is now able to give segmented customer feedback to our product leaders to influence our roadmap.

Business 184

Business B2C Scale Headcount 184

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

Hitenism

JANUARY 16, 2017

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Reduce sales ramp time by 30-50% via sales enablement. Double headcount every 6-9 months. They raised $65 million dollars with that plan.

Scale 147

Scale Venture Capital SaaS Headcount 147

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

SaaSOptics

JUNE 24, 2021

Revenue Operations, or “RevOps,” for short, refers to the optimization of process and technology across all stages of the customer lifecycle including marketing, sales, and customer success. . RevOps was really born out of sales operations, but it has morphed over time to encompass operations touching all phases of the customer life cycle.

Scale 72

Scale Headcount Finance Churn 72

ChurnZero

DECEMBER 27, 2022

When people think of top-line growth, they often think of sales. But if you’re in a subscription business that gives customers the flexibility to upgrade, it’s worth considering the untapped expansion potential of your support peers. Is your headcount staying flat next year? Not so much. 10/ BIG RYG 2022 keynote sessions.

Leadership 90

Leadership Benchmarks Headcount Machine Learning 90

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. Almost there – we’ve sent you an email to confirm your subscription.

Scale 182

Scale Sales Hiring Headcount Scaling 182

ChurnZero

JUNE 3, 2022

In the episode, You Mon covers the gamut of Customer Success insights—from defining its (oft-misunderstood) purpose, seeing what a day in the life of a CSM looks like, knowing when to add CS to an organization, handling tension with sales, and more. I bet most, if not all, of them were based on a subscription. That’s just an example.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

ChurnZero

JUNE 3, 2022

In the episode, You Mon covers the gamut of Customer Success topics—from defining its (oft-misunderstood) purpose, seeing what a day in the life of a CSM looks like, knowing when to add CS to an organization, handling tension with sales, and more. I bet most, if not all, of them were based on a subscription. That’s just an example.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

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. Note: Eventually granularity requires more maintenance from admins or the Customer Success team.

B2B 71

B2B Scale Marketplace as a Service Sales Hiring 71

Outseta

JANUARY 20, 2020

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. Buildium’s valuation highlights how the idea that all revenue needs to be recurring doesn’t take any sort of nuance into consideration. But the company’s early growth wasn’t fueled by a heavy investment in sales.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145