Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Here are a few benefit sticking points: Owned media can be measured by subscriptions.

VP of Engineering 71

VP of Engineering Scale SaaS AI Search 71

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

SaaSOptics

JANUARY 9, 2020

One person to manage expense reports, commissions, billing and invoicing, cap tables, revenue recognition, deferred revenue and more. Sales Commissions ( Spiff , Performio , Captivate IQ , QuotaPath ). Sales Tax Management ( Avatax ). Yes, you read that right. But how is that even possible? Who has time for that?

Payment Features 77

Payment Features Deferred Revenue Scale Finance 77

SaaSX

FEBRUARY 5, 2020

Here’s a super basic overview of the key P&L areas we typically use: Revenue Cost of Goods Sold (COGS) Sales & Marketing Expenses (S&M) Research & Development Expenses (R&D) General & Administrative Expenses (G&A). This INCLUDES headcount-related expenses. Setting Your Budget Equal to Your Sales Plan.

Finance 118

Finance Sales Hiring Headcount Scale 118

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

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

ChurnZero

JANUARY 7, 2020

Scale their processes. Understand their most important prospects – trial users – and monitor their use of the product. . . This has allowed for the optimization of their trial subscriptions program. . It has allowed the team to scale to 500+ accounts without the need for additional headcount. .

Scale 52

Scale Headcount Consulting Customer Success 52

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. Google, Apple and HubSpot are just three examples of industry-leading companies which use mental models to aid quick decision-making. Again, it was an easy to use model which scaled effective decision-making.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

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

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

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

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

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

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.” We’re looking at everything we do from software to people.

Travel 172

Travel Marketing Scale Outsourcing Services 172

SaaSOptics

MAY 2, 2022

There are several different ways to successfully launch and scale a SaaS company. 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. Image Source: SaaStr 2021 ).

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97

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

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 234

AI Search SaaS Advertising Sales Hiring 234

Intercom, Inc.

JUNE 3, 2021

And if there’s an abundance of something, like an abundance of capital, it definitely can lead teams and companies to pick things they wouldn’t have normally picked. 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

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

Intercom, Inc.

MAY 9, 2018

So here’s my definition: Business Operations is a function that is uniquely positioned to solve certain classes of problems for rapidly scaling organizations. It’s easy when R&D, Marketing, Sales and Finance all fit in a single room and two pizzas are sufficient to feed everyone. Obviously this doesn’t scale well.

Scale 182

Scale Sales Hiring Headcount Scaling 182

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

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. Adam: Rachel, you’re leading growth marketing at one of the fastest growing software companies of this generation.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Totango

FEBRUARY 21, 2020

Flexible subscription and recurring revenue models mean the customer is in control of their service and tech partnerships and reserve the right to move on to a competitor. This is our look at the leading customer success trends for 2020. Personalized Experience Delivered at Scale with Dynamic Assignment.

Customer Success 83

Customer Success Trends Scale Customer Lifetime Value 83

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

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. Deliver at Scale for your Segments.

B2B 71

B2B Scale Marketplace as a Service Sales Hiring 71

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. Measuring Up: A Forecasting Maturity Scale. Staring into the Void. Anecdotal Observation. “It

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

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. They’re the proactive team.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

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. This is a strategy that we’re replicating at Outseta, so far with James our lead designer. While these revenues are pay-per-use, rent payments are both large and regular. You read that right—two!

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Kellblog

JUNE 17, 2023

Insight Partners recently published an excellent 2023 Sales KPI Report. They’re cutting the data by size bucket (aka, “scale-up stage”). I suspect they use this specific language because Scale Up is a key element of Insight’s positioning. CAC payback period (CPP) is simply not a sales efficiency metric.

Scale 103

Scale Sales Benchmarks Metrics 103

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Those on the front lines know that more competition means greater saturation of traditional marketing and sales channels, increasing customer acquisition costs (CAC).

Scale 70

Scale Startup Technical Review Software Review 70

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Those on the front lines know that more competition means greater saturation of traditional marketing and sales channels, increasing customer acquisition costs (CAC).

Scale 51

Scale Startup Technical Review Software Review 51

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Those on the front lines know that more competition means greater saturation of traditional marketing and sales channels, increasing customer acquisition costs (CAC).

Scale 40

Scale Startup Technical Review Software Review 40

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. See chart below for how it varies with scale [10].

AI Search 109

AI Search Technical Review Technical Advisors ChatGPT 109