Tom Tunguz

APRIL 1, 2020

Some founders in market today are running dual track processes, choosing between raising capital and pushing toward profitability within a certain time frame. The rule says that all employees of affiliated companies must be considered headcount. For startups, this means every employee of every startup for every investor.

Headcount 329

Headcount Payment Services Government Innovation 329

SaaStr

AUGUST 21, 2024

But Gross Margins Only 28% on Payments and Related Solutions Low gross margins on payments and financial services of only 28% makes Toast’s model much tougher than Shopify’s (39%) or Bill’s (80%+). It’s probably not really a SaaS company, but close enough to include it in our series and our ecosystem. #3.

Scale 301

Scale Payment Methods SaaS Payments Payment Solutions 301

SaaStr

JULY 20, 2022

Today, it crosses dentistry, optometry, veterinary, physical therapy, specialty medical services, audiology, plumbing, electrical, HVAC and other home services. 56% Gross Margins overall, Negative on Hardware and Services. It IPO’d in November 2021 and today is doing $130m ARR, growing a respectable 30% year-over-year.

SaaS Payments 284

SaaS Payments Scale Payment Methods SMB 284

Intercom, Inc.

AUGUST 30, 2022

This is especially important for small teams, where you need to operate at a scale far beyond your headcount (without burning out your team by working around the clock). With the right integrations, you can automate workflows, share data between tools to keep things up to date, and create clearer, more efficient processes.

Scale 163

Scale Payment Services Startup AWS 163

Payrix

FEBRUARY 21, 2024

Software companies embark on their embedded payments journey only to discover they’ve underestimated the complexity that’s involved and struggle to launch. If you’re thinking about Embedded Payments for your platform, make time to listen to this episode of the PayFAQ Embedded Payments podcast. We’ve seen it far too often.

Payments 100

Payments Merchant Services Embedded Payments Payment Services 100

Intercom, Inc.

NOVEMBER 30, 2021

Powered by a modern business messenger , it scales your ability to answer more questions from more customers without increasing headcount, budget, or hours logged. HubSpot’s Service Hub brings all your customer service data and channels together in one place, and helps scale your support through automation and self-service.

Technical Review 249

Technical Review Customer Support Payment Methods Payment Solutions 249

The Angel VC

MARCH 23, 2016

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. With the exception of the VP of Sales role, sales staff headcount planning is done on the separate "Sales Team Hiring Plan" tab (re-using a model that I've built for this post ).

SaaS Payments 217

SaaS Payments Headcount SaaS Payment Methods 217

Intercom, Inc.

APRIL 4, 2019

So how did they go from product-market fit to actually scaling a sales org around a repeatable sales process? The self-service model requires little to no selling whatsoever, saving time, labor and resources for a growing startup. Reps manage the entire sales process from start to finish. What’s not to like? People are smart.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

Intercom, Inc.

AUGUST 29, 2019

But that’s easier said than done, which is why we’ve published our new book Intercom on Sales : a deep dive into the many lessons we’ve learned about how selling works at scale, covering everything from hiring tactics to the needs of modern buyers to fundamental processes for forecasting and managing deals. We have a great sales force.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

The Angel VC

MARCH 22, 2012

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. Regarding P&L and cash-flow, I'm keeping things really simple here and am assuming that your EBIT is equal to your operating cash-flow.

Startup 189

Startup SaaS Payments Payment Methods Payment Solutions 189

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. Why do they need to be involved in that process?” FULL TRANSCRIPT BELOW. Hi, everyone.

Scale 188

Scale Payment Services Sales Hiring Payment Methods 188

Stax

AUGUST 16, 2024

In this landscape, embedded payments have become a great way for SaaS companies to provide value-added services on top of their core offerings to customers. With the plethora of options available, choosing a payment provider and integrating payments into your existing SaaS product can seem daunting.

Payments 88

Payments Embedded Payments SaaS Payments Payment Solutions 88

SaaStr

FEBRUARY 11, 2021

Because sales is a lead-driven but headcount- closed business. Your VP Sales needs to be smarter than you in sales, sales processes, and building and scaling a sales team. Top-line revenue, inclusive of churn, inclusive of upsells and self-service, net of everything. And the great VP of Sales all know this. No draw (i.e.,

Sales Hiring 363

Sales Hiring Scale Sales Recruiting Sales 363

Stax

JULY 1, 2024

Yet it isn’t always cost-effective to hire an in-house team to manage payroll, especially for businesses with a small headcount. Subscribing to a specialist payroll process not only ensures that you pay employees accurately and on time, but also allows your business to stay compliant with an ever-changing tax code.

Payment Solutions 88

Payment Solutions Payment Services Payment Methods Payments 88

Intercom, Inc.

APRIL 3, 2025

For too long, gaming operators have been forced to choose between three competing priorities: Speed: Providing fast responses to keep players in the game. Traditionally, scaling support meant simply adding headcount, creating a linear relationship between business growth and support costs. Decreasing their cost-to-serve over time.

Payment Services 104

Payment Services AI Underperforming Technical Team Technical Review 104

FastSpring

MARCH 14, 2023

It takes an enormous amount of time, money, and headcount for SaaS companies to handle VAT, GST, and sales tax (and any other form of indirect tax) in-house. Request a demo or sign up for a free account to see how FastSpring can help you expand globally almost overnight without adding headcount.

Payment Solutions 116

Payment Solutions Merchant Services SaaS Payments Payment Methods 116

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. Implement processes for calculating and gathering the correct amount and type of indirect tax.

Payment Services 78

Payment Services Payment Methods Payments Merchant Services 78

SaaStr

JUNE 16, 2020

And I think adjusting really is the operative word here. Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process.

Sales Hiring 210

Sales Hiring Scale SaaS Payments Payment Services 210

Intercom, Inc.

JULY 26, 2022

Recent research from Harvard Business Review Analytic Services reveals that 88% of survey respondents believe that customer engagement has a significant impact on their organization’s bottom line. That’s no surprise: as professional services firm PwC says, customer experience is everything. Excellent customer experience.

Payment Methods 118

Payment Methods Payment Solutions Payments Payment Services 118

Outseta

JANUARY 20, 2020

What started as Dimitris (now my Co-founder at Outseta ) writing a few lines of code to collect rent payments from tenants he had living in a duplex in Providence, Rhode Island, turned into something worth hundreds of millions of dollars 15 years later. While these revenues are pay-per-use, rent payments are both large and regular.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Intercom, Inc.

DECEMBER 15, 2020

Richard Hall is the Director of Support Operations at Zapier , the platform built to democratize automation and eliminate manual “busy work” by enabling teams to integrate web applications and build smoother workflows. It’s really powerful when your company can leverage that brain that you have in the support organization”.

Payments 118

Payments Payment Services Payment Solutions Payment Methods 118

Sales Hacker

MAY 15, 2023

In addition, approximately 35% of startups fail because there is no market need for their products or services. And that may include owning and executing the sales process , from initial outreach and lead generation to closing deals — not hiring a sales team right away. And 20% of startups get plain out-competed.

Sales Hiring 102

Sales Hiring Scale Outsourcing Services Payment Services 102

Sales Hacker

JULY 16, 2020

But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. Make sure you get a piece of that lead flow by volunteering for service. A change in the procurement process? Return the favor by doing the same for them. A spending freeze?

Scale 123

Scale Payments SaaS Payments Payment Solutions 123

Chart Mogul

AUGUST 15, 2019

return on investment is returned, you have no further payment obligation and you have retained your equity ownership while growing. the loan) will be paid back and a return cap will be achieved over time (24-36 months) based on monthly payments delivered as a % of your cash revenue. Once the 1.5x 2 Main approaches to RBF.

Finance 85

Finance Payments Revenue Payment Solutions 85

The Angel VC

DECEMBER 12, 2018

UIpath, the wildly successful robotic process automation solution out of Romania, is on a similar trajectory. Like a large tanker at cruising speed that cannot quickly take a turn, a startup with a fast-growing headcount and a high burn rate loses some of its ability to quickly react to new information, new insights, or changes in the market.

Sales Recruiting 106

Sales Recruiting Sales Hiring SaaS Payments Scale 106

SaaSX

JULY 26, 2020

You may be hesitant to add the overhead for what appear to be operational roles but in my experience the right people are revenue levers, helping you sell more, faster. Reports into: Sales leadership or sales operations. Reports into: Operations leadership (COO, Director of operations, CEO, etc). Sales operations manager.

Sales Recruiting 64

Sales Recruiting Technical Review Scale Startup 64

ChurnZero

SEPTEMBER 10, 2019

How to Pro actively Engage Clients and Automate Your High Touch Service – A Success Story . MineralTree is a payment platform that helps thousands of business automate their invoice-to-pay process. MineralTree has increased efficien cy through the use of automated communications, known as ‘Plays’.

Payment Services 40

Payment Services Engagement Payments Headcount 40

Chart Mogul

AUGUST 15, 2019

return on investment is returned, you have no further payment obligation and you have retained your equity ownership while growing. the loan) will be paid back and a return cap will be achieved over time (24-36 months) based on monthly payments delivered as a % of your cash revenue. Once the 1.5x 2 Main approaches to RBF.

Finance 52

Finance Payments Revenue Payment Solutions 52

The SaaS Garage

JULY 28, 2021

Contentful raises $175M at a $3B valuation from Tiger for its content delivery service. More simply, Contentful provides customers with a service that will deliver images, words, and other content to their applications and websites around the world, quickly. Sloan explained Contentful by analogy, saying that.

API abstraction (application programming interface 52

API abstraction (application programming interface Payment Solutions Payment Services Payment Methods 52

ProfitWell

MARCH 3, 2020

Then, we hear from Kyle Poyar over at OpenView on bringing sales into a self-service business. We’ve seen the tech and SaaS markets affected by the virus , but if we foster smart and healthy communities, the foundation of our operations—namely, our teams—will forge on. Today, Dave Kellogg talks CEOs and Coronavirus.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

SaaSX

FEBRUARY 28, 2021

Ideally, as a company scales, headcount doesn’t scale exactly in tandem. It is difficult for a SaaS company to operate profitably if revenue per employee is $100,000 of annual recurring revenue (ARR). Payment Terms. Payment terms can make or break a capital efficient, high-growth startup.

Payment Solutions 52

Payment Solutions Software Review Software Payments 52

Point Nine Land

DECEMBER 12, 2018

UIpath, the wildly successful robotic process automation solution out of Romania, is on a similar trajectory. Like a large tanker at cruising speed that cannot quickly take a turn, a startup with a fast-growing headcount and a high burn rate loses some of its ability to quickly react to new information, new insights, or changes in the market.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

ChurnZero

MARCH 22, 2019

It’s especially great if you get payment up front and then know that customer is profitable from that point on. . We had one of our portfolio companies with 60% of their headcount reporting up through CS, and that’s how they focused and was the culture of the business. So, that’s sort of the typical thought process there.

Retention 61

Retention Payment Methods Outsourced Development SaaS Payments 61

User Pilot

APRIL 7, 2022

Use this to get in-depth insights on how customers experience a product and what should be changed to accelerate activation or facilitate product adoption. Check important milestones in the journey and: Fix the conversion rate from new signups to first payment. Although it sounds time-consuming, there’s a bright side.

SaaS Payments 52

SaaS Payments Payment Methods Data Payment Solutions 52

SaaStr

SEPTEMBER 19, 2023

Some of the changes we’ve seen in the last year or two include: CAC reduction Headcount optimization Price complexity Quality of revenue A different environment means a different strategy, and Notion Capital lays out four business model changes that could be helpful based on what peers are doing. You don’t want to be there.

Business Model 300

Business Model SaaS Payments Payments Headcount 300

Sales Hacker

FEBRUARY 11, 2025

Jordan demonstrates how to use the FIND (Focus, Investigate, Narrate, Deploy) process for your go-to-market strategy and how to speed this up with OpenAI’s Deep Research AI tool. Jordan also shares the prompts and processes he uses when researching target accounts, messaging buyers, and driving revenue. It’s the process.

ChatGPT 81

ChatGPT AI Payment Methods Payment Services 81

USIO

APRIL 11, 2025

Manual payment processes dont just slow you downthey hold your entire operation back. Fintech payment solutions are changing that, helping companies streamline how money moves in and out of their systems, all while staying secure, scalable, and compliant. Payment automation helps eliminate these roadblocks.

Payment Services 130

Payment Services Payment Solutions Payments Payment Methods 130