SaaStr

JANUARY 7, 2021

In this episode, David Skok , General Partner @ Matrix Partners , uncovers the crucial step missing when it comes to finding product-market fit for B2B companies, how to set-up your sales team for success early on, and what metrics really matter when it comes to a payback period. Finding the right VP of Sales can be an especially hard task.

Scale 248

Scale Sales Hiring Scaling B2B 248

Clouded Judgement

APRIL 11, 2024

For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. I consider >120% best in class for companies selling to SMBs (like Bill.com). In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 177

Cloud Software Azure AWS 177

Clouded Judgement

DECEMBER 21, 2023

For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. I consider >120% best in class for companies selling to SMBs (like Bill.com). In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 177

Cloud Software Benchmarks Retention 177

Clouded Judgement

SEPTEMBER 12, 2023

For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. I consider >120% best in class for companies selling to SMBs (like Bill.com). In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 169

Cloud Software Benchmarks Retention 169

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? It was a subscription based model.

Sales Hiring 199

Sales Hiring Scale Leadership Technical Review 199

Clouded Judgement

APRIL 12, 2023

For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. I consider >120% best in class for companies selling to SMBs (like Bill.com). In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 161

Cloud Software Benchmarks Retention 161

Clouded Judgement

JUNE 20, 2023

The real headwinds to software (tougher expansion, longer sales cycles / procurement, slower new business, budget crunches / RIFs, etc) started last August. But what we’re really looking for is budgets expanding, shortening sales cycles, less pressure on expansion, etc. This makes it an “easier” comp.

Cloud 161

Cloud Software Benchmarks Scale 161

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 128

Scale SaaS Payments Sales Recruiting Payment Services 128

Clouded Judgement

DECEMBER 20, 2022

For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. I consider >120% best in class for companies selling to SMBs (like Bill.com). In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 130

Cloud Software Review Software Benchmarks 130

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. It was about, these people that have already pulled in, how do I now convert them into marketing qualified leads for our local sales teams?

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. The SMB segment—going upstream vs. downstream. Setbacks of using a 2-Stage inside sales organization. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. The importance of the SMB segment.

SMB 73

SMB Strategy Outsourced Development Marketing 73

Tom Tunguz

JULY 14, 2013

For example, Zuora enables subscription billing; Expensify manages employee expenses; ZenDesk builds customer support systems. At the outset, the company targets the less sophisticated SMB segment which doesn’t demand the compliance, heavy security and integration features needed by enterprise customers.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Machine Learning 100

FastSpring

DECEMBER 8, 2022

Start with your existing sales and see where there’s interest from existing buyers. Note: FastSpring’s Revenue and Subscription Dashboards quickly show our customers where their revenue is coming from, the average order value or MRR per country, promotions performance per country, and more. David used the U.S.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What is the right way for startup founders to address sales rep onboarding? Vikas Bhambri: Yeah.

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. million subscriptions transacted and Google’s marketplace has seen 3X growth in SaaS sales. Jabari Norton.

Scale 202

Scale Marketplace as a Service Cloud SaaS Payments 202

Chart Mogul

MAY 30, 2019

First, we needed to decide on the number of key accounts — which accounts should be managed? At what rate is the key account segment growing? How many accounts can one Account Manager successfully manage based on the requirements of the program? The first two are fairly obvious.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

Intercom, Inc.

DECEMBER 13, 2018

When I started, for example, and as I was building the sales team, I did not realize you could not ask the same sales people to qualify the leads, to close the leads and to deploy the companies. We are going from having an enterprise business to having a mid-market business to investing in an SMB business.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

SaaStr

AUGUST 19, 2022

So the new sales leader is trying to figure out, can we go further up market? There can be exceptions, but you’d have to be the world’s best sales and marketing team to have exhausted your TAM, right? You probably hired a head of sales before a true head of marketing is my guess, right? Jason Lemkin: Okay.

Scale 214

Scale Sales Hiring Scaling VP of Engineering 214

Neil Patel

DECEMBER 16, 2021

Hiring a content mill to fill pages with overstuffed keywords that provide no value to readers won’t do you any good. Also, be sure there’s an email subscription option on each of your web properties. The company’s own marketing and sales tools are pretty useful. Start an eBay Store. The power of eBay doesn’t stop on the site.

Social Media 145

Social Media Strategy Marketing Business 145

Sales Hacker

APRIL 25, 2019

My cost-conscious lens (plus our proven outbound sales program) has served my company, Leadium, well. I am passionate about helping small to medium-sized businesses (SMBs) accelerate their growth with outbound sales. The SMB Decision: In-House vs. Outsourced Sales Development. Salary and benefits costs.

Outsourcing Services 76

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 76

ChurnZero

MARCH 18, 2022

If you’re spending a ton of money to get a customer – you’re enterprise sales, you have expensive sales reps, or a long sales cycle – that’s a disaster. For example, if you’re growing really fast and hiring lots of salespeople that are unproductive, that’s going to drive your CAC up.

Customer Success 98

Customer Success Metrics SaaS Banking 98

ChurnZero

JANUARY 4, 2019

Begins in pre-sales to help ensure success factors are established during the sales process. In 2019 there will be an increase in subscription fatigue. When even your electric toothbrush is pushing you towards a subscription model, we can expect to see an increase in subscription fatigue.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

ChurnZero

AUGUST 24, 2018

Because you certainly are going to want to make sure that your subscription product is priced so your customers can adopt to it. The big thing that you probably want to focus on is that recurring revenue stream. As those companies grow, they must hire small armies of CSMs, Support reps, and Services specialists.

Finance 61

Finance Customer Success Scale Customer Lifetime Value 61

ChurnZero

JANUARY 4, 2019

Begins in pre-sales to help ensure success factors are established during the sales process. In 2019 there will be an increase in subscription fatigue. When even your electric toothbrush is pushing you towards a subscription model, we can expect to see an increase in subscription fatigue.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

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

SaaStr

JUNE 10, 2020

Meagen, sales. Launch it to our customers, launch it to the sales team, launch it to prospects.” What did we need for our sales team from an enablement standpoint and our CSMs? And then of course, sales pipeline and the livelihood of our business. They’re going to build a bunch of things that we need.

Travel 176

Travel Marketing Scale Outsourcing Services 176

SaaStr

DECEMBER 14, 2020

Folks churn out of their Verizon plan, their Netflix subscription, etc. In a low-end subscription model for a tool, not a solution (e.g., Churn is a good term for your SMB and freemium customers. Yes, accounting will keep recognizing the revenue on an annual contract. Hire more experienced talent. Like Verizon.

Churn 362

Churn Sales Hiring Systems Review B2C 362

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. Software subscriptions are the life of every SaaS business and must be accounted for properly in your general ledger.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

JUNE 1, 2021

I’m going to skip by my life story, and how I grew up as a small child in India, and how the dusty streets influenced my take on unit economics, and SaaS subscription models. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. Which brings me to sales and marketing.

Part-Time VPE 223

Part-Time VPE Technical Cofounder CTO Hire New CTO 223

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

OCTOBER 29, 2019

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. They increased the price and drove a 25% lift in sales. So, what did they do? Next is talking to your customers.

Payments 100

Payments Pricing Compensation SaaS Payments 100

SaaStr

JUNE 7, 2019

Finally, before that, Amit was the Founder & CEO @ SparkThis, an outsourced marketing and sales service for cloud companies. What must you account for with regards to multi-year deals? How do you know when you have the right pricing mechanism in place from the sales cycles of the reps?

Outsourced Development 132

Outsourced Development Outsourcing Services Sales Hiring Scale 132

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. For example, ActiveCampaign’s reseller program offers beefier discounts to partners as they grow, letting them set their own pricing and pocket the difference: ActiveCampaign’s reseller program offers deeper discounts on pricing as more sales are made, creating an incentive to go big.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

OPEXEngine

MAY 12, 2020

The majority of SaaS companies, including many that are transitioning from on-prem to cloud models, still put new sales at the center of their business model. But as investor Gavin Baker astutely observed at the beginning of the crisis, “At the end of the day, there is no such thing as truly recurring revenue. Sales is an outcome.

Technical Review 59

Technical Review SaaS Software Review Sales Hiring 59

Baremetrics

NOVEMBER 9, 2021

Scalability Other Factors That Affect the Sales Multiple How to Make Your SaaS Business More Attractive and Valuable 1. Lower Churn Prepare for a Sale Where to Sell Going it Alone Through a Private Sale Working With a Broker for a Win-Win Situation. The key to a successful sale is to make sure you have healthy unit economics.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

Neil Patel

JANUARY 7, 2021

Schoology – Best for K-12 education D2L Brightspace – Best for higher education Tovuti – Best for selling online courses Looop – Best for SMB employee training Docebo – Best for enterprise learning Sensei – Best LMS plugin for WordPress. The Top 6 Options for LMS Software. Ecommerce LMS Software.

Systems Review 138

Systems Review Management Scale Education 138