Andreessen Horowitz

FEBRUARY 8, 2024

But building a sales compensation plan that both aligns your sales team’s compensation with your customers’ objectives and recruits top salespeople can be incredibly difficult in usage-based pricing. Determine where your sales team makes your customers more successful In usage-based pricing, value = usage.

Compensation 87

Compensation Sales Recruiting Sales Systems Review 87

SaaStr

FEBRUARY 26, 2021

Brendon Cassidy, my VP of Sales wrote a version of this piece a while back. I though an updated version of this would be good for founders thinking about hiring a VP of Sales … VPs of Sales themselves … and VPs-to-be to read — Jason, ed. … 10 Rules to Being a VP of Sales in a Startup.

Sales Hiring 284

Sales Hiring Sales Recruiting Startup Sales 284

SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. Going from sales-led to PLG is doable, but it is not easy. Sales-led organizations struggle to adapt to a PLG mindset.”. Let’s use sales-led organizations as a comparison point. Secret #2: Pricing.

Sales Recruiting 246

Sales Recruiting Business Pricing Churn 246

SaaStr

AUGUST 7, 2021

But if you can’t tell me the future (in your market) at least 3 years out … then it’s hard for me to believe in SaaS you’ll ever build a unicorn. If I wouldn’t work for you … then I can’t help you recruit folks that will. You’re in sales. Recruit the VPs? Not perfectly.

Sales Recruiting 334

Sales Recruiting Scale AWS Investment 334

SaaStr

JANUARY 27, 2021

But I thought I’d take a stab at the Top 10 Pieces of Classic SaaS Advice … that, in my experience at least, are usually Just Plain Wrong. If a VP of Sales can’t improve things in one sales cycle or less — she never will. In one sales cycle, or less. At twice the price. SaaS compounds.

Part-Time VPE 297

Part-Time VPE Sales Hiring Scale Sales Recruiting 297

SaaStr

MAY 24, 2022

If there really is a slowdown (and I’m not sure will be in SaaS), folks will have to work harder. So I’m not yet convinced times are really tougher for SaaS companies. Yes, public stock prices are way down, which creates a lot of pressure in general and on venture fundraising in particular. jasonlk) May 23, 2022.

Sales Hiring 254

Sales Hiring Sales Recruiting Interviewing Startup 254

SaaStr

OCTOBER 3, 2023

It’s so, so easy to stand out in recruiting if you’ve actually done your homework. I spent a week preparing and about halfway into that I realized that something was off about the pricing page, so I redid it from scratch and presented towards the end of the “workshop” Chalk and cheese I was told afterwards.

Interviewing 224

Interviewing Sales Hiring Sales Recruiting Consulting 224

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. The main issue is price. Let me make a list, of at least 10 Risks Different SaaS VCs Do and Do Not Like To Take. In SaaS, VCs seem to split two ways on the engineering team. The Googlers. The Palantirians.

Scale 337

Scale Sales Recruiting Machine Learning Artificial Intelligence 337

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. Double your pricing for new customer, on the largest deals. From $1m to $10m ARR or so, as you build your first management team: You shouldn’t be the VP of Sales Anymore As You Scale. Add a layer.

Part-Time VPE 271

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 271

SaaStr

APRIL 5, 2021

But that’s not Disruption — in SaaS at least. Sometimes in SaaS, there are natural monopolies. But more often, SaaS categories with significant complexity in workflows and features end up in natural oligopolies. Harder to Recruit. You’ll have to develop a very lean sales culture. Not usually.

Scale 238

Scale Sales Recruiting Underperforming Technical Team Pricing 238

User Pilot

JULY 27, 2023

Confused about trying to understand SaaS roles? SaaS companies have many moving parts, and it can be difficult to determine who does what. TL;DR SaaS, or “Software as a Service,” is a business model that delivers centrally hosted software to subscribers over the internet. What is a SaaS business model?

Sales Hiring 90

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 90

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Sales Recruiting 89

Sales Recruiting Product Marketing Scale Sales Hiring 89

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. From a GTM execution standpoint, they weren’t focused.

Scale 225

Scale Sales Hiring Scaling Revenue 225

Tom Tunguz

DECEMBER 16, 2020

The 2010s were the decade of software and SaaS, the era when Salesforce become the first SaaS company to sail past the $100B market cap mark. Acquirers, emboldened by higher stock prices, brace themselves and outbid each other with premium multiples for high-growth startups. 2020 becomes the decade of data.

Sales Recruiting 279

Sales Recruiting Blockchain Banking Machine Learning 279

Kellblog

JUNE 27, 2020

I’ve worked with several startups that fell into the following pattern: Selling a SaaS application at a healthy price (e.g., The problem is the company is not charging the appropriate price for the services needed. If you sell: A recruiting app, running your first recruiting campaign. 100K to $200K ARR).

Consulting 144

Consulting Sales Recruiting Sales Hiring Startup 144

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Management rules (e.g.,

Sales Hiring 109

Sales Hiring Scale Sales Recruiting Enterprise 109

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale VP of Engineering 247

User Pilot

NOVEMBER 5, 2023

We also give you a bunch of tips on how to implement it in your SaaS. TL;DR Customer Value Management (CVM) is a business process that focuses on analyzing customer needs , building outstanding products that satisfy them, and enabling users to realize their value. What is customer value management? Let’s dive in, shall we?

Management 85

Management Scale Customer Lifetime Value SaaS 85

Incredo

OCTOBER 17, 2019

Asking “what’s the typical commission for SaaS salesperson?” is like asking “how expensive should I price my SaaS product?” common software sales comp plans, 2. what factors to consider before defining your SaaS sales commission percentage. What are 5 common SaaS sales compensation models?

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

Incredo

OCTOBER 17, 2019

Asking “what’s the typical commission for SaaS salesperson?” is like asking “how expensive should I price my SaaS product?” common software sales comp plans, 2. what factors to consider before defining your SaaS sales commission percentage 4. What are 5 common SaaS sales compensation models?

SaaS Payments 144

SaaS Payments Compensation Payment Services Sales Recruiting 144

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 96

Compensation Sales Recruiting Sales Finance 96

Sales Hacker

JULY 19, 2022

Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardable. Join us for a great conversation about transitioning in sales and technology selling. Sometimes you have to take one step back to go two steps forward in sales. Sales is all about building internal relationships.

Sales Recruiting 84

Sales Recruiting VP of Engineering Sales Hiring Sales 84

SaaStr

JUNE 3, 2020

It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And what I’d like to talk to you about today is the SaaS Trust crisis we’re seeing.

Software Review 177

Software Review Scale Technical Review SaaS 177

Tom Tunguz

JUNE 7, 2015

The role of the marketing team within SaaS has stretched from simply engendering awareness and creating interest, to guiding customers much deeper into the funnel. In freemium products, marketing cares for the customer through most of the product evaluation stage, at which point either customer success or sales closes the deal.

Sales Recruiting 100

Sales Recruiting Marketing SaaS Startup 100

ProfitWell

DECEMBER 13, 2019

The goal in SaaS sales is not to convince your customer to buy your product there and then—it’s to win that customer over to your product for a lifetime. We’ll tell you how to use your understanding of a prospect to turn them into a delighted customer, what metrics to lean on, and how to build the perfect SaaS sales team.

Scale 61

Scale Sales Recruiting SaaS Sales 61

Sales Hacker

MAY 16, 2019

Nothing really stood out until I stumbled across a “Director of Sales and Client Relations” role with a company called Jammony. Director of Sales and love what I do. How can you get started in sales? Keep reading as I share my story and offer some tips that could help you get your 1st (or next) sales role. Today, I’m Sr.

Sales Hiring 94

Sales Hiring Sales Recruiting Sales Interviewing 94

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. I just don’t think sales have anything to do with product-market fit. A data-driven framework for scaling.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

JULY 9, 2019

Giraffe is a mobile job matching platform that helps medium skilled workers get access to opportunities and helps businesses to recruit staff faster, and easier, and more affordably than any other way. You’ve got to be very sensitive to price, and so you’re caught in this conundrum. I’m from South Africa.

Scale 159

Scale Sales Recruiting Scaling SaaS Payments 159

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 75

Sales Recruiting Scale Sales Hiring Sales 75

OpenView Labs

NOVEMBER 30, 2021

And there’s more and more bifurcation between the ‘haves’ – the fast growers – and the ‘have nots’ of SaaS than ever before. The new data reveals a similar picture for private SaaS startups. . The game has changed when it comes to recruiting. Today growth appears to be all that matters. Attract great talent.

Payment Services 80

Payment Services Benchmarks SaaS Payments Merchant Services 80

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. They need fewer sales as a percentage of overall employees.

Payment Solutions 147

Payment Solutions Pricing Payments Payment Services 147

OpenView Labs

DECEMBER 17, 2019

OpenView’s experts weighed in with their predictions across product, sales, marketing, pricing, corporate development and talent. Product Managers Will Own a KPI. How many of your highest paid team members are in sales? The fact is that a great (albeit expensive) sales rep is worth every penny and has an obvious ROI.

Trends 67

Trends Sales Recruiting Technical Review SaaS 67

OpenView Labs

FEBRUARY 3, 2022

As part of our last three annual finance and operating benchmarks surveys, we’ve asked nearly 2,000 startup founders and leaders of B2B SaaS businesses this simple question: “What’s keeping you up at night?”. And the primary burden of your product and GTM execution can fall on an effective technical leader and proven sales executive.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

OPEXEngine

JANUARY 13, 2021

Putting aside everything else, let’s just focus on what’s changing in SaaS in 2021. Cloud and SaaS companies overall benefited from the dramatic shift to digital and remote work in the US and around the world since March 2020. And according to Cisco, 75% of all cloud workloads and computing instances will come from SaaS applications.

Sales Recruiting 52

Sales Recruiting Sales Hiring SaaS Benchmarks 52

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. In Today’s Episode We Discuss: * How Krish made his way into the world of SaaS and came to found one of India’s fastest growing SaaS companies in Chargebee?

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

User Pilot

APRIL 19, 2024

You will learn effective techniques for collecting and analyzing data , with practical tips on applying your findings to benefit your SaaS. These choices can make or break your SaaS company. This segmentation helps in personalizing marketing and sales strategies effectively.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

BetterCloud

DECEMBER 17, 2020

But it’s also a good time to build a different type of list: Your enterprise’s 2021 SaaS sprawl management checklist. It’s good practice for every organization that relies on SaaS to take inventory periodically. Why IT should actively manage SaaS sprawl. Without actively managing them, the dangers mount.

Sales Recruiting 52

Sales Recruiting Management SaaS Government 52