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. The problem comes down to incentives. The more customers like and use your product, the more revenue you bring in.

Compensation 88

Compensation Sales Recruiting Sales Systems Review 88

SaaStr

OCTOBER 6, 2022

Not only does DocuSign today obviously have massively more resources as a standalone, $10B+ company, it has a lot of incentives to make its customers happy. To make customers happier. Do a Weekly New Customer Webinar. But — that’s not all that matters. That’s all it does. They’ll come.

Outsourcing Services 238

Outsourcing Services Acquisition Engineering Investment 238

SaaStr

MAY 10, 2023

Gaining theoretical customers is huge! Use the resources you have available to you. The Takeaway — As a founder, you should interact with customers as early as day one and continue to do so for the life of your business. Before Zima worked for Looker, he sold it to other people as a customer. So talk to people early.

Sales Recruiting 213

Sales Recruiting Sales Hiring Social Media Sales 213

SaaStr

APRIL 5, 2023

Rev ops go across the entire sales cycle, starting at sales and moving through customer success, implementation, and every other step along the customer journey. Examples: Consistency of methodology or how a company thinks about territories and incentive plans. Considering aspects of sales and GTM strategies. Enablement.

Sales Hiring 186

Sales Hiring Education Scale Strategy 186

SaaStr

NOVEMBER 22, 2020

Is your product sound, and does it solve a big problem for customers, enough for you to scale? Deliver repeatable value early in the customer’s journey. Review your customer’s problem journey at pre and post current stages. There will be more competition at this phase, so resource allocation becomes paramount.

Scale 310

Scale Scaling Technical Review Systems Review 310

User Pilot

APRIL 24, 2024

Usability testing is an invaluable resource for UX researchers…but only if you’re able to recruit participants in the first place. But when things don’t work out, we are reminded of the importance of eating your own dog food, aka using your own product to solve the problem you set out to address for your customers.

Interviewing 94

Interviewing B2C B2B Advertising 94

Sales Hacker

JANUARY 30, 2024

In today’s fiercely competitive market, time is an invaluable resource that should be used wisely. Challenges with MQLs As mentioned, MQLs are not always the most reliable indicator of potential customers. However, these actions don’t always accurately reflect when a potential customer is ready to make a purchase. The result?

Metrics 90

Metrics Marketing Technical Review Sales Funnel 90

Andreessen Horowitz

MARCH 22, 2024

But the stakes are much higher with generative AI: though it promises to deliver unprecedented value to businesses, it can also be very expensive to serve to each incremental customer. Should I eat the cost of my genAI features, or pass it along to customers? Will my customers actually be willing to pay for genAI and if so, how much?

Generative AI 126

Generative AI AI B2B Pricing 126

User Pilot

AUGUST 16, 2023

Without retaining users , you’re throwing away money and resources spent acquiring customers that’s why having a retention playbook is helpful. A user retention playbook will keep your customers happy and continue using your product for longer. Build relationships with your customers by building an online community.

Retention 98

Retention Social Media Customer Lifetime Value Churn 98

SaaStr

FEBRUARY 21, 2024

In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. Salesloft, partner marketing, customer marketing, and more. This creates a multiple effect because you cross-sell to their customer base. You have to prove yourself and bring them customers.

AWS 199

AWS Scale Sales Hiring Marketing 199

SaaStr

JUNE 5, 2022

You gotta do this if you have customers of different sizes. Only 25% of you get back to customers within 5 minutes. Most of you get a significant number of customers from your partners. And staff it up with at least one full-time, dedicated resource as soon as you can! #26. Most of you segment your NRR by segment.

Sales Hiring 204

Sales Hiring Interviewing Revenue Sales 204

User Pilot

MARCH 29, 2024

This article reveals the major causes of funnel leaks at each customer journey stage and how to fix them. TL;DR A conversion funnel leak is a point in the customer journey where potential customers drop out of the process before taking the desired action. Slow response to customer queries. Lack of help resources.

Scale 103

Scale Sales Funnel Onboarding Retention 103

ChurnZero

OCTOBER 22, 2021

Customer Advocacy: How to Get Your Customers and Customer Success Team Invested. But as you acquire more customers, you’ll no longer be able to passively manage these lead and brand-building sources. But for your advocacy program to be effective, you must first have the backing of both your customer and your team.

Customer Success 96

Customer Success Investment Systems Review Technical Review 96

Stax

NOVEMBER 20, 2023

Participating in Small Business Saturday can help SMBs boost revenue, foster customer loyalty, and strengthen the local economy. Check out the remarkable benefits it provides in terms of boosting sales , enhancing customer loyalty, and strengthening community ties. The 13th annual event is set for November 25th this year.

Payment Methods 88

Payment Methods Merchant Services Stax Payment Services 88

Stax

MARCH 12, 2024

In an ideal world, all customers would pay an invoice the moment they receive it. But in reality, companies often have to spend considerable time and resources chasing down late payments that are stuck in Accounts Receivable. Promptly collecting payments from your customers is essential to run a sustainable business.

Payment Features 88

Payment Features Payment Methods Payment Services Stax 88

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! 7 Tips to get 7,000 Customers. It seemed like the best investment! .

Scale 254

Scale Sales Hiring Sales SMB 254

Stax

FEBRUARY 5, 2024

Businesses apply it to offset e-payment processing costs for transactions where customers pay with credit cards rather than cash. It helps them meet the increased demand with proportional resource allocation, preventing strain on operational capabilities. Adjust it as per real-time demand patterns to maximize your resource allocation.

Merchant Services 88

Merchant Services Payment Services Payment Methods Payment Solutions 88

SaaStr

SEPTEMBER 2, 2022

Bottom-up: Applying your pricing to a broad set of customers. Top-down: Cutting the segment of the market to reflect the realistic customer segments that you’re going to target. Otherwise, you may risk wasting unnecessary resources and diluting your focus. You can calculate your market size in different ways: . You don’t ?need

Scale 180

Scale Retention Metrics Product Marketing 180

Kellblog

NOVEMBER 2, 2023

Do people feel like they have the resources they need to succeed? A mindless policy that basically says the C-suite can’t be bothered with headcount resource allocation and will effectively leave it to chance. And create perverse incentives to not terminate weak employees in the process. Cutting supporting resources.

VP of Engineering 108

VP of Engineering Travel Underperforming Technical Team Headcount 108

SaaStr

JANUARY 24, 2019

As you scale your salesteam, unless you are very careful whom you hire and how you train them, incentives being what they are in variable compensation, some negative behavior will creep in. Your brand and reputation is damaged at least a tiny bit everytime a paying customer churns out because they were mis-sold a feature set.

Scale 223

Scale Churn Sales Hiring Sales 223

User Pilot

JUNE 20, 2023

Apart from testing the demand for the product, idea validation helps teams assess if they have the necessary expertise and resources to build the product. Product idea validation is essential to avoid spending too many resources on a product that fails because nobody needs it. Is it the best way to invest the resources?

Underperforming Technical Team 94

Underperforming Technical Team Social Media Scale Interviewing 94

Intercom, Inc.

JULY 26, 2022

Customer success is a business effort to help your customers achieve their objectives. . As the name implies, customer success involves working with your customer to discover how your products and/or services can best empower them to reach their goals and objectives. . That’s an example of customer success.

Customer Success 129

Customer Success B2C Churn Systems Review 129

Sales Hacker

JULY 14, 2023

Share The GTM Newsletter “I’m an early stage founder looking for resources / templates / examples of SDR and AE enterprise commission and bonus structures that have successfully worked. Spiff budget for monthly incentives/contests (keeps it fun). Cost of living limits incentive %. Measured by qual opportunities per month.

Compensation 52

Compensation Sales Hiring Technical Review Metrics 52

SaaStr

MAY 27, 2022

But 74% of you find your Paid Pilots convert to Paid Customers at the end of the pilot. 41% of you have sales do some customer onboarding, not just CS or other specialists. The related question then becomes do you raise prices on existing customers — or just new customers? Fix this, and watch sales go up. #16.

Sales Hiring 278

Sales Hiring Pricing Scale Interviewing 278

User Pilot

APRIL 16, 2024

In SaaS, a product experience strategy provides the building blocks for making customers stay, engage with your app, and eventually become loyal advocates for your product. Use analytics to monitor feature usage, spot behavior patterns , and identify what contributes to customer success. And where do you start?

Strategy 98

Strategy Customer Lifetime Value Onboarding User Experience 98

ChurnZero

SEPTEMBER 29, 2023

Celebrating positive customer behavior is one of the most effective methods for increasing product adoption and deepening customer relationships. Yet many customer success managers overlook this simple practice. This is in part because the urgency to save at-risk customers can be all-consuming.

Benchmarks 52

Benchmarks Engagement Customer Success Communication 52

BitPay

APRIL 25, 2023

One such way is offering customer rebates and rewards in the form of cryptocurrency like Bitcoin (BTC) and Ethereum (ETH) without ever buying or holding crypto. What are crypto offers for customers? Rewards: Customers accrue cryptocurrency for every purchase made, which can then be spent with the merchant on future purchases.

Merchant Services 52

Merchant Services Payment Services Payment Methods Payments 52

Stax

FEBRUARY 28, 2024

Passing credit card fees onto customers has been hotly debated , but most of the country has agreed: Credit card surcharge should be available to merchants. Customers who want to use their credit card have to pay an additional fee covering the processing costs. Cash payment incentives are a popular alternative.

Merchant Services 88

Merchant Services Payment Services Payment Methods Stax 88

Sales Hacker

AUGUST 29, 2023

Links and Resources Meka’s LinkedIn: [link] Meka’s Twitter: [link] Mekas’s Email: Meka@fristround.com The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

SMB 73

SMB Scale Compensation Finance 73

User Pilot

AUGUST 10, 2023

Are you trying to find your business’s average customer acquisition cost? In today’s competitive landscape, acquiring new customers is essential to any successful business’s or product’s growth. TL;DR Customer acquisition cost (CAC) measures the total sales and marketing expenses for acquiring new customers.

Acquisition 84

Acquisition Benchmarks Customer Lifetime Value B2B 84

User Pilot

MARCH 14, 2023

TL;DR Freemium is a customer acquisition strategy that gives users access to basic functionality without paying while hiding the more advanced features behind the paywall. With freemium , companies are able to increase their brand awareness and grow their customer base at a low cost. This is particularly important in two situations.

SaaS 98

SaaS Onboarding Benchmarks B2B 98

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Incentives for multi-year contracts are another tactic. Many of them said headcount management and spend were common levers they pulled, given the immediate and significant impact they have on spend.

Outsourcing Services 164

Outsourcing Services Scaling Venture Capital Forecasting 164

Sales Hacker

SEPTEMBER 27, 2022

He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Today we’ve got Scott Barton, VP of Industry Solutions at Varicent and a veteran of sales, revenue operations, and incentive compensation. Sales forecasts, territory design, quota management, and incentive compensation.

Compensation 80

Compensation Sales Recruiting Underperforming Technical Team Leadership 80

User Pilot

JANUARY 8, 2024

With the right customer acquisition strategies, you can convert potential customers to paying users and set the stage for turning them into long-term loyal users. In-app strategies for converting free or trial users to paying customers. In-app strategies for converting free or trial users to paying customers.

Acquisition 105

Acquisition Strategy Social Media Underperforming Technical Team 105

Mucker Capital

APRIL 2, 2024

Delivering value at every touchpoint of the customer journey is crucial. Know Your Customer's Pain Points There are lots of challenges on the journey to closing an enterprise deal. You are already prepared with an understanding the customer's problem upfront, ensuring that proposed solutions align with their perceived value.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

User Pilot

AUGUST 6, 2023

Resource centers and chatbots are another way to provide automated guidance and support to users. This means more paying customers and upsells or cross-sells, which translates into better business performance. And 48% of marketers believe that sales and market automation strengthen relationships with customers. How do you do it?

Marketing 95

Marketing SaaS Social Media Onboarding 95

Sales Hacker

JUNE 6, 2022

We help teams to streamline acquisition, on-boarding, training, engagement, resource sharing, link generation, lead submission, incentives, payouts, etc. Usually this is because partnerships require resources startups don’t have. If we can make it easy to manage affiliates, agencies, etc. would you want to explore it?

Scale 82

Scale Underperforming Technical Team Acquisition Scaling 82