Sales Hacker

SEPTEMBER 2, 2023

) – with every SaaS company on the face of the earth looking to experiment with some kind of AI integration into their software; It’s become quite apparent that less is more in today’s world. So that has many of us questioning which direction we should be heading toward in our modern day revenue tech stack?

AI 78

AI Revenue Scale ChatGPT 78

SaaStr

SEPTEMBER 24, 2020

Force revenue generating employees to pay for themselves. Learn about your investors previous bad investments (this could determine your fate!). #2 Causes: Weak previous relationship. 5 Slow product development. Bad co-founder relationships. Discouraged or disengaged engineering team. 2 Investor = Boss.

Underperforming Technical Team 175

Underperforming Technical Team Startup Engineering Retention 175

SaaStr

FEBRUARY 16, 2022

Product-led companies face a long road as they attempt to manifest themselves from having abstract vision to millions in revenue. As companies begin to succeed, they sometimes develop a tunnel vision towards the customers who have brought them their success. Jeff Bezos says that customers are always unhappy; they always want more.

Underperforming Technical Team 238

Underperforming Technical Team Company Culture Customer Success Product Marketing 238

OnStartups

MAY 18, 2021

All the points below have been pulled from startup sales teams that I think work pretty well (including the team at CRM software company, HubSpot). Building Startup Sales Teams. Don’t think VP of Sales — think “Revenue Engineer”. First off, just to be clear, I’ve never been a sales person. The math won’t work.

Sales Hiring 110

Sales Hiring Scale Underperforming Technical Team Startup 110

Andreessen Horowitz

SEPTEMBER 19, 2023

We pulled from my prior marketplaces experience and dove into their business quickly to develop a point-of-view on the opportunity. Over time, Instacart planned to build out an advertising revenue stream with CPG companies, offering them effective performance marketing with a primed, high-intent audience. billion to $20.7

Marketplace as a Service 142

Marketplace as a Service Scale Underperforming Technical Team Construction 142

OPEXEngine

OCTOBER 5, 2021

Over the past decade, software has created tremendous value for investors and businesses, thanks largely to its transformative effect on the economy , its role in developing new cloud-based business models, and its ability to increase efficiency in operations. Sticky after all.

Software Review 52

Software Review DevOps as a Service Software Underperforming Technical Team 52

SaaStr

DECEMBER 14, 2020

Eventually, you’ll figure out how to get better at closing “all the seats”, all the revenue, up front. More on that here: The $2 Million Dollar Man/Woman: How to Think About Scaling Your Customer Success Team. The human element matters even more in sales and customer success in the age of software eating everything.

Scale 294

Scale Sales Hiring Underperforming Technical Team Point of Sale 294

SaaStr

JUNE 7, 2021

If you don’t have tickets, lock in Early Bird pricing today and bring your team! That makes up about 35 percent of our revenue now. The other thing is I’ve studied enterprise software for literally 30 years. I was an intern at IBM mainframe software when I was 20 years old. Get tickets here. TRANSCRIPT . Super cool.

Sales Hiring 333

Sales Hiring Underperforming Technical Team SaaS Headcount 333

FastSpring

APRIL 26, 2022

“It’s likely that a finance or sales tools will be less susceptible to churn than a marketing tool, simply because it’s perceived to be more directly responsible for revenue.”. Because word-of-mouth for us is actually much bigger fuel than the revenue that we’re collecting or churning or dropping or whatever.”.

Benchmarks 123

Benchmarks Churn Payments SaaS Payments 123

User Pilot

APRIL 6, 2023

Developing and releasing sophisticated products with all the bells and whistles imaginable might seem like a great idea. After all, you want your newly released software to be as good as it gets when it’s finally launched, right? Poor prioritization and external pressure are also common causes. Book the demo!

Underperforming Technical Team 89

Underperforming Technical Team Management Interviewing Scale 89

SaaStr

DECEMBER 18, 2019

If you needed to triple revenue within the next three years, would you know exactly how to do it? Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. Read more to find out how! How do you sustain growth?

Underperforming Technical Team 184

Underperforming Technical Team Revenue Software Development 184

Clouded Judgement

JANUARY 6, 2023

Every week I’ll provide updates on the latest trends in cloud software companies. We know software is impacted from macro - but how bad will it get? Revenue multiples are a shorthand valuation framework. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue.

Cloud 130

Cloud Azure AWS Underperforming Technical Team 130

Casey Accidental

FEBRUARY 26, 2024

I’ll explain how I think about these decisions as a product leader and give more context on the journey of developing entirely new products inside a company. By general standards, the team found product/market fit, but will never be able to inflect growth of the combined company. Even though the team usually knows nothing in reality.

Underperforming Technical Team 63

Underperforming Technical Team Scale GCP(Google Cloud Platform) Startup 63

User Pilot

JULY 27, 2023

TL;DR SaaS, or “Software as a Service,” is a business model that delivers centrally hosted software to subscribers over the internet. They also manage finances and supervise one or more engineering teams. A higher revenue growth rate generally indicates positive business performance.

Sales Hiring 94

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 94

Tom Tunguz

APRIL 14, 2019

Classic agencies don’t value the software enough to engender pricing power, develop fast sales cycles, or change the operations of their business to maximize the value of the ML innovation. Increases in productivity don’t imply increases in revenue. Consequently, product market fit is weak.

AI 191

AI Sales Recruiting Underperforming Technical Team Machine Learning 191

Incredo

NOVEMBER 21, 2019

Precisely – about SaaS affiliate programs… SaaS partner programs entice both software providers and affiliate partners for various reasons: 1) SaaS products are usually low-cost. 2) Software companies can pay high commissions because they don’t sell physical products. 5) Everyone minds his own business.

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

Stax

FEBRUARY 28, 2024

Software-as-a-service (SaaS) businesses need to constantly evolve their offerings to stay fresh and relevant. How do you add payment processing capabilities to your software? This includes subscription management, revenue recognition, dunning management, integrations with other business systems, fraud prevention, and more.

Payments 88

Payments SaaS Payments Payment Services Merchant Services 88

ChurnZero

MARCH 15, 2019

Churn Monster #10: Bad Fit Customer . We’re talking about a bad fit customer. A bad fit customer is a customer who is unable to receive value from your product or service due to a mismatch of currents needs and offerings. You are worried you have acquired a bad fit customer. What do you do?

Underperforming Technical Team 45

Underperforming Technical Team Churn Software Review Compensation 45

Sales Hacker

JANUARY 22, 2020

As a result, sales interview processes extend way longer than necessary, with the company losing out on closed-won revenue until an offer is finally accepted. Knowing the best questions to ask in a sales interview is essential to zeroing in on the right people faster and hitting your revenue goals as soon as possible.

Sales Hiring 76

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 76

Chart Mogul

NOVEMBER 7, 2019

At the Product-Led Institute, we developed the “Triple-A” sprint, which focuses on rapidly identifying problems, building solutions, and measuring impact. The Triple-A sprint gives you a way to build a sustainable growth process and can be used by any team in your business. Average revenue per user (ARPU); 3. Click To Tweet.

Underperforming Technical Team 69

Underperforming Technical Team Development Churn Metrics 69

SaaStr

NOVEMBER 1, 2022

They are hiring leaders, building teams, and attracting advisors in the US while devouring the SV SaaS playbook. Software demand is softening. The promise of SaaS was healthy profitability at scale and yet we see companies with hundreds of millions of dollars in revenue burning cash. The Macro View Right Now. Learnings on GTM.

Scale 214

Scale Sales Hiring Cybersecurity Underperforming Technical Team 214

User Pilot

JANUARY 31, 2023

In SaaS, you can grow your revenue only if your churn rate is low, so retaining at-risk customers is crucial. The main factors contributing to at-risk customers include poor onboarding process , lack of product value perception, lousy customer support, unfixed bugs, and no learning materials, resource center, and FAQs.

Churn 95

Churn Underperforming Technical Team SaaS Payments Payment Solutions 95

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

FastSpring

DECEMBER 8, 2022

As a former agency owner, now the Chief Marketing Officer at FastSpring, David Vogelpohl has helped many software companies scale around the world. I’m EJ Brown, Senior Content Strategist at FastSpring, we help SaaS and software companies scale around the world. David used the U.S. as an example: “You charge in U.S.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Stax

JANUARY 29, 2024

For example, if you’re an invoicing software provider that lets SMBs manage their billing, then it makes sense to add payment processing tools to your platform. Doing so not only streamlines the payment process for your merchants but also opens up a new revenue stream for your company through transaction fees or value-added services.

Merchant Services 88

Merchant Services Payment Services SaaS Payments Payments 88

User Pilot

MARCH 27, 2023

We finish with an overview of product analytics tools that your team can benefit from. Product analytics are used not only by the product team but also by the customer success and the marketing team, as well as UX designers and devs. As a result, product teams are able to make quicker decisions.

Underperforming Technical Team 96

Underperforming Technical Team SaaS Churn User Experience 96

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. But despite a focus on closing sales, it remains one of the biggest issues for teams. In fact, 36% of sales teams regard it as the most challenging part of the sales process, and 28% say it’s their top priority. Giving your sales team highly qualified leads.

Underperforming Technical Team 110

Underperforming Technical Team Sales SaaS Forecasting 110

SaaSOptics

FEBRUARY 13, 2022

Based on a 2019 survey, Gartner forecasts that eighty-four percent of new software will be delivered as SaaS , and this percentage is expected to increase as existing providers transition to a subscription-based model. This means that revenue is recognized at the time of the transaction. And this trend will continue. The result?

Payment Features 105

Payment Features Outsourced Development SaaS Software Review 105

Kellblog

OCTOBER 21, 2021

Today, I call them “pipeline sources” but I’ve also heard them referred to as “pipegen sources” (as in pipeline generation) and even “revenue engines” which I think is an over-reach, if not a well intentioned one [2]. 2] The good intentions are to keep everyone focused on revenue.

Underperforming Technical Team 132

Underperforming Technical Team Engineering Advertising Forecasting 132

Chart Mogul

NOVEMBER 7, 2019

At the Product-Led Institute, we developed the “Triple-A” sprint, which focuses on rapidly identifying problems, building solutions, and measuring impact. The Triple-A sprint gives you a way to build a sustainable growth process and can be used by any team in your business. Average revenue per user (ARPU); 3. Tweet this quote.

Underperforming Technical Team 52

Underperforming Technical Team Development Churn Metrics 52

Baremetrics

OCTOBER 31, 2021

It distracts the team from writing new features + fixing bugs. You have to face challenging tradeoffs, the more of your team’s time you buy with hosted services, the less customization and higher cost you incur. Wait… that’s bad news. Decide how much DevOps you want in your Development. Have a plan.

AWS 115

AWS DevOps as a Service Underperforming Technical Team Development Team Review 115

Andreessen Horowitz

APRIL 30, 2024

ABOUT IN THE VAULT “In the Vault” is a new audio podcast series by the a16z Fintech team, where we sit down with the most influential figures in financial services to explore key trends impacting the industry and the pressing innovations that will shape our future. Now, you don’t have to own all that software.

Payment Solutions 84

Payment Solutions Payments Payment Services SaaS Payments 84

SaaStr

OCTOBER 30, 2021

I considered the four companies and chose Gorgias based on my experience with their team during the interview process. When I first joined the Gorgias team, there were two founders, two engineers, and myself as the first non-technical hire. Additionally, a high close rate means you are able to run your team with greater efficiency.

Scale 260

Scale Sales Hiring Sales SMB 260

OPEXEngine

AUGUST 31, 2021

And while the concept has been around for years, for most of that time, tech debt was primarily the concern of product and engineering teams. They’re also increasingly holding their teams accountable to manage it appropriately. To be clear, every company accumulates a certain amount of tech debt over time. Measuring tech debt.

Technical Review 52

Technical Review Underperforming Technical Team Software Review Scale 52

OPEXEngine

AUGUST 31, 2021

And while the concept has been around for years, for most of that time, tech debt was primarily the concern of product and engineering teams. They’re also increasingly holding their teams accountable to manage it appropriately. To be clear, every company accumulates a certain amount of tech debt over time. Measuring tech debt.

Technical Review 52

Technical Review Underperforming Technical Team Software Review Scale 52

OnStartups

MAY 18, 2021

All the points below have been pulled from startup sales teams that I think work pretty well (including the team at CRM software company, HubSpot). Building Startup Sales Teams. Don’t think VP of Sales — think “Revenue Engineer”. First off, just to be clear, I’ve never been a sales person. The math won’t work.

Sales Hiring 52

Sales Hiring Scale Underperforming Technical Team Startup 52

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. Applying data and science to scaling has become easier because of the shift that’s happened in the software industry over the past 15 years, from outside sales to inside sales. Mark couldn’t disagree more: . “I

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226