SaaStr

NOVEMBER 20, 2020

So most founder/CEOs want to take the hill, win the war, be good to their customers, and protect the team. We have more money, more resources, more customers, more, more, more. You’ve got the better product, by definition, at least for some customers (because otherwise, they’d all go for #1). Success breeds success.

Real Estate 135

Real Estate X-functional Contract Healthcare 135

SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. With early revenue, you start thinking about churn and scalability of every aspect of the business, including product, infrastructure, customer support, sales and marketing. Your focus expands.

Finance 131

Finance Contract X-functional Start-ups 131

SaaStr

JULY 20, 2024

Secureframe has everyone on their customer success team calculate their book of business by hand to see their net revenue retention, so that they truly understand what goes into the calculation, what impacts it, and how they can better take action on it. Those three folks were responsible for closing the first ten customers.

GTM 116

GTM X-functional Engineering Launch 116

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length.

Commission 101

Commission Quota X-functional Non-Profits 101

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. Check them out.

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer. Average contract value (ACV). Customer acquisition cost (CAC). Retention rate of partner customers. Revenue by product or product line.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. That thing reps do where they call every lead every day until the customer finally picks up the phone? By mapping out the steps, you can optimize any function.

X-functional 134

X-functional Sales Strategize Cold Call 134

Sales Hacker

MARCH 25, 2025

51:42 Why agentic AI makes customer relationships and long-term value even more critical. The exciting part of my job now is kind of the constant innovation around this space and then seeing all these kinds of customers and partners building these exciting solutions. Turn this into a blog post and yada, yada, yada.

GTM 70

GTM X-functional Start-ups Relationship building 70

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. For Owner, that meant actually saying no to a lot of customers.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Invest in back-office systems early.

X-functional 130

X-functional Clients Growth Start-ups 130

SaaStr

NOVEMBER 8, 2023

The whole thing falls apart if you have a vision as a founder or functional leader and the people underneath you don’t believe the same things. This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc.

X-functional 111

X-functional Contract Quota Growth 111

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. They also turned their focus to long-term customer success instead of one-off sales, reinvesting in employee retention to ensure there was no gap in customer relationships. “It

X-functional 98

X-functional Sales Growth Contract 98

Martech

MARCH 21, 2023

Why your tech stack ROI is worse than it should be In the last three years, my company has conducted over 500 calls with HubSpot customers about their platform setup, spend and optimization. To keep up, you must continually read product updates, beta launches and more to learn how your tech stack functionality is expanding.

X-functional 103

X-functional Negotiate Contract Technology 103

Search Engine Land

SEPTEMBER 1, 2023

Average contract value is then the same as in AOV for ecommerce. Average contract value is then the same as in AOV for ecommerce. So, based on the amount of SQLs, calculate how many leads might close and how much those contracts are worth, subtract operational costs, and then you’ve got the estimated gross revenue generated from SEO.

CTR 122

CTR X-functional Profit margin Contract 122

Search Engine Land

FEBRUARY 23, 2024

But mixed in with those are projects for decommissioning product X, launching product Y, and migrating sections from one website to another – a real Frankenstein dashboard. I am a big fan of tools where you can use custom fields in projects. I have used this functionality in both Jira and Asana, saving me up to an hour every week.

X-functional 115

X-functional Territory Launch Follow-up 115

Martech

JUNE 6, 2023

Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. Products can be used in different ways from company to company, so validate the actual use cases of the existing customers to help ensure it will work well in your organization.

X-functional 109

X-functional Cross-sell Contract Up-sell 109

Heinz Marketing

DECEMBER 18, 2020

If you have more leads than your Marketo instance allows in your CRM, talk to your customer success manager at Marketo. There is a way to block the sync on specific records, but it takes a new CRM field and some custom development work. #3 . – they are included in your overall database size. 10 – From address or Reply-to?

CRM 137

CRM Campaign X-functional Clients 137

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And when you think about that, why are you focused on creating champions isn’t just good enough to have successful customers? Here we go.

Prospecting 95

Prospecting Customers Promote X-functional 95

Sales Hacker

AUGUST 3, 2020

Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. The average company in the SaaS space has a 16 month CAC (Customer Acquisition Cost) payback. That means that for our $50K ACV (Annual Contract Value) product, you can spend up to $67K to acquire a customer, and you’d be fine.

Pipeline 124

Pipeline X-functional Commission Clients 124

SaaStr

JUNE 13, 2019

Late in October of last year, we sent out a survey to understand how the best marketers and marketers across all different kinds of SaaStr use free trial in order to acquire customers in the most effective ways. Contract length. How long should a contract be in order to maximize conversion rate? What does this mean?

Contract 99

Contract Price X-functional Conversion 99

SaaStr

MARCH 26, 2024

Trust is a big deal with customer support. One SaaStr fan asked what role company employees play with AI and providing accuracy to customers. “95% It’s challenging to find super high-quality folks unless you’re in B2C, where customer support is sales. It’s tough for folks to staff these functions. Is SaaS dead right now?

Price 117

Price X-functional B2B Growth 117

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer.

GTM 89

GTM Negotiate Profit margin Contract 89

ConversionXL

AUGUST 27, 2019

In a marketing technology stack, a taxonomy includes the names of the actions people take and the naming structure for the values you store about your customers. These customer values are recorded as dimensions and metrics (as you can see in our tracking plan example below). And its data-layer functionality is versatile.

GTM 124

GTM X-functional CRM Technology 124

Search Engine Land

DECEMBER 28, 2023

New Google Analytics custom channel groups on March 15. New item-scoped custom dimensions for GA4 on March 17. GA4 rolls out custom funnel reports on May 3. 33 new ecommerce dimensions and metrics for the GA4 customer report builder on July 24. New GA4 customization features for 360 customers on Oct.

X-functional 116

X-functional Retail Launch Non-Profits 116

Hubspot

AUGUST 17, 2021

Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y. In these examples, maybe Product X is a lot easier to sell and comes with a higher commission rate than Product Y. For some companies, a customer is a customer regardless of industry, size, or location.

Commission 91

Commission Quota X-functional Finance 91

Sales Hacker

JULY 2, 2019

Lead to customer conversion rate by lead source. To get your average sales price by source you simply have to look at the data set for your entire customer database and bucket them by lead source. Average Lead Value = Average Sales Price * Conversion Rate from lead to customer. 2,000 x 10% = $200/lead.

Price 101

Price X-functional Sales CRM 101

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Lifetime Value (LTV). Customer Acquisition Cost (CAC). & One is customers. Customers love SaaS products and tools because it simply works. Two is the growth of your existing customers. It’s basically lost customers. Average revenue per customer.

Price 98

Price Launch X-functional Contract 98

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. So first off, I’m saying we start with customer success. That’s easy.

Growth 106

Growth Cross-sell Contract X-functional 106

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Most of them are made for the masses so your workflow nuances are typically where the customization needs to happen.

Transportation 75

Transportation X-functional Sales Contract 75

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. But it wasn’t ok in 2018, and it isn’t ok today. That other founder failed.

X-functional 96

X-functional Closing Growth Contract 96

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. How to create boundaries and norms with the sales team, how to find customer advocates, how to build and scale your program, as well as the difference between incentivized vs. reward program. Do we have to do these customer references?

Clients 73

Clients Service Customers Start-ups 73

PandaDoc

APRIL 24, 2020

Here are the most unique highlights at this tier: PandaDoc offers superior customer support, a payment gateway, access to the document editor, and a robust template library. SignRequest is the only DocuSign competitor we saw offering customer branding at an individual-tier price point. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM.

Contract 85

Contract CRM Consult Cross-sell 85

PandaDoc

APRIL 12, 2022

Customer success metrics are the bread and butter of the SaaS industry, especially when it comes to business operations. In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. 7 customer success metrics for SaaS. Customer Effort Score (CES).

Customers 52

Customers X-functional Promote Price 52

SaaStr

JANUARY 21, 2020

At least two to three of your interview questions on your very first interview should be aligned specifically with your mission, vision, values and what you’re looking to uncover is do they have a passion for your customer and do they have a passion for the challenge that you’re attempting to solve? They came from medicine, right?

Quota 132

Quota Sales Healthcare Territory 132

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Most of them are made for the masses so your workflow nuances are typically where the customization needs to happen.

Transportation 54

Transportation X-functional Contract Sales 54