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

Sales Hacker

MARCH 25, 2025

And it’s usually like a very detailed sort of Google doc, here’s the login for X. And so if you need 3000 people to perform a function today, maybe in the future, it’s a thousand or 500. You could build some of these pretty quickly with agents and come in and be like, okay, you’re using X, Y, Z company.

GTM 70

GTM X-functional Start-ups Relationship building 70

Search Engine Land

DECEMBER 28, 2023

Google antitrust trial Google spent 10 weeks on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. In September, the search engine was taken to court by the U.S. That’s just not what we do.”

X-functional 116

X-functional Retail Launch Non-Profits 116

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. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 89

GTM Negotiate Profit margin Contract 89

SaaStr

JUNE 13, 2019

In addition, we believe that this data is representative, because if you look at the different kinds of buyers from the respondents, you see it spans everything from operations and marketing to sales and engineering, even down to legal. Contract length. How long should a contract be in order to maximize conversion rate?

Contract 101

Contract Price X-functional Conversion 101

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 the CEO running around telling the engineers exactly what to build, you now have product managers. So, the first system is a sales finance system, so let’s start with sales.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. Customer success teams are basically about building at scale this self-serve engine. It depends on the length of the contract, if there’s a contract. He knows his cost item, his cost line, and his PNL is gonna be X.

Price 98

Price Launch X-functional Contract 98

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. This allows you to use the “Persona Lookalike” functionality that suggests prospects based on your ideal client persona. Artificial Intelligence (AI).

Prospecting 90

Prospecting X-functional Contact CRM 90

Sales Hacker

JUNE 20, 2019

Engineered as much automation as we could in our sales process. Think about it… You’re bcc’ing your emails, CTA making your dials, and tracking opens on every email, contract, and piece of content your team sends out. Join in and listen to your top sales rep fume about internal politics, while prospect X bails on the call again.

Quota 84

Quota X-functional Strategize Start-ups 84

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional 64

X-functional Engineering Clients Start-ups 64

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. They got a verbal, they’re like, we’re going to get a contract this is a scrape. Maybe, maybe not. We got one in the middle here.

Prospecting 96

Prospecting Customers Promote X-functional 96

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Because what we found is that one of the low points of any customer experiences, the moment after the contract is signed, all the good will and momentum that you create in the sales cycle is lost. As everyone suddenly forgets your name.

Growth 83

Growth Contract Pipeline B2B 83

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? Lead generation X ? Social media integration X ? Free version X X 24/7 customer service ? Lead generation X ? X Mobile access ? ? Social media integration X ? Free version X ? Lead generation X ?

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

APRIL 23, 2019

Building the basic functionality. And we had a lot of experience with payments, and engineering, but with U.S. It was basically engineering and design. And I think we did two X what we thought we were going to do. A lot of people are engineers, and they’re like, “Oh, I’m going to buy one billboard.

Launch 85

Launch Pitch Niche Negotiate 85

SaaStr

AUGUST 7, 2020

The secret to building more than one is reusing components so that you don’t have six engines that do the same thing, that you reuse that engine and you get to use what we call metadata to reimagine it for each one of these industries. You can see it right behind you going across the bridge but can you see 10 X?

Price 86

Price Retail X-functional Healthcare 86

Sales Hacker

JANUARY 7, 2025

Well, what I wanted to dive into, because it’s a personal passion of mine, I’ve been in kind of a partnerships function for a while, at least while I was an operator at Outreach. But it’s easy currently, you know, you sign a contract with… 50, 60 users, one-year commit, done. Fred Viet: That’s good.

GTM 118

GTM Sell Customers Cold Call 118

SaaStr

MARCH 26, 2024

As a founder, you need to be more involved in functional areas like sales support and success. It’s tough for folks to staff these functions. Give everyone x amount of money to go find the best one. App contraction is still happening, and AI is absorbing all of the energy in the industry. Is SaaS dead right now?

Price 119

Price X-functional B2B Growth 119

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. That doesn’t mean to say, you’re going to do away with the functions. It cannot work in the future because that isn’t how society functions. I mean, what do they do?

Retail 107

Retail Start-ups Drivers/motivators Up-sell 107

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter.

Growth 106

Growth Cross-sell Contract X-functional 106

SaaStr

MAY 14, 2023

Nicolas has a PhD in computer science, search engine background, text mining, worked in search for a long time. An engineering team and the sales team was me with a laptop. Everything else was in Europe, engineering was in Portugal. We created a search engine able to run locally on a mobile device with limited hardware.

Price 109

Price Start-ups Up-sell X-functional 109

SaaStr

NOVEMBER 21, 2020

Tripod was a search engine there, which exited to AltaVista. Both of us and our third co-founder, Jason Purcell, were at a company called Endeca, which was a search engine for e-commerce, exited to Oracle for over a billion dollars in 2011. And that’s distinct from the X in the cloud pattern that was the first generation.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

SaaStr

JULY 2, 2020

As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer. As for Kurt, he joined the company over five years ago and has risen from AAE to VP of EMEA to VP of sales engineering to today as chief customer officer.

Customers 117

Customers Contract Price Education 117

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. For all these types of categories, I know it’s trite, but you just have to find your 10 X feature that someone will buy. Maybe doesn’t have to send the contract out for his signature, but you never, ever, ever get the time back.

Quota 98

Quota Growth Product Closing 98

SaaStr

OCTOBER 30, 2020

If I have a recommendation engine or a calculator or a greater I’m personalized information, I’m giving you based on the information you’re giving me. And third for this specific content type and this specific content piece, does it make sense for me to ask for function and company size and phone number, etc.

A/B testing 111

A/B testing X-functional Start-ups Launch 111

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 67

Contract Price Commission Conversion 67

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 12

Contract Price Commission Conversion 12

PandaDoc

MARCH 7, 2023

This includes corresponding with engineering or IT for technical questions or CS for warranty concerns. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. You can automate proposal and contract generation to help finalize sales in no time!

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

AUGUST 9, 2019

Why the “strongest” conversations need to happen between engineering and marketing. So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function. So that certainly puts a challenge on the engineering team to look at, but I think it’s a win-win.

Finance 62

Finance X-functional CRM Engineering 62

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? Krish Subramanian: We are software engineers by training. A classic example is a Shopify selling to, let’s say, contract. What are the biggest challenges in making this transition? That’s the beauty of that business.

Price 64

Price GTM Up-sell Product 64

SaaStr

FEBRUARY 21, 2020

So don’t be too upset if you’re not yet at the four X number, but know for sure that if you don’t get beyond that, you’re not going to have a very profitable company in the long run. You do want a clear contract to exist between sales and marketing for the number of MQLs that they have to deliver.

Non-Profits 87

Non-Profits Up-sell Start-ups Product 87

SaaStr

JANUARY 10, 2020

Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. Bob Moore: At that 50 plus era, there’s a function for this. And in that world, you better believe that the partnerships function was a very first function.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. It was a really cool time to be scaling a business and in a sales or marketing function because Rob Giglio: Totally.

GTM 106

GTM Gambling B2B E-commerce 106

Hubspot

FEBRUARY 12, 2025

So, we decided to create a tool that could scan individuals Twitter (now X) profiles and generate content tailored to the individual. When we launched, we simply shared the link on X, hoping a few dozen users might try it out. Our programming team built a context engine using Large Language Models (LLM). Healthcare.

Minimum Viable Product 36

Minimum Viable Product X-functional Healthcare Territory 36

Sales Hacker

APRIL 1, 2025

And we were like, no, um, let’s get the engineering product teams involved, get that voice of all the gaps, the things that. Our, um, [00:36:00] tech services consulting group at IBM was structuring a major outsourcing contract with Merrill, and it was to outsource all their back office operations. Um, your functions.

GTM 64

GTM Up-sell Start-ups Growth 64

SaaStr

AUGUST 19, 2020

More specifically, you want to identify the single gear of your growth engine that’s really slow or stalled where you bring to bear overwhelming force. I had the good fortune to be at Google X for a time and be surrounded by just amazing human beings. It’s really to rally around facts and data as opposed to opinions.

E-commerce 117

E-commerce Price Start-ups Gaming 117