SaaStr

JANUARY 13, 2023

They usually come in and handle compliance and oversight for an existing finance team that perhaps lacks the seasoned experience to handle models, venture capital and debt, prepare for an audit, etc. We have a Fractional CFO for our tiny team at SaaStr, he reviews the finances and corporate actions of the team that does … the actual work.

Finance 130

Finance Contract Pipeline Consult 130

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

Contract 130

Contract Legal Negotiate CRM 130

Martech

SEPTEMBER 12, 2024

A novel development, however, is the incorporation of data from back office sources including finance, contracts, product usage and supply chain. In addition, enhancements to Oracle’s revenue transformation solution include: Unified CPQ, contracts, and order management helping to organize and execute complex sales agreements.

Assembly Line 111

Assembly Line Contract B2C GTM 111

Martech

DECEMBER 5, 2023

Trying to justify every line item to finance teams that don’t understand marketing can be frustrating and overwhelming. Appoint a lead to run the annual budget planning process In a perfect world, someone on the marketing operations team manages the overall marketing budget, working closely with a trusted finance partner.

Finance 119

Finance Objectives and Key Results Appointment Contract 119

Veloxy

JUNE 21, 2021

If the customer is a business, this may include new clients, new hires, new contracts, etc. Finances Online shared, “ 60% of customers reject offers four times before they say yes.” Another way to find a need is to research the customer ahead of time. Look for potential trigger events using a tool like DiscoverOrg.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

SaaStr

APRIL 15, 2021

For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). And they told us the deal was completely approved, AND they’d back us in the market, AND they’d even give us $1m in additional financing to help us. At 0% interest! And all future upside was capped.

Contract 123

Contract Finance Negotiate Price 123

Partners in Excellence

MARCH 5, 2012

We organize our companies by function–sales, marketing, customer service, finance, manufacturing, development, an so on. Order entry gets involved, perhaps our legal department, if there are contract, other functions get involved. Finance is very efficient–after all they are really numbers driven.

Customers 119

Customers Finance Contract Manufacturing 119

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

Contract 120

Contract Legal Negotiate CRM 120

SaaStr

MAY 12, 2024

For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). And they told us the deal was completely approved, AND they’d back us in the market, AND they’d even give us $1m in debt financing to help us. At 0% interest! There was a but. I couldn’t get the model to work in my head.

Contract 104

Contract Finance Negotiate Price 104

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Let’s talk about contract negotiation in more depth. What is a contract negotiation? Contract negotiation is when two or more people discuss the current terms of a contract and come to a new, legally binding agreement.

Contract 52

Contract Negotiate Legal Government 52

SaaStr

JANUARY 1, 2021

Frustrated with how long contracts take, all the redlines, and the drama in sales contracts? As they scale, they get out of the hackey way they do contracts, NDAs, proposals, and other documents. They have their controller, then their VP of Finance, then their CFO review things, then hand off to the General Counsel.

Contract 105

Contract Legal Finance Meeting 105

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). That kind of contract size almost always requires an in-person meeting!

Inside sales 122

Inside sales Cold Call Contract Price 122

SaaStr

NOVEMBER 24, 2022

It’s one of the classic ways a Procurement and/or Finance department manages cash. Most procurement and finance teams will still honor a contract that’s signed. … A related post here: Annual Contracts: Maybe Not All They Are Cracked Up To Be. Hooray, you closed a big annual or even 2 year deal!

Customers 109

Customers A/B testing Finance Contract 109

Martech

JANUARY 25, 2023

This is especially helpful for teams using Slack’s free plan, where older messages disappear and for important transaction-related communications between teams that need a date-stamped record, e.g., when a client cancels a contract. Does your finance team use QuickBooks?

Finance 107

Finance Cross-sell Contract Campaign 107

SaaStr

JANUARY 28, 2023

And the first time a medium-size customer doesn’t pay, it will create stress with the rep, probably their boss, finance, etc. Most companies don’t pay the total commissions unless these deals convert to full contracts. But if 1%-2% of your revenue is “clawed back” it won’t matter. Enough at least to be material.

Commission 109

Commission Customers Finance Contract 109

SaaStr

NOVEMBER 3, 2022

Embedded finance has everything to do with the flow of money. Maast offers payments, banking, lending and more as features in software provider’s platforms – with one relationship, contract and integration. Which means better customer relationships, more data, and new sources of revenue.

Finance 104

Finance Contract User Experience Presentation 104

Martech

MAY 2, 2023

Beyond marketing, sales and customer success, your product, finance, operations and executive teams are invaluable partners. Finance groups prioritize resources, structure contracts and deliver ROI metrics back to customers Finance was labeled a risk-averse team with a “deal prevention” reputation.

Finance 106

Finance Sports B2B Contract 106

Salesforce

SEPTEMBER 27, 2021

Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. 5 benefits of CPQ software. Accurate revenue forecasting. Want to learn more about CPQ?

Cross-sell 103

Cross-sell Contract Price Finance 103

Martech

NOVEMBER 1, 2021

That’s when creativity is required along with cooperation from other departments like legal and finance on both ends and procurement on the client’s side. Is it possible to execute a contract to meet a deadline for discounts while at the same time delaying payment and/or implementation until a later quarter or the next fiscal year?

Non-Profits 116

Non-Profits Government Legal Finance 116

InsightSquared

MAY 7, 2019

Contract value: Companies selling subscriptions with larger average contract values also have longer sales cycles than companies selling low priced, low touch subscriptions. To learn more about SaaS sales benchmarks from OPEXEnginge, a confidential SaaS benchmarking platform and Finance community, reach out at info@opexengine.com.

Product 102

Product Territory Contract Sales 102

SaaStr

JANUARY 21, 2020

The best strategy to win most enterprise accounts is not to pursue a single massive contract, but to start with one influential buyer and scale out within the account – this “land and expand” approach has been at the core of the growth of successful companies like Atlassian, Salesforce, Servicenow, and others. .

Sell 112

Sell Manufacturing Finance Contract 112

Hubspot

FEBRUARY 23, 2018

Entrepreneurial Finance from MIT OpenCourseWare. Anyone who wants to quickly get a grasp on the financial elements of starting a company should enroll in this finance course. Entrepreneurial Finance from MIT OpenCourseWare. How do you structure funding, employment contracts, and exit decisions? Level: Introductory.

Finance 101

Finance Price Launch Entertainment 101

Sales Hacker

JUNE 16, 2021

Shortlist and evaluate vendors: Set up demos and trial accounts, ask for social proof that their product is effective and start negotiations for a contract. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. What are your budget limitations? What is your timeline?

GTM 114

GTM Contract Quota CRM 114

SaaStr

NOVEMBER 23, 2022

For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . Anybody can post the numbers—the right churns, contraction profiles, or ARRs—but they should also earn these metrics with integrity. The life of a CRO is all about results.

Drivers/motivators 125

Drivers/motivators Trust Legal Finance 125

SaaStr

DECEMBER 14, 2020

Just because Gary in finance was your champion and got the deal pushed through … so what? Yes, accounting will keep recognizing the revenue on an annual contract. Map out every stakeholder, and get to know them all. Those of us who have been doing this a while already do this, but to many it’s something new.

B2C 145

B2C Finance Contract Customers 145

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. Once you’ve done that schedule lunch or coffee with the finance leader in their organization (or prof. Full time offer with Intel on their strategic finance team. Requirements: Bachelor’s degree or equivalent experience in finance and accounting.

Finance 111

Finance Cross-sell GTM SQL 111

Hubspot

SEPTEMBER 21, 2020

Finance needs to approve the cost, the IT team needs to understand how to troubleshoot the system and whether it’s secure, and Marketing needs to agree on the usefulness of the service before signing the deal and handing over a check. A regular contract may outline one or two solutions, but your complex deal may address ten.

Sell 96

Sell Contract Finance Price 96

SaaStr

MARCH 17, 2023

Simple to implement Easy to use From signing a contract up to the first six months, clients want a positive ROI. Another shift in the history of software buying is CFOs and management teams pressing buyers to negotiate short-term contracts. Simplify contracts. G2’s finance team took a 12-page contract and made it three pages.

Meeting 98

Meeting Contract Legal Trust 98

Salesforce

FEBRUARY 14, 2024

The middle and back include any other departments that aren’t customer-facing but need to support service, like contracts or order fulfillment (middle), or legal, compliance, and finance (back). For example, stakeholders from the contracts team might need to approve a warranty claim. What systems hold critical data?

Service 98

Service Customers Contract Legal 98

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]. What is LinkSquares?

Contract 117

Contract X-functional Objectives and Key Results Legal 117

SaaStr

JUNE 17, 2022

Pay Sales Bonuses When Cash is Received, Not Upon Signed Contract. Whatever it is, that extra bit is the cheapest financing of your business you’ll ever get. Assuming you are growing 100%+ or more YoY, you’re not really robbing Peter to pay Paul — because there will be plenty more in the future. We aimed for 120%.

Commission 123

Commission Finance Contract Engineering 123

Sales Hacker

APRIL 19, 2022

Meanwhile, finance-owned plans yielded the least confidence or trust in the plans. Measures include multi-year contracts, implementation fees, different products, demo appointments set, quarterly quotas, number of sales accepted opportunities, services, etc.). Limit your plan to three measures at most. Quota frequency and fairness.

Commission 92

Commission Product Quota Drivers/motivators 92

Hubspot

AUGUST 14, 2018

According to the Institute of International Finance, global payments cost $1.6 Their blockchain experts also boost enterprise and Fortune 500 companies’ security by integrating distributed ledger technologies, identity solutions, and smart contracts into their processes. Brad Garlinghouse, a former executive at AOL and Yahoo!,

Contract 78

Contract Real Estate Strategic partnership Government 78

SaaStr

NOVEMBER 18, 2020

What if a customer churns, but is on an annual contract? Something important is off in finance, in metrics, in reporting, and/or collections. SaaS metrics can be more confusing than one might think. What if some of the revenue doesn’t recur? What if the client never deploys? Is that just a blip in our NPS? Ideally, 110%+.

Finance 125

Finance Contract Gaming Start-ups 125

Sales Pop!

JULY 14, 2021

Leasing will save you lots of headaches, put less pressure on your monthly finances, and allow you to pick up a new lease at the end of your contract. You have no idea if you’re going to be able to sell off vehicles after you’re done with them or how much residual value they will have, especially with the mileage they’ll have amassed.

Profit margin 98

Profit margin Finance Negotiate Contract 98

Hubspot

AUGUST 30, 2021

If you’re looking for more freedom with finances, this wouldn’t be as possible as it would if you were running your own business. Given this, it’s essential to review the contract before signing and understand the level of assistance you’ll get. Contracts aren’t permanent. For some, a temporary contract may be an advantage.

Non-Profits 92

Non-Profits Contract Finance Start-ups 92