SaaStr

APRIL 30, 2024

How to build operational excellence into your organization at different stages of the growth curve. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. They grew 2.5x

Go To Market 116

Go To Market GTM X-functional Objectives and Key Results 116

SaaStr

JULY 20, 2024

Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration.

GTM 115

GTM X-functional Engineering Launch 115

SaaStr

NOVEMBER 20, 2020

If by killing (or buying) your competitor, you can push yourself above 100% YoY growth, all the expense, headaches and pain will more than pay for itself. If your competition signs folks up to 3 year contracts, “buy out” their contract by not charging them for overlapping time periods.

Real Estate 135

Real Estate X-functional Contract Healthcare 135

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. X 100 = 10% customer churn rate.

X-functional 98

X-functional Sales Growth Contract 98

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Year-over-year growth. Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X. Months to recover CAC = CAC divided by (ARPA x GM). X months or years).

X-functional 101

X-functional Quota Cross-sell Contract 101

Martech

MARCH 21, 2023

If you’re not an expert in your company’s tech stack, you won’t know how to use existing tools to boost results or maximize new functionality that could replace apps you no longer need. 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

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 115

Price X-functional Growth B2B 115

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

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. If you missed episode 128, check it out here: How to Unshackle Your Career Growth With a Mentor with Tom Martin. Vishal works to prevent his customers from having to read each contract one by one.

Contract 117

Contract X-functional Objectives and Key Results Legal 117

SaaStr

JUNE 13, 2019

Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract. A multi-year contract, a month-to-month contract, an annual contract. What does this mean? This surprised me.

Contract 98

Contract Price X-functional Conversion 98

Sales Hacker

DECEMBER 1, 2020

Building and leveraging a differentiated brand as a growth amplifier [22:29]. He talks about the journey of a marketer leading the entire revenue function on the path to CEO. You’re at the table, you’re managing revenue anyway, you’re a significant contributor to the growth of the company. Sam’s Corner [29:46].

Growth 79

Growth Contract Pipeline B2B 79

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. That level of growth costs a total of $300k each year. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

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. Sales Operations has historical sales data, allowing you to build a realistic and growth-oriented quota.

Commission 91

Commission Quota X-functional Finance 91

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. One audience member shared how they raised a series B before growth stalled out.

X-functional 96

X-functional Closing Growth Contract 96

SaaStr

APRIL 30, 2022

So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. Two is the growth of your existing customers. Just to say a little bit more about this, if you look at the sales functions are structured. Join us at SaaStr Europa 2022. Transcript.

Price 98

Price Launch X-functional Contract 98

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. So then it can help them to really move to be more digital and accelerate their growth as well. Fred Viet: That’s good. Scott Barker: Awesome.

GTM 114

GTM Sell Customers Cold Call 114

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. Her name is Jessica Wilkeyson.

Contract 82

Contract CRM Consult Cross-sell 82

SaaStr

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? First thing I did was, I didn’t focus on growth, or numbers, or ARR, or anything. And of course, going back from there, “OK, to get that kind of growth, who should we hire today? How did they do? All of them!

Price 106

Price Start-ups Up-sell X-functional 106

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 113

Finance X-functional Launch Objectives and Key Results 113

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. What exactly does an account manager do?

Account management 52

Account management Negotiate X-functional Cross-sell 52

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. You know why?

Prospecting 94

Prospecting Customers Promote X-functional 94

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 61

X-functional Engineering Clients Start-ups 61

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

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. But just today announced essentially 100% year over year growth that essentially a $3 billion run rate.

Retail 104

Retail Start-ups Drivers/motivators Up-sell 104

SaaStr

AUGUST 26, 2022

Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. Jason Lemkin: Then there are different types of growth, late growth and growth. So crossover completely frozen, late growth semi-frozen. X this year. It could come back.

Quota 98

Quota Growth Product Closing 98

SaaStr

APRIL 23, 2019

Learn what he did differently the second time around and the specific decisions he made to drive growth among B2B companies with Brex. We’ll also talk about growth, and fundraising, and we’ll have some time left for Q and A, as well. Building the basic functionality. Want to see more content like this session?

Launch 83

Launch Pitch Niche Negotiate 83

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Because if you look at these financial institutions, they have growth aspirations, right?

Price 84

Price Retail X-functional Healthcare 84

PandaDoc

APRIL 12, 2022

NPS is designed to use customer experience as a predictor of satisfaction and future business growth. In fact, they can negatively damage growth by speaking out about their experience. Example: 40 positive responses / 60 total responses X 100 = 67%). 08 x 100 = 8%. Customer Lifetime Value (CLV). Net Promoter Score (NPS).

Customers 52

Customers X-functional Promote Price 52

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. This is where that growth into kind of mid market and enterprise really kicks in as I referenced that 3.5X

Clients 73

Clients Service Customers Start-ups 73

Sales Hacker

JULY 28, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Prior to that, we had an IPO, and prior to that, we had really been in hyper growth mode the entire time I had been there. We’ve got two sponsors. The first is Conga.

Sell 74

Sell Presentation Start-ups X-functional 74

PandaDoc

MARCH 7, 2023

And that can only mean one thing, more revenue and growth for your business. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly.

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. The gross was relatively low, even if the growth rate was relatively large.

E-commerce 113

E-commerce Manufacturing X-functional Retail 113

SaaStr

MARCH 10, 2020

We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. We also didn’t try to build a lot of the centralized functions too early.

Government 105

Government Up-sell Contract X-functional 105

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 66

Contract Price Commission Conversion 66

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

SaaStr

JANUARY 10, 2020

All these little nuance things, all the little problems that creep their way out, challenges with keeping team motivated or anything else, it’s just kind of, I don’t remember anything from that time period, but trying to handle the growth. Bob Moore: At that 50 plus era, there’s a function for this.

X-functional 64

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

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 53

X-functional SQL Pipeline Go To Market 53