Sales Hacker

APRIL 10, 2018

However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region. Distribution of B2B deals as a function of price (a product of discount and list price).

Go To Market 79

Go To Market GTM X-functional Contract 79

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 83

GTM Negotiate Profit margin Contract 83

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. The decline of X Following Elon Musk’s takeover in 2022, Twitter’s ad revenue steeply declined.

Retail 116

Retail X-functional Launch Non-Profits 116

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 87

X-functional Negotiate Contract Technology 87

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 94

GTM X-functional Engineering Launch 94

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. And really, that comes back to your price point.

Contract 82

Contract Price X-functional Conversion 82

Heinz Marketing

DECEMBER 18, 2020

As Marketo users are well aware, Marketo’s pricing tiers are based on database size. At some point or another in your usage of the tool, you’ll likely be faced with needing to cleanse your database to stay in compliance with your contract. 2 – Marketo fees are based on Known Leads, not Marketable leads.

CRM 137

CRM Campaign X-functional Clients 137

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. Highly leveraged sales compensation plans are mostly seen in transactional sales, where the volume is extremely high at low prices.

SQL 103

SQL Commission Customers Non-Profits 103

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. Every client uses you a little differently.

X-functional 104

X-functional Clients Growth Start-ups 104

Sales Hacker

JULY 18, 2019

Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation. Upside – the AE is feeling good about the deal; however, they haven’t ironed out pricing, contract terms, etc. 25% Demo Completed. 90% Verbal.

X-functional 72

X-functional Pipeline Contract Quota 72

Hubspot

DECEMBER 23, 2022

Pricing: A limited version is free as part of Hubspot’s Sales Hub. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prices start at $45 per month, $450 per month, and $1,200 per month, respectively. Pricing: Available upon request.

Prospecting 90

Prospecting X-functional Contact CRM 90

Sales Hacker

JULY 2, 2019

Average sales price by source. The Calculations: Average sales price per lead. 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.

Price 83

Price X-functional Sales CRM 83

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. And its data-layer functionality is versatile. I recommend thinking about it this way: “Tool X is collecting the data.

GTM 124

GTM X-functional CRM Technology 124

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. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Price 60

Price Retail X-functional Healthcare 60

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Nicolas : Really, one step at a time, so we knew the first pricing was just testing the market, and we iterated a lot on it. Nick : Pretty good?

Price 93

Price Start-ups Up-sell X-functional 93

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. Paranormal phenomena aside, Dana Scully’s skepticism to Fox Mulder’s “I Want to Believe” dogmatism is what made The X-Files compelling TV every week. To us, this was an X-File—as far down the explanations list as any weird light in the sky being attributable to aliens.

X-functional 78

X-functional Sales Teamwork Follow-up 78

PandaDoc

OCTOBER 13, 2022

Ease of implementation and use appeals to small and midsize companies, and pricing doesn’t bite either. CRMs can be hard to wrap your head around, as there are a lot of competing platforms in the market and their pricing plans aren’t always easy to compare. Lead generation X ? Social media integration X ? Free version X

X-functional 52

X-functional Territory CRM Lead generation 52

Hubspot

FEBRUARY 11, 2019

If you can offer an existing product at a lower price point, better quality, or ideally, both, you'll have plenty of customers. Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" Try Uncrate , Werd , and Wirecutter. Make something better (or cheaper).

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

The 5% Institute

AUGUST 7, 2023

The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. Cross-Functional Collaboration Successful account management often requires collaboration with diverse teams , such as sales, marketing, and customer support. It’ll give you everything you need to close sales consistently.

Account management 52

Account management Negotiate X-functional Cross-sell 52

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 82

Growth Cross-sell Contract X-functional 82

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. To use this promotional technique, the closer must go into the meeting anticipating objections (especially with pricing) and have a pre-approved offer ready to go. That is, “Sure, we can give you a discount but we need you to sign the contract today.”

Closing 52

Closing Contract Technique Referrals 52

Heinz Marketing

AUGUST 17, 2018

As Marketo users are well aware, Marketo’s pricing tiers are based on database size. At some point or another in your usage of the tool, you’ll likely be faced with needing to cleanse your database to stay in compliance with your contract. Marketo fees are based on Known Leads, not Marketable leads. But what does that really mean?

CRM 62

CRM Campaign X-functional Clients 62

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. Then finally, there have to be some barriers to turn.

X-functional 58

X-functional Engineering Clients Start-ups 58

PandaDoc

APRIL 12, 2022

Example: 40 positive responses / 60 total responses X 100 = 67%). It’s possible for customers to love a product but dislike the price or to enjoy a product but dislike a brand. Software with high functionality, speed, and simplicity can be more readily adapted into a customer’s business model and can even boost their total revenue.

Customers 52

Customers X-functional Promote Price 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. It cannot work in the future because that isn’t how society functions. I mean, what do they do?

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

PandaDoc

MARCH 7, 2023

Common objections include but are not limited to the following: Pricing or departmental budget issues Inability to understand the benefits No belief in the ability to implement your product or service. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents.

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

APRIL 23, 2019

Building the basic functionality. One of the things that fintech startups often have to do, is they need to have contracts in place with not just the banks, but quite a few of the partners to really build a full stack solution. And I think we did two X what we thought we were going to do. We go in a lot of directions.

Launch 63

Launch Pitch Niche Negotiate 63

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 77

Quota Growth Product Closing 77

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? You look at the forward-looking ARR multiples on the stock price, and they were a lot lower back then.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

PandaDoc

MAY 8, 2023

Enterprise pricing available. Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. Pricing varies. All key plan pricing requires a demo. Enterprise pricing available. Enterprise pricing available. Ease of use: 8.5/10

Service 52

Service Product Customers E-commerce 52

Salesforce

NOVEMBER 20, 2023

Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call. Do you owe the prospect a spec sheet or a price quote? The contract period is pretty long. For larger companies, this often includes legal teams and high-level company executives. Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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 10

Contract Price Commission Conversion 10

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 47

Contract Price Commission Conversion 47

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract. The reason I suggest this as an approach is that when you’re getting your pricing right as a partner, and to grow with your customer.

Price 54

Price GTM Up-sell Product 54

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 56

X-functional SQL Pipeline GTM 56

SaaStr

AUGUST 9, 2019

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. Vikas Bhambri: So I’ve got somebody who leads an enablement function and we’ve built out an entire playbook curriculum. Now having said that, even then I need to invest in that enablement.

Finance 56

Finance X-functional CRM Engineering 56

SaaStr

JUNE 14, 2019

How much of a role does price play in selecting the ultimate acquirer? How do you think about out-pricing yourself for next round and making that next round even more challenging? ” And the intent of that was, that if you hang a For Sale sign on your company, you may not get the best price. How long do they last?

Strategize 60

Strategize Quota Non-Profits Price 60