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 95

Go To Market GTM X-functional Territory 95

SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. I’ve contracted accounting help. Let’s say you receive a contract from a customer that outlines they will pay you $100 for the monthly subscription with an invoice of terms Net 30.

Finance 131

Finance Contract X-functional Start-ups 131

SaaStr

NOVEMBER 20, 2020

If your competition signs folks up to 3 year contracts, “buy out” their contract by not charging them for overlapping time periods. Probably Not in SaaS , If (x) You are Post-Scale, say post $20m, or even $10m, in ARR, and (y) if you are in an Oligopical space , like many SaaS companies are.

Real Estate 135

Real Estate X-functional Contract Healthcare 135

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. Selling function (hunting or farming). For example, you might pay $30,000 base and $15,000 for selling X amount per year. This target can be based on revenue (X dollars) or volume (X units).

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]. What is LinkSquares?

Contract 117

Contract X-functional Objectives and Key Results Legal 117

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X. X is based on the salesperson’s experience: The more they have, the smaller this number is.

X-functional 101

X-functional Quota Cross-sell Contract 101

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 116

GTM X-functional Engineering Referrals 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 104

X-functional Negotiate Contract Technology 104

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

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

Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. The basic equation is: [Customer lifetime value = Average order amount X Average purchases/year X Average retention time in years]. X 100 = 10% customer churn rate.

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

APRIL 30, 2024

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. For Owner, they hired these two leaders on contract from their networks. Every function gets a stack rank.

Go To Market 117

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

Sales Hacker

JULY 21, 2021

Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. Unless they need a function your product definitely can’t do, there is always a way to take care of the minutiae. “We

X-functional 132

X-functional Sales Strategize Cold Call 132

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 have used this functionality in both Jira and Asana, saving me up to an hour every week. Are there time limitations not under your company’s control?

X-functional 115

X-functional Territory Launch Follow-up 115

Martech

JUNE 6, 2023

Outline cross-functional teams’ involvement and get their buy-in and commitment The most successful implementations are integrated into how marketers do business. We all hear about incredible transformations that “ only took X number of weeks/months,” but those usually only happen in a vacuum.

X-functional 110

X-functional Cross-sell Contract Up-sell 110

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 130

X-functional Clients Growth Start-ups 130

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 117

Price X-functional Growth B2B 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. And on the X-axis you have all the different price points.

Contract 99

Contract Price X-functional Conversion 99

Sales Hacker

AUGUST 3, 2020

Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. 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. Any more than that, and get ready to grow your SDR function. How Can SDRs be justified?

Pipeline 120

Pipeline X-functional Commission Clients 120

Sales Hacker

JULY 10, 2020

Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? And make sure they’re a part of your final presentation, your business case review, and contracting. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it.

Legal 128

Legal X-functional Contract Presentation 128

Heinz Marketing

DECEMBER 18, 2020

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. Here you can decide for each campaign how often you want a person to qualify for the campaign: Once; once every X number of hours, days, weeks, or months; or every time. #10

CRM 137

CRM Campaign X-functional Clients 137

Hubspot

MAY 17, 2018

The reason you want a contract is so that you have your scope, your deliverables, and your timelines outlined. A contract will also give you the opportunity to build in check-ins,testing time, and a payment schedule (we’ll get back to this). It looks and functions great. This isn’t to say that you’re going to get swindled.

Contract 78

Contract X-functional Negotiate Start-ups 78

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 86

GTM Negotiate Profit margin Contract 86

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. For example, within the FedTech space, sales contracts can be established with 3 years of commitment. Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

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. An example might be: 15% Demo Scheduled.

X-functional 72

X-functional Pipeline Contract Quota 72

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. Maybe, that means they’re selling one-year deals when the company wants two-year deals.

Commission 91

Commission Quota X-functional Finance 91

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. Stay focused.

GTM 124

GTM X-functional CRM Technology 124

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. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

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

Sales Hacker

JULY 2, 2019

If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. 2,000 x 10% = $200/lead. Contract Sent (90%). Average Lead Value. Total Number of Leads. Leads Needed = Desired Revenue / Average Lead Value. Qualified to Buy (40%).

Price 99

Price X-functional Sales CRM 99

PandaDoc

APRIL 24, 2020

That, combined with our payment gateway, means that you can design proposals, quotes, contracts, and more from one place and send everything for signature via email or mobile app. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. It depends on the length of the contract, if there’s a contract. We look at annual churn, given the nature of those businesses that have annual or multi annual contracts with much bigger price items and tickets.

Price 98

Price Launch X-functional Contract 98

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. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 54

Transportation X-functional Contract Sales 54

Sales Hacker

APRIL 14, 2020

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. So companies going out, they bought this SaaS platform to help with X, Y, and Z.

Contract 82

Contract CRM Consult Cross-sell 82

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

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

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