Sales Hacker

AUGUST 5, 2019

We are so excited today to have a good friend and also one of the top operators in New York City on the show, Megan Bowen. We’re excited to embark on this next evolution and really go from a services company to a software company also offering services, so that’s what’s on the horizon.

Customers 66

Customers Account management X-functional Hospitality 66

SaaStr

FEBRUARY 4, 2020

So I spent five years in nonprofits and public service and 15 years at American Express and Google and the last four years have been at Gusto. We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. No big deal.

Drivers/motivators 97

Drivers/motivators X-functional Trust Cross-sell 97

SaaStr

DECEMBER 17, 2019

Zach : Well, I guess in the truest sense we do sell software as a service. But yeah, so that story kind of growing out of … at the time, the company was located in New York and it was a fintech developer community and it was just kind of growing out of that. Ari : And this is in New York? Of people using it.

Finance 85

Finance X-functional Non-Profits Launch 85

SaaStr

JULY 17, 2020

The idea of a weekend trip from New York, people live in New York, a weekend trip to London probably that’s not going to happen for a very long time. X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it’s had step function.

E-commerce 91

E-commerce Retail Real Estate X-functional 91

SaaStr

JANUARY 21, 2020

I broke into SaaS in 2009 I was the second sales hire and the 10th overall hire at a New York City based SaaS business called Zocdoc. Quarterly ENPS service. QUESTION : As a sales leader, how do you manage expectations across the organization with product and other functions? Some of you might be familiar with it.

Quota 132

Quota Sales Healthcare Territory 132

Sales Hacker

MARCH 2, 2020

It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. You don’t have to be subservient, forfeit your self-respect, or fake enthusiasm about your product or service. The Little Red Book of Selling. Jeffrey Gitomer.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Heinz Marketing

APRIL 11, 2022

As we have been thinking about Web3 and what that means, just in terms of the world and kind of the services we can offer, we’re also looking at investments as well on the crypto and Web3 front. I mean, even awareness about some of those very functional things need to kind of be surfaced. Phyllis: Yeah, it’s interesting.

Pipeline 111

Pipeline B2B Go To Market Sales 111

SaaStr

AUGUST 7, 2020

There’s a lot of services. There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.” It’s hard not to walk downtown through [inaudible 00:01:05] it to see what’s happening in healthcare all over the place, in financial services. Matt Garratt: Thank you.

Price 84

Price Retail X-functional Healthcare 84

ConversionXL

FEBRUARY 3, 2016

Oh, and there’s that new DVD I want. via The New York Times). Eventually, they could make statements like, “When someone suddenly starts buying X and Y, along with A and B, they could be getting close to delivery. When dealing with habits, you have two options: create a new habit or change an existing habit.

Conversion 90

Conversion X-functional Launch Technology 90

SaaStr

JULY 15, 2020

The idea of a weekend trip from New York, people live in New York, a weekend trip to London probably that’s not going to happen for a very long time. X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it had step function.

X-functional 78

X-functional E-commerce Retail Growth 78

SaaStr

DECEMBER 10, 2019

And so it was this thousand X increase in terms of the size of the company. It was the number of required trainings we had to take went up by 10 X. Chase Merchant Services that we’re now a part of processes $1.2 Tina Hsiao : But I think they missed some functions. It was tedious in certain ways. Bill Clerico : Yeah.

X-functional 72

X-functional Start-ups Negotiate Real Estate 72

SaaStr

OCTOBER 29, 2019

I began my career in new product development and starting in 2011 got really excited about the high growth phase of a company. I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. If you value speed, you might up in for an Uber X.

Price 45

Price X-functional Cross-sell Drivers/motivators 45

Search Engine Land

OCTOBER 23, 2023

. “Demand Gen campaigns combine image + video ads in one place and can be used to drive conversions, site visits and actions like sign-up and add-to-cart across YouTube, Discover and Gmail,” Google Ads Liaison Ginny Marvin explained in a thread on X. Google has opened up access to its home services ad program in AdWords Express.

E-commerce 126

E-commerce Launch Campaign Retail 126

SaaStr

AUGUST 20, 2019

The business, while it had decelerated, it was still an extraordinary service. It was developers finding our service and trying it out, dropping our APIs into their code and then putting your credit card down. We were signing up hundreds of new paying customers every month with five sales reps. .” I had none of those.

Growth 60

Growth X-functional Start-ups Conversion 60

SaaStr

MARCH 10, 2020

Dallas, Chicago, Atlanta, New York, Philly, Amsterdam, Hamburg, Shenzhen, Hong Kong, and a few others. Our service model is fairly unique. We also didn’t try to build a lot of the centralized functions too early. And the real purpose was not necessarily the service model being different.

Government 106

Government Up-sell Contract X-functional 106

SaaStr

AUGUST 9, 2019

How does Vikas think about professional services? What is a good margin for professional services? What ratio of revenue is healthy for professional services to account for? The emergence of new A.I. So that in itself generates a complexity because as you have to remember, it truly is software as a service.

Finance 60

Finance X-functional CRM Engineering 60

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 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. Are we seeing the blurring of lines between these functions, do you think? David Skok: Yes, absolutely.

Non-Profits 85

Non-Profits Up-sell Start-ups Product 85

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so we often encourage companies to do that even if they operate those professional services teams at negative gross margin.

Contract 66

Contract Price Commission Conversion 66

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so we often encourage companies to do that even if they operate those professional services teams at negative gross margin.

Contract 12

Contract Price Commission Conversion 12

Salesforce

SEPTEMBER 16, 2024

But how you charge for your products and services is just as important. Usage-based pricing, also called pay-per-use or a consumption model, means that a customer only pays for the products or services they use. Businesses can capitalize on this need by using a fixed subscription model with a monthly allocation of X units.

Price 52

Price Electricity E-commerce Finance 52

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell.

GTM 82

GTM Growth X-functional Referrals 82

Hubspot

OCTOBER 18, 2011

And we have some data around lots of people search, we all know that - lots of people search not just for random pieces of information, but they are searching for a product or service. So, if you have a blog and the New York Times links to that blog, here's the way it works: Google says, Oh, I already trust the New York Times.

Follow-up 78

Follow-up Real Estate Up-sell Promote 78