Tom Tunguz

MAY 31, 2021

That’s a reason the Redpoint SaaS metrics template includes Glassdoor score. The better the management hires for a business, the greater candidates' interest to work for a company. Often, employee satisfaction follows (also a metric in the template). Startups should expect successful management hires about 75% of the time.

Sales Hiring 192

Sales Hiring Sales Recruiting Startup Branding 192

SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 281

Sales Recruiting Sales Hiring Scale Customer Success 281

SaaStr

JULY 10, 2022

A great VP of Customer Success in just a quarter or so decreases churn and increases account revenue growth. It’s hard enough just to maintain KPIs and metrics as you scale. Sales growth slowly declines as she struggles to bring in enough reps. Sales growth slowly declines as she struggles to bring in enough reps.

Sales Recruiting 256

Sales Recruiting Sales Hiring Scale Churn 256

SaaStr

JULY 29, 2021

Someone great at something core you aren’t: Sales, Engineering, Marketing. Great at sales. If you hire someone to do the first sales, you’ll never understand it yourself. When you go to hire your first sales rep, hire 2. 50% of the job for a VP is recruiting. Drive NPS up, and churn down. A bit more here.

Sales Hiring 313

Sales Hiring Sales Recruiting Interviewing Engineering 313

SaaStr

NOVEMBER 21, 2020

We’ve written a lot on SaaStr on how to increase the odds your first management team is a success. How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. How to manage customer success. About recruiting and helping you scale. When to hire her (more here ).

Sales Hiring 357

Sales Hiring Scale Sales Recruiting Engineering 357

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. On the sales side, people hired way too much.

Sales Hiring 300

Sales Hiring Sales Recruiting Scale Headcount 300

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. Announcer: In today’s SaaStr Insider, SaaStr CEO and founder, Jason Lemkin, shared the top 10 mistakes founders make when hiring their first sales team.

Sales Hiring 240

Sales Hiring Sales Recruiting Scale Sales 240

Tom Tunguz

OCTOBER 9, 2013

One number investors use to benchmark SaaS startups across sectors and industries is sales efficiency. There are a handful of variants of this metric, sometimes called the magic number, but ultimately they all aim to provide some sense of the incremental revenue returned by sales and marketing investment.

Benchmarks 160

Benchmarks Sales Recruiting Startup Sales 160

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. Starting a new sales team is not unlike doing improv.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 201

Sales Recruiting Scale Outsourcing Services Sales Hiring 201

SaaStr

JULY 1, 2021

You can be like, “OK, our culture is we’re going to work super hard, and churn out a lot of features, and sell a lot of product.” When we do all hands meetings, we go through every KPI, every metric, ARR, margin, with every Gustee. If they’re saying, “Hey, this thing in recruiting is really messed up.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 117

Sales Recruiting Scale Retention Sales 117

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

The Angel VC

AUGUST 10, 2011

One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. So for a bigger SaaS player, sales and marketing costs are the driver of profitability. If CTLV is high, churn can't be that big. Provided that there is some data on these two metrics, that is.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Sales Recruiting 117

Sales Recruiting Engineering Revenue Sales Enablement 117

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 155

Sales Recruiting Sales Hiring Scale Sales 155

SaaStr

AUGUST 5, 2019

Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and how to avoid churn. He will also provide insights on the differences between commercial and enterprise customers and the key metrics to keep an eye on as you grow your business.

Sales Recruiting 202

Sales Recruiting Construction Scale SaaS 202

Sales Hacker

APRIL 5, 2021

In 2020 I was building my sales team at Livestorm , and at the time we were going through a big hiring boom. Over the course of time, I’ve interviewed and talked to hundreds of sales candidates. This was the case for me years ago when I started applying for sales positions in France, Ireland, and Luxembourg. Culture fit.

Sales Hiring 125

Sales Hiring Sales Recruiting Company Culture Interviewing 125

OpenView Labs

NOVEMBER 16, 2021

Generally, success hinges on a company’s ability to acquire a deep understanding of the metrics that most accurately gauge company performance and profitability. A Quick Glossary of SaaS Metrics. Essentially, this metric is the marketing component of CAC (see below). Churn Rates. Annual Recurring Revenue (ARR).

Benchmarks 71

Benchmarks Scale Metrics Sales Recruiting 71

Stax

MARCH 18, 2025

This is what SaaS applications call “user churn,” and it can affect their monthly recurring revenue (MRR) , as well as their annual recurring revenue (ARR). SaaS Growth and Operational Metrics To Track One of the best ways to ensure that your SaaS operations are on the right track toward high growth is by tracking key metrics.

Scale 117

Scale Payment Services Payments SaaS Payments 117

Intercom, Inc.

JUNE 15, 2021

Whether it’s software engineering , sales , or support, agile principles can enhance team performance and outcomes by focusing on the customer’s needs. Candidates speak with multiple people on our team (starting with the recruiter and ending with the CEO) to find out if they’re a good fit for our company and vice versa.

Scale 235

Scale Payment Methods Payment Services Scaling 235

SaaStr

SEPTEMBER 13, 2020

They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. This is really founder-led sales. Byron gave a great example with Toast, one of my favorite portfolio companies. That’s your CAC.

Sales Hiring 232

Sales Hiring Scale Payments Cloud 232

Baremetrics

NOVEMBER 25, 2021

Your marketing and sales budgets, and the personnel assigned to those teams, will also rise. A longer lead time for recruitment means higher quality recruits. Build a stronger team by using a hiring plan Get deep insights into MRR, churn, LTV and more to grow your business. It helps maintain consistent growth.

Sales Hiring 97

Sales Hiring Sales Recruiting Finance Forecasting 97

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Average salary: $46,035/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

Kellblog

MARCH 13, 2020

In days of yore, chief revenue officer (CRO) was just a gussied-up title for VP of Sales. If someone was particularly good, particularly senior, or particularly hard to recruit you might call them CRO. Chief revenue officer meant chief sales officer meant VP of Sales. Frank, the head of Sales, had a $1B number.

VP of Engineering 98

VP of Engineering Customer Success Sales Recruiting Acquisition 98

Sales Hacker

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 101

Sales Enablement Scale Sales Recruiting Sales Hiring 101

Baremetrics

JUNE 30, 2021

All the data your startup needs Get deep insights into your company's MRR, churn and other vital metrics for your SaaS business. Creating a startup financial model helps you uncover key SaaS metrics and the assumptions you'll test as you implement your plans. For that, you need a financial plan with proper metrics.

Startup 98

Startup Sales Hiring Sales Recruiting Deferred Revenue 98

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Know what to Include in a Sales Incentive Plan. Keep it Simple.

Compensation 110

Compensation Sales Hiring Development Team Review Sales Recruiting 110

Subscription Flow

MAY 10, 2024

Maintaining consistent donors allows NPOs to focus their attention on other important tasks necessary for the organization’s running like recruiting new members, improving their public standing etc. Recurring donation systems on the other hand are consistent and make it easier for the NPO to account for future funds.

Payment Solutions 105

Payment Solutions Payment Methods Payments Payment Services 105

SaaStr

JULY 15, 2022

Jason Lemkin: I’ll answer it, but are you thinking more on sales or technology or broadly speaking in the question? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core.

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

Totango

JULY 19, 2021

This leads to greater customer success, which reduces churn and increases renewals. . It may be wise to look for applicants coming from diverse backgrounds, such as those with customer relations, sales or other service-orientated backgrounds. Churn Reduction. 1: Recruit the Right People. Customer advocacy.

Customer Success 126

Customer Success Sales Recruiting Compensation Scale 126

Baremetrics

OCTOBER 8, 2021

Indeed, to get the most out of customer data, SaaS businesses often rely on a third-party analytics dashboard for everything from basic SaaS metrics to financial forecasting and customer segmentation. One of the most important metrics is customer lifetime value ( LTV ). What is LTV?

Payment Services 94

Payment Services Payments SaaS Payments Payment Features 94

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. This isn’t linear and there are many shades of grey when it comes to sales. .

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

Baremetrics

SEPTEMBER 24, 2021

Baremetrics is a business metrics tool that provides 26 metrics about your business, such as MRR, ARR, LTV, total customers, and more. Another financial factor to examine is the amount of churn a business suffers every month as this reflects the company's capacity to develop and retain connections — or to lose them.

Finance 98

Finance Venture Capital SaaS Payments Payments 98

User Pilot

JULY 22, 2023

In this guide, we’re going to show you how a land and expand strategy can help you grow your revenue generation from existing clients by deploying a foot-in-the-door approach with your sales team! You need a clear target market, proper positioning, product-market fit, and the right sales process for a land and expand strategy to work.

Strategy 96

Strategy Sales Recruiting Customer Success Acquisition 96

User Pilot

SEPTEMBER 14, 2023

You can also use segmentation to help you identify and target at-risk users accordingly to reduce the churn rate. Segmentation has been proven to improve a vast range of product success metrics (not just sales efforts). This type of analysis is very helpful for product teams to quickly improve performance metrics.

Sales Recruiting 105

Sales Recruiting Strategy Onboarding Churn 105