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When to Hire Your First CFO — From OnlyCFO

SaaStr

Especially once the renewal cycle heats up and once you have a ton of customers to invoice. The right person to lead finance at a Series A company looks very different than the right person to lead finance at a true pre-IPO company (that is near an IPO). That has saved my bacon several times — jason, ed. It depends.

Scale 319
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Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential

SaaStr

When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.

Revenue 299
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The Channel Maturity Scale: How Do You Measure Up?

SaaStr

And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel. By doing so effectively, you can unlock a path to scaling profits. Diminishing profit margins. Three distinct stages of channel maturity.

Scale 299
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The 3 Secret Ingredients for Scaling to $100M ARR with Bitly CEO and CPO

SaaStr

Bitly CEO Toby Gabriner and CPO Kelsey Stevenson share the three secret ingredients that helped them when scaling to $100M ARR and what they could have done differently. Kelsey joined them as CPO, and they started experimenting with less expensive packages downmarket where customers could go online and set up a subscription.

Scale 306
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The Ultimate Gartner Report to Driving Growth & Recurring Revenue

In 2023, companies are looking to improve their revenue and drive sustainable growth by scaling their subscription offerings, to increase the rate of growth and resilience by moving from one-time sales to recurring revenue.

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A Framework For Your First SaaS Sales Comp Plan

SaaStr

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. But I did all the sales myself, and stupidly, had no sales comp plan at all ??. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. A boiler room.

Scale 363
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Reaccelerating Growth at Scale with Box’s CRO Mark Wayland (Podcast 514 + Video)

SaaStr

There’s no denying that renewals are the most important motion in SaaS and subscription. Every customer-facing team is on the renewals team: customer success, sales, product, customer support, marketing, and of course, renewals. Improvements for a sales team and process are a ‘no finish line’ business. That work is never done.

Scale 306