2018 SAAS Private Survey Results- Part 1
For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~385 private SaaS companies.
Thank you to the readers of forEntrepreneurs who participated in taking the …
Onboarding your first Sales Hire as an Entrepreneur
In today’s blogpost I would like to introduce my partner for Zero to 100, Stephanie (Schatz) Friedman. Stephanie has been an executive in 3 successful startups and was most recently the SVP of Sales and Customer Success at Xamarin…
The Never-Ending Journey: In Search of Product-Market-Fit
Intro
Many potentially great companies fail each year because, while they have an incredible product, they don’t figure out how to get it to market fast enough. Figuring out how to reach customers and break through to Product-Market-Fit remains one …
2017 SaaS Survey Infographic
The third annual forEntrepreneurs SaaS Survey Infographic shares top highlights from this year’s SaaS Survey results!
You can find the full 2017 survey results here:
…2017 Private SaaS Company Survey – Part 2
We recently released Part 1 results of our private SaaS company survey in partnership with KBCM Technology Group (formerly Pacific Crest Securities). This is the sixth annual survey we’ve produced together, which provides data to help SaaS companies benchmark their …
2017 Private SaaS Company Survey – Part 1
For the sixth year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of over 400 private SaaS companies. The survey represents deep benchmarking data and insights on …
Buyer Centric Funnel Design
In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer’s head to increase funnel conversion rates. In the talk, I cover:
- How to design and build a buyer-centric sales funnel
The SaaS Founder’s Journey – What Matters At Each Stage
As anyone involved with startups will tell you, focus is key to success. But, it can be very hard when there is a huge overload of topics clamoring for a startup CEO’s attention. In order to achieve the necessary focus …
Bridge Group 2017 SaaS AE Metrics Report
Since 2007, The Bridge Group has tracked the Account Executive (AE) role and gathered data on how metrics and compensation change over time. We’ve partnered together to publish the 2017 SaaS AE Metrics Report and offer sales organizations a set …
Optimize Your Funnel By Getting Inside Your Buyer’s Head
Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In my talk given at Heavybit as part of their developer-focused speaker series and community, I discuss how to design a great sales process, analyze …
Optimizing the SaaS Funnel from Top to Bottom
In my talk at the 2017 SaaStr Annual conference, the goal was to offer a simple model of a SaaS business and highlight key areas for optimization within the SaaS funnel. Watch the video presentation to learn the key levers …
Bridge Group 2016 Sales Development Metrics and Compensation Benchmark Report
Intro
Sales development teams are taking a much more data-driven approach in recent years by closely tracking their metrics and performance. Benchmarking your performance against other companies offers a valuable way to see how your company stacks up against the …
Marketing Attribution: Creating a Growth Engine at Salesforce, Zendesk and Slack
I recently sat down with Bill Macaitis. I’ve been a big fan of Bill’s since we brought him in as CMO at Zendesk. He has since gone on to be CMO at Slack. In an age where product gets …
Clarity of Message: Why You Need A Great Message & How To Create It
Intro
In the early stages of their business, founders often struggle to come up with really strong messaging to describe what they are selling, and this has a huge impact on their ability to raise money, find customers, and attract …
SaaS Sales Compensation: How to Design the Right Plan
Intro
Sales compensation is a more complex topic for SaaS/subscription revenue companies. Unlike traditional software sales, the job of sales doesn’t end when a new customer signs a contract. Instead, it is crucial to retain customers over many years, as …
