Compensation ideas for Renewals Reps

I was talking with someone who was in the process of building comp plans for next year and they had a number of challenges regarding reps who handle only renewals and upsells at time of renewal. We referred to them as "Renewals Reps" and I'll do the same in this article. Below are some of … Continue reading Compensation ideas for Renewals Reps

Advice for building a discount strategy

I caught up with someone whose SaaS platform has an entry price of $20k. Their products were starting to really sell in the mid-market and enterprise space. As they moved upmarket, they felt the need to re-evaluate their discount strategy for these deals, and they asked for some advice. Assuming the question of "are we … Continue reading Advice for building a discount strategy

Intel on SaaS company metrics

Interested in the metrics behind SaaS companies like Outreach, Talend, Gitlab and ~500 others? If you are, you need to check out GetLatka. I've recommended this site to a lot of my friends and colleagues in the ops world (revenue ops, sales ops...) His superpower is convincing SaaS founders to give up their metrics. Go … Continue reading Intel on SaaS company metrics