As usual, summary of the meetup:
Understanding HR Requirements for SaaS Companies
http://www.meetup.com/IGTCloud/events/42779892/
with Ariel Finkelstein from Kampyle
- SaaS is a business model
- The classic sales model “Meet the secretary -> make an appointment -> close the deal” does not work
- No “Frequent flyer” points
- Creating SaaS and selling it are different tasks
- Point on UI and design
- $99 / month and up – automatic sales are not main source of incomes. Hunters and Farmers do the job.
- Most SaaS companies work both in SMB and Enterprise go-to-market space
- Most important – create Marketing funnel. Without it you’re blind
Inside sales
- Average Rep ramp time – 90 days (in SMB, Enterprise might be longer)
- Hard sales does not work.
- Farmer (soft sales) gets the most money – converting + next year closing + extending service
- How to get the initial money: Convert from monthly payment to yearly
Sales rep
- American English
- Not religious – should work Mon – Fri
- Experience – phone call work
- Personality
- Independence
- Appearance and demeanor
- Timeliness
- References
- MRR $5000 Quota, comission 50% of MRR
Hunter
- Pre/post sale, instructs the customer
- Team player
Farmer
- Interpersonal ability
- Analytical
SMB sales
- 100-1000 MRR
- Very short sales cycle – 2-3 weeks to close
- Very close work between Hunter and Farmer
Enterprise sales
- Longer go-to-market
- Longer sales cycle
- Don’t sell monthly subscription!!! Only yearly
- US sales people are very expensive
- Quota $10000 MRR = $1440000 yearly
Customer service
- should understand client’s business
- does not sell, but integrates the cs with Farmer
- supports marketing, product manager
- create KPIs, count your costs – the client might pay but be not profitable
