A panel discussion still very actual about key implications and challenges that high-growth scaleups face when they need to move to the next level from 5-10M€ in ARR to 40-50M€.
Oscar Macia, CEO at ForceManager
Chris Evens, former VP Global Sales at Red Points
Michael Schimmel, CCO at Kantox
We discussed some of the key implications and challenges.
Playbook execution, finding the right people and choosing the right segmentation focus are some of the really interesting points that Michael, Chris and Oscar shared with me and an audience made by sales professionals and sales leaders working in the B2B SaaS industry.
Enjoy the video and find below the main takeouts:
#1 PLAYBOOK AND SALES PROCESS
Chris:
Make sure you have the sales process and Playbook right. This is necessary when you hire 25 people in a quarter.
A concise 20-30 page Playbook to allow new hires ramp up quickly.
Focus on SMB or Entreprise? Make the right choices. It’s key segmenting well with simple criteria
Oscar:
Do the right qualification from the early stage of the Sales Development conversation.
Continued evolution of the Playbook for the different stages of the company.
Outbound works!.
Michael:
First step: understand the business of the client. Step 2: build a business case: ROI simulations to demonstrate business impact of the solution. Middle and bottom of the funnel: Second presentation. Commercial discussion. Implementation.
#2 SALESFORCE AS THE SCALABLE AND SOLID CRM
The 3 companies use Salesforce.
#3 PEOPLE
Oscar:
Need different sales profiles for selling to SMB vs larger Accounts.
Hire based on proven deal size experience.
SDRs – Sales Development reps as the key engine of qualified meetings and opportunities.
Chris:
Successful sales people pitch on the business impact of the solution.
All the 3 companies recruit sales people based on role plays.
#4 IMPLICATIONS OF MOVING TO A SAAS BUSINESS MODEL
Michael:
Change of Ideal Customer. Vertical strategies. Focus on Outbound. Impact on average deal size and sales cycle.
