Be conversational Focus on WHY and Impact
Proven in the last 10 years in Europe, US and LatAm with Founders, CEOs and their Leadership Teams of Sales, Customer Success and Demand Generation.
IN NEED OF PROFESSIONALIZING YOUR SAAS REVENUE ENGINE?
A holistic B2B SaaS framework to grow healthily and execute quickly
Optimize Go-To-Market fit and go as much upmarket as you can.
The framework focuses on execution from day 1, through an agile combination of Training & Coaching, Strategic Advisory, Consulting and Revenue Leadership “on the court” for key business decisions and hires.
The threat to scalability is not executing on time
High ROI delivered without reinventing the wheel on Sales and Customer Success scaling best practices.
B2B SaaS startups
- Set the initial revenue engine and team.
- Build revenue predictability.
- Ramp up 0.5 to 5M€ in ARR.
B2B SaaS scaleups
- Become a world-class professional organization.
- Evolve strategy, processes and execution to grow ARPA.
- Hire and onboard the right leaders.
SaaSteopathy
- Ineffective Sales Playbook.
- Struggling on bigger deals and Enterprise.
- Wrong VP and individual contributors.
The SaaSup framework is based on Four Pillars
Being not sure about any of these questions is a threat to scalability
Proposition & Focus
- Do you have a Strategic Statement of the business as THE mantra for all kind of sales and marketing activities?
- What is your pricing & packaging model? Is it scalable? Are you leaving money on the table? Are you maximizing the opportunity to go as much upmarket as possible?
- What are the focus and the priorities of your go-to-market strategy? Have you defined the Customer Segmentation and Account lists, Personas, Average Deal Targets for the first year and onwards?
- What is your Product Marketing roadmap?
- Have you got defined Sales cadences and conversational choreographies to become more effective, efficient and scalable?
- Do you have the resources and processes in place to train and coach your team on how to execute meetings, manage objections and move opportunities forward?
01
02
Playbook
- Funnel and Process Optimization:
- Have you got a Playbook for your Sales, Customer Success and Demand Generation engines, meaning a document and most importantly the relative “behaviour in execution”?
- Are your funnel and its KPIs consistent and granular enough for the current stage of the business?
- Do you build revenue models based on funnel simulations vs recruiting needs or just headcounts?
- Tech Stack Optimization:
- Tech is fundamental in modern SaaS. You don’t need everything at once. Do you have the appropriate Sales, Customer Success and Demand Gen tech stack?
People & Organization
- Right plan. Have you got an organizational plan for the next 12-24 months phased in line with the revenue growth ambitions of the next three years?
- Right people. Did you set the appropriate profiles as far as functions, leaders and individual contributors are concerned?
- Right targets. Do you have sales quotas and bonus schemes per AEs that makes sense? How do you measure the performance of Customer Success and Demand Generation?
- As far as the current team is concerned, are you clear about who fits and who doesn’t for the next phase of revenue evolution?
- Have you got the appropriate know-how internally to filter the right Leadership profiles, negotiate, onboard and ramp them up?
- What is the actual plus opportunity cost to make the wrong choices? What is the cost of wasting the time if you do not have the appropriate experience internally?
03
Planning & Real Time Execution
- A key part of the framework is the operational coaching on how to build and execute a funnel & conversion-based revenue budget & forecast model.
- The build-up of a world-class SaaS revenue engine is not an overnight trip. The correct execution of the framework requires a combination of regular strategy sessions, implementation of new processes, technology and evolved pitch approaches as well as hands-on regular activities such as team training and coaching sessions, pipeline review and sitting in real client meetings for coaching purposes.
The 4 Pillars are split in 10 Fundamentals
A proven, structured and KPI driven methodology
Proposition & Focus
1
2
Are you leaving money on the table?
3
“Define” and “execute” your focus
Playbook
4
Be funnel obsessed with content and process
5
Sale Bible and Playbook to scale and align the team
6
Set up the appropriate systems ASAP
7
Always be measuring and iterating
People & Organization
8
Hire the best people with passion and experience
9
Aim for predictable revenue models
10
Marketing and Customer Success are not what you may think
“Trust me, setting things up right from the beginning will avoid a ton of tears and heartache…”
Kobe Bryant