Sales for SaaS and other startups - how to work differently depending on you ACV and stage.

1. LEAN
SALES
Hampus Jakobsson
@hajak
“There is a time for everything”
- One of top 5 best selling books of all time

2. 1. How you are defined by your deal size
2. Why scaling early is always stupid
3. How to work in the different stages
@hajak

3. 1. What is your current revenue
2. What is your ACV
a. none
b. very small and random
c. $1000-5000 / month
d. $5k-50k / month
e. >$50k / month
a. no clue. at all.
b. <$500 ARR / deal
c. <$5000 - $20k MRR / deal
d. >$20k MRR / deal
@hajak

4. DISCOVERY PRODUCT SCALE
@hajak

5. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
channels, geos,
platforms,
target groups,
…
THECRMLINE
THETOOLSLINE
THEDEBTLINE
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
Deliver,
measure &
improve
ITC, buying
process, lead
source
DISCOVERY PRODUCT
@hajak

6. First 10 deals
First 100 deals
The race to
>$100k MRR
Sales Ready Product
- Ideal target customer
- Pain & decision point
- Purchasing process
Make it unscalable
Stay close and learn
Segment customers
Rinse and repeat
- All material needed
- Fill funnel & hire sales
- Sales learning curve@hajak

7. <$500
ARR / deal
$5k - $20k
ARR / deal
> $50 000
ARR / deal
Self service & support
Best at marketing
100% data driven
Complex field sales
Being the best
100% gut driven
High velocity inside sales
Human meets machine
Funnel conversion
INSIDE
THE
TORNADO
INNOVATOR’S
SOLUTION
[
]
PREDICTABLE
REVENUE
CHALLENGER
SALES
[
]
INBOUND
MARKETING
DON’T
MAKE
ME
THINK
[
]
@hajak

8. Referrals
Content marketing
Honey pot
Freemium
DataNyze/LeadWizards
LeadGenius/oDesk
Warm intros
$20000$500
@hajak
Inbound Outbound

9. LEAN
SALES
Hampus Jakobsson
@hajak