Sales by @ttunguz

Sales

2024

AI Advantage for Startups : Changing the Workflow through Services	September 23
The New Software GTM Playbook	September 11
What Has Your GPU Done For You Today?	August 23
Things that Used to be Impossible, but are Now Really Hard	August 15
Agentic Systems' Sales Cycles	July 22
Extreme PMF : Sustaining Success with Scale	April 12
AI in the Hands of Software Buyers	March 29
Selling AI : Category Creation of a Different Flavor	March 26
The 10x Salesperson	January 12

2023

Purchasing Patterns in Software : Positivity Punctuating Q3	November 10
Artisanal Emails	September 26
Avoiding the PLG Trap : Office Hours with Oliver Jay	September 25
How Should You Staff Your Startup in 2023	May 17
Every Customer is a Design Partner - Leading Your Sales Motion with Sales Engineering	May 2
The Typical Startup Saw a 24% Increase in Sales Cycle in 2023	March 28
Predicting Cloud Growth Rates for 2023	February 3
When AI Favors the Incumbents	February 2
Microsoft as a Mirror - What We Can Expect for SaaS in 2023	January 24

2022

PLG & Profitability : More Product Doesn't Necessarily Mean Greater Profits	December 7
Cutting R&D to Grow GTM Spend : Is it Happening Across Software Companies?	November 2
Sales Efficiency through Covid : Reading the Tea Leaves for Startups	October 30
Grey Skies in Cloud Earnings	October 28
Pipeline Supply Shocks in SaaS Sales	September 23
Systematizing Go-To-Market Hiring	September 8
200% NDR: What Does it Take to Achieve this Stellar Milestone?	September 2
Pipeline Analysis Playbook	August 18
How to Structure a Startup Sales Team for Optimal Land & Expand	August 15
The Health of Cloud Spending in Mid-2022	July 26
How to Structure Your Sales Compensation Plan to Deliberately Undersell	July 25
How Important is Your Software to Your Customer? It's Time to Find Out.	July 22
A Masterclass in Sales Development from Lars Nilsson at Snowflake	July 14
Deliberately Underselling as Sales Strategy	July 11
The Sales Sandwich	February 18
Why You Should Expect Your VP Product to Sign Up for a Lead Quota	January 28

2021

The Need for Two Types of Payback Period Calculations	November 7
What is the Product the Customer Buys Before They Buy Yours?	September 14
How Selling Has Changed Post-COVID, and How it Will Change Again Afterwards	March 14
The Most Effective Tools and Techniques for Selling Today - Office Hours with Jim Benton	February 18
A Common and Critical Mistake When Forecasting Next Year's Bookings	February 1

2020

Do You Lose Sales Opportunities Because of Sales Execution or Product Insufficiency?	December 16
The Three Questions to Ask When Hiring Your Startup's Head of Sales	December 15
Building a Product-Led Growth Machine: Office Hours with GC Lionetti	December 7
More Activity Means More Business. Don't Overthink It.	November 16
How Many Technologies Can a Company Adopt at Once?	October 29
A Quick Diagnostic to Determine if Your Sales & Marketing Teams are Aligned	August 31
Why Startups Should Establish Qualifying Signals for Sales Teams Early On	August 24
Top 10 Learnings from the Redpoint 2020 GTM Survey	June 25
What is the Structure of the Typical SaaS Company as it Scales?	June 21
How Should You Structure Sales Teams for Optimal Performance?	June 18
How Predictive is SDR/BDR Quota Attainment of AE Quota Attainment?	June 17
SaaS Office Hours Go to Market Survey Edition & Which Metric Should Your SDR/BDR Team Use?	June 16
Notes from Office Hours with Hollie Wegman	June 12
Benchmarking Sales Prospecting Volumes, Deal Terms, and Meetings in the Coronavirus Era	April 29
Six Startup Disciplines for Challenging Times	March 20
One of the Most Frequent Errors in Sales Planning and Forecasting	February 17
Simpson's Paradox in Measuring Net Dollar Retention Rate	February 3
What is a Best in Class Payback Period for a Software Company in 2020?	January 20
B2B vs B2C: How Should Your Sales Team Be Allocated to Maximize Success?	January 5

2019

How Much Turnover in Your Sales Team Should Your Startup Expect?	December 12
Benchmarking Your Sales and Customer Success Teams	November 21
The Siren Song of ROI Based Pricing	September 11
If You Have Great NDR Retention, Should You Increase Your Marketing Spend?	September 2
As Your Sales Team Scales, Focus on Your Middle	May 30
How to Develop Best in Class Sales Efficiency	May 10
The Four Strategic Questions Facing AI Agencies	April 14
Should Your Startup Employ Both Assisted and Unassisted Trials to Acquire Customers?	February 28
Top 10 Learnings from the Redpoint Free Trial Survey	February 6

2018

Which is More Important: New Account Growth or Account Expansion?	December 11
The Four Stages of Sales Compensation Structures in Early Stage Startups	November 25
In Early Markets, Services Can Be a Competitive Advantage	October 1
Timing Cashflows of Your Sales Commissions and Your Customers	July 15
An Often Forgotten Characteristic About Your Startup's Ideal Customer Profile The Ideal Customer Profile. The perfect customer. Can you describe it for your startup? The more precisely you can describe it, the better. That will simplify disqualification. But articulating the ICP well isn't enough.	March 25
Why Does Your Sales Team Lose Deals?	March 4
Reorganizing Your SaaS Startup’s Organizational Structure to Optimize the Customer Lifecycle	January 31

2017

The Implication of Secular Increases in SaaS CAC	November 1
Monte Carlo Simulations of Inside and Outside Sales Teams in a SaaS Startup	October 9
How Much Should A SaaS Startup Invest in Sales & Marketing?	September 17
The Challenges of the Platform Go To Market	September 6
The Theory and Data Underpinning Sales Commission Plans	September 4
Why Cash Conversion Cycle Matters for Your Startup	August 15
How to Decide When To Move Upmarket	August 8
The Best Book on the Fundamentals of Selling	July 9
The "Hiring The Buyer's Role to Sell" Fallacy	June 1
Hiring for Bookings Capacity in Sales	May 16
My Algorithm is Better than Yours	April 26
A Tale of Two Go To Market Strategies	April 24
Is There a No Man's Land in SaaS ACVs?	April 21
The Four Dimensions of a Demand Generation Portfolio	April 17
SMB or Enterprise - Which is the Better Go To Market in SaaS?	April 13
Customer Operations - An Idea for Maximizing Efficient Growth in SaaS Companies	March 29
The Three Types of SaaS Value Propositions	March 17
A Product Manager's Guide to Moving Up Market	March 7
Three Strategies for Engendering Negative Net Churn in Your SaaS Startup	February 23
The $100M ARR Customer	January 17

2016

When is the Right Time for Your SaaS Startup to Train its Sales People?	December 12
How Much to Compensate SaaS Sales Teams for New Sales, Renewals and Expansions	November 28
What is the Optimal Contract Length for Your SaaS Startup?	October 20
What's the Maximum Rate of Growth for Your SaaS Startup with Paid Customer Acquisition?	September 19
Designing a Sales Quota Structure at the Earliest Stages of a SaaS Startup	September 2
The Biggest Areas of Underinvestment in SaaS Sales Teams	August 15
Fighting and Leveraging Inertia in Sales	August 4
Which of the Three Software Budgets Does Your SaaS Startup Target?	July 24
The Smallest ACV to Justify an Inside Sales Team at a SaaS Startup	July 21
You're in the Business of Selling Promotions	June 28
When to Scale Sales for Your SaaS Startup	June 7
Comparing Two Ways to Build a SaaS Sales Team	June 2
What Average Contract Value is Best for a SaaS Company	May 24
The Rising Importance of Reseller Channels in SaaS	May 5
The Strategic Shift in Revenue for SaaS Startups as They Scale	March 9
The Other Payback Period that Matters in SaaS	February 12
With Smart Software, Sell Ironman Not Robocop	February 3

2015

What is the Optimal Quick Ratio for Your SaaS Startup?	November 3
What Quota Attainment Reveals About Your SaaS Startup's Go to Market	October 28
Startup Best Practices 19 - Recognizing the Breaking Points of Your Startup's Management Structure	October 25
Startup Best Practices 18 - Collaborating with Your Customer During Your Sales Process	October 11
The Essential Go To Market Math for Beating Your SaaS Startup's Growth Targets	October 5
The Importance of Payback Period for SaaS Startups	September 21
Do Vertical SaaS Companies Benefit from Higher Sales Efficiency?	September 17
Four Important Data Points about Purchasing Behavior in SaaS	August 26
The Number One Objection in the Sales Funnel	August 18
When Do SaaS Startups Hire Their First VP of Sales	August 5
Startup Best Practices 15 - Start With the Why	July 12
The Beauty of Bottoms Up SaaS Businesses	June 23
Startup Best Practices 13 - Patience with Unit Economics	June 14
The Risk Sales Discounts Impose to Startup Burn Rates	May 26
The Innovator's Solution for SaaS Startups - The Flywheel SaaS Company	April 19
How Faster Sales Cycles Become a Competitive Advantage	April 16
The 5 Key People in a SaaS Sales Process	March 26
The Best Book on Building a SaaS Sales Team	March 24
Sales Funnel Optimization for SaaS Startups	March 10
Challenging Your Customers During Your SaaS Startup's Sales Process	February 13
A Single Report to Measure the Health of Your Startup's Sales Team	February 9
The Employee Productivity Patterns of Billion Dollar SaaS Companies	February 5
The Sales Motions of B2C2B Companies	January 12
B2C2B Startups - Why Selling with Internal Influencers is so Powerful	January 7
The Sudden Shift in SaaS Product Pricing	January 5

2014

How Much Should Your Startup Spend on Customer Account Expansion?	November 24
Why Your SaaS Startup Needs a VP of Customer Success Sooner Than You Might Think	November 12
The Marketing Math Behind Scaling a SaaS Salesforce	June 30
The Impact of Varying Sales Hiring Strategies on SaaS Startups	May 28
A Surprisingly Powerful Mechanism for Growing a SaaS Startup	May 21
Quantifying the Cost of a Bad Hire	April 28
The Challenges SaaS Businesses Face Communicating their Financial Health	April 17
How Fast Must a SaaS Startup Grow to Raise a Series A?	March 17
Great SaaS Companies Focus on Behavior Change	March 5
The Optimal Average Customer Value for SaaS Startups	February 3
The Go-To-Market Challenges of B2D Companies	January 27
Why Quotas Aren't the Most Important Number for Startup Sales Teams	January 13
The Importance of Seasonality in SaaS Startups	January 9

2013

Startup Best Practices 3 - How to Structure a Sales and Marketing Team	December 3
The Three Churn Mitigation Strategies of SaaS Startups	October 31
Sales Efficiency Benchmarks for SaaS Startups	October 10
What Your Startup’s MRR Figure Is Hiding	September 27
You’re Not Finished Selling Until You Change Your Customers Habits	September 6
A team of founders who had just made their first their first hire asked me about culture and on boarding. How do they go about managing people? How do they maintain the values of the business?	August 21
Framing Your Startup’s Sales Pitch: Focus on Value, Not on Cost	July 25
The Three Phases of Startup Sales	July 17
Throwing in the Towel on Google’s Go: What Programming Taught Me About Sales	June 28
The Most Effective Price Discovery Question for Your Startup	June 11
Three Counterintuitive Points about SMB SaaS	May 6
Hiring Your Startup’s First Salesperson	May 3
The Defining Characteristics of Successful SMB SaaS Startups	April 17
Founders, Equip Your Champions	April 15
How To Price and Sell Your Startup’s Product	April 11
Matching Marketing Tactics to The Sales Funnel	February 22
Freemium Businesses Switch the Hunter and Farmer Sales Roles	February 7
The product qualified lead (PQL)	January 15
To Sell is Human	January 4

2012

The one ideal characteristic of your startup’s first customers	December 7
Education sales vs execution sales	December 4
Segmenting customer pipelines	November 20
The Secret to SMB SaaS Distribution	September 18
Choosing market segments on customer profitability	September 13
The Freemium Game Plan	August 21
Segmenting the SaaS Market for Sales	August 20
Segmenting the SaaS Market for Sales	August 20