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Why you should hire two SaaS BDMs in the first round of hiring

Why you should hire two SaaS BDMs in the first round of hiring

Hiring a BDM for your SaaS business can happen at any stage of growth. It could be day one if you have plenty of funding or five years down the line when you add in an enterprise product to your freemium model.   If you have a great product and successful business, it’s inevitable the time will come when you’ll…

What does a VP of Sales do within a SaaS Start-up?

What does a VP of Sales do within a SaaS Start-up?

It’s a common theme amongst VCs that the first senior sales hire rarely works and it’s only once the second hire is made that sales really start to ramp up. There are many examples of a VP of Sales not making it beyond the first twelve months which can be incredibly damaging as you lose so much momentum at such…

How to compensate your SaaS VP of Sales

How to compensate your SaaS VP of Sales

Incentives are critical and the VP of Sales will likely be the seemingly most expensive hire you ever make. Consider these points when formulating a plan:   No best efforts incentive. Even if you hire a VP Sales very early, there needs to be a clear quota and plan to hit.  No best efforts rewards. Start-ups are about teamwork, but…

Starting Your SaaS VP Sales as a “Player-Coach”

Starting Your SaaS VP Sales as a “Player-Coach”

When you have some initial traction but well before initial scale, you will be looking to hire your VP of Sales. Unless you have a tonne of funding this can be a daunting prospect. You are generating revenue, but maybe not enough to be fully sustainable or drive the pace of growth you want. At this stage, hiring a VP…

How to compensate a SaaS BDM

How to compensate a SaaS BDM

As a SaaS start-up, it’s best not to try and copy a comp plan from a large business, such as Salesforce. The behavioural drivers for a company at £15million + ARR with large teams will be different from yours.   A lot of the schemes you will find online are designed with bigger company goals in mind, with large scale…

6 SaaS Recruiting Hacks!

6 SaaS Recruiting Hacks!

Recruiting is tough but if you want to build a great business you will need to learn how to become a great recruiter. These six tips will help!   Force yourself to interview a high number of candidates for VP and senior hires. Plan your time to interview 15-30 candidates for VP and senior level hires. That may seem excessive;…

5 steps to help you successfully hire BDMs for your SaaS start-up!

5 steps to help you successfully hire BDMs for your SaaS start-up!

How do you get the first few hires right when you haven’t recruited for this type of role before? How do you stand out against the 10,000 + SaaS start-ups competing for candidates?   Here are 5 suggestions:    Use recruiters & don’t be cheap. Don’t cheap out and try to avoid paying a recruiter fee and/or other paid channels. If…

SaaS start-ups have a reputation of churning through their first sales hires!

SaaS start-ups have a reputation of churning through their first sales hires!

Focus on these three key criteria to qualify your candidates and minimise your risk.    #1 — Would YOU buy from this sales person?   To you, the founder/ CEO the early leads are precious. If you wouldn’t buy from this sales person it will never work. You will never trust them enough for it to work. You will never…

Why you should hire an Account-Based Marketer for your SaaS business

Why you should hire an Account-Based Marketer for your SaaS business

Account-based Marketing (ABM) isn’t a new concept, but it could be a real winner for SaaS businesses who are not already delivering ABM strategies.   Previously known as Key Account Marketing, businesses use the idea of marketing to individual prospects within organisations (persona marketing), as a "market of one”, with the aim of increasing the relevance of campaigns and attempting…

In SaaS start-ups, the most common bad hire is the VP of Sales!

In SaaS start-ups, the most common bad hire is the VP of Sales!

It’s a common theme amongst VCs that the first senior sales hires rarely work, and it’s only once the second hire is made that sales really start to ramp up. There are many examples of a VP of Sales not making it beyond the first twelve months which can be incredibly damaging as you lose so much momentum at such…

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