Ben Cotton
Sales Enablement, SaaS & Growth Blog
I’m privileged to lead sales enablement for HubSpot out of EMEA and as part of my role I get to set the direction, goals and KPIs of the team. Helping our rapidly expanding sales team in Dublin, Ireland to succeed is challenging, rewarding and lots of fun. But selecting the right metrics to gauge the impact of sales enablement is tough.
The inherent predictability of the software as a service (SaaS) business model makes it attractive to business leaders, customers and investors alike. Predictable costs and revenue can and should lead to predictable growth. You also need to build a sales and marketing engine that generates enough high quality leads for your sales team to close each month.
Developing the right pricing strategy for your software as a service (SaaS) business is absolutely crucial, as it’s the one lever businesses leaders can pull that immediately and directly impacts revenue. SaaS pricing a complex and ongoing process which requires businesses to strike the fine balance between simplicity, while maximising revenue potential.
On the flight home from a recent holiday to Greece I read From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin. The authors are heavyweights from the world of software as a service (SaaS) and I’m pleased they’ve taken the time to share their revenue lessons and experiences of creating high growth sales engines.
