Scalable pricing is a powerful tool to grow revenue in a SaaS or software business. It allows you to capture more of the revenue that your customers are willing to pay, without putting off smaller customers that are not able to pay high prices. It also provides a great way to continue to grow revenue [.]. MORE >>

So the departments either didn’t have the capacity to pay or it would be an endless sales-cycle, where we would spend lots of time on the sales, but it still wouldn’t close. In the end the revenue simply wasn’t enough to make a sustainable business and so we had to switch gears once more (in today’s parlance that would be a “Pivot”). MORE >>

Of course, one sale isn’t really enough, so you need to get the first customer to recommend you to a second, and make sure rate of sales ramps up quickly enough to keep the business alive and growing. Your revenue model has to make sense. If you lose money on every sale, it’s hard to make it up in volume. Marty Zwilling. MORE >>

My prior post provides a model for how to forecast revenue over the life of an operating plan. Another classic start-up conundrum is how to forecast revenue for this quarter. Professional sales management forecasting techniques can help eliminate emotion and excitement ("We had such a good meeting, I know they are going to buy!") MORE >>

Building Your SaaS Sales Compensation Plan. Compensating the sales force is a difficult task and the key is usually to keep things simple, so that each sales rep knows what he needs to optimize to make more money at the end of the quarter. 1 of MRR generates $12 of annual revenue, so $1 commission equals 1/12=8.3% 1.20-1.40 MORE >>