"I’ve seen this too many times. Heads of Sales jumping into every top customer call, not to help — but to find some pressure point to ask for even more money."
Saas is the best model to get predictable revenue streams, if you are incentivising your salesforce towards too aggressive targets then no wonder this happens.
@jason - this is really good and I'll admit, that at times I've walked a fine line of 'brutish'. How much of this do you feel is a PE, who now has a ton of SaaS market share, dictated playbook (or VC's pushing that PE playbook)?
Or have we just reached a point in which things have slowed down a bit, so everyone is doing whatever they can do to keep their bosses (investors) content while they get as close as they can to that quarterly commit?
This is great! Couldn't agree more. I think it has to do with too many big companies pushing too many subpar products. But this is a huge sales and customer service issues.
I'm an Ops guy and have spent a ton of time building customer service departments and process, and have build lots of sales support process, but this is a bit different.
Saas is the best model to get predictable revenue streams, if you are incentivising your salesforce towards too aggressive targets then no wonder this happens.
@jason - this is really good and I'll admit, that at times I've walked a fine line of 'brutish'. How much of this do you feel is a PE, who now has a ton of SaaS market share, dictated playbook (or VC's pushing that PE playbook)?
Or have we just reached a point in which things have slowed down a bit, so everyone is doing whatever they can do to keep their bosses (investors) content while they get as close as they can to that quarterly commit?
Threats on cancellation. Cough cough Zendesk
This is great! Couldn't agree more. I think it has to do with too many big companies pushing too many subpar products. But this is a huge sales and customer service issues.
I'm an Ops guy and have spent a ton of time building customer service departments and process, and have build lots of sales support process, but this is a bit different.
So important to get right. Love it!