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New ARR and CAC in Price-Ramped vs. Auto-Expanding Deals
In this post we’re going to look at the management accounting side of multi-year SaaS deals that grow in value over time. I’ve been asked about this a few times lately, less because people value my...
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The Three Types of Customer Success Manager
Since we’re now officially in 2019 planning season, I’ve been thinking about — among other things — our Customer Success model for next year and talking with friends in my network about that. Since...
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How to Manage Your First Sales VP at a Startup
One of the hardest hires — and one of the hardest jobs — is to be the first VP of sales at a startup. Why? There is no history / experience Nobody knows what works and what doesn’t work The company...
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