Eric Boggs

If Shane Gillis can get on Hot Ones, you can too! Commsor 🦕's bringing the heat to your sales and GTM strategies! This past fall in Nashville, 15 daring sales and GTM leaders sat down with the Commsor team for the spiciest interview they've ever done. They ate progressively spicier wings smothered in Commsor’s custom revenue themed hot sauces while answering even spicier questions about the GTM space. The people asked and they’ve listened - you can now send some of the Commsor Hot Intros Sauce through Sendoso to your prospects and customers and put the heat back into your pipeline! Ghosted by a prospect? Trying sending the Ghosted Pepper sauce (the spiciness level will ensure you aren’t forgotten by them. Unable to crack into an account? Trying sending SDR Tears and remind them that you’re also a human. Flavors include: - Warm Intros (Delaware Peach, mild & flavorful) - SDR Tears (Nor Easter, sweet & spicy chili) - Cayenne Cold Call (traditional buffalo sauce) - Ghosted Pepper (you know the drill 🌡🥵) Anyone, both Sendoso account holders and non-sendoso users, can send the Hot Intros sauces here: https://lnkd.in/e4BPV4_X Give it a try today and happy selling (saucing)!!

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3️⃣ reasons why retention must be more emphasized in vSaaS. 1️⃣ Winning the Control Point This is foundational table stakes to the vertical SaaS playbook. There’s no expansion opportunity if you churn customers here. Winning the Control Point is your anchor that opens up the multi-product play that will eventually grow your ARPA. 2️⃣Setting Up Multi-Product In order to deepen the anchor, and become the operating system of your accounts, both in workflow and data, product education and customer marketing are a must. Marketing has to be able to convey brand narrative and messaging that shows a roadmap to a seamless workflow and operation if surrounded by your ecosystem of products. 3️⃣ Extending the Value Chain The pinnacle of the vSaaS business model, according to David Yuan, is being able to sell to different stakeholders both forward and backward. You can never achieve this pinnacle if retention is not one of, if not, the top metric for marketing post-acquisition. Marketing no longer stops at pipeline generation, but now will be integral in shaping a future narrative that builds demand for your product ecosystem. Shoot me a DM if you want to go deeper into the topic and see what this looks like in practice! #RevenueEngineering #GTM #VerticalSaaS #DemandGeneration #Evron #vSaaS

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If your solution requires behavior change of any amount, you require a top down selling motion. Why? Behavior change is too hard to do bottoms up. It just doesn’t work. A pretty large number of SaaS apps think that they can go middle up or bottoms up. Then they are frustrated that their “champion” or “power user” isn’t driving the change they want. If your solution requires change, get good at selling to the c-level.

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Your TAM isn't as big as you think If you're a founder, founding AE or just an early sales rep. Remember, not every SMB in North America can use you your product... Most GTM teams get this wrong. Especially at the early stages. The harsh reality is that your TAM is typically a fraction of what you think it actually is. But this is ok... The earlier you are, the smaller it should be. Narrow the focus WAY in and go really hard into a sub-vertical. Your marketing, product and engineering team will love you for it. Get some traction, then slowly expand the scope. Doing too much too soon will break you and leave you spinning your wheels.

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