Cracking The Code: The Bessemer 10 laws of SaaS - Fall 2008.
Cracking the Code
OCTOBER 10, 2008
As all good sales VPs will tell you, the compensation plans of the sales team will drive behavior, so it is critically important that you structure the sales and account management plans to align with the key metrics of your business: CMRR, Churn, and Cash flow. Yet many B2B companies don’t have a clue.
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