How Fast Growth Tech Companies Can Hire and Keep the Right Sales Talent

Posted by ZS Editors on Mon, Jun 03, 2019

For quickly expanding tech companies, hiring and retaining the right sales talent, and scaling teams to accommodate growth, can be a challenge. Germain Brion, vice president of sales at Chargebee, helped the company’s sales team, which is based in San Francisco and Chennai, India, grow from three to 55 people over his three years at its helm. Kyle Heller, ZS’s high-tech industry lead, caught up with Brion to discuss how Chargebee built a high performing sales team, his plans for continued growth as the company expands and his advice for other tech companies on hiring and retaining the right salespeople and motivating them to be successful.


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How Using the Right Sales KPIs for Different Business Models Can Fuel Growth

Posted by ZS Editors on Mon, Mar 25, 2019

 

Sales KPIs are a valuable tool for companies to map their progress, but determining which ones will be most effective for your organization can be a challenge. Changing buyer behaviors add to that challenge, particularly in technology, where shifting business models often allow customers to pay as they go. However, by choosing KPIs based on their business models and revenue profiles, companies can align the entire sales engine for success. We caught up with Sean Moran, associate principal and leader in ZS’s private equity and middle market growth practice, to discuss the process and how to achieve organizational alignment through KPIs to meet overall company goals.


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Predicting Customer Behavior Is Even More Critical With Flexible Consumption Models

Posted by Pramil Jain on Mon, Aug 13, 2018

This post is the third in a six-part series on strategies for high-tech companies and business leaders to adopt to meet the evolving requirements associated with flexible consumption models.

From telemetry to the internet of things, today’s organizations have access to unprecedented amounts of sales, marketing, and product data. When harnessed correctly, this data can help salespeople make decisions throughout the sales cycle. With the new model of flexible consumption, it’s more important than ever to take an “always on” approach to customer insights, having your finger on the pulse of what customers need at all times. It’s also more critical to predict customer needs and actions, since customers are now more likely to churn or turn to your competitors for additional services.


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Why Flexible Consumption Models Require an 'Always On' Approach to Customer Insights

Posted by Jason Bell on Mon, Aug 06, 2018

This post is the second in a six-part series on strategies for high-tech companies and business leaders to adopt to meet the evolving requirements associated with flexible consumption models.

In today’s high-tech landscape, more customers are eschewing subscriptions or contracts in favor of flexible consumption models, where they pay for what they use. That makes it increasingly important for tech companies to focus on customer service. Since customers aren’t locked into long-term contracts or expensive hardware upgrades, they can leave in an instant, so you need to constantly have your finger on the pulse, and have a system in place that enables you to take action based on customer insights as well as emerging marketplace trends.


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Five Strategies for Tackling Flexible Consumption Models

Posted by Kyle Heller on Mon, Jul 30, 2018

This post is the first in a six-part series on strategies for high-tech companies and business leaders to adopt to meet the evolving requirements associated with flexible consumption models.

For as long as I can recall, tech executives and industry experts have been avowing the urgent need for the industry to transform and meet the requirements of the new digital world, or risk being left behind as a cautionary tale. They cite the same trends and confluence of things which make the timing right: the rise of mobile, social, connectedness, new technologies and data sources, and any number of statistics about increasing customer sophistication and the changing nature of the customer journey.


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