Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization

by Jacco van der Kooij, Fernando Pizarro, Winning by Design

An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors' years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans. Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter.

Genres: Business, Nonfiction, Startup, Management

185 pages, Kindle Edition

First published July 2, 2015

Reviews

[Jose Papo]

This is really a must must read book for anyone involved in building a B2B SaaS company. The authors, with strong experience in SaaS, really give the secrets of building a Sales organization directed toward recurring B2B SaaS businesses. For me chapters 7, 8, 10 and 11 were the best. The authors really went deep in Sales processes, tools, organizational structure and more. Buy it and read it if you are a SaaS leader!

[Diego Cerezo]

great book! written by entrepreneurs and sales consultants, must-read for any founder or sales guy in a technology company.

Book in a sentence: a concise lesson-forward book about how to structure a sales-centric technology company.
Key lessons learned: design the company customer-centric, and do it first before you scale.

[Colin H]

Hits on a lot of the same themes as SBI playbooks. Good reference material for coaching, org structure, customer journey, etc. A little tougher to get through than other books just because it's more prescriptive than storytelling. Second book in a row that has had a weird chapter around what to do with millennials.

[Maarten Lambert]

Not too bad for a start into SaaS sales, with some real practical advise. Potentially not sufficiently critical on the pro & cons of different solutions. E.g., the sales pod structure has pro & cons, while too much focus is on pros in this book.

But again, would still recommend!

[Jonathan Stolk]

Surprisingly hands ON

[Dario Brignone]

A sales bible. Content very well structured and concise.

[Ahmad hosseini]

This book lays out step-by-step instructions to build a scalable, customer-centric sales organization based on The SaaS Sales Method that will help you develop the revenue stream needed to achieve your hopes and dreams. The steps in book are so small and don’t have a lot of information and just give your insight about how to organize your sales team.
Book examines a modern SaaS organization sale role and explain about all of them. I didn't think organizations had such a complex structure for sales. If you have a SaaS company, I suggest you to read this book.

[Jack Trump]

If you work in a sales management or commercial strategy-type role, this book is a goldmine and does a great job of laying out the fundamentals of a SaaS sales org without any fluff. The case studies were contextual and to-the-point, which was a nice change of pace from the way these types of books typically illustrate their impact/practicality.

[Denis Vasilev]

Современная книга про выстраивание продаж в SAAS компании с точки зрения менеджмента. Хорошо что подходы действительно свежие, а не устаревшие на 5-10лет. Наверное и за следующие 10 лет и поменяется многое, так что книга не на века.

[Núbia Mota]

Um dos melhores livros que eu já li sobre marketing e estratégia de vendas. A riqueza de detalhes, passo a passo, casos de estudo. Se você está a frente de um time de vendas/marketing, principalmente para empresas inovadoras, é leitura obrigatória.

[Alison Lyness]

Basic primer on setting up and growing a SaaS sales team. Nothing groundbreaking here but if you are looking for some neat frameworks to wrangle your chaotic thoughts (like I was), this gets the job done.

[Sunil Rajasekar]

Found this quite basic and did not get any new insights. There are some timeless truths in here but also needs a refresh given that the current SaaS world is very different from when this was written.

[Sergey Morovshik]

Отличная книга, много деталей , кейсы.
Все просто и важно о продажах софта saas, даже планировка офиса.

[awesome reader]

Quick read. Very insightful

This book was an easy read with lots of nuggets for building and scaling a sales org. Will definitely use these tips to optimize our business. Thank you!

[Duarte Ramos]

Good for SaaS leaders

EAsy to read and actionable. Very practical and straight to the point. I recommend to any Saas leader scaling up.

[Sudeep Dutta]

Helped me a lot to understand how the software as a service sales method can really make change in a startup. Thank you for this info.

[Vincent]

Excellent book for people going into a SaaS world

Excellent book for Sales, SDR, Marketing & HR teams going into a SaaS world or even trying to improve where they are now.

[Mathijs]

Good book for anyone at the head of a SaaS organization!

[Murugan Manoj]

One of the best books for a SAAS company in understanding the dynamics of company, teams and people in sales.

Puts things in perfect perspective. Relevant and crisp. This book has clearly removed the air of mystery behind building and scaling the sales function, as a first time entrepreneur.

"make how you sell as important as what you sell, and the way you sell will become your unique selling point"

[Diogo Silva]

Good reading to get educated in the topic !

[Liv]

An easily read guide on how to set up an effective SaaS organization. A good first read when getting into the business. I wish there were more details about how to scale an organization after the initial setup but the book relies on the mantra, "let your data guide you."

Definitely worth a read for someone who works in SaaS sales or marketing.

[Serene]

Fantastic content. Poor editing (shouldn't have this many typos in the 2nd edition) and graphics/charts (lack of labeling on waterfall charts, poor process flow construction, etc). That being said, still recommend for ideas and clarity

[Manny]

Good read for sales leaders

Good read if you are looking to get logic into sales. Detailed reasoning behind every step. Good read for sales leaders.

[Johnee Schwartz]

Awesome primer for SaaS sales

They get right to the point with helpful diagrams and case studies. Super smart insights delivered without jargon and BS. Clear and well thought out.

[Huy Nguyen]

Exceptionally good read for B2B SaaS sales leaders.

[Narayan Sanjeev]

A very good blueprint for B2B startups, found it extremely useful!
The case studies could have been a little bit more involved to match the blueprints.

[Luke Starbuck]

Strategic and tactical. Big picture and hyperdetailed. I really appreciate Jocco's attention to the specifics and how this is mapped to the results every team is looking to create today.

[Duong Tan]

must read for entrepreneurs and sales managers

[Duong Tan]

Practical and insightful book on B2B sales.

[Narayan Sanjeev]

A bible for SAAS sales!