Hosam Hassan

$100,000, $200,000, $300,000 OTE! OTE is complex topic, so here's a simple breakdown. I felt compelled to do this because I heard of some SEs getting ridiculous OTE offers and if they've never had a variable commission, they won't understand it. Bottom Line using a $100,000 OTE example: 1. Some recruiter is going to promise you a $100,000 OTE. What they don't tell you is that you probably won't make that much money. 2. Ask them "what the split is?" They will probably tell you it's something like 70/30. That means they will pay you a $70,000 base salary. And IF (and I stress IF), your company/team hits their quota, you'll make the remaining $30,000 that gets you to $100,000 OTE. 3. What they won't tell you is that the company hits quota once or twice every 5 years, so you'll rarely hit $100,000. You can ask people all sorts of questions like how many AEs hit quota, but the only way to know for sure is ask them to show you the W-2s of the other sales engineers (which they'll never do). They'll tell you things like most AEs hit quota, but it doesn't matter because you'll probably be in a pooled model and you won't hit quota. The most likely situation is that you'll probably only bring home $70,000 + some extra (maybe $85,000 total for getting halfway to quota). Summary: 1. Figure out what your base is and see if you're happy with it. 2. Count on no commission if you want to play it safe, or count on only 50% of the variable portion, because that's probably the most realistic outcome.

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Have you started to fix your renewals? It’s a slog... No time to figure it out No centralized contracts No asset history No portal with clean data No way to pull in OEM records quickly No integrated quoting functionality You can design a system from scratch or…. Try to get your CRM to do it. But that tool is more for sales and marketing I struggled for a long time trying to figure this out… and then I built a platform. Started with a portal -added contracts and assets -they ticketing -then quoting and renewals You can build your own too, just be prepared for 4 years and a lot of $$$$ Or you can just use mine. Owlytica.com

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Founders making early hires, remember: Your company is the team you are able to assemble. If your product vanished, you could rebuild it. Same with your data. Same even with your customers (a hard truth). Your company is your people. The humans you’re able to hire, and the work they do together. The more I build GTM motions and do recruiting for clients, the more obvious this becomes. So, work hard to deserve the best talent, then do everything in your power to keep them. ✌️

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My biggest tip for demos: practice navigating your platform as your ICP. What specific challenges/workflows/use cases does your ICP use your product for? The demo isn’t to show cool features.. it’s to show how you can solve their problems. Practice solving problems on your demo account! 🤔What’s your demo tip?

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Tons of 2024 SaaS insights here, my favorite one [06:00] from Jason M. Lemkin regarding Canva's success. "I dont think is PLG. PLG is just fremium with better analytics..." #thisweekinsaas #saasinsights #2024trends #Canvasuccess #productledgrowth #PLG #freemiummodel #saastips #techtrends #softwareSuccess #growthhacking

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When was the last time the CSM for a product you use reached out to you for any of the following reasons: 1) to inquire about a role on your website that you're hiring for, and ask if they could maybe send any candidates your way 2) to congratulate you / your team on top notch usage or milestones of the product 3) for a heads up that they sent you a small gift in the mail through Sendoso just cuz... 4) to recognize you / your company around positive news / PR / award recently won 5) to reference a recent post you made on linkedin + share their thoughts on it 6) with a suggestion or recommendation to another vendor you might consider using, based on the needs you have expressed within your business Perhaps the really really good CSMs have engaged in this sort of interaction with you recently. But I'm assuming you are not on the recieiving end of it very often. Any CSM can send an email at 90 / 180 days to do a check-in / QBR, and share some sort of usage report. and YES, that's a critical part of the role. But if you really want to establish better relationships with clients, set aside the CSM checklist now and then, and engage human to human. Friends, this is a huge unlock for CSMs - leading to stronger relationships, generating better responsiveness from clients, increasing ability to multi thread, and positioning your service to be "taken with" if your POC leaves for another company. If my CSM interacts with me in some of the ways above, I view them as a partner (not a vendor) and thus... -when they wanna do a QBR, I inherently agree -when they reach out, I respectfully reply post haste -when they ask for a referral, I strongly consider it -when they inquire about agreed upon implementation / adoption milestones, I'm accountable. PS - this type of work does NOT have to require lots of time. If you're smart with alerts / zaps / time blocking, you can gather the info you need on your book of accounts with ease, and then spend the meat of your time in thoughtful, personal engagement.

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Why so much negativity against Product Operations? We have Sales Operations, Research Operations, Dev Ops, all the Opses! But some people seem to immediately say "Non!" to Product Operations. Why? And, more importantly, who? I asked Melissa Perri and Denise Tilles this and much more in my upcoming One Knight in Product episode. Coming soon!

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SaaS CEOs, If You're Not Engineering Trust at Every Touch Point... You're Leaving money on the table. 💸 Use this 5-Question Trust Building Playbook to Boost your MRR This Week ​ Trust is the currency of the modern marketplace. ​ Without it, your retention rates plummet, referrals dry up, and your marketing efforts fall flat. ​ But when you master the art of trust-building, you unlock higher retention, more referrals, and smoother sales processes. ​ So how do you actually build trust on purpose? ​ 💎 You answer the 5 Trust Questions at every interaction. ​ Clarity and transparency reduce customer anxiety and build trust. ​ Imagine a customer navigating your site or interacting with your support team. ​ Without clear guidance, they feel lost and anxious. But when you consistently answer: ​ ​T - Tell me: Why am I here? R - Right place? (Am I in the right place?) U - Unsure what to do next! (What’s the next step?) S - So, what's gonna happen after that? (What happens next?) T - These feelings… when it all goes down, how's it going to feel? (How will I feel?) ​ They feel reassured and smart. ​ 🤔 Imagine what happens when you say exactly what’s going to happen, and that's actually what happens! ​ This consistency get’s registered subconsciously by your prospects and customers and they come to trust you faster. ​ That experience makes you an easy choice. ​ You know the average consideration to buy time is now up to 67 days? ​ That’s time you can be building trust through your remarketing. ​ This experience makes you referable. ​ I know... this concept is not sexy technology or funnels. It’s boring fundamentals—fundamentals that work! ​ Cheers, Jean-Michel “simple scales complex fails” Moreau ​ P.S. If you want to double your SaaS business this year and not five years down the road. Comment "double" on this post and I will personally help you develop a strategy for your company growth.

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Hey RevOps - here's a hack for you to eliminate all the time and money you are spending on your sandbox environment 👇 Test in production. 😏 Follow me for me RevOps hacks...and have a good weekend y'all ✌️ #revops #revenueoperations #salesops #salesoperations #sfdc #salesforce #salesforceadmin #sfdcadmin

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I’ve seen SE/SC job offers and comp plans from 200+ companies. They range from 95,000 to $300,000+ OTE for individual contributors. The Median OTE is $190,000 OTE. Sales Engineers on individual commission plans can earn a W2 of over $1,000,000. Add in some equity, and it’s one of the best career paths out there. It’s a career path you can stay in as an IC for a long time without having a hard ceiling on your earnings. Disclaimer: The top-end earning potential isn’t common. It takes hard work, consistent solid performance, and a bit of luck to get there. But the point here is that PreSales is a life-changing career path for many people. Especially for numerous career changers we’ve helped pivot from education, real estate, mortgage lending, etc. 99% of folks we’ve worked with who have made the pivot and have been in their role for over a year say they love being an SE/SC and they’ll never look back. So, if you want to make a change, go for it. Don’t expect top-level earnings overnight. But if you make the leap, put the work in, and don’t give up, you can absolutely get there. 𝗣.𝗦. Comp isn't the only thing that makes the Sales Engineer/Solutions Consultant career path great. I'll cover the other ways it's a career worth considering in future posts. #presales #dreambig #takerisks #believeinyourself

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What is RevOps? Where should it sit in the organization? Comment and give me your thoughts - Don't look at the other comments until you're done. Let's make this fun! I have some strong opinions on this, but I'd like to get your take first. #RevOps #CRO #Sales #Marketing #CS

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Resources::Revenue. Never has a ratio been more important than right now. What resources are required for your business, products and services? How much power is required to keep your custom application running all night long, when users employees aren’t even logging in? Hopefully these questions have you thinking about the literal constraints of your services as today I call upon you to raise awareness and take action to protect our environment. Whether through continual service improvement or in your service design phases, a sustainable organization must have earthly considerations within their processes in order to be truly evolutionary. Auto-scaling infrastructure, procurement selections and application development decisions are all impacted as perceptions shift and as resources become more valuable (and costly). During the United Nations World Environment Day, at least take a moment to reflect; are our services sustainable? Are we just using power, materials or water indiscriminately? It’s an opportunity for cost savings, market expansion and talent attraction! And, investing in sustainability now means you’ll be ahead of any mandatory requirements, compliance and regulations that are going to be introduced. Is your company making sustainable choices? Share some examples in the comments! #sustainability #ServiceDesign #WorldEnvironmentDay

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The best confidence builder is experience. No one wants to fail. We all want to look like incredible successes. But the best way to learn new things is To go do new things. Accept that you're not going to get them Perfect the first time around. Do them anyway. Reps increase confidence. You've got this! #Leadership #GrowthMindset #PersonalDevelopment

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3 things you can do right now for your SMB customers, for free 👇🏽 1) Every time your customers buy from you, they'll get some kind of confirmation. Change your typical email to something completely different. Something they won't expect. Like CD Baby's example below. 2) If you execute anything on a specific schedule, add a clear countdown Let's say you offer "ticket resolutions in 24hs". When the customer sends a support ticket, add a countdown in their local timezone. Great ecomm stores do this by adding labels like "we'll ship it to you in the next [N] hours" or "you'll get this in 2 days if you buy within the next [N] hours". 3) Ask for a non money incentive when there's extra work Sometimes customers regret decisions, and ask you to "go back". Like this customer who moved forward with a webpage design and decided to go back to review the color palette once we were building it. Can't charge extra for it? Ask for something in return. CD Baby would upload bands records to their store. If the band wanted to make a change after the record would be published, they'd ask for a pizza in return. Pizzas would randomly show up in the office every once in a while. Bonus one, hyper unsexy in 2024 (which makes it even more interesting): Give a phone number to your customers, and let anyone in your team pick it up, at any time. Try to always pick up within 2 rings, in a clear week schedule. Anything you want by Derek Sivers is packed with wisdom to start, scale and run a biz. And you can read it in an hour. It's not your typical business book. Happy week!

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Why is DevTools GTM tricky? It's like trying to teach a cat to sing 🐱🎼 – you have tech folks who are awesome at coding, but not so good at talking about it, and marketing folks who are great with words, but get lost in the technical details. 😅 Plus, those developers in your community? They have a million questions, and finding the right answers can feel like finding a needle in a haystack! 🤯 That's why I built Doc-E.ai Slackbot – your new best friend for developer engagement! Here's the deal: 1. Doc-E.ai is super smart: It understands technical questions, even with all that code and jargon. 2. It gives you instant answers: So your community gets help right away, without waiting around. 3. It creates awesome content: Turn those Q&A sessions into helpful blog posts or tutorials – easy peasy! 4. It gives you secret insights: Learn what your developers really need, so you can build a better product and community. So, if you're ready to ditch the chaos and make your DevRel life a whole lot easier, check out Doc-E.ai! It's like having a tech expert and marketing whiz all rolled into one. 🙌 #DevRel #DevTools #TechMarketing #GTM #AI #CommunityBuilding #NoMoreChaos P.S. Ready to give it a try? Doc-E.ai is free to try! Just hit the link below! 👇

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Solutions Consultants are often times too good. They build insanely cool demos, but these touch with what the product does out-of-the-box. This is frustrating for the buyer, not just in perception, but because implementation costs invariably rise, and their time to value is delayed. But it's also damaging to the selling company, as it masks marketplace from the product teams. They don't feel the competitive pressures, and the product continues to be misaligned. That's why I firmly believe that the product is the demo, and the demo is a product. Your product needs to stand tall right from the get-go. This approach saves the reps from potential blowback from the buyer, saves the buyer from a nasty surprise, and forces the product team to keep the out-of-the-box product competitive enough to win. Sometimes, you'll need to tell the customer that there's something the product doesn't do, and I'm okay with that. It will ultimately build trust.

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A good salesperson knows that their network's primary contribution is to secure the first meeting, which is our primary role at the top of the funnel. The real magic of great salespeople lies in their decision to work for companies that make great products and have the capital to invest in them. A good product should sell itself; our role is to simply accelerate this success. A good salesperson is more than just their network; they are a one-person army, they are an engine of growth, or rather a GrowthEngine.

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In my interactions with numerous SMB leaders, I've noticed a recurring theme of hesitation or ignorance or worse "It's not for me" when it comes to leveraging CRM or ERP tools. When was the last time you made course corrections looking at your Financial performance, your Sales Pipeline, or how well you are doing against an Operating Plan? If the answer is I need to check - then you are missing these crucial tools. Don't discount the power of data-driven decisions. If you're an SMB leader hesitant about adopting CRM or ERP solutions, let's connect! I’d love to share insights, success stories, and practical steps to help you navigate this transformative path. #SMB #DigitalTransformation #CRM #ERP #BusinessGrowth #Leadership #Innovation #Salesforce

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Seeking Klaviyo experts who go beyond email strategy (copy, etc.) and instead index on technical functionality: 1) Flawless flow design + QA 2) Automations 3) Integrations 4) SMS expertise Who's the best person you know? Tag em! 🙏

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