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SaaS Knowledge Check
What is a Key Stakeholder?
What does CSM stand for?
SaaS Knowledge Check
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Test your SaaS and GTM knowledge!
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1
What does CSM stand for?
customer service manager
customer success manager
client service and maintenance
customer support manager
2
What is a Key Stakeholder?
A gatekeeper
A subject matter expert in their field
A decision maker
Someone on the interviewing committee
3
SMB stands for...
smedium
Selling Multiple Brands
Small and midsize businesses
Software Managed Business
4
Identify responsibilities of an SDR...
Fielding inbound leads
Emailing potential prospects
Qualifiying leads for an AE
Negotiating pricing and closing deals
5
Identify other potential titles for an Account Manager...
Growth AE
Relationship Manager
Technical Account Manager
Expansion AE
6
If my key stakeholders that are small business owners, what is my segment?
SMB
Enterprise
MidMarket
Car Washes
7
What is MRR?
Monetary Revenue Reoccuring
Monthly Reoccuring Revenue
Marketing Reached Revenue
Minimum Revenue Reached
8
AdTech is the same as SaaS.
False
True
9
Enterprise AE's generally sell into...
Companies with employee counts above 3,000
Enterprise Rent a Car
Companies with revenue above $500M
Fortune 500+
10
What aspects are key indicators of a modern SaaS company?
500 employees or more
Cloud Native
Established between 2008-Current
Emphasis on NRR (net retention rate) and renewals
11
What is a typical quota for an SMB seller?
$500-800k
$300-500k
$1-1.2M
30 dials per day
12
What is the minimum valuation to be considered a Tech Unicorn?
$1M +
500 employees
Been in business for at least 5 years
$1B+
13
What does SaaS stand for?
Software as a service
Selling an app somewhere
Servicing an app software
Software as a support
14
A CSM may handle everything from onboarding to upsell/cross-selling and renewals.
False
True
15
Which position is considered a post sales role?
Sales Development Rep
Sales Engineer
Customer Success Manager
Account Executive
16
Planhat is a Customer Support platform?
True
False
17
An AE with a quota of $800K will most likely have an OTE of $160-200K.
True
False
18
ARR & ACV are interchangable acronyms
False
True
19
What is TAM short for?
Total Addressable Marketing
Tips About Marketing
Total Addressable Market
Traffic Around Marketing
20
What is a VC?
Venue Certificate
Venture Cash
Vertical Clicks
Venture Capitalist
21
What does "cloud native" refer to?
Modern software applications that were born in the cloud
Software that was built on servers and requires install
When a company acquires a cloud-based software
An upgraded software that was built in 1980 that is now accessible via web
22
What does "OTE" stand for?
Open to Exit
On Target Expectations
On Target Earnings
Overall Total Expectations
23
An AE makes on average 20-25% of their quota in OTE.
True
False
24
What is the ACV on a 3 year deal that's $75M?
$75M
$225M
$1 Bob
$25M
25
What are some key indicatiors that can help identify if a candidate might be selling a complex product?
If they sell into IT and there's coding and API integrations
Research Crunchbase, G2 and the product website.
If they bring in a pre-sales engineer
Implementation requires IT to be involved
26
What does "rocketship" refer to?
A company that's out of this world
A hyper growth start up that's working toward a successful exit
A company valued at over $1B
Elon Musk
27
A candidate's OTE and what they take home annually are always the same dollar amount regardless of quota attainment.
True
False
28
A CSM's responsibilities are always the same from one company to the next
True
False
29
What are some of the core responsibilities of an AE?
Closing Deals
Hunting Net New Logos
Customer Service
Prospecting
30
What is the defintion of SaaS based company?
Any software that was developed after 2000.
A software that requires an install on a company's server.
A software that is billed once for the life of the software package.
Software platform where the licence is subscription based via the internet.
31
How do you calculate ACV (annual contract value)?
Annual Contract Value= math is hard
Annual Contact Value= total years in contract ➗ 12
Annual Contract Value= average deal size ➗ quota
Annual Contract Value= total contract value ➗ total years in contract
32
What is an IC?
Individual Contributor
Independent Contributor
Independent Contractor
Ice Cube
33
Select the earliest level of funding below...
Series A
IPO
Bootstrap
Seed
34
What is the most accurate quota range for an ENT AE?
$1-1.2M
$4.5M+
$300-500K
$600-$800K
35
What are Restricted Stock Units?
A restriction on how many notepads you can take from the stock room
Shares given to an employee that have a vesting period
Money you invest in your 401k
Shares of a company that an employee buys at a discount
36
What are potential title(s) for a first line sales leader?
Manager, Account Manager
Account Executive, Director
SDR Manager
Sales Manager
37
Mid-Market AE's typically...
carry a $600-800k quota
sell into Fortune 50 companies
work with multiple decision makers
sell into mom and pop shops
38
If a candidate is carrying a quota of $3m+ with an AE title what might that imply?
They may be leading a team and the joint quota is $3M
They may be leading a team of sellers and also carry their own quota
They are in an expansion or AM role
They are selling into Enterprise and have a large ARR
39
Identify strategies for growth in a series D or E company...
Go through an initial public offereing
Raise another funding round
Close the doors and throw away the key
Exit via merger or acquisition
40
What does "GTM" stand for?
Go-To-Market
Gross-Total-Money
Goods-To-Market
Gas-Too-Much
41
MarTech is a solution that supports Marketers.
False
True
42
Monday.com only sells into SMB and MM.
False
True
43
TVC is the $ amount a client commits to over a duration of multiple years...
True
False
44
What is the difference between Customer Support & Customer Success?
One is successful, the other is not
There is no difference
Customer success is reacting to ticket issues
Customer support is reactive, while cust success is proactive and strategic
45
In which order does a potential prospect flow through a sales process?
AE, Marketing Manager, Implementation, CSM, AM
SDR, AE, Sales Engineer, Implementation, CSM, AM
BDR, SDR, Sales Engineer, AE, AM, CSM, Customer Support
BDR, AM, CSM, AE, Marketing, Implementation
46
Choose the most likely segment that involves navigating legal, IT and procurement...
SMB
Enterprise
Corporate
MidMarket
47
Which of the following are post sales position(s)?
Implementation Specialist
Onboarding Specialist
CSM
BDR
