SaasRise Enterprise Mastermind Call Recap Nov 18, 2025

Based on the Enterprise SaaS CEO Mastermind meeting, six main topics were discussed:

You can join the weekly call on Tuesdays at 10am PT on Zoom.

Topic 1: VP Bonus Plan Design

• Challenges: Designing bonus structure for two VPs (Product and Operations) making $165K base salary, balancing company-wide metrics (ARR growth and profitability), concern about factors beyond their control affecting bonuses, risk of demotivation if targets aren't met
• Advice: Consider new MRR vs net new MRR to avoid churn impact beyond their control, communicate whether bonus plan is annual or one-time, model realistic scenarios, consider asking VPs what KPIs they want to be measured on, ensure targets are achievable based on historical data
  

Topic 2: Lead Prospecting Platform Subscriptions

• Challenges: Choosing between ZoomInfo and Apollo for lead generation
• Advice: Apollo recommended over ZoomInfo (cheaper, monthly subscriptions vs annual lock-in), data broker suggestion for $600/100K verified leads vs $10K+ on ZoomInfo, additional tools mentioned: ListKit and LinkedIn Sales Navigator
  

Topic 3: Business Pivot Strategy

• Challenges: Moving from insights/market research platform to AI-enabled intervention tools, preserving existing $2.8M ARR while launching new product, different pricing model ($9.99/month vs $25K+ ACV), managing existing client relationships during transition
• Advice: Frame as second product launch rather than pivot to maintain existing revenue, use different branding/swim lanes, consider as upsell opportunity for current clients, explore self-service model with transactional pricing
  

Topic 4: Enterprise Sales Rep Compensation Structure

• Challenges: Structuring comp for hybrid SaaS/services sales role with $50K-$500K ACV range, balancing realistic quotas vs candidate expectations from larger companies, finding right base salary for channel-focused IBM reseller role
• Advice: Target $120K-$140K base for channel sales vs $150K-$160K for complex analytical roles, use 20% of new ARR rule (10% base + 10% bonus), pay 3-4% commission on services revenue, set realistic first-year quota around $1.5M, no commission caps to incentivize overperformance
  

Topic 5: Sales Talent Market Conditions

• Challenges: Understanding current hiring landscape for sales professionals, mixed signals on talent availability and quality
• Advice: Market showing better candidate quality after initial recruiter calibration period (90+ days), good talent still retained by successful companies, in-person networking at trade shows proving effective for lead generation
  

Topic 6: Operational Monitoring & Process Management

• Challenges: Preventing operational surprises, managing client communications, ensuring task completion across 80-person team, maintaining visibility into business operations
• Advice: Implement help desk systems for email tracking, use project management tools (ClickUp, Asana), combine with KPI-driven bonuses and equity incentives, consider workflow automation tools for larger teams (25+ people)
  

Topic 7: Phantom Equity Implementation

• Challenges: Alternative to traditional stock options for non-venture-backed companies
• Advice: Simple structure paying percentage of sale proceeds, easier setup than ESOPs, treated as regular income rather than capital gains

Here are the tools recommended during today's call:

Lead Prospecting & Data:

• Apollo (preferred over ZoomInfo - cheaper with monthly subscriptions)
• Data broker for verified leads ($600 for 100K leads vs $10K+ on ZoomInfo)
• ListKit
• LinkedIn Sales Navigator
  

Project Management & Operations:

• ClickUp (project management tool)
• Asana (project management)
• JIRA (mentioned for SDLC and project management)
  

Workflow & Process Management:

• HighGear.com (workflow automation for teams 25+)
• Appian (low-code process solution)
• Help desk systems for email tracking and customer service
  

Recruiting:

• Betts Recruiting (mentioned as a sales recruiting firm)
  

Additional Resources:

• "The Process of Improvement" book (free resource for operational leaders)
• Various competitors to HiGear for workflow management
  

Based on today's call, here are the standout pieces of advice:

• Best Strategic Advice: Frame business changes as "second product launch" rather than "pivot" - This preserves existing $2.8M ARR while enabling new product development, maintaining client confidence and revenue stability
• Best Compensation Insight: Use the "20% of new ARR rule" for sales comp (10% base + 10% bonus) - Simple, scalable framework that aligns incentives with company growth
• Best Operational Wisdom: Ask VPs what KPIs they want to be measured on - Gets buy-in and ownership rather than imposing metrics, leading to better performance and accountability
• Best Cost-Saving Tip: Use data brokers for lead generation ($600 for 100K verified leads) instead of expensive platforms like ZoomInfo ($10K+) - Massive cost savings with similar data quality
• Best Risk Management: Focus on new MRR vs net new MRR for bonuses - Removes churn factors beyond employees' control, making compensation plans fairer and more motivating