BC Startup Sales Podcast – Using SaaS Discounts To Drive Sales with Bob Lempke (Chartio)

BC Startup Sales Podcast – Using SaaS Discounts To Drive Sales with Bob Lempke (Chartio)

April 9, 2020

saas discountsBob Lempke from Chartio joined us in the Bowery Capital studio this week to discuss “Using SaaS Discounts To Drive Sales.” Every founder or startup salesperson in software has faced it at some point: the need to give a little on pricing to win a deal. Discounts have become such a fundamental concept in SaaS sales that some founders advocate a built-in buffer to account for inevitable wiggle room on price point. That said, while SaaS discounts can help you win deals (or retain / upsell them) in the moment, the practice can also be a slippery slope. Too much rate pliancy can not only hurt your P&L, but also cause obstacles in the long run by devaluing your product in the market or providing a crutch for otherwise ineffective salespeople. In our session today, Bob and I will discuss how sales leaders should always consider SaaS discounting a weapon in their arsenal, but use it only for the right reasons (and nearly always as a quid pro quo).

Our guest today, Bob Lempke, is the head of sales at Chartio. Chartio is a business intelligence and visualization platform that makes powerful analysis easy and fast for everyone across your organization. Bob joined to lead up the Company’s sales efforts quite recently, but prior to that held many senior sales roles across a who’s who of enterprise BI & analytics companies. Most recently, he served as VP of Commercial Sales at Birst, having previously worked at QlikTech, Oracle, SalesForce, Hyland, Cognos, JDA Software (i2 / Rightworks), and CA.

Bob has seen software / SaaS discounts and related pricing techniques put to work at nearly every one of his roles across 15 years of software sales experience, and is now implementing his own strategy at Chartio. So he’s the perfect resource to walk us through the concept. So whether you’re a founder mulling over pricing strategy or an AE stuck on a problem deal, our episode on SaaS discounts today should point you in the right direction.

If you liked “Using SaaS Discounts To Drive Sales” and want to read more content from the Bowery Capital Team, check out other relevant posts from the Bowery Capital Blog. If you haven’t already, head over to iTunes and subscribe to the podcast to get all our new content each week!

Have 2 minutes? Help improve the Bowery Capital Startup Sales Podcast by taking this quick survey!

Related Blogs

Buyerside Chat with Ian Andrews (Chainalysis CMO)

Ian Andrews, CMO of Chainalysis, joins to share his experience as a buyer from organizations like Chainalysis, Pivotal, Teradata, and Opsware. Topics include:

1) What separates a good email from one that gets instantly deleted?

2) How to do effective research on your prospect before reaching out.

3) What should you know about the company before your first conversation?

4) Why coming into a meeting with a hypothesis is better than a blank page.

Follow the Bowery Capital Startup Sales Podcast for more like this.

May 25, 2022 Read More

Buyerside Chat with Reba Cox (MongoDB)

Reba Cox joins the Bowery Capital Startup Sales Podcast to share her experience as a buyer from organizations like MongoDB, Philips, and ESAB. Topics include 1) what procurement actually does behind the scenes 2) negotiating price vs value with procurement 3) why procurement will never be your champion and strategies to keep them from becoming a blocker.

May 5, 2022 Read More

Buyerside Chat with Jonathan Cochrane(SaaSOptics)

Jonathan Cochrane (VP Operations, SaaSOptics) joins the Bowery Capital Startup Sales Podcast to discuss 1) how being able to adapt your demo on the fly leads to sales 2) why trying to show all your product features is like a terrible first date and 3) what he looks for when teams present vendors to him for budget approval.

April 6, 2022 Read More