Disclosure
Mooney: Mangomint shuns Salesforce opportunities for account-level custom workflows
“You know, we could go into many paths here, but to the point where in Salesforce, I don't even use opportunities. I said that to a RevOps leader last night, and he just about keeled over. But you know, I realized for an organization like mine, our sales cycle …”
Insight
Mooney: In vertical SaaS, product, sales, and support must replace customer success
“So the like simple framework here is that the product owns success. So this means that It should be so aligned and so good with your verticals needs that it doesn't need translation and it doesn't need somebody to come back in and say, Hey, we noticed you're n…”
Disclosure
Mooney: Mangomint eliminated its customer success team over three years ago
“It's never going to solve your problem to just plug in this new team and think that they can smooth out whatever that is. So I'm all about killing off the CS team. I'm happy to share how we did that. It's been over three years now and it's worked quite well.”
Assertion Not checkable as stated
Mooney: Mangomint is approaching a 7.2x ARR-to-OTE ratio
“But today I'm going to show you how I built a remote revenue organization with such rigor that we're creeping up on a 7.2 X ARR to OTE, which is unheard of in the very SMB market.”
Insight
Mooney: Sales reps will not check dashboards unless data is pushed to them
“Reps don't need to go into dashboards. I cannot repeat that enough. They will not go and find out what their win rate is. You need to push it to them.”
Insight
Mooney: Vertical SaaS Sales Teams Must Prioritize Industry Over SaaS Experience
“In this deep of vertical SaaS, you've got to have a mix. Of that prior experience, that industry experience over SaaS experience, you can't over index on the SaaS side only”
Assertion Not checkable as stated
Mooney: Mangomint's top two performing AEs have zero prior SaaS experience
“Among the AE team, Our top two performers have no prior SaaS experience.”
Insight
Mooney: Vertical SaaS companies should make onboarding completely free
“A lot of this, in my opinion, if it's like mission critical to do business with you, just make it free.”
Insight
Mooney: Every vertical SaaS company needs a product trial or demo mode
“I will argue that every vertical SaaS needs a trial. Even if it's like a pop up one page full data filled in, there's not too much they can do. See where they go, see where they click, get them in some sort of demo mode to where your sales team then deploys an…”
Insight
Mooney: Vertical SaaS prospects rarely discover product value without sales intervention
“Don't wait for them to discover that value because it probably won't happen and you probably have a leaky bucket.”
Disclosure
Mooney: Mangomint avoids long-term contracts and allows cancellation anytime
“We've never had them since the very beginning. We let customers cancel at any time.”
Insight
Mooney: Vertical SaaS wins by eliminating customer choice
“Vertical SaaS wins by eliminating choice.”
Insight
Mooney: SaaS teams should segment by sub-vertical rather than company size
“I believe you can have both high velocity and high value sales. And the way you do this is you have to stop segmenting by company size. And this is where segmenting by sub vertical becomes even more important.”
Insight
Mooney: Customer success teams cannot fix product gaps
“CS cannot come in and fix product gaps. That will not happen.”
Insight
Mooney: AI will expose what organizations do well and poorly
“The reality is AI is here to expose you, and it's going to show your entire organization What you're good at, and what you're absolutely terrible at.”
Insight
Mooney: Operational Rigor Comes From Subtraction, Not Adding Tools
“The path to rigor, as I like to call it, is always going to come from subtraction.”
Assertion Not checkable as stated
Mooney: Mangomint Increased Sales Win Rates 7% in Two Quarters
“We have increased across our team our win rate, Seven percent in two quarters just by creating complete clarity around how to access the things that you actually need to be disciplined within the organization.”
Insight
Mooney: Remote companies fail from poor decision communication, not unproductivity
“Remote companies don't die because people aren't working. They die because the decisions and the changes aren't communicated clearly, and your team does not like that feeling.”
Assertion Not checkable as stated
Mooney: Mangomint AEs run eight demos and close one to two deals daily
“Our AEs are doing eight demos a day. They close a deal to two deals a day.”
Assertion Not checkable as stated
Mooney: Mangomint AEs hit 20-deal quota working 30 hours a week
“I know to close 20 deals at my organization, it takes roughly four hours per deal max. And these people, 30 hours a week, they can get into their quota.”
Insight
Mooney: Salon Owners Answer Cold Calls Because Clients Call Direct
“I am finding Susie of Susie's hair salon cell phone number. And yes, she's picking up because for the most part, she's also used to getting her clients calling her like, Hey, I got to get in for a haircut. I forgot to book last time. So yeah, they're definitel…”
Disclosure
Mooney: Mangomint does not sell to solo salon operators
“Our SMB would be solo providers. So this is someone who rents a booth and runs their own business, the solopreneur. We do not sell to them. So for us, mid-market looks like a mom and pop shop. That has five or more staff members, and this is going to be up to,…”
Insight
Mooney: Specialized sales reps can close large and small vertical deals equally fast
“So a med spa that could do 10 x the volume as a hair salon, In, in terms of their own processings, a med spa that does three million a year, a hair salon that does 400,000 a year, those can close at the same time if you train your sales team to be specialists …”
Insight
Mooney: Being 'not for everyone' is the biggest advantage in vertical SaaS
“Being not for everyone is going to be your biggest advantage in vertical SaaS.”
