The Ledger
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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 …”
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…”
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.”
Lang: Rushing SMB onboarding actually lowers successful go-live rates
“Meaning sometimes, you know, you think that, oh, like more momentum is a good thing and let's, you know, onboard you really quick. Let's go live next week. But actually the success rate drops quite a bit when you push that hard for it because you know, you wan…”
Lang: Mangomint incentivizes sales reps to keep initial deal sizes smaller
“We don't actually want you to buy payroll on day one. Like we will actively discourage you. We incentivize our sales reps to keep the deal sizes lower at the time it closes because the chance of success is that much higher. And we know that, hey, once they are…”
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.”
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.”
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.”
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.”
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.”
Lang: Mangomint's CEO has not joined a sales call in 1,500 deals
“I haven't been talked to any sales prospect of the last, let's say, 1500 customers that we onboarded.”
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.”
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.”
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.”
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.”
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,…”
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 …”
Mooney: Mangomint eliminates support tickets and responds within minutes
“We don't do tickets. It's minutes that we respond to them.”
Lemkin: Mangomint approaches $20M ARR growing 100% YoY with 110% NRR
“They're coming up on twenty million growing a hundred percent year over year with a 110% NRR.”
Lang: Mangomint is approaching $1B in annual payment processing
“We're coming up on like processing almost a billion dollars in transactions annually”
Lang: Mangomint offers mid-month refunds with no questions asked
“We don't have contracts, so anybody can leave anytime they want. And we even like refund them like mid month, no questions asked. So we intentionally want to make it easy to leave Mangamin because that way we know that the customers that use us and pay us, the…”
Lang: Vertical SMB SaaS expansion relies entirely on cross-selling new products
“When you think about NRR with most enterprise software, a lot of it comes from seat expansion where you just get more folks to use your tool. We don't have that, right? Like there's none of that going on. So the expansion can only come from selling them new pr…”
Mooney: Mangomint Reps Close 20 Logos Monthly with 7x ARR-to-OTE
“My team poses 20 logos a month. When we roll in our payment processing, this is very SMB doing Up, up to the, like, seven acts, you know, ARR to OT ratio.”
Mooney: Momentum Saves Mangomint AEs 16 Hours Every Month
“Started with our onboarding team, worked backwards to AE, soon BDR and what I noticed is I could quantify that we were going to save 15 minutes per deal. For our AEs, that's 16 hours a month. They, they're 20 wins is their quota.”
Mooney: All employee and executive calendars are public at Mangomint
“Well, in my organization, all calendars are public. Even mine. Two ICs, they can see if I'm free or if I'm busy. And if I'm free, I will respond to them.”
Mooney: Mangomint AI Copilot Layer Saves Reps 16 Hours Monthly
“And finally, my favorite, because this is where I've been able to give my reps 16 hours a month back, the co-pilot layer.”
Lemkin: Mangomint reached $20M ARR on 100% inbound sales
“Today, the brand's big enough that at twenty million, the model's a hundred percent inbound.”
Mooney: Mangomint Was 100% Inbound Before Launching Remote Outbound
“Other than that, we have been a hundred percent inbound up until this year. So end of last year, we rolled out an outbound. Our outbound now does look like calling. So they're not actually physically showing up. I'm sure many of them would. And sometimes peopl…”
Mooney: Mangomint acquired its first customers via in-person field sales
“So we got our first couple hundred customers that way.”
Mooney: 90% of Mangomint's new customers migrate from competitors
“90% of our customers coming over are moving from another software, another competitor.”
Lemkin: Mangomint has double-digit millions in ARR and 100%+ growth
“Manglements at double digit millions, growing triple digits. Growing over a hundred percent at double digit millions.”
Lang: Mangomint employs one onboarding manager for every two sales reps
“We have about one onboarding manager for every two sales reps.”
Mooney: Mangomint automates customer onboarding logo formatting with AI
“One of the things we rolled out this year during a hackathon Was our engineering team again, using quad code among other things was able to take that process, which currently when a customer would upload a logo and it was like the wrong format, it was like hor…”