Best Practices

Mainsail has developed a set of best practices centered around our
Centers of Excellence: Talent, Sales, Marketing, Product & Engineering, Customer Success, and Finance.

The Top Go-to-Market Channels to Grow Your SaaS Business
Marketing, Best Practices

The Top Go-to-Market Channels to Grow Your SaaS Business

// Michael McEuen

As a bootstrapped founder, you’re always thinking about improving your product and growing your company. In this webinar, we break down the five primary GTM distribution channel strategies and present the pros/cons of each.

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Best Practices
The Ultimate Competitor Takeaway Playbook

The Ultimate Competitor Takeaway Playbook

Jul 31, 2024 // Brian Russell

Best Practices
20 Questions Every CEO Should Ask While Building a SaaS Company

20 Questions Every CEO Should Ask While Building a SaaS Company

Jul 17, 2024 // Vinay Kashyap

Product & Engineering, Best Practices
2024’s Hot Topics in B2B SaaS Product Management and Engineering

2024’s Hot Topics in B2B SaaS Product Management and Engineering

May 22, 2024 // Shannon Bauman

Best Practices
Recent Mainsail Partners Events & Summits

Recent Mainsail Partners Events & Summits

May 14, 2024 // Mainsail Partners

Marketing, Best Practices
The 7 Steps to Nail Your Customer Event

The 7 Steps to Nail Your Customer Event

Mar 6, 2024 // Michael McEuen

Best Practices
Five Key Takeaways for Your Embedded Payments Solution

Five Key Takeaways for Your Embedded Payments Solution

Feb 27, 2024 // Megan Heinz

Sales, Best Practices
The Four Pillars of Outbound Sales Success

The Four Pillars of Outbound Sales Success

Feb 20, 2024 // Michael McEuen

Customer Success, Best Practices
Why and How a Customer Experience Leader Should Implement a Customer Segmentation Strategy

Why and How a Customer Experience Leader Should Implement a Customer Segmentation Strategy

Feb 5, 2024 // Jess Bicknell

Best Practices
Our Answers to Frequent Questions for Building a Pricing Strategy

Our Answers to Frequent Questions for Building a Pricing Strategy

Dec 4, 2023 // Brian Russell

Product & Engineering, Best Practices
Launching a Product Function – Hiring the Right Head of Product Management

Launching a Product Function – Hiring the Right Head of Product Management

Sep 27, 2023 // Shannon Bauman

Product & Engineering, Best Practices
When Vertical SaaS Meets Fintech: How and Why to Integrate

When Vertical SaaS Meets Fintech: How and Why to Integrate

Aug 7, 2023 // Megan Heinz

Product & Engineering, Best Practices
Evaluating Your Pricing Model

Evaluating Your Pricing Model

Jul 6, 2023 // Brian Russell

Talent, Best Practices
Don’t Give Up on DEI — Why it Still Matters and How to Enact it Effectively

Don’t Give Up on DEI — Why it Still Matters and How to Enact it Effectively

Jun 16, 2023 // Mainsail Partners

Best Practices
Mainsail Partners Events & Summits

Mainsail Partners Events & Summits

May 26, 2023 // Mainsail Partners

Best Practices
Mainsail’s 12th Annual Bootstrapped Survey

Mainsail’s 12th Annual Bootstrapped Survey

Apr 20, 2023 // Mainsail Partners

Customer Success, Best Practices
Webinar – Customer Health Scores: Why They Matter and How to Build Them

Webinar – Customer Health Scores: Why They Matter and How to Build Them

Apr 14, 2023 // Phil Stern

Sales, Marketing, Best Practices
Webinar: Six Lessons Learned Scaling High-Growth Software

Webinar: Six Lessons Learned Scaling High-Growth Software

Mar 10, 2023 // Matt Buckley

Sales, Marketing, Best Practices
Webinar Recap: How to Nail your 2023 Sales & Marketing Planning

Webinar Recap: How to Nail your 2023 Sales & Marketing Planning

Dec 14, 2022 // Michael McEuen

Sales, Marketing, Best Practices
How Alignment Between Sales & Marketing Can Lead to Growth

How Alignment Between Sales & Marketing Can Lead to Growth

Nov 29, 2022 // Michael McEuen

Sales, Best Practices
Webinar: Sales Team Strategies to Help Drive Customer Growth

Webinar: Sales Team Strategies to Help Drive Customer Growth

Nov 4, 2022 // Phil Stern

Sales, Best Practices
Webinar: How to Build Sales Methodology that Supports Company Growth

Webinar: How to Build Sales Methodology that Supports Company Growth

Jun 23, 2022 // Phil Stern

Sales, Best Practices
Webinar: Understanding and Optimizing Embedded Payments

Webinar: Understanding and Optimizing Embedded Payments

Jun 7, 2022 // Megan Heinz

Best Practices
Mainsail Partners 2022 CEO Summit Recap

Mainsail Partners 2022 CEO Summit Recap

May 26, 2022 // Mainsail Partners

Sales, Best Practices
Balancing the Art and Science of Sales Forecasting

Balancing the Art and Science of Sales Forecasting

Apr 28, 2022 // Megan Heinz

Sales, Best Practices
Revenue Operations from a CRO’s Perspective

Revenue Operations from a CRO’s Perspective

Mar 10, 2022 // Megan Heinz

Talent, Best Practices
Incorporating Diversity and Inclusion in the Workplace

Incorporating Diversity and Inclusion in the Workplace

Feb 24, 2022 // Mainsail Partners

Sales, Best Practices
SaaS Customer Acquisition Funnel: Customer Friction Points and How to Solve Them

SaaS Customer Acquisition Funnel: Customer Friction Points and How to Solve Them

Dec 6, 2021 // Megan Heinz

Sales, Best Practices
Getting Started with RevOps Part 5: Churn Analysis

Getting Started with RevOps Part 5: Churn Analysis

Nov 11, 2021 // Megan Heinz

Sales, Best Practices
Webinar: How to Make Your Sales Organization More Efficient 

Webinar: How to Make Your Sales Organization More Efficient 

Nov 2, 2021 // Phil Stern

Sales, Best Practices
To Optimize your Sales & Marketing Funnel, Consider Deploying the PEACE Model

To Optimize your Sales & Marketing Funnel, Consider Deploying the PEACE Model

Oct 6, 2021 // Phil Stern

Sales, Best Practices
Getting Started with RevOps Part 4: Understanding Revenue

Getting Started with RevOps Part 4: Understanding Revenue

Sep 16, 2021 // Megan Heinz

Sales, Best Practices
Getting Started in RevOps Part 3: System Design

Getting Started in RevOps Part 3: System Design

Aug 18, 2021 // Matt Solomon

Sales, Best Practices
Getting Started in RevOps Part 2: Internal Process Evaluation

Getting Started in RevOps Part 2: Internal Process Evaluation

Aug 2, 2021 // Matt Solomon

Finance, Best Practices
Is Now the Right Time for Integrated Payments for Your Software Business?

Is Now the Right Time for Integrated Payments for Your Software Business?

Jul 12, 2021 // Megan Heinz

Sales, Marketing, Best Practices
How to Reduce Risks in Your Investments in Sales and Marketing in 2021

How to Reduce Risks in Your Investments in Sales and Marketing in 2021

Jun 10, 2021 // Phil Stern

Customer Success, Best Practices
Powering Growth with Customer Health Scores Part 1

Powering Growth with Customer Health Scores Part 1

Jun 3, 2021 // John Mathew

Customer Success, Best Practices
Powering Growth with Customer Health Scores Part 2

Powering Growth with Customer Health Scores Part 2

Jun 3, 2021 // Matt Solomon

Customer Success, Best Practices
Powering Growth with Customer Health Scores Part 3

Powering Growth with Customer Health Scores Part 3

Jun 3, 2021 // Megan Heinz

Sales, Best Practices
To Get Started in RevOps, Map Out your Customer Journey

To Get Started in RevOps, Map Out your Customer Journey

May 6, 2021 // Megan Heinz

Talent, Best Practices
Best Practices for Diversity Recruiting

Best Practices for Diversity Recruiting

Apr 28, 2021 // Emily Azevedo

Marketing, Best Practices
Optimizing your Content Marketing Strategy to Boost Sales

Optimizing your Content Marketing Strategy to Boost Sales

Apr 28, 2021 // Matt Buckley

Sales, Best Practices
How to Improve Bookings Per Rep and Why This Metric Matters

How to Improve Bookings Per Rep and Why This Metric Matters

Apr 21, 2021 // Phil Stern

Sales, Best Practices
How to Build and Optimize your Outbound SDR Team in 2021

How to Build and Optimize your Outbound SDR Team in 2021

Mar 31, 2021 // Phil Stern

Sales
How to Improve Sales Effectiveness and Efficiency

How to Improve Sales Effectiveness and Efficiency

Feb 17, 2021 // Phil Stern

Best Practices
A 3-Step Process to Defining your Company’s Vision

A 3-Step Process to Defining your Company’s Vision

Jan 18, 2021 // Jeff Gardner

Best Practices
Vision Building Part 2: Core Values

Vision Building Part 2: Core Values

Jan 18, 2021 // Jeff Gardner

Best Practices
Vision Building Part 3: Mission

Vision Building Part 3: Mission

Jan 18, 2021 // Jeff Gardner

Sales, Best Practices
How to Design Strong Sales Compensation Plans

How to Design Strong Sales Compensation Plans

Jan 5, 2021 // Mainsail Partners

Product & Engineering, Best Practices
How to Screen and Hire Developers Remotely

How to Screen and Hire Developers Remotely

Dec 18, 2020 // Mainsail Partners

Product & Engineering
Webinar: Aligning Product Roadmapping with Company Goal-Setting

Webinar: Aligning Product Roadmapping with Company Goal-Setting

Oct 12, 2020 // Mainsail Partners

Sales, Marketing
How to calculate annual market vend – a better way for recurring revenue companies to think about TAM

How to calculate annual market vend – a better way for recurring revenue companies to think about TAM

Sep 8, 2020 // Kate Hopkins

Sales
Five Metrics to Measure the Impact of your Sales Enablement Program

Five Metrics to Measure the Impact of your Sales Enablement Program

Aug 17, 2020 // Phil Stern

Product & Engineering
Help Your Engineers Accomplish More By Getting Them ‘In The Zone’

Help Your Engineers Accomplish More By Getting Them ‘In The Zone’

Aug 4, 2020 // Bill Simpson

Sales
Getting Started in Sales Enablement

Getting Started in Sales Enablement

Jul 24, 2020 // Phil Stern

Sales
How-and Why-You Should Build a Sales Farm Team

How-and Why-You Should Build a Sales Farm Team

Jul 22, 2020 // Phil Stern

Sales
How to Engage your Top Performers—So You Don’t Lose Them

How to Engage your Top Performers—So You Don’t Lose Them

Jul 16, 2020 // Phil Stern

Talent, Sales
10 Tactics for Hiring Great Sales Reps

10 Tactics for Hiring Great Sales Reps

Jul 16, 2020 // Phil Stern

Sales
How Recurring Productivity Audits Can Improve Your Team’s Output

How Recurring Productivity Audits Can Improve Your Team’s Output

Jul 13, 2020 // Phil Stern

Sales
Leading Sales and Driving Results with a People-Centric Strategy

Leading Sales and Driving Results with a People-Centric Strategy

Jul 7, 2020 // Phil Stern

Finance
Building a Framework for B2B Monetization in the New Economy

Building a Framework for B2B Monetization in the New Economy

May 27, 2020 // Mainsail Partners

Sales
Sales Strategies That Can Help You Manage a Stalled Pipeline

Sales Strategies That Can Help You Manage a Stalled Pipeline

May 21, 2020 // Phil Stern

Talent
Office Life has Changed —Here’s How to Address Wellness in the New Normal

Office Life has Changed —Here’s How to Address Wellness in the New Normal

May 11, 2020 // Rebecca Glatt

Talent
To Keep your Go-Forward Team Engaged, Focus on Culture

To Keep your Go-Forward Team Engaged, Focus on Culture

Apr 17, 2020 // Mainsail Talent Team

Sales, Customer Success
Answer These Four Questions to Establish your Crisis Customer Retention Strategy

Answer These Four Questions to Establish your Crisis Customer Retention Strategy

Apr 13, 2020 // Kate Hopkins

Sales
Measuring the new normal: Seven funnel metrics to track now

Measuring the new normal: Seven funnel metrics to track now

Apr 10, 2020 // Phil Stern

Product & Engineering
How to use Product Metrics to Predict and Prevent Churn

How to use Product Metrics to Predict and Prevent Churn

Apr 1, 2020 // Kate Hopkins

Marketing
Reassess your Marketing Strategy to Navigate Market Volatility

Reassess your Marketing Strategy to Navigate Market Volatility

Mar 27, 2020 // Matt Buckley

Sales, Customer Success
Focus on customer-centricity to manage through times of uncertainty

Focus on customer-centricity to manage through times of uncertainty

Mar 19, 2020 // Phil Stern

Talent
How to lead effectively with a newly remote team

How to lead effectively with a newly remote team

Mar 18, 2020 // Phil Stern

Finance
Pricing tactics to try in times of economic uncertainty

Pricing tactics to try in times of economic uncertainty

Mar 18, 2020 // Kate Hopkins

Sales
How to Keep Momentum in Sales When Your Team Can’t Travel

How to Keep Momentum in Sales When Your Team Can’t Travel

Mar 16, 2020 // Jason Thorn

Best Practices
Six Actionable Ideas for Becoming a More Effective Leader

Six Actionable Ideas for Becoming a More Effective Leader

Jan 29, 2020 // Jason Thorn

Product & Engineering
2020 Will Be a Transformational Year in Payments Technology

2020 Will Be a Transformational Year in Payments Technology

Jan 21, 2020 // Vinay Kashyap

Product & Engineering
3 Tips for Better Product Reporting

3 Tips for Better Product Reporting

Dec 18, 2019 // John Mathew

Product & Engineering
3 Habits to Break for Better Product Roadmapping

3 Habits to Break for Better Product Roadmapping

Nov 6, 2019 // Kate Hopkins

Product & Engineering
A Bootstrapped CEO’s Guide to Product Management

A Bootstrapped CEO’s Guide to Product Management

Oct 31, 2019 // Kate Hopkins

Product & Engineering
How to Spot a Partial Product Manager

How to Spot a Partial Product Manager

Oct 7, 2019 // Kate Hopkins

Talent, Sales
Why Sales Operations May Be the Most Important Hire You Haven’t Made

Why Sales Operations May Be the Most Important Hire You Haven’t Made

Sep 3, 2019 // Mainsail Partners

Best Practices
Q&A with Mark Tipton, CEO of Aspire Software

Q&A with Mark Tipton, CEO of Aspire Software

Aug 23, 2019 // Mainsail Partners

Sales
5 Keys to Launching a Successful BDR Program

5 Keys to Launching a Successful BDR Program

Aug 14, 2019 // Chris Cassidy

Product & Engineering
Takeaways from Mind the Product

Takeaways from Mind the Product

Jul 31, 2019 // John Mathew

Product & Engineering, Finance
3 Strategies That Can Help Grow Recurring Revenue Through Pricing

3 Strategies That Can Help Grow Recurring Revenue Through Pricing

Jun 24, 2019 // John Mathew

Talent
Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity

Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity

Jun 21, 2019 // Emily Azevedo

Marketing
Don’t Let Marketing Be Your Weakest Link

Don’t Let Marketing Be Your Weakest Link

Jun 6, 2019 // Matt Buckley

Talent
Is Your HR as Proactive as it Could be? Our Top Takeaways from SHRM 2019

Is Your HR as Proactive as it Could be? Our Top Takeaways from SHRM 2019

May 20, 2019 // Rebecca Glatt

Talent
Six Tactics for Nurturing Company Culture

Six Tactics for Nurturing Company Culture

May 15, 2019 // Mainsail Partners

Customer Success
Customer Success is Taking Off – Are you Keeping Up?

Customer Success is Taking Off – Are you Keeping Up?

Mar 27, 2019 // Taylor McKinley

Sales
Tips for Launching an Innovative Sales Organization

Tips for Launching an Innovative Sales Organization

Feb 25, 2019 // Matt Buckley

Sales, Marketing
Mainsail’s Top Takeaways from SaaStr 2019

Mainsail’s Top Takeaways from SaaStr 2019

Feb 20, 2019 // Matt Buckley

Product & Engineering
Less is More: How to Make Funding Go Further with Market Focus

Less is More: How to Make Funding Go Further with Market Focus

Feb 19, 2019 // Kate Hopkins

Finance
Merge Well – How to Integrate an Acquisition

Merge Well – How to Integrate an Acquisition

Nov 6, 2018 // Jason Frankel

Finance
Money2020 Payments Takeaways & Trends

Money2020 Payments Takeaways & Trends

Nov 5, 2018 // Anthony Hayes

Product & Engineering
7 Reasons to Try User Story Mapping

7 Reasons to Try User Story Mapping

Nov 5, 2018 // Kate Hopkins

Marketing
Set Marketing Goals for 2019

Set Marketing Goals for 2019

Oct 19, 2018 // Matt Buckley

Product & Engineering
Mainsail Product Workshop 2018

Mainsail Product Workshop 2018

Oct 4, 2018 // Kate Hopkins

Talent
HR Out Front – Taking the Lead in Times of Growth

HR Out Front – Taking the Lead in Times of Growth

Sep 24, 2018 // Emily Azevedo

Product & Engineering, Finance
Eddie Hartman Presents – How to Think About Pricing Your Product

Eddie Hartman Presents – How to Think About Pricing Your Product

Aug 2, 2018 // Mainsail Partners Executive Summit

Product & Engineering
Amanda Richardson Presents – Five Common Product Mistakes and How to Avoid Them

Amanda Richardson Presents – Five Common Product Mistakes and How to Avoid Them

Jul 12, 2018 // Taylor McKinley

Best Practices
Podcast with Vinay Kashyap

Podcast with Vinay Kashyap

Jun 15, 2018 // Vinay Kashyap

Best Practices
RSA Takeaways & Security Trends

RSA Takeaways & Security Trends

Jun 15, 2018 // Mainsail Partners

Product & Engineering
Improving Product Leadership with Pendo’s Brian Crofts

Improving Product Leadership with Pendo’s Brian Crofts

Jun 15, 2018 // Kate Hopkins

Sales
7 SaaS Pricing Strategies To Live By

7 SaaS Pricing Strategies To Live By

May 14, 2018 // Taylor McKinley

Talent
Talent Strategy Q&A: Recruiting tips from Neel Bhatia, CEO of Green Peak Partners

Talent Strategy Q&A: Recruiting tips from Neel Bhatia, CEO of Green Peak Partners

Sep 8, 2017 // Emily Azevedo

Sales, Customer Success
Are you Focusing Enough Time, Energy and Money on Upselling?

Are you Focusing Enough Time, Energy and Money on Upselling?

Apr 28, 2017 // Taylor McKinley

Sales
Measure Pipeline Health

Measure Pipeline Health

Mar 28, 2017 // Matt Buckley

Product & Engineering
Replace Product Roadmap with OKRs

Replace Product Roadmap with OKRs

Feb 24, 2017 // Kate Hopkins

Customer Success
Building a Customer Success Team for Technology Companies

Building a Customer Success Team for Technology Companies

Feb 8, 2017 // Taylor McKinley

Talent, Marketing
Your First Real Marketing Hire

Your First Real Marketing Hire

Nov 11, 2016 // Emily Azevedo

Sales, Marketing
Account Based Marketing Is No Longer Just for the Enterprise

Account Based Marketing Is No Longer Just for the Enterprise

Oct 15, 2016 // Matt Buckley

Customer Success
Warning System to Combat Churn

Warning System to Combat Churn

May 1, 2016 // Taylor McKinley

Best Practices
Making A Strategic Acquisition

Making A Strategic Acquisition

Jun 1, 2014 // Mainsail Partners

Best Practices
Improve Your Recruiting Process

Improve Your Recruiting Process

Mar 1, 2014 // Mainsail Partners