Kyber (YC W23) Arimo Guha akazi Umuyobozi wa Konti

Impamvu Buri SaaS Itangira Gutangira Amaherezo ikenera moteri yo kugurisha imishinga

Habaho akanya murugendo rwose rwo gutangira iyo kwinjira byinjira hamwe na demo iyobowe nabashinze gukubita hejuru. Kubisosiyete Y Yashyigikiwe na Combinator hamwe na platifomu imwe, gusimbuka kuva kugurisha SMBs kugeza gufunga amasezerano yimishinga itandatu ni imwe mubishobora guhinduka ubucuruzi bushobora gukora. Ihindura ibicuruzwa byerekana igishushanyo mbonera, imiterere yubuyobozi, nuburyo amafaranga yinjira. Nyamara abashinze benshi basuzugura uburyo kugurisha ibigo bitandukanye nibintu byose byabagejeje kuri iyi ngingo - nuburyo ibikorwa remezo byimbere bigomba kuba bihari mbere yuko umuyobozi wa konti yambere yimishinga atangira no gufata terefone.

Umuhengeri uheruka gutangiza YC ushyigikiwe no guha akazi abayobozi bashinzwe kugurisha ibigo byerekana ko abantu bagutse: isoko rya B2B SaaS rirakura, kandi ibigo byigeze gushingira gusa ku kuzamuka kw’ibicuruzwa byubaka ibicuruzwa byabigenewe kugira ngo bifate konti nini. Gusobanukirwa icyo iri hinduka risaba - kuva mubikoresho kugeza kumiterere yitsinda kugirango ukemure ubukanishi - birashobora gusobanura itandukaniro riri hagati yo gukura guturika hamwe namakosa ahenze.

Abashinze-bayoboye kugurisha Ceiling nigihe cyo kumeneka

Ibigo byinshi bya SaaS bitangirana nabashinze gukora ibicuruzwa byose. Bazi ibicuruzwa neza, bitwaza ukujijuka kwukuri, kandi abakiriya ba kare bakunze kugura mubyerekezo nkibiranga ibintu. Raporo ya 2024 yakozwe na OpenView Partners, 73% by'amasosiyete ya SaaS ifite amadorari atarenga 2M ARR baracyashingira ku bicuruzwa bayobowe n'abashinzwe nk'umuyoboro wabo wambere winjiza. Irakora - kugeza itabikora.

Igisenge mubisanzwe kigaragara hagati ya $ 1M na $ 5M ARR. Abashinze basanga bakoresha 60-70% yigihe cyabo muguhamagarira kugurisha aho guteza imbere ibicuruzwa cyangwa gutegura igenamigambi. Kuzenguruka kuramba uko ibyifuzo bigenda byiyongera. Gutangira kugurisha gahunda ya $ 200 / ukwezi kubaterankunga bikorera mu isanzure ritandukanye cyane n’umuntu wagiranye amasezerano y’amadorari ibihumbi 50 n’itsinda rishinzwe amasoko risaba ibyangombwa byubahirizwa na SOC 2, gusuzuma amategeko, hamwe n’igihe cyo gusuzuma iminsi 90.

Kumenya iyi ngingo ihindagurika ni ngombwa. Guha akazi konti yawe ya mbere yubuyobozi hakiri kare gutwika amafaranga kuruhare rudafite umuyoboro wo gukora. Guha akazi bitinze bivuze ko uwashinze abaye icyuho mugihe abanywanyi hamwe nitsinda ryagurishijwe ryabigenewe bafata konti nini ku isoko.

Ibyo kugurisha ibigo bisa mubyukuri muri 2026

Igurisha ryibigo ntikiri kubyerekeye gusangira ibyokurya no gusohoka kwa golf. Abacungamutungo ba kijyambere bigezweho bakora cyane nkabajyanama ba stratégie bibaho gutwara kwota. Bashushanya urwego rwimiterere, bagaragaza abafatanyabikorwa benshi mumashami, bakubaka umubano-uhuza imirongo myinshi, kandi bakubaka imanza zubucuruzi zivuga ururimi rwa CFOs na CIO - ntabwo ari abakoresha ba nyuma.

Ubucuruzi busanzwe muri B2B SaaS ubu burimo impuzandengo ya 6.8 bafata ibyemezo, nkuko ubushakashatsi bwakozwe na Gartner buherutse kubigaragaza. Buri wese muri abo bafatanyabikorwa afite ibyo ashyira imbere bitandukanye: umuyobozi wa IT yita ku kwishyira hamwe n’umutekano, ibikorwa biyobora bifuza gukora neza, itsinda ry’imari risaba ibiteganijwe neza ROI, kandi umuterankunga mukuru akeneye inkuru ihuza intego n’ingamba. Uruganda AE rugomba kuyobora icyarimwe icyarimwe.

Kuzenguruka mubucuruzi SaaS ugereranije amezi 3-9, hamwe nabamwe barangije umwaka ushize kumasezerano arenga $ 100K. Ibi bivuze ko ishyirahamwe rigurisha rikeneye gucunga neza imiyoboro, guteganya neza, hamwe na sisitemu ya CRM ifata buri kintu cyose gishobora kuba imikoranire myinshi mbere yuko amasezerano asinywa.

Kubaka Ibikorwa Remezo Mbere yo Guha akazi

Rimwe mu makosa akunze gutangira gutangira ni uguha ikigo AE mbere yo kubaka ibikorwa remezo byo kubatera inkunga. Umugurisha ku rwego rwisi udafite ibikoresho bikwiye, ingwate, hamwe ninkunga ikora ni nko gushyira umushoferi wa Formula 1 mumodoka idafite lisansi.

Mbere yo kuzana impano yo kugurisha imishinga, ibigo bikenera ibintu byinshi shingiro:

• CRM ikwiye ifite ibyiciro byumuyoboro, gukurikirana ibikorwa, hamwe nubushobozi bwo guhanura ntabwo biganirwaho.
• Inyemezabuguzi nogucunga amasezerano: Abakiriya ba rwiyemezamirimo bategereje ibyifuzo byumwuga, imiterere y'ibiciro byabigenewe, hamwe na fagitire idahwitse - akenshi hamwe na net-30 cyangwa net-60 yo kwishyura bisaba konti yakirwa neza.
• Gusesengura no gutanga raporo: Ubuyobozi bwo kugurisha bukeneye kugaragara mumuvuduko wumuyoboro, gutsindira igipimo ukurikije igice, impuzandengo yubucuruzi bugereranijwe, hamwe nubushakashatsi bwibikorwa byo gutoza neza no guhanura neza.
Amahuriro nka Mewayz yagaragaye byumwihariko kugirango akemure iki kibazo cyibikorwa remezo kubucuruzi butera imbere. Hamwe na 207 ihuriweho hamwe ikubiyemo CRM, inyemezabuguzi, HR, isesengura, hamwe n’imicungire yimishinga, Mewayz iha ibigo byapima inkingi yimikorere yibikorwa bigurisha - nta kudoda hamwe ibikoresho icumi byaciwe. Kubatangiye bava muri SMB bajya mubucuruzi, kugira sisitemu ihuriweho bisobanura AE, itsinda rishyira mubikorwa, hamwe nishami ryimari bose bakora kuva isoko imwe yukuri.

Umwirondoro wa Uruganda rukora cyane AE

Ntabwo buri mucuruzi ashobora kugurisha imishinga. Ubuhanga bwashyizweho busabwa butandukanye cyane nubwihuta bwibicuruzwa bigurisha biranga SMB hamwe nisoko ryo hagati. Iyo YC ishyigikiwe nabashinzwe gutangiza ibikorwa bya AE inshingano, baba bashaka umwirondoro wihariye - kandi bakumva ko umwirondoro wingenzi waba utanga akazi cyangwa ushaka kuzuza.

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Uruganda rukora cyane AEs rusangiye ibintu byinshi biranga. Bafite ubumenyi bwimbitse bwinganda zibemerera kuvugana ikizere nabayobozi bakuru. Bimenyereza gucunga imiyoboro ya disipuline, amahirwe yo kuzuza ibisabwa aho guhiga inzira zose. Babaye indashyikirwa mu kugurisha abafatanyabikorwa benshi, kubaka nyampinga imbere yumuryango ugamije mugihe icyarimwe bagirira ikizere abaguzi mubukungu. Kandi kunegura, borohewe nigihe kirekire cyo kugurisha bisaba kwihangana, gutsimbarara, no gutegura konti.

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Imiterere yindishyi iragaragaza ibi bigoye. Umushahara fatizo wibigo AEs mugitangira-cyiciro cyo gutangira mubusanzwe uri hagati y $ 120.000 kugeza 180.000 $, hamwe ninjiza ku ntego (OTE) ya $ 240.000 kugeza $ 350,000 cyangwa arenga mugihe ibipimo byujujwe. Abitwaye neza mu masosiyete yatewe inkunga buri gihe barenga $ 400,000 yindishyi zose. Kubatangiye, ibi byerekana ishoramari rikomeye - niyo mpanvu rwose ibikorwa remezo byunganira bigomba kuba bihari kugirango inyungu nyinshi zishoramari.

Uburyo kugurisha ibigo bihindura isosiyete yose

Guha akazi ikigo AE ntabwo ari icyemezo cyo kugurisha gusa - ni impinduka muri sosiyete. Ingaruka zingaruka zikora kuri buri shami. Amatsinda y'ibicuruzwa agomba gushyira imbere ibiranga abakiriya ba rwiyemezamirimo bakeneye: kugenzura uruhare rushingiye kugenzura, kugenzura ubugenzuzi, guhuza SSO, kwaguka kwa API, hamwe na SLAs yo hejuru. Ubwubatsi bukeneye kubaka kubwizerwa kurwego abakiriya ba SMB badakenera.

Kwamamaza biva mubyifuzo byinshi byinjira mubucuruzi bushingiye kuri konti (ABM), gushiraho ubukangurambaga bwihariye bwibanda kumasosiyete yihariye no kugura komite. Intsinzi y'abakiriya iva mu nkunga ifatika igana imicungire ya konti hamwe na buri gihembwe cyo gusuzuma no gutegura gahunda yo kwagura. Imari igomba gukemura ibibazo byinshi byo kwishyuza, harimo amasezerano yumwaka, amasezerano yimyaka myinshi, hamwe n’ibiciro bishingiye ku mikoreshereze.

Aha niho kugira sisitemu yubucuruzi ihuriweho hamwe yishura inyungu. Iyo CRM yawe, imicungire yimishinga, inyemezabuguzi, HR, hamwe nisesengura byose bibaho murwego rumwe - nkuko babikorana na Mewayz - guhuza ibikorwa guhuza ibicuruzwa bisaba ibintu byoroshye cyane. AE yandika ivugurura ryamasezerano, itsinda ryabashyize mubikorwa rireba igihe, imari itegura imiterere ya fagitire, kandi intsinzi yabakiriya iteganya ibyerekezo byerekana, byose bitabaye ibyo guhinduranya hagati ya porogaramu esheshatu zitandukanye cyangwa guhuza intoki.

Amasomo yo muri YC Playbook yo Kugurisha Ibipimo

Y Combinator's portfolio itanga masterclass muburyo bwo kugurisha. Ibigo nka Stripe, Brex, na Gusto byose byayoboye inzibacyuho kuva mu iterambere ryayobowe n’ibicuruzwa kugera ku bicuruzwa, kandi inzira zabo zigaragaza uburyo buhoraho. Ubwa mbere, bashizeho ibicuruzwa-isoko bihuye nabakiriya bato. Hanyuma, babonye inyungu kama mumiryango minini. Ibikurikira, bakoze akazi keza kugirango bamenyekanishe imishinga - mubisanzwe bahereye kuri umwe cyangwa babiri bakuru AEs mbere yo kubaka itsinda ryuzuye.

Amakuru ashyigikira uru rutonde. Dukurikije ibipimo bya SaaStr 2025, amasosiyete ya SaaS yahaye akazi ko kugurisha imishinga hakiri kare (mbere y’amadolari 1M ARR) yari afite igipimo cya 40% cyo gutwika nta kwiyongera kwinjiza kwinjiza. Ku rundi ruhande, ibigo byategereje kugeza $ 3-5M ARR gushora imari mu kugurisha ibigo byabonye ko abo bakozi bagera kuri kwota kugera kuri 2.3x byihuse, kubera ko bari bafite aho bahurira n’abakiriya, ubutumwa bunononsoye, n’ibikorwa remezo bikora kugirango bashyigikire igihe kirekire.

Ibigo byatsinze cyane nabyo birwanya ibishuko byo gutererana SMB burundu. Amasezerano ya entreprise atanga ibyateganijwe byinjira hamwe nagaciro keza mubuzima, ariko abakiriya ba SMB batanga ingano, ibitekerezo bisubirwamo, hamwe nisoko rihari bigatuma ibicuruzwa bitera imbere. Ubucuruzi bwiza bwa SaaS bugumana inzira zombi, ukoresheje amatsinda atandukanye yimbere kandi akenshi urwego rwibicuruzwa bitandukanye kugirango ukorere buri gice neza.

Gutegura Ubucuruzi bwawe Gusimbuka Ibigo

Waba uri intangiriro yo gutangiza urebye umushinga wawe wambere ukodesha cyangwa isosiyete ikura ishaka kumenyekanisha icyifuzo cyawe cyo hejuru, imyiteguro ifite akamaro nkibikorwa. Tangira ugenzura imikorere yawe. Ibikoresho byawe byubu birashobora gukemura ibibazo byo gucunga imishinga, itumanaho ryabafatanyabikorwa benshi, hamwe nubwubatsi? Niba umuyoboro wawe wo kugurisha uba murupapuro rusesuye kandi inyemezabuguzi zawe zisohoka ukoresheje imeri yerekana imeri, ntabwo witeguye.

Shora mumahuriro ahuriweho akura nawe. Ubucuruzi 138.000+ bukoresha Mewayz bavumbuye ko guhuriza hamwe CRM, inyemezabuguzi, imicungire yimishinga, isesengura, hamwe nubufatanye bwitsinda muri sisitemu imwe bikuraho ubushyamirane bukora bwica amasezerano yibikorwa. Iyo ibyiringiro bibajije "ucunga ute imishinga yo gushyira mubikorwa?" cyangwa "nshobora kubona inyemezabuguzi y'icyitegererezo?", ufite ubwo bushobozi bwubatswe mubikorwa byawe bya buri munsi - aho kwihutira gushyiraho ikindi gikoresho - umushinga wabigize umwuga abaguzi b'ibigo bategereje.

Hanyuma, wibuke ko kugurisha ibigo ari isosiyete ikora neza, ntabwo ari ishami. AE irashobora kuba imwe yerekana C-suite, ariko bashyigikiwe nibicuruzwa, ubwubatsi, kwamamaza, imari, hamwe nitsinda ryitsinda ryabakiriya bigomba gukora byose kurwego rwumushinga. Banza wubake umusingi, hanyuma ushake umugurisha. Amasezerano azakurikira.

Ibibazo bikunze kubazwa

Umuyobozi wa Konti ya Enterprises akora iki mugitangira SaaS?

Umuyobozi wa Konti ya Enterprises afite ibiciro byuzuye byo kugurisha kumasezerano manini, kuva gushakisha no kuvumbura kugeza kumishyikirano no gufunga. Bareba amasoko yo hagati nimiryango yibigo, akenshi bayobora imibare itandatu hamwe nigihe kirekire nabafatanyabikorwa benshi. Mugutangira kwinshi nka Kyber, uru ruhare ningirakamaro muguhinduka kurenga kugurisha bayobowe nabashinzwe no kubaka moteri yinjiza isubirwamo ishyigikira iterambere rirambye.

Kuki Y Combinator itangira ikoresha reps yo kugurisha imishinga hakiri kare?

Ibigo bishyigikiwe na YC nka Kyber hire entreprise reps hakiri kare kuko kugurisha-bayobowe nabashinze ntibishobora kwipimisha ubuziraherezo. Abayobozi ba konti biyeguriye bazana uburyo bwubatswe, ubuhanga bwubaka umubano, hamwe nubushobozi bwo kuyobora inzira zitanga amasoko. Ibi bituma abashinze kwibanda kubicuruzwa n'ingamba mugihe kwinjiza amafaranga bihinduka ibikorwa byateganijwe, byumwuga aho kuba imbaraga zidasanzwe zishingiye kumuntu umwe.

Ni gute kugurisha SaaS ya entreprise itandukanye no kugurisha SMB?

Amasezerano yumushinga arimo inzinguzingo ndende, abafata ibyemezo byinshi, amatsinda yamasoko, isuzuma ryumutekano, nibiganiro byamasezerano. Bitandukanye no kugurisha SMB aho demo imwe ishobora guhagarika amasezerano, kugurisha ibigo bisaba gutegura konti ihamye no kwihangana. Amahuriro nka Mewayz yoroshya iyi nzibacyuho kugirango ubucuruzi butere imbere uhuza module 207 ikora muri OS imwe guhera kuri $ 19 / mo kuri app.mewayz.com .

Ni ubuhe buhanga Umuyobozi wa Konti ya Enterprises agomba kugira?

Isosiyete ikora neza AEs ihuza kugurisha inama, ubumenyi bwibicuruzwa byimbitse, hamwe nubuhanga bwo gutumanaho kurwego. Bagomba kuba abahanga mubikorwa nka MEDDIC cyangwa SPIN, bafite uburambe bwo gucunga imiyoboro ya CRM, no kwerekana neza abaguzi ba C-suite. AEs ikomeye kandi ikoresha ibikoresho byose byubucuruzi - nka Mewayz ihuriweho na CRM hamwe na platform ya automatique - kugirango byoroherezwe kwegera, gukurikirana amasezerano, no kwihutisha inzira kuva mubyifuzo bigana kumasezerano.