Startups and End of Quarter Financial Performance

At the end of each quarter we push hard to finish strong and win deals in the pipeline. Unlike many technology companies, we don’t discount and do end-of-the quarter specials to achieve a goal that pulls demand from future quarters. The success of any one quarter is determined well in advance of the quarter based on the hard work of the sales and marketing team to build a strong pipeline and on our ability to provide solid customer solutions.

Here are some ways we close out each quarter without making it a fire drill dependent on discounting product:

• Build bottom-up forecasts and goals for the quarter based on the number of quota bearing sales reps (as opposed to top down ones based on an arbitrary increase from the same quarter last year)
• Publish pricing online for anyone to see providing greater transparency and prospect understanding
• Stand by our pricing with pricing integrity so that customers know our other customers are paying the same price and that our sales team earns respect greater than that of a used car salesman
• Encourage our sales reps to be pleasantly persistent in their consultative approach such that prospects know we are good at what we do and are ready to move forward when they are

With these strategies in place we still push hard at the end of the quarter but do it standing true to our principles and values.

What else? What have you seen other companies do to meet their end of quarter financial goals?