SaaStr

MAY 3, 2023

It’s now at $560m in ARR, growing 23% on a constant-currency basis, and while that growth has slowed from the go-go pace of the last 2 years, it still beat Wall Street’s estimates for both revenue and adjusted profit! Freshworks turned “profitable” at least on a non-GAAP basis and hit cash-flow positive in 2022.

Non-Profits 120

Non-Profits Cross-sell B2B Growth 120

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. It didn’t even make the Sagefrog priority list in 2022.)

B2B 122

B2B Cross-sell Pharmaceutical Account management 122

SaaStr

OCTOBER 25, 2023

Fast forward to today, and last quarter they crossed an incredible $560,000,000 in ARR growing 20% on a constant currency basis. But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. 5 Interesting Learnings: #1.

Cross-sell 103

Cross-sell Contract Price Growth 103

SaaStr

JUNE 7, 2023

As a result, growth has radically slowed for the first time ever, to just 15% at $4 Billion in ARR. From 48% growth to 15% in just 12 months. Twilio is the same great company it was in 2022 and 2021, but it’s also been the segment where buyers have cut back perhaps the most. 5 Interesting Learnings: #1. Go Global! #5.

Non-Profits 72

Non-Profits Cross-sell Growth Up-sell 72

SaaStr

JULY 24, 2023

So price increases have been the name of the game in SaaS for the past 12 months, in many (not all) cases to help make up for slowing growth: Zendesk up 16% Salesforce up 9% Google Workspace up 20% HubSpot up 12% Webflow up 16% Shopify up 33% Slack up 10% And some of them like Slack and Salesforce hadn’t raised list prices in quite some time.

Price 88

Price Cross-sell Gaming Follow-up 88

SaaStr

OCTOBER 26, 2022

Leaders like ZoomInfo and Paycom that combine strong growth with strong profits have seen their stock prices stay relatively high, often at 15x ARR still. Despite crossing $1.4B Wix is in a bit of a tough spot, with growth slowing to 11% on a constant currency basis, but with a struggle to get to cash-flow positive after $1B ARR.

E-commerce 92

E-commerce Cross-sell Growth Price 92

Martech

JUNE 28, 2022

Average subscribers paid 12% more in 2022 than in 2021. The company attributed the increase to existing customers adding capabilities to their marketing automation instances and the growth of enterprise-level customers. . Download the 2022 MarTech Replacement Survey here. Photo credit: HubSpot. Processing.Please wait.

Customers 73

Customers Customer Relationship Management Cross-sell Territory 73

Sales Pop!

SEPTEMBER 28, 2021

8 Must-Have Ecommerce Tools for Rapid Retail Growth. Voice shopping is projected to grow to $40 billion by 2022. Analysts believe that more features like this will soon appear, making it easier to sell products and services to a large audience directly on users’ favorite apps. households will own smart speakers.

Retail 52

Retail Growth X-functional Cross-sell 52

PandaDoc

APRIL 30, 2024

Boost your sales team efficiency Simplify the sales document process and give your reps time back in their day to sell more. It promotes organic growth. Emphasizing incremental sales makes it possible to generate added value on a regular basis, promoting steady growth and shoring up your company’s bottom line.

A/B testing 52

A/B testing Objectives and Key Results Campaign Legal 52

Veloxy

AUGUST 16, 2023

Salesforce’s revenue in 2022 was $26.492 Billion. Sales Metrics Sales metrics such as lead conversion rate, deal closure rate, and revenue growth are crucial for assessing the impact of Salesforce on sales performance. The average ROI period for a Salesforce installation is now 13 months.

Objectives and Key Results 130

Objectives and Key Results CRM Profit margin Consult 130

SaaStr

NOVEMBER 1, 2022

22 Things We Learned at SaaStr 2022. India’s founders were out in full force at SaaStr 2022. Three key themes emerged: SaaS continues to be a fertile ground despite the 2022 ‘SaaS-acre’. SaaS has never been bigger, and growth is secular. Most companies expect to miss 2022 targets but it is far from a doomsday. .

GTM 89

GTM Cross-sell Niche Strategize 89

Martech

DECEMBER 29, 2022

The ad-free tier on Disney+ got bumped up to $11 when they introduced the ad-supported tier at the end of 2022. Real-time ads and cross-channel amplification. In 2022, CTV overtook mobile for global ad impressions. You have to actively seek them out and include them not for selling, but for sharing and co-creating.”.

Sports 116

Sports Cross-sell Price Entertainment 116

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

Cross-sell 96

Cross-sell Account management Clients Growth 96

Martech

SEPTEMBER 16, 2022

About 91% of companies said they achieved some level of success with content marketing in 2021, according to Semrush’s 2022 State of Content Marketing Report. Most respondents said they planned to increase content budgets and hire more content talent in 2022. But this is changing. How content marketing can help marketers succeed.

E-commerce 133

E-commerce Cross-sell Drivers/motivators Prospecting 133

Veloxy

MARCH 23, 2023

Jump to 2022, and Salesforce found that a staggering 72% of salespeople expected their team to miss annual quota. They are important for businesses to ensure consistent sales revenue and growth on a monthly basis. They are important for businesses to ensure consistent sales revenue and growth over a three-month period.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

ConversionXL

OCTOBER 16, 2022

Table of contents What is customer acquisition, and how does it support growth? What is customer acquisition, and how does it support growth? For a company selling high-ticket products, like cars, the same purchase frequency indicates repeat business instead. Education app Headway knows its followers care about personal growth.

Customers 129

Customers Retail Cross-sell Follow-up 129

Hubspot

APRIL 1, 2024

Seller Sentiments About Inbound Lead Flow Fell Year-Over-Year Here’s some data we were looking at recently that shows the difference in seller sentiments for inbound lead flow comparing Q4-2023 to Q4-2022. Some companies with explosive growth over the past few years. 20 different sales orgs. That’s all changed now.

Cross-sell 60

Cross-sell CRM Referrals Up-sell 60

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Customer growth What do retention, upselling, and cross-selling have in common? Simplifies mass marketing upsell and cross-sell efforts. Regularly presents coachable moments and deal gaps to prevent end-of-quarter surprises.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Hubspot

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market. Between 2019 and 2022, AI adoption plateaued.

Product 63

Product Sell Cross-sell Education 63

Hubspot

NOVEMBER 16, 2023

I scribbled down fragments of notes and ideas as she spoke: Moving from intelligence to insights to anticipate needs and offer recommendations based on CUSTOMERS Customer connection matters because it drives growth! The Age of Intelligence Selling is more challenging than ever. Accelerate revenue growth.

GTM 56

GTM Trust Cross-sell CRM 56

SaaStr

JANUARY 26, 2023

Dear SaaStr: Can Founders Still Sell Some of Their Shares in Venture Rounds in 2023? Up until say 2017–2018 or so, in SaaS, there was a rough rule: a relatively small amount of secondary liquidity ($1m-$2m) would be offered by growth investors in top VC rounds once a startup crossed $10m ARR or so.

Sell 18

Sell Cross-sell Growth Up-sell 18

Highspot

JANUARY 2, 2023

A sales enablement program that’s founded on the following eight tried-and-true best practices can help build a company culture that’s designed to prioritize efficiency, inspire peak sales performance, and stimulate maximum revenue growth. Streamline sales processes cross-functionally across marketing, sales, and sales operations.

Sales 75

Sales Quota Cross-sell Pitch 75

ConversionXL

JUNE 16, 2022

Being consistent earns trust and cements brand status—qualities that add 10–20% to your overall growth, according to LucidPress research. Top marketers are 414% more likely to report success when they document their strategy, according to CoSchedule’s 2022 Trend Report. For example, let’s say you sell accounting software to law firms.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. But that’s precisely why investing into marketing for and your biggest fans is the biggest growth hack you can possibly implement. Who loves your brand the most? Sounds great, doesn’t it?

Niche 137

Niche Intrinsic Campaign B2B 137

ConversionXL

JUNE 16, 2022

Users can access Spotify’s extensive music library for free, yet their Premium subscriptions grew 15% in 2022. These tactics are upselling and cross-selling (respectively). It’s hard to sell customers on something they don’t know they need. WeTransfer doesn’t go for the hard sell.

Cross-sell 155

Cross-sell Sell Up-sell Technique 155

Highspot

FEBRUARY 15, 2022

You can’t just say, “We need to sell more products” or, “Let’s make more money this quarter.” If your company has never done social media selling and your customers don’t bother with Instagram, you shouldn’t set a goal to generate 100 new clients via Instagram selling.

Cold Call 59

Cold Call Cross-sell Objectives and Key Results Sales 59

Highspot

JANUARY 2, 2023

A sales enablement program that’s founded on the following eight tried-and-true best practices can help build a company culture that’s designed to prioritize efficiency, inspire peak sales performance, and stimulate maximum revenue growth. Streamline sales processes cross-functionally across marketing, sales, and sales operations.

Sales 52

Sales Quota Cross-sell Pitch 52

Heinz Marketing

JANUARY 13, 2022

User-Led Growth . And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. Who do you sell to? Who should you really be selling to? You can’t really sell to everyone in health care. Account-Based Retention . In Detail: 1.

B2B 132

B2B Objectives and Key Results Campaign Cross-sell 132

Hubspot

MARCH 19, 2022

Damon Jones, Sandler's Head of Global Strategy and Growth, says that healthy goal-driven sales environments focus on the leading behaviors of success — not solely on results. Time spent selling (measured using call times of sales calls). Lead response times (speed of reaching out to inbound leads).

Objectives and Key Results 87

Objectives and Key Results Cold Call Quota Sales 87

Sales Pop!

JANUARY 6, 2022

To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. Top Contributor, Brian Sullivan is an enterprise selling expert, best-selling author, and Chief Sales Strategist at System Soft Technologies. And that growth, from $3.5 Certainly, Brian.

Sell 98

Sell Cross-sell Niche Growth 98

SaaStr

JANUARY 12, 2024

2023 wasn’t hard for everyone: First, it was mainly hard for folks that sold into “tech”, broadly speaking : Monday sells mainly outside of tech — it crushed 2023. Asana and Atlassian, competitors who sell more to tech? ZoomInfo saw it’s non-tech customers grow 20%, but overall growth slowed to 9%.

Cross-sell 107

Cross-sell Growth Price Up-sell 107

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Salesforce

APRIL 28, 2022

Rising inflation, geopolitical concerns, an energy crisis, and a continued supply chain disaster are plaguing the first half of 2022 and challenging retailers on many fronts. According to the Salesforce Shopping Index, global same-site sales were down 3% year-over-year (YoY) in the first quarter of 2022. The answer is complicated.

Retail 98

Retail Cross-sell Growth Sales 98

Salesforce

DECEMBER 8, 2022

In fact, 55% of sales leaders say they’re prioritizing low-risk initiatives with modest guaranteed growth. Sales reps spend only 28% of their week selling, down from 34% in 2018. As noted above, tool juggling is one of the reasons reps don’t spend enough time selling. Our 11 Best Business Podcasts of 2022.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

Sales Hacker

FEBRUARY 2, 2024

If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever. If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Meaning, revenue is a team sport.

GTM 92

GTM Pipeline SQL UX 92

Martech

MAY 10, 2023

According to AgileSherpas’ 2022 State of Agile Marketing Report, over 40% of the 513 marketers surveyed said they use some form of agile in their work. Agile marketing is a framework that uses self-organizing, cross-functional teams that work in frequent small bursts (called “sprints”). Cross-functional collaboration.

Cross-sell 85

Cross-sell Campaign Finance Technology 85

SaaStr

FEBRUARY 14, 2024

And during a growth phase, we become overwhelmingly growth-oriented to a fault. They tap back into sales for upsells and cross-sells. Renewals have taken priority over engagement compared to 2022, and then expansion follows. I still think it’s tough, but it’s not clear exactly who owns what.”

Customers 97

Customers Cross-sell Drivers/motivators Gaming 97