SaaStr

MAY 16, 2020

— Amit Karp (@amitkarp) May 15, 2020. According to Gartner, while IT is undergoing one of its most massive contractions of all times … -8% (!) in 2020 … Cloud and SaaS are still growing. Cloud is still projected to grow +19% in 2020, and SaaS 20%+. That’s during a -8% contraction in IT spend.

Contract 145

Contract Pitch Customers Growth 145

SaaStr

OCTOBER 14, 2022

And generally Series A on, the VCs and attorneys generally read your top contracts to see that they are “real”. At least, they did outside of the crazy times of late 2020 and 2021. Even in the earlier stages, founders sometimes claim pilots are real contracts, unsigned deals are signed, etc. Fraud is always possible.

Contract 102

Contract Gaming Presentation 102

Understanding the Sales Force

SEPTEMBER 22, 2021

What if a professional sports team reached out to your really good 12-year-old and offered them a professional contract? Or, from the 4th quarter of 2020, when we expected the economy to come roaring back. Wouldn't that be nuts? Is that even possible?

Sports 125

Sports Contract Promote Sales 125

SaaStr

APRIL 8, 2023

The social contract between employer and employee in startups and scaleups seems to be in an evolving and weird state. Turnover went up, but there was still a social contract: no layoffs if you can avoid it. Then the Covid Boom of late 2020 to early 2022 changed everything again. Is there any social contract now at all?

Contact 79

Contact Teamwork Contract Quota 79

Search Engine Land

FEBRUARY 25, 2023

Google mobile-first indexing to be applied to all sites within a year 2020: Google was sending notices to sites that had mobile-first indexing issues. Google Search Console now lets you export more data 2020: Search Console users could download complete information (instead of just specific table views) from almost all reports.

E-commerce 121

E-commerce Launch Engineering Contract 121

SaaStr

MARCH 15, 2022

Personally, I think it this contraction be less severe than either. When multiples are below the norm from 2017-2020 now, that’s bad. For either downturn, contrast that to the March 2020 downturn, which literally lasted just weeks: I predict a somewhat painful blip. So much faster. The bounceback IMHO will be fairly fast.

Contract 104

Contract Growth Presentation 104

SaaStr

JULY 31, 2020

The economy has contracted at a record rate of -33%. But they also both warned of potential lower growth during the rest of 2020. As it should be, when the economy contracts 33%. These are crazy times. Yet, the Cloud is on fire during Work-and-Do-Everything-Possible-from-Home. Shopify grew 100% at $3 billion in ARR.

Contract 129

Contract Growth Closing Sell 129

SaaStr

JANUARY 11, 2023

And while it’s stock price is down from its 2021 peaks, it’s still up 2x since its 2020 IPO. 80% of customers sign multi-year contracts. That’s right. It burned just $14m to get to $145m in ARR and a $1.1 Billion Market Cap. 5 Interesting Learnings: #1. Always good to learn how others do this.

Contract 138

Contract Price Growth Service 138

Cerebral Selling

AUGUST 8, 2022

Since March 2020, the world has been in a state of constant change and uncertainty. According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. Assure them, this is normal.

Sales 199

Sales Contract Clients Quota 199

Search Engine Land

JANUARY 6, 2023

2020: Google was working on fixing a data issue with the URL parameter tool, a legacy tool within Google Search Console that let SEOs communicate to Google insignificant page variations and direct Google to consolidate those URLs. 2020: The user comments appeared in the search results for queries related to live TV shows.

Sports 131

Sports Gambling Manufacturing Launch 131

SaaStr

JUNE 29, 2022

Up from 29% in 2020. And signing longer contracts (19 months) with higher retention and lower churn. #5. More and more SaaS companies do deep dives on their Revenue Performance Obligations, i.e. the amount they have under contract they haven’t delievered yet. Zendesk IPO’d as an SMB support solution.

Drivers/motivators 112

Drivers/motivators Contract Growth Price 112

SaaStr

DECEMBER 9, 2021

Having customers sign 3-5 year contracts (see below) helps Samsara amortize the hardware costs over a lengthy period. in 2020 and 10.2% Customers sign 3-5 year, non-refundable contracts. Still hit 72% Gross Margins even with a hardware component. 90% of Revenue Still from U.S., although now expanding internationally.

Transportation 109

Transportation Contract Growth Represent 109

SaaStr

FEBRUARY 28, 2023

Not everyone lives in Zoom all day long like we did at the peak in 2020: Enterprise is the engine of growth today, with 115% NRR: Blended together, Zoom is seeing about 6% growth today and is now predicting a tough transition year in 2024 of … 1% growth. A really tough transition year to an even more enterprise-focused model.

Growth 98

Growth Contract Engineering Customers 98

SaaStr

APRIL 8, 2020

And in the end in 2020, they can create a buying process that for us at least, is just way too hard and long. If your customers want to switch to you before a competitive contract is ending, incent them — and don’t make them ask. And one thing I’ve been shocked about is how few sales processes have kept up. Especially now.

Product 139

Product Contract Construction Negotiate 139

Search Engine Land

JANUARY 7, 2023

In 2020, Frédéric Dubut of Bing told us : “Keyword research are probably going to become slowly obsolete and you’ll need to switch to intent research as a practice.” Read all about it in Google’s John Mueller on intent research vs keyword research for 2020. Apparently In Limbo, As Contract Running Out.

Engineering 108

Engineering Non-Profits Electricity Networking 108

PandaDoc

AUGUST 29, 2022

An average deal negotiation process typically consists of these steps: Submission of a proposal Promotion to the shortlist Becoming a preferred vendor Scope approval Quote sending Contract sending Contract signing. And the higher your annual contract value, the longer your average sales cycle. Contract sending.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

SaaStr

OCTOBER 29, 2021

From 41% in 2020 to 51% in 2021! Use overages to renegotiate contracts, not charge per event. This is the sort of organic upmarket path you see with a lot of leaders who don’t go 100% “all in” on enterprise but aggressively support it: #2. Customer count growing as fast as revenue — a good sign for the future.

Contract 115

Contract Growth Engineering Product 115

SaaStr

FEBRUARY 11, 2022

They went through a brief flat period and a small round of layoffs in 2020. #4. 12% of customers sign multi-year contracts. So 12% of usage-based customers “flip” to annual multi-year contracts. #5. We don’t see this ratio set-out that often, so useful to see. 95% of revenue from the U.S.

Legal 106

Legal Contract Growth Price 106

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? But the pricing is just one element, so to speak, of the contract negotiation process. So I guess, where do you recommend founders spend the most time and energy when it really comes to negotiating the finer points of the contracts?

Pitch 54

Pitch Contract Objectives and Key Results Negotiate 54

SaaStr

MAY 8, 2020

And I do still think big contracts can still get done at the enterprise. What I will say is different than perhaps SMB is that, in the Fortune 500 with enterprise customers, your contracts are either churning, renewing at flat, or expanding. It’s that 12 to 18 month sales cycle versus the two to three month SMB contract.

Cross-sell 73

Cross-sell Contract Start-ups Up-sell 73

SaaStr

OCTOBER 28, 2020

Thursday – November 12th, 2020 | 8:00 am PST. Often, companies start the renewal conversation 30 days before the annual contract is set to expire. Emilia D’Anzica. CCO | Growth Molecules. Follow Follow. The Guide to Building Your Customer Renewal Playbook. In this session on Nov. This is too late!

Contract 87

Contract Consult Growth Follow-up 87

Salesforce

SEPTEMBER 24, 2021

According to the Survey of Sustainability Reporting 2020 , 80% of the world’s top businesses reported on sustainability in 2020. Between 2013 and 2020, companies with consistently high ratings for environmental, social, and governance (ESG) performance have outperformed their peers, achieving operating margins 3.7X

Electricity 98

Electricity Government Contract Retail 98

SaaStr

MARCH 7, 2023

At the same time, many started the year with healthy balance sheets and used their 2020 learnings of scenario planning and applied them quickly. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Incentives for multi-year contracts are another tactic.

GTM 67

GTM Growth Profit margin Contract 67

Salesforce

JUNE 3, 2022

From February 2020 to January 2022, 1.1 This is a result of various factors: overall job losses, going part time or contracting to reduce workloads, or quitting altogether. In the United States, between February and April 2020, women employment rates fell by 17.9% compared to the 13.9% decline in male employment.

Hospitality 98

Hospitality Finance Contract Retail 98

Martech

AUGUST 6, 2021

CTV platform Roku said that this year’s upfronts doubled those of 2020. But even with a traditional ad contract, the publisher or distributor could be using an “extension network” in the form of an external partner or ad network outside of the publisher’s walls. Advertisers are following the audience. Brand risks on CTV.

Niche 109

Niche Contract Networking Follow-up 109

SaaStr

DECEMBER 21, 2023

If you look at the period on the chart, between April 2020 and the start of 2022, you can see how anomalous that was when it comes to public valuations relative to the history of software valuations since a lot of software valuations are tied to interest rates, and at that time they went to nearly net zero. You see a lot less volatility.

Growth 107

Growth Intrinsic Real Estate Start-ups 107

SaaStr

DECEMBER 7, 2020

No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today! Enjoy Conga Sign for no charge during the remainder of your existing eSignature contract, up to 12 months (some restrictions apply). Hurry, because the discount only applies to agreements signed before December 31, 2020. No problem.

Contract 65

Contract Growth Start-ups Service 65

SaaStr

NOVEMBER 24, 2020

It is the last SaaStr event of 2020 and it sure has been a wild ride. PandaDoc is trusted by businesses to create, approve, and eSign proposals, quotes and contracts. Grab your VIP pass on me to join SaaStr and our sponsors for the final SaaS event of 2020 (ticket code: KaitlynVIP)! ——-. appeared first on SaaStr.

Meeting 107

Meeting Objection handling Negotiate Contract 107

PandaDoc

MAY 15, 2020

5 Myths About Electronic Signatures and Documents [link] pic.twitter.com/oaZohvNegU — ARP (@ARP_JSJDMedia) March 27, 2020. Empowering sales teams to simplify the process to generate, negotiate, and eSign proposals, quotes, and contracts. Originally published August 30, 2016, updated May 15, 2020. Learn more.

E-commerce 124

E-commerce Legal Negotiate Contract 124

PandaDoc

JUNE 13, 2023

An electronic signature is defined as , “…an electronic sound, symbol, or process, attached to or logically associated with a contract or other record and executed or adopted by a person with the intent to sign the record.” required establishing a well-defined legal framework for electronic contracts.

E-commerce 52

E-commerce Legal Contract Transportation 52

Sales Pop!

AUGUST 16, 2023

Role of Legal Translation in Contract Law In contract law, legal translation is indispensable, especially in international agreements. Accurate translations ensure that all parties have a clear understanding of the contract’s terms, preventing potential disputes and misunderstandings.

Legal 52

Legal Commission Government Contract 52

SaaStr

SEPTEMBER 22, 2021

The company exploded from 3,000 restaurant locations in 2016 to 40,000 in 2020. 114% in not bad, and consistent with restaurants signing 1-3 contracts. Toast exploded around Year 6-7, and you can see an incredible power-law curve taking off. But it took 6+ years to get there. Mediocre margins in payments.

Contract 117

Contract Price Growth Start-ups 117

SaaStr

DECEMBER 1, 2021

. — Misha (@tastybits) January 1, 2020. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract.

Intrinsic 128

Intrinsic Pitch Contract Quota 128

SaaStr

APRIL 6, 2021

In 2020, transactional revenue had grown to 43%, and SaaS was merely 57% of revenue. Customers sign 3 year contracts, with 99% enterprise customer retention. 3 year contracts do help retain them! Shopify’s recent massive growth was also fueled by merchant services revenue (payments) more than just SaaS.

Contract 107

Contract Growth Service Price 107

Miller Heiman Group

DECEMBER 8, 2020

Recently, the Technology & Services Industry Association (TSIA) honored several technology companies that earned certification in Support Staff Excellence (SSE) for 2020 at its TSIA Interact Virtual Technology & Services event. How Alcatel Continued Delivering Exceptional Customer Service in 2020.

Customers 64

Customers Contract Technology Technology 64

SaaStr

FEBRUARY 20, 2021

NPS up +13 points in 2020. While you can start using any Cloud platform on-demand, most large customers move to multi-year contracts. We’ve all sort of wondered how this compares to Zoom. Zoom certainly hasn’t been wounded by the revival of Google Meet. But 60m a day is still a lot. Nine-figure deals in part.

Contract 91

Contract Start-ups Meeting Customers 91

Martech

FEBRUARY 6, 2023

In late 2020, we decided to take a quarterly view to look at trends in product and category direction. Rather than focus on reducing the number of tools to reduce expenses, marketing teams should rationalize their stacks to eliminate contract, product and functional redundancies and discard products that no one is using.

Objectives and Key Results 98

Objectives and Key Results Technology Technology Contract 98