SaaStr

MARCH 31, 2020

Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Join us at SaaStr Annual 2020. Guillaume Cabane | Founder @ Growth Ex Machina. FULL TRANSCRIPT BELOW.

Growth 52

Growth Engineering Launch Commission 52

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. Where you can also suggest future guests for the show, but to our first guest of 2020, and I’m thrilled to welcome Bob Moore.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

criteria for success

APRIL 1, 2020

Upcoming Dates: Wednesday, April 1 2020 at 3 PM EST. Thursday, April 2 2020 at 3 PM EST. Wednesday, April 8 2020 at 10 AM EST and 3 PM EST. Click Here to Register. You need to know what you’re going to market with and why people should want to buy it. We want to hear how COVID-19 is affecting you and your business.

Sell 97

Sell Prospecting Up-sell Territory 97

Gong.io

AUGUST 10, 2020

At the end of that contract, you’ve got to sell it again. I love the buzz being published recently about retention being the new growth. Data Breakout—Retention is the New Growth. Forbes Cloud 100) and publicly traded SaaS companies, to hear how they expect the rest of 2020 to shake out. . The AE is dating the customer.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And what’s also interesting about that is these are the two fastest growing IT spend categories in CIO’s portfolios with 24% year over year growth.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SBI

FEBRUARY 25, 2020

At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. Personalize messaging and content in omni-channel marketing.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020.

Finance 74

Finance Government Price Contract 74

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. Unless you’re Jason Lemkin, and that’s also why we’re going to talk through the four different stages of sales today. So all the way from founder led sales to growth stage sales. I’ll start because I’m living this right now, and where we’re contract value.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. We are as an organization and we are as an industry really hooked to hyper growth. It’s all about 50% growth, 100% growth. In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. Want to see more content like this?

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59

SaaStr

JUNE 10, 2021

This episode is an excerpt of Mårten’s session at SaaStr @ Home 2020. In the 2000s, we turn into software licenses where we sold support contracts on top of them. Pricing, packaging and contracting so that when you sell your product to the customer there’s as few objections or questions about the pricing as possible.

Customers 55

Customers Price Contract Objectives and Key Results 55

SaaStr

JUNE 2, 2021

This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. Designers make mocks and interactive prototypes in Figma, but there a whole set of other stakeholders that use and interact and get value from Figma, engineers, product people, even some folks on the go-to-market team. You can view the full video here.

Sales 97

Sales Up-sell Price Start-ups 97

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. It’s called the sales learning curve, and they basically talk about, in your different phases of business growth, what kind of sales reps do you want to bring in.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

JULY 2, 2019

Join us at SaaStr Annual 2020. Dannie Herzberg, Head of Mid-Market Sales @ Slack. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. They are not a professional marketer, but they need to use their website for marketing. Want to see more content like this?

Follow-up 56

Follow-up Go To Market Technology Technology 56

SaaStr

MARCH 19, 2019

Join us for SaaStr Annual 2020. Ceci Stallsmith – Director of Platform Marketing @ Slack. Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. FULL TRANSCRIPT BELOW.

Engineering 46

Engineering Launch Contract Start-ups 46

SaaStr

JUNE 3, 2020

It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. But we saw just in Asia, 127% growth last year in software buyers. The situation is getting worse.

Trust 69

Trust Technology Technology Government 69

SaaStr

JULY 10, 2020

351: Chris O’Neill (Google, Evernote) shares his lessons from previous downturns and how to chart a new course for growth in today’s changing market. SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020. This episode is sponsored by Lightmatter. Chris O’Neill.

E-commerce 71

E-commerce Price Start-ups Growth 71

SaaStr

AUGUST 5, 2019

Join us at SaaStr Europa 2020. And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. And so the initial sale to us in a SaaS situation is all about establishing that value contract. What is the value that the customer is going to see? FULL TRANSCRIPT BELOW.

Gaming 65

Gaming Customers Construction Contract 65

SaaStr

NOVEMBER 21, 2019

Join us at SaaStr Annual 2020. Series A money is to fund the growth energy and the Series B money and C the expansion and the scale up. To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Want to see more content like this?

B2C 56

B2C B2B Start-ups Growth 56

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 82

Price Product Start-ups Niche 82

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. Aaron’s going to talk about what in a few minutes? Aaron : The playbook for reigniting growth. So, putting a little bit more money in everybody’s pocket and creating a little more growth is probably a great topic for today. We are what is going to make companies more efficient.

Growth 79

Growth Promote Engineering Up-sell 79

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. How you decide on this model and go-to market strategy? Beyond the fast growth, how have you seen the organization develop over time, and the strategy? Agnes Bazin: Yeah, so, of course, growth is a very spectacular thing on how the organization changed. FULL TRANSCRIPT BELOW.

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. How you decide on this model and go-to market strategy? Beyond the fast growth, how have you seen the organization develop over time, and the strategy? Agnes Bazin: Yeah, so, of course, growth is a very spectacular thing on how the organization changed. FULL TRANSCRIPT BELOW.

Appointment 42

Appointment Hospitality Sales Inside sales 42

Heinz Marketing

JUNE 24, 2019

There’s also sometimes in companies, the tension between what’s needed long term to build a brand and to ultimately support pipeline growth and inbound interest from your target account. But also what someone last week described to me as the crack of transactional marketing, which is the hey we need leads now.

Pipeline 64

Pipeline Sports Sales Real Estate 64

InsightSquared

MARCH 23, 2021

When it comes to predicting revenue growth and scaling sales execution, setting and tracking against goals is key. In Fall 2020 we introduced Conversational Intelligence – call recording, transcription and analytics integrated directly in the InsightSquared Platform. Unlock Goals For Everything, and We Mean Everything! .

Product 62

Product Retail Pipeline Contract 62