SaaStr

JUNE 10, 2021

This episode is an excerpt of Mårten’s session at SaaStr @ Home 2020. Because the packaging and pricing and thinking of the product will radically influence how successful you can be. Marten Mickos: We heard here that the cloud business has a combined market cap already of over a trillion dollars.

Customers 55

Customers Price Contract Objectives and Key Results 55

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 IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

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. Improve customer experience throughout the full lifecycle.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

JUNE 2, 2021

This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. It’s the opaque pricing, but hopefully the customer gets exactly what they need at the end. Is pricing on the website? It’s typically self-served, through to pricing’s opaque, you have to pay for the product. Is it a PayK?

Sales 97

Sales Up-sell Price Start-ups 97

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 82

Growth Cross-sell Contract X-functional 82

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

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

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. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals. It wasn’t just engineering, product, and design roles.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

JULY 10, 2020

SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020. Get back into experimentation mode with our business model, with our pricing, to really think about not just how we can shrink costs, but inflect growth on the top line so we could ultimately control our own destiny, which is in fact what we did.

E-commerce 71

E-commerce Price Start-ups Growth 71

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? So Michaela?

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. But it’s also undeniable that going up market means your company will get pulled. You may actually have to pricing differentiate. You may actually need to build a sales team that can serve up market. Want to see more content like this? Yamini Rangan | CCO @ Dropbox.

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59

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

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. We had all the pricing information, we had all the techniques for integrations and so forth. Want to see more content like this?

Follow-up 56

Follow-up Go To Market Technology Technology 56

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. Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution.

Trust 69

Trust Technology Technology Government 69

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. They’re just going to cut spending, especially if you are in kind of like media, or advertising, or short term marketing. This rep, this seasoned rep, he refused to give my head of marketing a demo. Want to see more content like this? Jason Lemkin | CEO and Founder @ SaaStr, Inc.

Growth 79

Growth Promote Engineering Up-sell 79