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How SaaS Pricing Evolves Across Different Company Stages

Sales Hacker

In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm. Pricing in this stage focuses on: Sales Velocity: Pricing strategies adapt such that the sales team can sell faster as the market has now started to come to the company and CAC reduces.

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How 1,000+ B2B Startups Are — And Aren’t — Growing. The Real Data.

SaaStr

Learning #1: The Growth Reality Check – We’re Back to Pre-March 2020 Levels of Growth For Most (And That’s Actually OK) The brutal truth : Overall median growth dropped from 30% in 2023 to 25% in 2024. of companies reporting flat or negative growth is still well below the 13% peak we saw in 2020.

B2B 85
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The Early Days: How Deel Went From $1m to $100m ARR in Just 20 Months

SaaStr

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. ” The Timing : Founded in early 2019, Series A in May 2020 (two months after pandemic lockdowns), $100M ARR by March 2022.

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GTM 153: Building Technical Growth Machines & Signal-Based Selling with Austin Hughes

Sales Hacker

Austin Hughes: So way back when, so I joined RAMP back in 2020. You need to make sure that you’re not crossing your wires. And, what that meant in practice was that teams that I think historically would’ve sat in silos actually were very sort of like [00:08:00] cross collaborative at ramp.

GTM 77
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The Bar Has Gone Up: The New Era of HyperFunctional SaaS with Jason Lemkin

SaaStr

And non-tech platforms selling to SMBs or consumers, like Toast or Monday remain very strong: Over 70% of Monday.com ‘s customers are non-tech and they’re growing over 34% at a billion in ARR Shopify has re-accelerated and at ~$10B is growing 21%. Sell outside of tech. But you have to be hyper-functional. Not for Monday.

B2B 127
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How to Choose the Right Sales Enablement Certification

Highspot

As noted in the Journal of Personal Selling & Sales Management (2020) : “While some might suggest that many of the constituent elements of sales enablementi.e. Get certified today and master engaging sellers with real-world techniques, aligning cross-functional teams, and creating strategic plans that drive business growth.

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GTM 139: AI Agents Are Changing Everything — Microsoft’s VP of AI Agents on the New Era of Work and Software | Ray Smith

Sales Hacker

I guess hindsight is 2020, but looking at apps and mobile, the pricing to me, at least just always kind of made sense. And I’ll maybe give you some CapEx, but I need OpEx to go here, or we’re doing it to drive cross sell. And then they get the trust and then they do a full production rollout.

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