Sales Hacker

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. Sales engagement platforms integrate your marketing automation systems with your team’s workflows so reps can provide a customer-centric experience that’s created specifically for your target audience, resulting in improved lead conversion rates.

GTM 121

GTM Contract Quota CRM 121

SaaStr

FEBRUARY 27, 2021

Your Top 10 customers will ask for a lot of stuff that seems custom. Basically never seen the Next Top 10 Customers not want to use at least some of those "custom" feature. — Jason BeKind Lemkin (@jasonlk) February 26, 2021. One-off customization per se is bad. It has to be a 1+ year contract.

Customers 119

Customers Contract B2C Gaming 119

SaaStr

MARCH 5, 2025

So Snowflake looked immortal in 2021, looked a little more mortal in 2024 … and is now, like many of the best in Cloud and B2B, reacclerating in 2025! 26% for the year 126% NRR It’s not 2021. And come meet and hear from CEO Sridhar Ramaswamy LIVE at 2025 SaaStr Annual, May 13-15 in SF Bay!! No, it’s 2025.

Contract 67

Contract Price Growth B2B 67

Sales Hacker

JANUARY 28, 2021

These are our best LinkedIn profile tips for 2021. Creating a custom hashtag for your content. Mameesh has created a custom profile banner that includes a few of the items listed above, such as her personalized hashtag, a call-to-action, and her list of services. This is also the time to claim your custom LinkedIn URL.

Pitch 129

Pitch Networking Up-sell Prospecting 129

SaaStr

JANUARY 15, 2021

— Jason BeKind Lemkin (@jasonlk) January 15, 2021. Turns out though, that in the vast majority of six-figure contracts, virtually every seven-figure contract, and quite a few five-figure contracts … there’s always a services component. Gross margins on services are about 35%. It sure did to me.

Service 138

Service Contract Price Negotiate 138

Sales Hacker

NOVEMBER 9, 2020

So, whether you’re starting your sales stack from scratch or just trying to update yours for 2021, here are some of the key trends that have emerged in the last 12 months to help you nail it. So, retaining existing customers will be key for vendors to withstand these turbulent times. Vendor Consolidation. The X Factor.

Contract 132

Contract Sales Consult Represent 132

SaaStr

OCTOBER 14, 2021

Today, it’s IPO’ing at $250m in ARR, growing a stunning 69% year-over-year, with 3,600+ customers at $5k or more in ACV. “If — GitLab (@gitlab) October 14, 2021. 152% NRR — and a crazy 383% from $100k+ customers. . — GitLab (@gitlab) October 14, 2021. GitLab’s customers … stay.

Contract 26

Contract Price Closing Engineering 26

Martech

JUNE 27, 2023

Provide customer service. What are your customers and prospects looking for? Andy Crestodina and Ascend2 conducted some useful research into this matter in 2021. 3: Educational content Fill your site with useful, non-salesy information about your category and the problems your customers are looking to solve. Sell, close.

B2B 118

B2B Customers Cross-sell Price 118

SaaStr

OCTOBER 22, 2021

— Jason BeKind Lemkin (@jasonlk) October 18, 2021. GRR of 86% and NRR of 119% are very impressive for SMBs … although they only count customers with 5+ seats. Their tiniest customers still have higher churn, as with almost every other SaaS company. They often exclude the smallest customers, and other segments.

Contract 130

Contract Launch Legal Growth 130

SaaStr

DECEMBER 9, 2021

After 18 months building, things just took off when they launched, going from $0 in 2017 to an incredible $500m in ARR in 2021, in just 5 years. 0-$500m in ARR in 6 years 72% growth rate at $500m ARR From 64 $100k+ customers in 2019 to 715 today LTV:CAC ratio over 8x pic.twitter.com/lIN3PE1Ehw. That’s jaw-dropping.

Transportation 117

Transportation Contract Growth Represent 117

SaaStr

MARCH 8, 2023

290 $100,000+ Customers. Marketing contracts are short, typically less than 1 year. NRR has dropped to a still strong 119% — from an insane 171% in 2021. Physicians in Their Network. That’s how they’ve built up to something big. #3. Insanely Profitable — At Scale. And a few extra notes: #6.

Contract 137

Contract Growth Networking Up-sell 137

SaaStr

OCTOBER 29, 2021

They were founded in 2011 and IPO’d ten years later in 2021 at $150,000,000 in ARR, growing 57%, and have rocketed to a $7B+ valuation. 1,200 total paying customers, with 300 of them at $100k ARR and 22 at $1m ARR. Customer count growing as fast as revenue — a good sign for the future. 5 Interesting Learnings: #1.

Contract 123

Contract Growth Engineering Product 123

SaaStr

FEBRUARY 8, 2021

— Jason BeKind Lemkin (@jasonlk) February 6, 2021. Some of my favorites: “When a customer sent a note that said, I know it’s free, but I think what your doing is amazing and I want to support you guys, so she paid us anyway.” “When on New Year’s Eve, customers kept sending us signed contracts.”

Hospitality 138

Hospitality Healthcare Contract Represent 138

SaaStr

OCTOBER 9, 2024

3,100 $100k+ Customers, Up From 973 in 2020. And 567 $1m+ Customers. Zscaler has customers Small, Medium and Large, but overall its approach is pretty enterprise. 35% of the Global 2000 are customers, and it has over 3,000 $100k+ customers and 567 $1M+ ARR customers. #4. It works for Zscaler. #8.

Non-Profits 122

Non-Profits Contract Growth Closing 122

SaaStr

SEPTEMBER 11, 2024

So there have only been 3 SaaS IPOs since 2021. Our outstanding second quarter results show fast growth at scale and business momentum, highlighting the demand by our customers for complete cyber resilience. 114 $1m+ ARR Customers Cybersecurity often swings big here. Most likely because it’s not cash flow positive yet.

Contract 122

Contract Growth Pitch Trust 122

Salesforce

JUNE 15, 2022

When an artist named Beeple sold a piece of digital art for $69 million in 2021 through a Christie’s auction, it raised eyebrows — mostly because it was an NFT. Wow your customers wherever they are. For example, NFTs contain smart contracts that govern their use and can be set to execute at a certain point. Explore NFT Cloud.

Customers 98

Customers Intrinsic Contract Represent 98

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. 3,245 Customers, Up 23% — While ARR is up 40%. Without that, the company would likely be a fraction of its current ARR. #3. 80% of customers sign multi-year contracts. 5 Interesting Learnings: #1.

Contract 140

Contract Price Growth Service 140

SaaStr

APRIL 13, 2023

Diversity of vendors and customers. Things are great at Asana, but still harder than it was at the peak of 2021 craziness as for most of us. In 2021, everyone was just buying everything. NRR staying high at 135% for bigger customers (although down from 145% at $400m in ARR) and 115% overall. 5 Interesting Learnings: #1.

Contract 122

Contract Growth Pipeline Engineering 122

SaaStr

DECEMBER 27, 2020

If New Relic had even 120% NRR, it’s growth rate with the exact same rate of new customer acquisition would be 137% instead. It can be a bit scary to move from fixed contracts. So if your customers want to pay per usage, per API call, per transaction … maybe let them. This is a big deal in B2D/API companies.

Contract 136

Contract Cross-sell Price Growth 136

SaaStr

JANUARY 15, 2021

Only annual contracts, and plenty of professional services (25% of revenue). Qualtrics does have a long tail of 12,000+ customers, but many of its motions are pretty enterprise. 99% of its customers are on annual contracts, and 25% of its revenue is from professional services. Just think about that for a minute.

Contract 124

Contract Growth Up-sell Service 124

SaaStr

FEBRUARY 9, 2021

From just 8% growth in ’18 to ’19 — hyper-mature — to a stunning 59% growth rate after Covid and to almost 100% year-over-year growth at the end of 2021. 1,900 Customers so about $100,000 per customer, $2m+ for its biggest. ON24 is enterprise, although not ultra enterprise, but much more than broader competitors.

Contract 113

Contract Territory Growth Contact 113

SaaStr

FEBRUARY 28, 2023

While Zoom Enterprise is growing at a healthy clip, churn is over 3% a month for its SMB customers As a result, it’s now predicting 1% growth next year 1% pic.twitter.com/i2k2W9QbVX — Jason Be Kind Lemkin  (@jasonlk) February 27, 2023 So Zoom has just been the craziest story of all time in SaaS. Let alone the crazy peak of Nov 2021.

Growth 109

Growth Contract Engineering Customers 109

SaaStr

JUNE 29, 2023

Vendr SaaS Consultant Katie Oates and Vendr Vice President of Customer Team Jeff Swank share eye-opening data and insights into buyer trends from 2023. Data Security : Oates reveals that “Costs have risen for cyber attacks by 80% since 2021, and the frequency of those attacks continues to rise. Why is this? Well, they’re sticky.”

Price 117

Price Contract CRM Engineering 117

SaaStr

SEPTEMBER 22, 2021

— Ari Levy (@levynews) September 22, 2021. 114% in not bad, and consistent with restaurants signing 1-3 contracts. 29,000 Customers and 48,000 Locations. That’s a little more than a $65k revenue per customer on average. 734 employees in sales and marketing (out of 2,200 total), and 669 in customer success.

Contract 130

Contract Price Growth Start-ups 130

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

The post How To Win Your Best Customers With Outbound Sales appeared first on Capterra. Win the best customers for your small business with these outbound sales tactics. Before diving deeper into how outbound sales can help you close more deals, let’s first understand who makes the best customer for your business.

Customers 94

Customers B2B Sales Pipeline 94

SaaStr

DECEMBER 1, 2021

— Sam Blond (@samdblond) January 3, 2021. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Why do customers buy so much on the last day of the month? But why are customers in on it? Lol agreed. There are some real mysteries in SaaS.

Intrinsic 134

Intrinsic Pitch Contract Quota 134

SaaStr

NOVEMBER 4, 2020

Phase 2 of the E2EE rollout will occur in 2021, Zoom says.” But because as Zoom got bigger and bigger, and because a more and more important of how enterprises are run, its larger customers just demanded it. “We need end-to-end encryption.” You can resist when enterprise customers ask. No cloud recording?

Contract 133

Contract Meeting Sell Customers 133

Lead Fuze

AUGUST 16, 2021

Learn how to start selling to your ideal customers. You may have heard of a recent trend in sales this 2021, which is creating an “ ideal customer profile ” (ICP). Higher average contract value. Happier customers. However, based on your sales cycle and target customer, a different timeframe might work better.

Sell 98

Sell Customers Lead generation Niche 98

SaaStr

JULY 29, 2021

SalesLoft, the First Ecosystem Partner of SaaStr Annual 2021 Conference . SAN FRANCISCO, CA – June 22nd, 2021 – SaaStr Annual , the world’s largest non-vendor B2B software conference, is proud to announce that SalesLoft will be joining the conference this year as a partner exhibiting the first ecosystem in the conference’s history.

Promote 109

Promote Government Contract B2B 109

SaaStr

SEPTEMBER 23, 2022

To illustrate the turbulence, consider the following metrics: The BVP NASDAQ Emerging Cloud Index (the public benchmark of software performance) has contracted by more than 40%. Cloud 100 multiples have fallen in 2022 –– ARR multiples rose nearly fourfold from 9x in 2016 to 34x in 2021 and down to 30x in 2022.

GTM 121

GTM Contract Growth Follow-up 121

SaaStr

SEPTEMBER 26, 2023

Of course, it’s down from 2021, but there has been a tremendous amount of innovation in the last year, with a lot of that driven by AI and what’s possible. That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI.

Contract 124

Contract GTM B2B Negotiate 124

PandaDoc

APRIL 6, 2021

There are a ton of options on the market today, and each one of them offers a slightly different set of features for potential customers. As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. Comparison.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

There are a ton of options on the market today, and each one of them offers a slightly different set of features for potential customers. As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. Comparison.

Contract 52

Contract Price Account management Process 52

Salesforce

SEPTEMBER 27, 2021

What she did get, though, was her customer. Coinbase is a startup dedicated to building the crypto-economy, and the company was also an existing Slack customer. In April 2021, when Coinbase went public, it became the largest crypto exchange in the United States with 68 million users. But it’s complex and changes fast.

Closing 98

Closing Contract Legal Cross-sell 98

SaaStr

OCTOBER 4, 2023

Everyone spent way too much money in 2021. A few things happened on the B2B side that show a cautious recovery… Klaviyo filed its S1 — the first great SaaS IPO since December of 2021 at $650M in ARR, growing almost 60% and profitable. It’ll never be like 2021, but outside of spot issues for leaders, hiring is slowly resuming.

Non-Profits 113

Non-Profits Growth Contract Up-sell 113

SaaStr

NOVEMBER 1, 2021

But it’s a good reminder that per seat pricing is great — when it’s what the customer wants. A reminder sometimes it’s best to raise it, but not spend it all. The average discount for Annual contracts is 10%. More here: 2021 SaaS Survey Results – Part 2. We know how we want to pay. #2.

Price 96

Price Contract Customers 96

Martech

OCTOBER 28, 2021

Build a singular customer ID system that can scale and support active profiles. Deliver omnichannel customer experiences. Brands should focus on delivering great customer experiences across every touchpoint. Salesforce completed the acquisition of Slack in July 2021. This will be available in 2022.

Strategic partnership 116

Strategic partnership A/B testing Teamwork Contract 116