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 101

GTM Contract Quota CRM 101

SaaStr

DECEMBER 9, 2021

But Samara’s incredible growth makes it look that way. 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. — Jason BeKind Lemkin (@jasonlk) November 19, 2021. Multiple Products and Applications are Key to Growth at Scale.

Transportation 100

Transportation Contract Growth Represent 100

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%. A good example of how driving deal sizes up (see the next point) and strong NRR lets you drive NRR up well about new logo growth. #2. 5 Interesting Learnings: #1.

Contract 134

Contract Price Growth Service 134

InsightSquared

MAY 25, 2021

Despite the growing pressure on CROs and RevOps leaders to accurately predict growth and confidently report to the board, The 2021 State of Sales Forecasting reveals only nine percent of respondents are achieving a forecast accuracy of five percent or better,” said Todd Abbott, CEO of InsightSquared. About InsightSquared.

CRM 62

CRM B2B Contract Growth 62

SaaStr

APRIL 13, 2023

Diversity of vendors and customers. Impressive, although as an overall barometer for tech and tech spending, it’s important to note that while growth is still very strong, it’s down substantially from a stunning 70% at $400m in ARR. In 2021, everyone was just buying everything. 5 Interesting Learnings: #1.

Growth 94

Growth Contract Pipeline Engineering 94

SaaStr

OCTOBER 22, 2021

60% growth in Year 13 at $140m+ ARR!! * — 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. 119% NRR from SMBs!!

Contract 118

Contract Launch Legal Growth 118

SaaStr

SEPTEMBER 20, 2023

Beyond multiples, many Cloud companies faced a deluge of headwinds that impacted business fundamentals… Lengthening sales cycles Tightening customer budgets It was no surprise that SaaS IPOs came to a screeching halt. There’s been a pivot from growth at all costs to driving profitability. They’re being rewarded.

Growth 97

Growth Negotiate Finance Contract 97

SaaStr

MARCH 26, 2024

Trust is a big deal with customer support. One SaaStr fan asked what role company employees play with AI and providing accuracy to customers. “95% It’s challenging to find super high-quality folks unless you’re in B2C, where customer support is sales. The only way to win in B2B is to materially increase customer count.

Price 94

Price X-functional Growth B2B 94

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 106

Contract Growth Engineering Product 106

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 119

Pitch Networking Up-sell Prospecting 119

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 94

Non-Profits Growth Contract Up-sell 94

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 96

Price Contract CRM Engineering 96

Martech

FEBRUARY 6, 2023

This was a significant jump from 225 in 2021. in 2021 to $28.4B This would certainly have increased the overall numbers for 2021 and 2022 but may not have impacted the relationship between the two years. in disclosed purchase amounts compared to 196 in 2021 for a higher total value of $101B in disclosed purchase amounts.

Objectives and Key Results 89

Objectives and Key Results Technology Technology Contract 89

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 118

Contract Sales Consult Represent 118

SaaStr

DECEMBER 27, 2020

Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually. It’s a reminder why there is such a premium paid from VCs and others for growth today. And why VCs don’t really want to fund folks with good-but-not-great growth anymore. This means New Relic trades at just 6.6x

Contract 120

Contract Cross-sell Price Growth 120

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. I can’t imagine another SaaS leader has even gone from super slow growth to hyper growth at this scale (almost $100m+ ARR).

Contract 92

Contract Territory Growth Contact 92

Salesforce

SEPTEMBER 27, 2021

What she did get, though, was her customer. Recognize the upsell opportunity in an extreme growth scenario. Coinbase is a startup dedicated to building the crypto-economy, and the company was also an existing Slack customer. Translation: They were prime candidates for a contract expansion. How did it all go down?

Closing 98

Closing Contract Legal Cross-sell 98

PandaDoc

MAY 25, 2021

The top enterprise software companies test their products, add design features that prioritize collaboration, and often include easy customization options so each customer can get the services they need. Category: Customer Relationship Management (CRM). Salesforce. Location: San Francisco, CA.

Contract 52

Contract Non-Profits Territory CRM 52

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 93

GTM Contract Growth Follow-up 93

Hubspot

MARCH 25, 2024

Dan led growth at Codecademy from $10m to $50m ARR. He’s now sharing battle-tested growth wisdom at Subscription Index. First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. That’ll help you estimate the ceiling for customer lifetime value (LTV).

Niche 57

Niche Price Contract B2B 57

SaaStr

JANUARY 15, 2021

Like Atlassian, Qualtrics bootstrapped all the way to the growth stage, and did it outside of the SF Bay Area. 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. Just think about that for a minute.

Contract 101

Contract Growth Up-sell Service 101

PandaDoc

MAY 25, 2021

The top enterprise software companies test their products, add design features that prioritize collaboration, and often include easy customization options so each customer can get the services they need. Overview of existing customer feedback and reviews on sites like G2, Capterra, and TrustPilot. Salesforce.

Contract 52

Contract Non-Profits Territory CRM 52

SaaStr

AUGUST 7, 2023

CAC stands for Customer Acquisition Costs and measures how much it costs to buy a new customer. Sometimes you can spend a lot on customers and have reasonable LTV, but that doesn’t tell you how fast you get the cash back you spent on marketing. If you grow 50%, add at least 25% new customers. The takeaway?

Finance 77

Finance Manufacturing Niche Growth 77

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 100

Promote Government Contract B2B 100

SaaStr

MARCH 17, 2023

Simple to implement Easy to use From signing a contract up to the first six months, clients want a positive ROI. Another shift in the history of software buying is CFOs and management teams pressing buyers to negotiate short-term contracts. Traditionally, many customers looked at ROI at the end of the sales process.

Meeting 82

Meeting Contract Legal Trust 82

PandaDoc

MARCH 24, 2021

Not only does it allow you to craft and send out highly-targeted surveys, but also creates custom lists from imported contacts based on individual user profiles. It comes with built-in CSS customization for users to style their surveys to match their brand. 9 Best Online Form Builder Apps in 2021. Form Builder. Survey Templates.

Price 52

Price Objectives and Key Results Contact UX 52

SaaStr

NOVEMBER 12, 2022

They understand why they got “No”s in the early, pre-traction days, and even, in the early-ish days when they had a handful of customers but wasn’t really taking off yet (my favorite time to invest). Later, once you past $20m ARR, and later — if your growth is strong, everyone probably wants to invest.

Networking 134

Networking Growth Price Engineering 134

Sales Hacker

FEBRUARY 16, 2024

Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.” Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. So how can one cut through the noise? Let’s get into it.

GTM 94

GTM Quota Construction Contact 94

SaaStr

DECEMBER 7, 2020

Gainsight – Build Products Your Customers Will Love with User Analytics and In-App Engagement. . We understand a lot is evolving when it comes to product best practices and product-led growth initiatives. At Gainsight, we are helping product leaders from companies of all sizes turbocharge their 2021 product strategy. .

Contract 62

Contract Growth Start-ups Service 62

SaaStr

SEPTEMBER 22, 2021

— Ari Levy (@levynews) September 22, 2021. And they are both incredibly impressive — 118% growth at $3B run-rate and $500m in ARR in software alone may be an all-time record — but also, perhaps not SaaS? 114% in not bad, and consistent with restaurants signing 1-3 contracts. Now with a $30B (!)

Contract 107

Contract Price Growth Start-ups 107

Martech

OCTOBER 18, 2022

We doubled down on programmatic, we employed programmatic resources to move [ad] schedules easily without a lot of contracts and a lot of humans from where people were not to where they were,” said DPAA President & CEO Barry Frey. That became our superpower.

Retail 112

Retail Drivers/motivators Legal Contract 112

SaaStr

APRIL 2, 2023

Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal! Eventually, you end up with 2000 contract types for 1000 customers.

X-functional 105

X-functional Clients Growth Start-ups 105

SaaStr

SEPTEMBER 13, 2023

But there are a lot of companies where there’s still deferred pain — the ones who raised huge rounds in 2021 especially and have been burning too much. So even startups good at getting renewals were getting seat contractions. Most folks with a good business aren’t saying anything is getting worse. They’re fine. That’s still happening.

Finance 86

Finance Up-sell Contract B2B 86

SaaStr

JULY 13, 2023

Then things got worse in 2021 because everything was easier. One audience member shared how they raised a series B before growth stalled out. Things got heated in 2018-2019 and then overheated in 2021. There were two weeks left, so he went out and closed $6M of contracts and shipped out product in two weeks.

X-functional 72

X-functional Closing Growth Contract 72

SaaStr

FEBRUARY 28, 2022

Get out on more prospect and customer Zooms as CEO. This increases the odds a deal closes, and decreases the odds a customer churns. Upgrade alignment between Customer Success, Account Management, and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start.

Quota 97

Quota Sales Contract Start-ups 97

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 113

Hospitality Healthcare Contract Represent 113

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. I’ve contracted accounting help. The same is true for taxes, US GAAP, contracts, HR… Don’t panic.

Finance 128

Finance Contract X-functional Start-ups 128