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 103

Transportation Contract Growth Represent 103

SaaStr

SEPTEMBER 20, 2023

While we’re still a ways from the high valuations of 2021, we are seeing valuation multiples normalize closer to the range of what we saw for long-term pre-pandemic averages. There’s been a pivot from growth at all costs to driving profitability. It’s still in favor of growth, but it’s more balanced today.

Growth 101

Growth Negotiate Finance Contract 101

SaaStr

APRIL 13, 2023

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. Things are great at Asana, but still harder than it was at the peak of 2021 craziness as for most of us.

Growth 98

Growth Contract Pipeline Engineering 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. 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. Incredibly capital efficient growth — Docebo got to $144m+ ARR burning just $14m.

Contract 134

Contract Price Growth Service 134

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. From 41% in 2020 to 51% in 2021! But Amplitude has 51% growth in paying customers on top of 57% overall growth.

Contract 109

Contract Growth Engineering Product 109

SaaStr

JUNE 22, 2023

There’s a contract in venture-backed startups, and it’s not an easy one to meet. It’s to do everything humanly possible to achieve hyper-growth. Don’t sign up for this contract and journey if it’s not for you. Startups seemed like No Risk, All Return in 2021. We’ve done incredible things.

Contract 90

Contract Quota Growth Meeting 90

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 95

Objectives and Key Results Technology Technology Contract 95

SaaStr

JUNE 29, 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. There has been a 29% increase in ACV in Q1 of 2023 compared to Q1 of 2021. They want to maximize dollar value and limit contracts to renew. So, what’s driving these purchasing trends?

Price 99

Price Contract CRM Engineering 99

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. This means responding with greater flexibility, offering shorter billing cycles, subscription pauses, or creative discounts for longer contracts.

Contract 119

Contract Sales Consult Represent 119

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 121

Contract Cross-sell Price Growth 121

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 95

Contract Territory Growth Contact 95

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 97

GTM Contract Growth Follow-up 97

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. Amazon bought PillPack for $1B in 2018.

Niche 58

Niche Price Contract B2B 58

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). 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 104

Contract Growth Up-sell Service 104

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 102

Promote Government Contract B2B 102

SaaStr

DECEMBER 7, 2020

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. . No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 66

Contract Growth Start-ups Service 66

SaaStr

AUGUST 7, 2023

As we transition from the exuberance of 2021 into 2023, marketers have become super short-term focused. A Niche Metric For SaaS For Long Term Health An interesting niche metric to pay attention to in SaaS is the ratio of revenue growth to new customer growth on a percentage basis. Investors like to see at least a 2:1 ratio.

Finance 76

Finance Manufacturing Niche Growth 76

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 89

Finance Up-sell Contract B2B 89

SaaStr

NOVEMBER 12, 2022

Later, once you past $20m ARR, and later — if your growth is strong, everyone probably wants to invest. And in the Boom Times of 2021 and such, VCs took a lot more risk across the board. Other VCs believe capital can accelerate growth. (I Or their friends got 7 term sheets with good-but-not- as -good companies.

Networking 137

Networking Growth Price Engineering 137

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 110

Contract Price Growth Start-ups 110

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. Digital and offline experiences.

Retail 119

Retail Drivers/motivators Legal Contract 119

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 132

Finance Contract X-functional Start-ups 132

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. Building and leveraging a differentiated brand as a growth amplifier [22:29]. You’re at the table, you’re managing revenue anyway, you’re a significant contributor to the growth of the company.

Growth 63

Growth Contract Pipeline B2B 63

SaaStr

FEBRUARY 28, 2022

In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. It’s time to start putting the pieces into place for even stronger growth in 2021. This increases the odds a deal closes, and decreases the odds a customer churns.

Quota 97

Quota Sales Contract Start-ups 97

Sales Hacker

SEPTEMBER 2, 2023

Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Kyle Norton – SVP of Sales Yes, with almost every vendor.

GTM 80

GTM Negotiate Pipeline Contract 80

SaaStr

FEBRUARY 8, 2021

— Jason BeKind Lemkin (@jasonlk) February 6, 2021. “When on New Year’s Eve, customers kept sending us signed contracts.” “When on New Year’s Eve, customers kept sending us signed contracts.” — Zanele Abraham Matome (@zanele_matome) February 7, 2021. 20% conversion.

Hospitality 113

Hospitality Healthcare Contract Represent 113

SaaStr

APRIL 2, 2023

Later on, when we thought a new acquisition of raw technology was ready to scale (it wasn’t – it is now) In 2022 (like many companies), when we misread the “COVID bump” of 2021 for a secular change in software In each case, the mistake wasn’t being aggressive. Eventually, you end up with 2000 contract types for 1000 customers.

X-functional 107

X-functional Clients Growth Start-ups 107

Salesforce

JUNE 21, 2022

In fact, a 2021 Gartner survey showed nearly half of the 10,000 respondents across the U.S., Another effective tool is a flex team agreement , a contract that outlines how your team works together. It leads to people having more confidence, better productivity, personal growth and career development.

Product 98

Product Consult Contract Meeting 98

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”.

GTM 76

GTM Price Promote Commission 76

Salesforce

AUGUST 12, 2021

How can they create digital-first strategies that drive demand and fuel business growth? As part of a three-member demand gen marketing team for Salesforce Marketing Cloud , Galit Heimlich and her colleagues are responsible for influencing 40% of the product’s marketing pipeline and annual contract value. With only 28% of U.S.

Campaign 98

Campaign Contract B2B Conversion 98

Search Engine Land

FEBRUARY 25, 2023

Also on this day How to identify your products for Google 2021: Google published a list of best practices to help ensure that its search engine understood the products that were being referenced. Revenue Growth But Shy Of Investor Hopes 2014: The company announced $1.573 billion in Q4 revenue, a 50.3% Baidu Posts 50 Pct. in Australia.

E-commerce 117

E-commerce Launch Engineering Contract 117

SalesLoft

SEPTEMBER 12, 2022

I was handed the account in June of 2021. The client had already gone through the process of buying and had made upgrades along the way, so this looked like a no-brainer opportunity for growth and expansion. In the end, we signed a 3-year, $3 million dollar contract. “This is a big account, but it could be bigger.

Closing 52

Closing Contract Relationship building Pitch 52

SaaStr

NOVEMBER 4, 2020

Phase 2 of the E2EE rollout will occur in 2021, Zoom says.” In fact, they may even forget about ever turning on the feature in practice after they Adobe Sign the contract. ” Let’s look at that list. No cloud recording? Huge bummer for us. No breakout rooms? Because the trade-offs in the end aren’t worth it.

Contract 122

Contract Meeting Customers Sell 122

SaaStr

SEPTEMBER 19, 2021

. — Jason BeKind Lemkin (@jasonlk) September 15, 2021. But maybe even up to $20m ARR, the biggest downside of recurring revenue is that you only get to recognize 1/12th of your ACV (annual contract value) each month. Recurring revenue certainly has pros and cons. Now that’s magic.

Referrals 110

Referrals Contract Closing Start-ups 110

Hubspot

JUNE 29, 2023

Lots of Paperwork Documentation is necessary to show the evidence of a contract. These roles provide a solid foundation to develop your sales skills, build relationships with clients, and contribute to the growth of insurance companies. Even if you’re lucky to get a base salary, you must still hit your quotas. Image Source 2.

Commission 72

Commission Cold Call Clients Sales 72

Salesforce

SEPTEMBER 24, 2021

It will permeate everything, driving new value and growth along the way. In 2021, the company introduced its Sustainability Exhibit , which expands its climate commitments to also include every company in its supply chain. Nothing shows greater promise than sustainability.

Electricity 98

Electricity Government Contract Retail 98

Hubspot

JUNE 8, 2022

Good news first: In 2021, businesses saw a higher rate of deal closings than they did in pre-pandemic years. Industries with the most significant growth include Leisure and Hospitality (+44.7%), Manufacturing (+13.65%), and Trade, Transportation, and Utilities (+10.62%). Here are a few key takeaways: Closing Deals.

Quota 88

Quota Construction Manufacturing Transportation 88