Sales Hacker

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. Then create a small committee of sales reps that can join demos, pilot the product, and champion the selected tool to the team once it’s purchased. Is it worth signing up for an annual contract or choosing a month-to-month contract?

GTM 119

GTM Contract Quota CRM 119

SaaStr

JANUARY 15, 2021

— Jason BeKind Lemkin (@jasonlk) January 15, 2021. If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation? If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation?

Service 137

Service Contract Price Negotiate 137

Sales Hacker

JANUARY 28, 2021

Would you slide into a prospect’s DMs to land a product demo? With the shift to remote work and more new products hitting the market every day, it’s no surprise that social selling has risen in popularity. These are our best LinkedIn profile tips for 2021. Nowadays, your LinkedIn profile extends beyond your actual profile page.

Pitch 128

Pitch Networking Up-sell Prospecting 128

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. Snowflake had a strong Q4, with product revenue coming in at $943 million, up 28% year-over-year. No, it’s 2025.

Contract 64

Contract Price Growth B2B 64

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 131

Contract Sales Consult Represent 131

SaaStr

OCTOBER 22, 2021

— Jason BeKind Lemkin (@jasonlk) October 18, 2021. Expense reports are the core product and growth engine, but moving money is the growth vector at scale, (which grew 2.5x but it’s growing from 9% in 2019 to 11% in 2021. Annual contracts used to be cancelable, now aren’t. 119% NRR from SMBs!!

Contract 128

Contract Launch Legal Growth 128

SaaStr

OCTOBER 14, 2021

— GitLab (@gitlab) October 14, 2021. GitLab China is a new independent company formed in 2021, both SaaS and self-managed, available only in China, Hong Kong and Macau. And 100 by 2020 and 200 by 2021. Most customers under contract pay annually or multi-year. GTLB at @Nasdaq pic.twitter.com/Tix2iaEqAr.

Contract 26

Contract Price Closing Engineering 26

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. — Jason BeKind Lemkin (@jasonlk) November 19, 2021. Multiple Products and Applications are Key to Growth at Scale. Samsara went from 64 $100k ustomers in 2019 to 715 in 2021. #9.

Transportation 114

Transportation Contract Growth Represent 114

Salesforce

JUNE 21, 2022

To increase productivity, managers need to ask their teams how they want to work — and support that. autonomy, productivity goes up, burnout decreases, and wellbeing increases,“ said Carson Tate, managing partner at Working Simply , a consulting and executive coaching firm. Explore Slack. Do a meeting audit.

Product 98

Product Consult Contract Meeting 98

SaaStr

FEBRUARY 8, 2021

— Jason BeKind Lemkin (@jasonlk) February 6, 2021. “When on New Year’s Eve, customers kept sending us signed contracts.” “When we had 1 in 5 people using our products across cafes. “When on New Year’s Eve, customers kept sending us signed contracts.” 20% conversion.

Hospitality 138

Hospitality Healthcare Contract Represent 138

SaaStr

OCTOBER 29, 2021

There, Amplitude has become part of the core product stack for many SaaS and software leaders for product analytics. 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. From 41% in 2020 to 51% in 2021! 5 Interesting Learnings: #1.

Contract 120

Contract Growth Engineering Product 120

SaaStr

OCTOBER 9, 2024

New / Emerging Products Now Mid 20% of New Business A reminder we all need to continue to drive to be truly multi-product. #7. Typically Sign 3 Year Contracts, First Year Paid Upfront This isn’t uncommon in the enterprise, but it’s a very classical approach to software contracts. It works for Zscaler. #8.

Non-Profits 120

Non-Profits Contract Growth Closing 120

SaaStr

SEPTEMBER 11, 2024

So there have only been 3 SaaS IPOs since 2021. The demand for cybersecurity products that work remains unbowed! Most Contracts Are Multi-Year Deals Not a surprise, just a reminder of how common this is in bigger enterprise deals with a trusted vendor. #7. And they are up to 1,800 $100k+ customers, up from 1,300 a year ago. #5.

Contract 119

Contract Growth Pitch Trust 119

SaaStr

FEBRUARY 27, 2021

— Jason BeKind Lemkin (@jasonlk) February 26, 2021. And even a great product team may have trouble intuiting when to make these bets, and when not to. It has to be a 1+ year contract. Your Top 10 customers will ask for a lot of stuff that seems custom. Especially if you are planning to go even a little bit enterprise.

Customers 115

Customers Contract B2C Gaming 115

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. Why is this? Well, they’re sticky.”

Price 114

Price Contract CRM Engineering 114

SaaStr

APRIL 13, 2023

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. 5k+ customers are now 73% of revenue — up from 62% in 2021. 5k ACV is their line for a material customer, and what they see as a “larger” contract.

Contract 119

Contract Growth Pipeline Engineering 119

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. It doesn’t compete at the bottom of the market, and targets top logos with a reasonably priced product. 80% of customers sign multi-year contracts. That’s right. Billion Market Cap. 5 Interesting Learnings: #1.

Contract 140

Contract Price Growth Service 140

SaaStr

JANUARY 15, 2021

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. but the biggest reminder and take-away is you have to invest heavily in your product forever. #3. Just think about that for a minute.

Contract 122

Contract Growth Up-sell Service 122

SaaStr

FEBRUARY 9, 2021

Sometimes, well, Zoom has a simpler webinar product too if all you need is broadcast capabilities. 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. 27% of customers are now on multi-year contracts.

Contract 111

Contract Territory Growth Contact 111

SaaStr

DECEMBER 1, 2021

— Sam Blond (@samdblond) January 3, 2021. And even if there is budget left, you generally can’t burn it on a recurring revenue product. And it’s not even the amazing product. On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). Not really.

Intrinsic 132

Intrinsic Pitch Contract Quota 132

SaaStr

FEBRUARY 28, 2023

But the 110%+ NRR Zoom had from SMBs through 2021 didn’t last. It’s SMB and self-serve customers are now churning at 3%+ a month, which is high but not all that uncommon for “grab and go” SMB products. Let alone the crazy peak of Nov 2021. It probably couldn’t last. Blended together, 6% growth now and a projected 1% in 2024.

Growth 107

Growth Contract Engineering Customers 107

Xant

MAY 11, 2021

SILICON SLOPES, Utah, May 11, 2021 / PRNewswire / — XANT, the enterprise leader in Guided Sales Engagement, announces the release of PeopleFinder, a Playbooks feature that identifies buyer behaviors and recommends additional ideal contacts for reps to engage so they can stop guessing and focus on selling.

Contact 105

Contact Contract CRM Up-sell 105

Martech

FEBRUARY 6, 2023

2022 saw notably less funding for marketing technology than previous years, but there were significantly more new product announcements, feature updates and M&A activity throughout the year. At CabinetM, we’ve built a marketing technology directory of 15,000+ products to drive our marketing technology management tools.

Objectives and Key Results 98

Objectives and Key Results Technology Technology Contract 98

SaaStr

SEPTEMBER 22, 2021

— Ari Levy (@levynews) September 22, 2021. Wix has a similar challenge at $1B+ in ARR , where its website SaaS has high margins but its payments products for eCommerce have a 29% margin. 114% in not bad, and consistent with restaurants signing 1-3 contracts. Was $5 billion right before the pandemic. Now with a $30B (!)

Contract 128

Contract Price Growth Start-ups 128

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 119

GTM Contract Growth Follow-up 119

InsightSquared

MARCH 23, 2021

There’s a lot to be excited about in our Q1 Product Updates, including: Activity-by-Day, Extended Reporting for Custom Content Types, Goals for Everything, 120 Best Practice Dashboards and Expanded Conversational Intelligence. . The post Q1 Product Updates: Inspect, Predict, Validate and Coach appeared first on InsightSquared.

Product 62

Product Retail Pipeline Contract 62

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. That’s definitely a departure from the heights of 2020 and 2021. In 2021, the average multiple was 34x, decreasing to 30x in 2022, and 26x in 2023.

Growth 119

Growth Negotiate Finance Contract 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 111

Non-Profits Growth Up-sell Contract 111

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 Sales 62

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 122

Contract GTM B2B Negotiate 122

PandaDoc

APRIL 6, 2021

Product Overview. As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. DocuSign isn’t built to be a complete contract solution in the same way that GetAccept (or PandaDoc ) tries to be. Gartner Rating : 4.5/5. Ease of Use : 4.6/5.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

Product Overview. As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. DocuSign isn’t built to be a complete contract solution in the same way that GetAccept (or PandaDoc ) tries to be. Gartner Rating : 4.5/5. Ease of Use : 4.6/5.

Contract 52

Contract Price Account management Process 52

Martech

OCTOBER 28, 2021

Salesforce completed the acquisition of Slack in July 2021. DocuSign CLM (contract lifecycle management) will be available in Salesforce Field Services in 2022. Of those surveyed, 59% said expanding automation was a priority for 2021. This will be available in 2022. Marketers this year are most interested in automation.

Strategic partnership 120

Strategic partnership A/B testing Teamwork Contract 120

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 131

Contract Meeting Sell Customers 131

Salesforce

SEPTEMBER 27, 2021

In April 2021, when Coinbase went public, it became the largest crypto exchange in the United States with 68 million users. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. see what's new.

Closing 98

Closing Contract Legal Cross-sell 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 107

Promote Government Contract B2B 107

PandaDoc

MARCH 16, 2021

In this article, we’ll cover seven great Formstack alternatives that you should check out in 2021. PandaDoc Forms is the newest product on our list. Users on the PandaDoc Business and Enterprise plans can build web forms using the same great drag-and-drop tools that they currently use to create contracts and proposals.

Contract 52

Contract Price Healthcare Start-ups 52