Sales Hacker

JANUARY 12, 2023

Multiply, add, and subtract your way into a dreamy 2023. The good people at Sales Hacker were kind enough to let me share some of the more interesting points I learned from the contributors along the way, with the goal of helping you find a few unconventional practices to borrow for your 2023. And adds an extra zero to my commission….

Negotiate 96

Negotiate Price Sales Up-sell 96

Martech

NOVEMBER 9, 2023

The map, which started in 2011 with only 150 companies listed, now contains over 11,000 companies* — a ridiculous growth rate of over 7,000%! With investments bringing generative AI into every marketing area imaginable, it seems certain that next year’s map will continue on the same growth trajectory. But that may not be the case.

Contract 113

Contract Technology Technology Clients 113

SaaStr

JANUARY 17, 2024

But the bigger ones are the ones driving revenue growth at scale. Driving ACV Up 16% Key To Growth Smartsheet has driven its core customer ACV up from $7,951 in 2023 to $9,225 — that’s +16% in a little more than a year. That’s been critical to them maintaining revenue growth. #5. million in ARR.

Entertainment 94

Entertainment Government Contract Growth 94

SaaStr

OCTOBER 18, 2023

So in 2023, Josh came back as CEO again to return the company to growth. Josh is Spending a Ton of Time on the Road With Customers to Get Back to Growth. Much Lower So Far in 2023. 67% of Customers on Multi-Year Contracts, And Going Up, This certainly helps slow down churn, even if it really just masks it in the end. #7.

Contract 99

Contract Price Growth Launch 99

SaaStr

AUGUST 7, 2023

Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday.com, and the founder of SaaStr. As we transition from the exuberance of 2021 into 2023, marketers have become super short-term focused. You can still measure something in the funnel. The takeaway?

Finance 76

Finance Manufacturing Niche Growth 76

SaaStr

DECEMBER 14, 2023

Even if a contraction in buying more SaaS products really was a far bigger issue than interest rates in reality the past 18-24 months. Seat contractions and app layoffs are behind us. 2024 may not be great, but for folks who are leaders in their categories, everyone likely will point to some quarter in 2023 as the low point.

Contract 104

Contract Growth B2B Contact 104

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. SaaS Market Snapshot In Q1 of 2023, Vendr gathered data on SaaS Spending and yielded some pretty interesting results. They want to maximize dollar value and limit contracts to renew.

Price 99

Price Contract CRM Engineering 99

SaaStr

MARCH 8, 2023

That’s 12x ARR even with fairly mature growth. This turbocharged Doximity’s growth, but truly hitting 80% of your ecosystem has lead to slowing growth as they approach $500m in ARR. #2. Today, it’s on track to generate $181,000,000 in EBITDA in 2023. It’s called Doximity and it’s worth $6.5

Contract 111

Contract Growth Networking Up-sell 111

Lead Fuze

OCTOBER 20, 2023

#SalesTools2023 #LeadGeneration Click to Tweet Evaluating Sales Analytics & Revenue Operations Tools Understanding the performance of your sales team and aligning your marketing, sales, and customer success teams is crucial for growth. Don’t just implement – actively use them daily to supercharge your growth.

CRM 52

CRM Objectives and Key Results Gaming Lead generation 52

SaaStr

OCTOBER 25, 2023

But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. The Big Growth Today is In $50k+ and $100k+ Customers. Freshworks has 51,700 customers at around $2k ARR, with a quick close of just 25 days.

Cross-sell 102

Cross-sell Contract Price Growth 102

SaaStr

SEPTEMBER 6, 2023

Everyone has spent the past year managing their budgets more carefully, but the awesome force of simply running more workflows in the Cloud has still pulled growth forward. But, growth it still 26% at almost $600,000,000 in ARR. Strong, although down significantly from 51% growth at $400m in ARR. And That’s OK.

Contract 97

Contract Growth Start-ups Customers 97

SaaStr

JANUARY 11, 2023

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. 80% of customers sign multi-year contracts. No Year of 100% Growth After $10m ARR. Yes, you can.

Contract 134

Contract Price Growth Service 134

Sales Hacker

DECEMBER 20, 2022

Even if you might go bankrupt in one month, you should still be out there signing contracts, hiring people, and building a business because things sort themselves out if you’re doing a good job. Sam Jacobs: How are you planning for 2023? In the wake of all the volatility and economic uncertainty, are you still focused on growth?

Growth 76

Growth Up-sell Start-ups Follow-up 76

SaaStr

MARCH 12, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long (Updated) The 8 Signs of a Failing Sales Rep. LIVE Workshop Wednesday with ICONIQ: Building Resilience through Efficient Scaling in 2023 4.

Contract 79

Contract Growth Sales Product 79

Sales Hacker

DECEMBER 1, 2023

Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X with great economics. Not to mention, many other highlights.

GTM 89

GTM Contract Represent CRM 89

SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. But as founders, we value everything as ARR growth. ARR, changed from forcing payments upfront to flexible terms, and growth skyrocketed almost 200% while a competitor in the space grew 54%. #3:

Contract 89

Contract Price Healthcare Commission 89

SaaStr

NOVEMBER 8, 2023

“I don’t know about you, but I fail a lot,” Nick Mehta, CEO of Gainsight, says as his opener at SaaStr Annual 2023. In SaaS, we talk a lot about hyper-growth, uber-successful companies, but many founders, including hyper-growth founders, make mistakes over and over. As a desperate entrepreneur, you say yes to these deals.

X-functional 97

X-functional Contract Growth Quota 97

Martech

SEPTEMBER 14, 2023

What I have observed over the past two years is that, while cutbacks in marketing may reduce customer acquisition cost, they can also deliver a considerable hit to annual contract value — as much as a 45% fall-off. “We The decision can create significant downward bottom-line margin pressures rather than fuelling recovery and growth.

GTM 119

GTM Market share Growth Technology 119

SaaStr

DECEMBER 27, 2023

Instead, it was growth at all costs. Between 2016 and 2023, you see the ACV (average contract value) going up and up. As a result, the contracts got bigger because they were working with bigger companies. So, you need to get hyper-selective in who you hire at critical growth stages.

Real Estate 82

Real Estate Contract Start-ups Growth 82

Search Engine Land

SEPTEMBER 1, 2023

Average contract value is then the same as in AOV for ecommerce. Average contract value is then the same as in AOV for ecommerce. So, based on the amount of SQLs, calculate how many leads might close and how much those contracts are worth, subtract operational costs, and then you’ve got the estimated gross revenue generated from SEO.

CTR 128

CTR X-functional Profit margin Contract 128

Sales Hacker

SEPTEMBER 2, 2023

Share Alright, AI continues to be the biggest talking point of 2023 ( are we sick of talking about it yet? ) – with every SaaS company on the face of the earth looking to experiment with some kind of AI integration into their software; It’s become quite apparent that less is more in today’s world. It’s complex.

GTM 80

GTM Negotiate Pipeline Contract 80

SaaStr

JANUARY 13, 2023

— Cynthia Hollen / Omnitail … OnMyWay Commerce (@cynthiahollen) January 9, 2023. I asked him why his 3-month contract wasn’t renewed. So the market is flooded with folks that are now “Fractional CROs” and “Fractional CMOs”. We’ve had Fractional CFOs for a very long time, and perhaps they inspired the trend.

Finance 120

Finance Contract Pipeline Consult 120

Iannarino

MARCH 2, 2023

You are responsible for getting this right, and you worry that a wrong decision will harm your position, embarrass you, and cause you to miss out on growth opportunities. Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over. Hope your competitors’ discovery is weak.

B2B 277

B2B Contact Clients Entertainment 277

Martech

MAY 2, 2023

Whether you’re applying lead-to-revenue, account-based marketing (ABM), product-, partner-, community-led growth strategies or a combination thereof, a practical yet overlooked step is getting the company talent and resources more involved. Today, revenue and customer generation must be a team sport. Here is how a $1.4 Here is how a $1.4

Finance 97

Finance Sports B2B Contract 97

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For product-led growth teams, onboarding sequences are generally automated. Customer success KPIs for measuring retention and growth. Defining customer success and measurements . Onboarding.

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

DECEMBER 21, 2023

For the first three quarters of 2023, global funding was down 42% year over year. That set him and team up so that when they came out of the sandbox with GPT-4 with their CoCounsel product, they were able to command contracts with an extra zero. It has just been a long time since we’ve seen a down cycle. This time, it took 15.

Gambling 93

Gambling GTM Legal Contract 93

PandaDoc

JUNE 13, 2023

An electronic signature is defined as , “…an electronic sound, symbol, or process, attached to or logically associated with a contract or other record and executed or adopted by a person with the intent to sign the record.” During the early 2000s, the growth of electronic commerce in the U.S.

E-commerce 52

E-commerce Legal Contract Transportation 52

SalesLoft

JANUARY 16, 2024

On top of growth, buyers don’t want to rethink the decision they made about a solution in a year or two. This is very similar to the growth and innovation that buyers expect to gain from a new technology. So those tangible and intangible costs need to be worthwhile. Enduring value. Customer validation.

Trust 52

Trust Up-sell Contract Technology 52

SaaStr

APRIL 2, 2023

In February 2023, I hit my 10-year anniversary (or “Gainaversary,” as we say) of running Gainsight. Eventually, you end up with 2000 contract types for 1000 customers. And growth deceleration—startup gravity—is equally painful for entrepreneurs. This toxic combo can turn a hyper-growth company into a stalled one in an instant.

X-functional 107

X-functional Clients Growth Start-ups 107

Salesforce

OCTOBER 12, 2021

According to industry analysts at Ventana , almost one-quarter of organizations will establish a chief revenue officer role by 2023. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Let’s dig in.

Gaming 98

Gaming Cross-sell Sales Finance 98

Highspot

AUGUST 15, 2023

This approach helps organizations make more effective data-driven decisions, identify opportunities for sales growth, and enhance overall performance. Sales analytics involves leveraging advanced technologies and statistical models to transform raw data into actionable information that drives revenue growth and customer satisfaction.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

PandaDoc

APRIL 21, 2023

A better way to secure your business’s future growth prospects is to prioritize accounts with the potential to bring in higher revenue down the road. More than growth, sustainability is crucial. Have a growth plan for each account. While working on account growth, maintain a solid strategic relationship with account owners.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

PandaDoc

NOVEMBER 6, 2020

trillion, or 17% of all B2B sales , by 2023. This growth is driven largely by the generation born in the last two decades of the 20th century. Let’s look at how integrating an eCommerce platform into your B2B strategies enables you to find customers, boost sales, and create an operational framework for future growth.

B2B 40

B2B Profit margin Price Sales 40

PandaDoc

FEBRUARY 16, 2023

From the standpoint of metrics and analysis, if you have a strong set of past data and a historical record of performance, then you can use it to predict future growth. Long-term forecasts can help you understand business growth over time and teach you how to use past performance data to optimize your business workflow. are signed.

Sales 52

Sales Technique Clients Growth 52

Search Engine Land

JANUARY 7, 2023

In 2023, there definitely has been a significant shift in the way SEOs think about user intent, or the search intent behind a query. 2013: “As Product Marketing Manager within the search growth team, you will be responsible to developing plans, creatives, campaigns and programs to increase the number of user’s signed in.”

Engineering 96

Engineering Non-Profits Electricity Networking 96

SaaStr

SEPTEMBER 3, 2023

If your customers love and trust you, they buy more from you More products, more seats, bigger editions, more use cases Seen this in every single SaaS company I've ever worked with Few do everything they could here — Jason ✨Be Kind✨ Lemkin  (@jasonlk) August 27, 2023 In simpler times, this thinking is a positive. We forced it.

Customers 98

Customers Price Contract Growth 98

SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. Customers often sign 3+ year contracts, and architect their entire business processes around ServiceNow. Raising prices and making threats at renewals helped a bit in 2023. The post Product-Led Growth Is Great.

Product 110

Product Growth B2C Contract 110