SaaStr

NOVEMBER 6, 2023

If you’re selling software to SMB merchants and outside of tech like Shopify and Toast and Monday , things are pretty, pretty good, if in some ways still harder than before. If you’re selling sales and marketing software, like Zoominfo, it can seem a lot tougher than 12-18 months ago. So where does this all net out?

Cross-sell 109

Cross-sell Price Growth Gaming 109

SaaStr

JANUARY 3, 2024

It’s quietly crossed $1.2 Billion in ARR now, but like many, its growth has slowed substantially the past year, to just 17%. Still, Wall Street seemed to like its slower but efficient growth. Radically More Efficient Than Just a Year Ago A common theme for 2023 in SaaS. Elastic got fitter, even as growth slowed.

Cross-sell 90

Cross-sell Growth Price Up-sell 90

SaaStr

SEPTEMBER 2, 2023

So there’s a question I’ve had for some time in SaaS: does high NRR really equal higher growth? “Higher growth is generally associated with higher retention and vice versa. Figure 5 comes from our 2023 SaaS Retention Benchmarks for Private B2B Companies and highlights the relationship between growth and retention.

Cross-sell 103

Cross-sell Growth B2B Up-sell 103

SaaStr

DECEMBER 20, 2023

jasonlk) December 19, 2023 5 Interesting Learnings: #1. Growing Almost 50% as Approaches $2B in ARR The exact growth rate is based on an The Information report from a few weeks ago, and it seems about right looking at their published metrics. Importantly, growth has accelerated this year. That’s awfully impressive.

Cross-sell 105

Cross-sell B2C Growth B2B 105

SaaStr

NOVEMBER 15, 2023

Growth has slowed somewhat as Crowdstrike approached $3 Billion ARR — but only somewhat. jasonlk) November 13, 2023 Not every area of SaaS and Cloud is seeing big “macro” impacts. They view professional services primarily as an opportunity to cross-sell more modules. Security remains hot.

Non-Profits 106

Non-Profits Cross-sell Growth Service 106

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. Cross-selling : Offering customers related or complementary products.

B2B 122

B2B Cross-sell Pharmaceutical Account management 122

SaaStr

MAY 3, 2023

It’s now at $560m in ARR, growing 23% on a constant-currency basis, and while that growth has slowed from the go-go pace of the last 2 years, it still beat Wall Street’s estimates for both revenue and adjusted profit! Probably a fair way to model things in 2023 if you are similar to Freshworks. #2. What a great story!

Non-Profits 119

Non-Profits Cross-sell B2B Growth 119

SaaStr

OCTOBER 25, 2023

Fast forward to today, and last quarter they crossed an incredible $560,000,000 in ARR growing 20% on a constant currency basis. 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. 5 Interesting Learnings: #1.

Cross-sell 102

Cross-sell Contract Price Growth 102

SaaStr

JULY 24, 2023

So price increases have been the name of the game in SaaS for the past 12 months, in many (not all) cases to help make up for slowing growth: Zendesk up 16% Salesforce up 9% Google Workspace up 20% HubSpot up 12% Webflow up 16% Shopify up 33% Slack up 10% And some of them like Slack and Salesforce hadn’t raised list prices in quite some time.

Price 82

Price Cross-sell Gaming Follow-up 82

Veloxy

SEPTEMBER 8, 2022

But, as you know, the insane number of variables and non-selling activities in your sales process makes it nearly impossible to start improving sales velocity. Use our Revenue Growth Calculator to Find Out! High Velocity Sales is the approach to selling that progressively accelerates the sales process to generate maximum results.

Cross-sell 130

Cross-sell Sales Quota Contact 130

SaaStr

MAY 24, 2023

It’s crossed $640,000,000 in ARR, growing a stunning 50%! We’ve seen the same thing at most Cloud and SaaS leaders, especially those that sell to SME (Small, Medium, and Enterprise / Larger customers). Much, much more efficient in 2023 — and Monday got there rapidly. 5 Interesting Learnings: #1. $50k+

Cross-sell 117

Cross-sell Represent CRM Growth 117

SaaStr

JUNE 7, 2023

So Twilio is perhaps the top “hero” SaaS company that has taken the biggest hit from the crunch of 2023. As a result, growth has radically slowed for the first time ever, to just 15% at $4 Billion in ARR. From 48% growth to 15% in just 12 months. From 48% growth to 15% in just 12 months. Go Global! #5.

Non-Profits 67

Non-Profits Cross-sell Growth Up-sell 67

SaaStr

OCTOBER 29, 2023

are different markets of course, but most of the best SaaS apps organically cross borders. jasonlk) October 29, 2023 In the end, “most” B2B companies whose product can be used anywhere end up with about 25%-30% of their revenue in Europe. But to close more traditional customers, and non-tech ones? Europe and the U.S.

Cross-sell 98

Cross-sell Strategize B2B Closing 98

SaaStr

SEPTEMBER 29, 2023

Lattice has launched four product suites in the last eight years, and the ideas that drove their growth apply to most companies today. Any startup in any reasonable category likely has dozens of competitors, and Altman believes the best strategy to compete in 2023 and beyond is multi-product. Who is going to do the selling?

Product 95

Product GTM Cross-sell Commission 95

Martech

DECEMBER 26, 2023

So John Murphy, partner development manager at HubSpot, looks to remove barriers to cooperation between the vendor’s direct sales reps and the channel partner, for example, consulting with partners on lead generation and educating them on successful co-selling methods. It’s the job of the vendor to provide product knowledge to their partners.

B2B 111

B2B Cross-sell Hospitality GTM 111

Sales Hacker

AUGUST 3, 2022

As brands continue to move into an age of cross-platform promotion, what could the proliferation of social media mean for the future of e-commerce? Never fear — I’ll navigate you through the rise of social e-commerce and divulge the best-kept social selling tactics for a campaign that targets a new active audience. With over 4.62

E-commerce 81

E-commerce Sell Cross-sell Campaign 81

Search Engine Land

MAY 7, 2024

selling over 400,000 eBikes in the last four years. Organic traffic grew from under 40,000 to over 210,000 clicks from January 2022 to March 2023 (Figure 2). In the case of Lectric, I examined the relationship between brand mentions, referring domain links and organic traffic (brand and non-brand) growth.

CTR 80

CTR Electricity Real Estate X-functional 80

Gong.io

AUGUST 3, 2022

In this article, you’ll learn how to define customer success, and discover the most important KPIs for measuring retention and growth (and other customer success goals) as well as the value buyers receive from your product. For product-led growth teams, onboarding sequences are generally automated. Upsells and cross-sells .

Customers 87

Customers Cross-sell Contract Price 87

PandaDoc

APRIL 30, 2024

Boost your sales team efficiency Simplify the sales document process and give your reps time back in their day to sell more. It promotes organic growth. Emphasizing incremental sales makes it possible to generate added value on a regular basis, promoting steady growth and shoring up your company’s bottom line.

A/B testing 52

A/B testing Objectives and Key Results Campaign Legal 52

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. And on to almost $300m ARR today!

Cross-sell 93

Cross-sell Account management Clients Growth 93

Hubspot

APRIL 1, 2024

Seller Sentiments About Inbound Lead Flow Fell Year-Over-Year Here’s some data we were looking at recently that shows the difference in seller sentiments for inbound lead flow comparing Q4-2023 to Q4-2022. Some companies with explosive growth over the past few years. 20 different sales orgs. That’s all changed now.

Cross-sell 61

Cross-sell CRM Referrals Up-sell 61

Hubspot

NOVEMBER 16, 2023

I sat in the virtual crowd at INBOUND 2023, eagerly absorbing the keynote speech from Yamini Rangan, CEO of HubSpot. I scribbled down fragments of notes and ideas as she spoke: Moving from intelligence to insights to anticipate needs and offer recommendations based on CUSTOMERS Customer connection matters because it drives growth!

GTM 57

GTM Trust Cross-sell CRM 57

SaaStr

JANUARY 26, 2023

Dear SaaStr: Can Founders Still Sell Some of Their Shares in Venture Rounds in 2023? Up until say 2017–2018 or so, in SaaS, there was a rough rule: a relatively small amount of secondary liquidity ($1m-$2m) would be offered by growth investors in top VC rounds once a startup crossed $10m ARR or so.

Sell 18

Sell Cross-sell Growth Up-sell 18

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Field sales management is a dynamic and challenging career path that offers many opportunities for professional growth and advancement.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Martech

SEPTEMBER 16, 2022

Customer experience: Content helps reduce customer churn and drive upsells/cross-sells by keeping customers engaged post-purchase. Gartner notes that companies demonstrating success with growth, margin and profitability typically prioritize customer experience. billion by 2023. What’s next for content marketing.

E-commerce 133

E-commerce Cross-sell Drivers/motivators Prospecting 133

Lead Fuze

JUNE 22, 2023

Why Consistency is Key in Cross-Platform Promotions In today’s world, your customers are everywhere. This results in cohesive messaging that connects with customers on an emotional level, leading to increased customer loyalty and ultimately higher revenue growth. Connect with customers on a deeper level and boost revenue growth.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Teamwork Lead generation 52

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

SaaStr

JANUARY 12, 2024

” — mostly from folks who had a tougher 2023. 2023 wasn’t hard for everyone: First, it was mainly hard for folks that sold into “tech”, broadly speaking : Monday sells mainly outside of tech — it crushed 2023. Asana and Atlassian, competitors who sell more to tech?

Cross-sell 106

Cross-sell Growth Price Up-sell 106

PandaDoc

APRIL 3, 2023

Benefits of sales training for sales teams and their managers Sales training is beneficial for all members of a sales force, and investing in it can have many benefits and aid in establishing a culture of growth and support. Improve sales team productivity Simplify the sales doc process and free your teams time back in their day to sell more.

Technique 98

Technique Construction Legal Sales 98

PandaDoc

APRIL 21, 2023

KAM elements such as upselling and cross-selling will also help you earn more from clients. 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.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

PandaDoc

APRIL 26, 2023

Selling is arguably a line of work where personal attachment matters the most. One of them sells $50k, and the other two $40k and $30k, respectively. Gross margin commission Gross margin commission is paid on the margin from selling specific goods and services. upselling, cross-selling, loyalty programs, special offers, etc.).

Commission 52

Commission Territory Quota Drivers/motivators 52

Hubspot

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market. Between 2019 and 2022, AI adoption plateaued.

Product 64

Product Sell Cross-sell Education 64

Salesmate

APRIL 3, 2020

In the last decade, we have witnessed rapid growth in startups and small businesses, yet they still struggle with streamlining their business operations. The CRM industry is expected to grow to a $40 billion market worldwide by 2023 as per Statista. CRM accelerates startup growth. – Capterra. Or you just closed a client.

CRM 116

CRM Pipeline Objectives and Key Results Contact 116

Salesforce

FEBRUARY 15, 2023

When it comes to ecommerce trends, 2023 is the year that brands will move from being reactive to proactive. We asked our commerce Trailblazers to share their predictions for the industry in 2023. As inflation and supply-chain issues follow the market into 2023, this helps brands build much-needed resilience. Download it now 1.

Cross-sell 98

Cross-sell B2C Entertainment Start-ups 98

Veloxy

NOVEMBER 30, 2023

A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Salesforce

DECEMBER 8, 2022

Get set for success in 2023. In fact, 55% of sales leaders say they’re prioritizing low-risk initiatives with modest guaranteed growth. Sales reps spend only 28% of their week selling, down from 34% in 2018. As noted above, tool juggling is one of the reasons reps don’t spend enough time selling. 6 min read.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

SaaStr

FEBRUARY 14, 2024

You Mon Tsang, CEO and co-founder of ChurnZero, Colleen O’Sullivan, VP of Integrated Customer Experience at Hubspot, and Jason Lemkin, SaaStr founder and CEO, give their take on where the customer success industry is headed and shares data from the Customer Success Leadership Study done by ChurnZero at the close of 2023.

Customers 96

Customers Cross-sell Drivers/motivators Gaming 96