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. Almost no one.

Customers 94

Customers Price Contract Growth 94

SaaStr

MARCH 6, 2024

Billion, ARR, so at the edge of still being in growth mode. Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2. That’s 2024. #3. 5 Interesting Learnings: #1.

Contract 85

Contract Engineering B2B Growth 85

SaaStr

APRIL 10, 2024

Fast forward to today, it’s settled into a very mature leader, with slow growth but impressive efficiency … at a stunning $2.4 Operating Margins are a wildly impressive 33%, but revenue growth has slowed to a very mature 6%, and paid customer count actually dropped last quarter. It wants efficient growth.

Drivers/motivators 88

Drivers/motivators Price Contract Growth 88

SaaStr

SEPTEMBER 13, 2023

Founder and General Partner of Craft Ventures, David Sacks, shares his perspective on what to expect from SaaS in 2024. So even startups good at getting renewals were getting seat contractions. Key Takeaways There are plenty of predictions about SaaS in 2024. Is everything going to be focused on AI? That’s still happening.

Finance 85

Finance Up-sell Contract B2B 85

SaaStr

JANUARY 17, 2024

The Biggest Customer Segments Are Growing the Fastest. Smartsheet has thousands and thousands of small customers, with an ACV of < $5k. But the bigger ones are the ones driving revenue growth at scale. As you can see, $100k+ customers are growing the fastest, followed by $50k, then followed by $5k+ customers.

Entertainment 89

Entertainment Government Contract Growth 89

SaaStr

FEBRUARY 14, 2024

The landscape of customer success has been evolving rapidly. So much so that we seem to be releasing new content on customer success just about every week. Today we’re focusing on actionable insights you can use to drive down churn with customer success in today’s new era of SaaS efficiency.

Customers 92

Customers Cross-sell Drivers/motivators Gaming 92

PandaDoc

FEBRUARY 23, 2024

All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. Instead, it’s about recognizing and nurturing all sorts of potential avenues for growth — which may or may not be related to sales in the near future.

Objectives and Key Results 52

Objectives and Key Results CRM Contract Strategic partnership 52

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. Today, this ratio is closer to 2:1.

Growth 97

Growth Negotiate Finance Contract 97

Martech

SEPTEMBER 14, 2023

Even the most successful sales teams, with the best incentive plans, cannot fill the gap when marketing is constrained, let alone deliver the customer experience and convince the audience of brand value. The decision can create significant downward bottom-line margin pressures rather than fuelling recovery and growth.

GTM 113

GTM Market share Growth Technology 113

Hubspot

NOVEMBER 22, 2023

It's a CRM (or Customer Relationship Management Platform). As part of our 2024 State of Sales Series , our Sr. CRMs have always solved that problem for customer-facing teams with hundreds of contacts and data points to track. This is where Customer Relationship Management (CRM) software comes into play.

Closing 68

Closing CRM Customer Relationship Management Pipeline 68

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? The lesson learned?

GTM 74

GTM Cross-sell Government Legal 74

Search Engine Land

SEPTEMBER 21, 2023

The key to profitable, sustainable growth for lead gen is what I call the High Quality Leads (HQL) framework. Narrow the circle of what good looks like and then open the targeting taps on Search and other networks (Video, Display) to drive growth. Why not “Contract Signed”? long sales cycles) or become paralyzed with indecision.

Lead generation 116

Lead generation Non-Profits Drivers/motivators Intrinsic 116

SaaStr

MARCH 13, 2021

Today, MongoDB has 24,800 customers generating almost $700m in ARR, growing a stunning 39% year-over-year. That’s an impressive distribution, with almost 100 $1M+ customers now, and an average customer paying about $30,000 a year. 98 $1M+ ACV Customers, Up from 62 a Year Ago. E.g., running across multiple clouds.

Contract 117

Contract Service Start-ups Growth 117

SaaStr

APRIL 3, 2024

Jennifer has been at PagerDuty since 2016, a disruptive company that took automation to the next level before AI was hot in 2024. How about bringing more value to customers in a much shorter time frame? Or supporting customers by enabling GenAI? How to Buck Up and Go Long in SaaS?

Healthcare 92

Healthcare Trust Drivers/motivators Start-ups 92

Salesforce

APRIL 7, 2022

Check if the digital and logistics capabilities can support more growth. This exercise will help determine the countries fertile for growth: Search for consumers abroad who know your brand. retailer looking to expand into Canada (with a forecasted $33 billion in ecommerce sales in 2024) needs to consider custom, duty, and taxes.

Minimum Viable Product 94

Minimum Viable Product Territory Launch Strategize 94

SaaStr

JANUARY 28, 2020

Aaron : The playbook for reigniting growth. So, putting a little bit more money in everybody’s pocket and creating a little more growth is probably a great topic for today. ” And so, when you think about a recession, how do you, one, you may just have to think about a little bit less growth. Jason : All right.

Growth 82

Growth Promote Engineering Up-sell 82

PandaDoc

MARCH 6, 2024

PandaDoc PandaDoc is an AI-enabled automation software that streamlines your entire document workflow end-to-end — it’s mainly known for its ability to collect legally valid e-signatures, customize and manage documents, and get analytics based on the interactions customers had with your documents.

Price 97

Price Legal Contract Government 97