SaaStr

MARCH 6, 2024

Then, they brought out a competing product :). 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.

Contract 86

Contract Engineering B2B Growth 86

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. These companies get to exploit new AI APIs to make their products better. So even startups good at getting renewals were getting seat contractions. Is everything going to be focused on AI?

Finance 86

Finance Up-sell Contract B2B 86

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 95

Customers Price Contract Growth 95

Sales Hacker

NOVEMBER 10, 2023

With the end of the year fast-approaching, two inevitable events emerge on the horizon: The dawn of a new calendar year (hello 2024!). Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. This week’s newsletter is sponsored by Demandbase.

GTM 94

GTM Intrinsic Customers Contract 94

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

A Pivot From Growth At All Costs To Driving Profitability The Cloud model of recurring revenue, low marginal distribution costs, and strong net dollar retention dynamics is possibly one of the best and most resilient business models ever invented. There’s been a pivot from growth at all costs to driving profitability.

Growth 97

Growth Negotiate Finance Contract 97

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 75

GTM Cross-sell Government Legal 75

Martech

SEPTEMBER 14, 2023

Price and product are only two of many operational GTM levers. 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

GTM 121

GTM Market share Growth Technology 121

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 do I leverage GenAI in my product to drive competitive advantage? It depends on the utility of your product and platform as it is. How to Buck Up and Go Long in SaaS?

Healthcare 93

Healthcare Trust Drivers/motivators Start-ups 93

Search Engine Land

SEPTEMBER 21, 2023

Every business operates differently and, in some cases, advertisers can fall foul to Google product limitations (i.e., The key to profitable, sustainable growth for lead gen is what I call the High Quality Leads (HQL) framework. Why not “Contract Signed”? long sales cycles) or become paralyzed with indecision. Lead scoring.

Lead generation 111

Lead generation Non-Profits Drivers/motivators Intrinsic 111

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

MARCH 13, 2021

While still a minority of all customers, direct sales customers are up from 1,900 a year ago, about the same as overall growth (+47% year-over-year). #3. Mongo expects 98% of its enterprises to be multi-cloud by 2024. A great deep dive with Mongo’s VP Corporate Sales and Chief Product Officer here: And a few bonus notes: #6.

Contract 118

Contract Service Start-ups Growth 118

SaaStr

FEBRUARY 14, 2024

And during a growth phase, we become overwhelmingly growth-oriented to a fault. It’s not that you don’t want to spend, but maybe you can skip on 2024 marketing budget for customer success. If someone never starts or uses the product, they’ll churn. It’s the critical piece for customer retention.

Customers 92

Customers Cross-sell Drivers/motivators Gaming 92

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 81

Growth Promote Engineering Up-sell 81