Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sponsor love: The ELG Conference. Early-bird tickets expire next week.

GTM 97

GTM Growth Referrals Cross-sell 97

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

Veloxy

JUNE 23, 2021

They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

JULY 26, 2022

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. Customers don’t expect as much in terms of security, compliance, etc. Customers often can deploy on their own. Customers don’t expect you to build a feature before they buy. Get better at onboarding.

Growth 141

Growth Start-ups Up-sell Strategize 141

SaaStr

OCTOBER 21, 2023

Dear SaaStr: What is the average percentage of annual vs. monthly plan sold for a BtoB SaaS startup targeting the SMB market? Here are some rough-and-tough numbers: If the customers are so small they are basically paying out of their own pockets … then 80%+- will pay monthly. 95% of Expensify customers pay monthly.

Contract 85

Contract Growth Customers 85

ConversionXL

MARCH 10, 2021

SaaS applications can be deployed in a variety of ways to help grow your business and and build processes at scale. In this article we’ll take a look at how you can use Active Directory with your favorite SaaS applications to improve your processes and workflow as well as the pros and cons of different solutions.

Launch 138

Launch Service Manufacturing Finance 138

SaaStr

OCTOBER 10, 2022

A gap opens up when: – Sales abandons the customer the moment deal is closed – Support too reactive & slow to solve real issues – Deployment harder than should be. They are the Great Gap Fillers in SaaS. What I mean is, with most SaaS companies, there’s just a huge customer workflow break.

Customers 111

Customers Account management Closing Follow-up 111

SaaStr

SEPTEMBER 7, 2023

Dear SaaStr: What Are The Best Ways to Retain Your Customers in SaaS? A few things that always work to drive down churn in the early days — and later: Make sure you have a strong Head of Customer Success … whose #1 goal is reducing churn. Go visit all your top customers in person, even once a quarter per top customer if you can.

Customers 97

Customers Meeting Up-sell Prospecting 97

SaaStr

MAY 24, 2024

In the early days of SaaS , blogging was a popular form of content creation. Events offer valuable opportunities for marketers to connect with customers, especially during the lockdown. When CS is part of sales, there’s a lack of focus on customer care.

Drivers/motivators 97

Drivers/motivators Cross-sell Networking Pipeline 97

SaaStr

OCTOBER 17, 2023

Customer success is all about outcomes. What does NRR have to do with customer success? PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Get more new customers.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

SaaStr

OCTOBER 25, 2023

Bigger Customers Keep Growing, But SMBs Have Slowed A common theme across tech today. Freshworks has 51,700 customers at around $2k ARR, with a quick close of just 25 days. 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.

Cross-sell 98

Cross-sell Contract Price Growth 98

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. As you can see, $100k+ customers are growing the fastest, followed by $50k, then followed by $5k+ customers. And they now have 59 $1m+ customers, up from 40 a year ago.

Entertainment 89

Entertainment Government Contract Growth 89

Gong.io

JUNE 29, 2022

Beating customer churn is how the best-of-the-best Customer Success orgs shine. And it all starts with their onboarding experience. So how can you help your customers achieve value faster? How can you increase engagement for your software as a service (SaaS) app? With an effective SaaS onboarding process.

Process 62

Process Follow-up Start-ups Customers 62

SaaStr

OCTOBER 27, 2022

We’ll see 2,500+ of the best SaaS founders, execs, and VCs June 6-7 at 2022 SaaStr Europa ! At OnBoard , we believe board meetings should be informed, effective, and uncomplicated. Paddle offers SaaS companies a completely different approach to their payments infrastructure. Grab tickets here. .

Government 106

Government Healthcare Education Launch 106

Search Engine Land

JUNE 26, 2023

Understanding the procurement process and how it pertains to SEO Suppose you find yourself in a position where a tool like Botify, Conductor, Brightedge, or seoClarity or onboarding an agency will help your SEO. Discuss customization options to ensure the SaaS tool meets your needs without unnecessary costs.

Process 112

Process Negotiate Contract Legal 112

SaaStr

JUNE 13, 2024

Amit asked himself, “ How hard would it be to understand customers better than salespeople?” That was the idea for Gong, an early vision of an autonomous customer management system that could capture customer conversations, understand them, and turn insights into action. AI was starting to diagnose diseases better than doctors.

Agriculture 87

Agriculture Growth Sales Up-sell 87

SaaStr

DECEMBER 4, 2023

They also don’t think remote onboarding and training and culture is working well enough in sales. CROs Feel Like Customer Success is Phoning It In From Home, And They Have to Do More and More Of Their Job Ok this one may be the most triggering of all, which is probably why few say it on LinkedIn or Twitter.

Up-sell 85

Up-sell Follow-up Sell Conversion 85

Partners in Excellence

APRIL 23, 2021

The target customers for these are very different, their reasons for buying are very different, the “problem” they are trying to solve is very different. The buying journey and the customer buying experience is very different. ” This is driven by the flawed thinking of “SaaS selling.”

Process 114

Process Manufacturing Government Sales 114

Search Engine Land

OCTOBER 25, 2023

And these days, customers expect brand engagements to be relevant, timely and personalized – as standard. So, unless you’re doing what the customer experience winners do, you’re always going to be in second place. You’re being judged against the best in the business. It’s well understood that martech holds the key. Here’s why.

Objectives and Key Results 104

Objectives and Key Results Technology Technology Consult 104

SaaStr

JULY 18, 2023

Hypergrowth in today’s highly competitive and budget-constrained SaaS world may be less frequent now, but Vanta, the software tool empowering security companies to achieve compliance and manage risk, has defied the odds. Cacioppo now strongly believes that “customers would follow if you just build something” is a myth.

Strategic planning 85

Strategic planning Trust Growth Strategize 85

SalesHandy

JULY 7, 2021

You might be new to SaaS products, or even been doing it for awhile – SaaS Sales aren’t easy. Figuring out how to generate sales for SaaS products might seem like a pretty daunting task. What SaaS sales is all about, and how do you go about selling your SaaS to qualified leads? What is SaaS?

Process 98

Process Product Sell Inside sales 98

SaaStr

JANUARY 12, 2024

Is it the end of an era for customer success in SaaS? We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Back in 2015, when didn’t have the data or NRR or GRR of 115 public SaaS companies. The number one insight back then was to put a person on it.

Customers 97

Customers GTM Growth Clients 97

ConversionXL

SEPTEMBER 30, 2020

Nearly 75% of SaaS companies offer a free trial. Trials give potential customers a taste of life with your product at minimal risk. We also show you ways to optimize them based on what leading SaaS companies are doing right now. 9 ways to optimize your SaaS trial. They also give you the opportunity to earn their business.

Customers 121

Customers Price Education Start-ups 121

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). Defining customer success and measurements . For individual clients, we can ask, “What was it that the customer wanted to achieve originally?

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

SEPTEMBER 19, 2023

Many of the fundamental business models that were once engraved in the SaaS playbook are now changing thanks to a tougher macro environment and a maturing market. PST, Stephanie Opdam, Partner at Notion Capital, shares four business model changes that will allow SaaS companies to build resilience and staying power over time.

Profit margin 97

Profit margin GTM Price Growth 97

SaaStr

JANUARY 19, 2023

We’ll see 2,500+ of the best SaaS founders, execs, and VCs June 6-7 at 2022 SaaStr Europa ! Cyclr is an embedded integration platform (embedded IPaaS) for SaaS applications. Vendr is forever changing how companies buy and renew SaaS. Grab tickets here. It’s the everywhere workforce, working together. With over $1.5B

Growth 83

Growth Launch Price Clients 83

SaaStr

AUGUST 16, 2023

So Toast is the latest SaaS leader to get much more efficient in the past 12-18 months. The story we’ve learned again and again in SaaS, that’s it’s pretty tough to scale past $100m-$200m ARR in most cases being single product. Yes, it’s tough times in some places in SaaS. Billion in ARR! But the U.S.

Contract 77

Contract Up-sell Market share Growth 77

SaaStr

JULY 25, 2023

SaaStr Annual: SaaStr Annual is one of the largest SaaS conferences, attracting thousands of attendees, including entrepreneurs, investors, and industry experts. It provides insights into the latest trends, best practices, and networking opportunities in the SaaS space.

Legal 87

Legal Networking User Experience Technique 87

SaaStr

OCTOBER 16, 2020

One asked what were top moats are in SaaS. A lot of SaaS apps don’t really have moats, I thought. Let’s take a look at moats in SaaS: Brand. Brand can be a big moat in SaaS. Most customers just want to pick the app they’ve used and heard of. We all underestimated this in the earlier days of SaaS.

Contract 144

Contract GTM Trust Customers 144

SaaStr

MARCH 17, 2021

Today’s SaaS apps are easy to acquire and use without IT and operations’ assistance. However, trouble arises when your company ends up with a SaaS sprawl – the overall amount of adopted applications overwhelms your tech stack. Data becomes siloed in disparate SaaS apps, fragmenting the business processes that run your organization.

Growth 115

Growth CRM Strategize Process 115

SaaStr

AUGUST 18, 2023

So while the media is full of stories of unicorns doing layoffs and massive cutbacks, the story is a bit different with leading public SaaS companies. Yes many public SaaS companies have done some sort of layoffs the past 12 months, they were often more really reorgs, though, without any net decrease in headcount. Billion in ARR!

Growth 77

Growth Service Sell Sales 77

SaaStr

JULY 20, 2022

It’s something we don’t see too often these days, as $200m+ ARR sort of became the new floor to IPO in SaaS. Many SMB SaaS companies struggle to hit 100% NRR and 80% GRR. But it then loses real money on onboarding, at -124% margins, and real money on hardware, at -183% margins. 5 Interesting Learnings: #1.

Electricity 94

Electricity Growth Price Service 94

SaaStr

NOVEMBER 6, 2022

A while back I was having a discussion, not quite a debate, but a discourse with an extremely smart VC — far smarter than me — who was relatively new to SaaS, having spent more time in B2C. Like a lot of folks tip-toeing from B2C to SaaS, his first stop was in freemium. And thus, customers are willing to invest the time.

Process 105

Process B2C Follow-up Product 105

Search Engine Land

OCTOBER 23, 2023

This article builds on my previous one, emphasizing the importance of aligning SEO with the customer journey , specifically for companies that provide software as a service (SaaS) that market to other businesses (B2B). Understanding SEO and content for a smooth customer journey 1.

B2B 119

B2B Customers Objectives and Key Results Price 119

SaaStr

SEPTEMBER 12, 2023

I think this is some pretty helpful reading here, a good slice of some of the most tactical insights: Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. Your Customer Success Team. Almost always, in fact.

Price 90

Price Contract Territory Growth 90

SaaStr

DECEMBER 1, 2022

GUIDEcx® is a client onboarding and implementation platform that keeps your clients at the center of every project by providing complete visibility into the work. Invite everyone to the project—internal resources, customer teams, and third-party vendors. Tropic makes buying and managing SaaS ridiculously easy.

Contract 93

Contract Gaming Clients Technology 93

SaaStr

FEBRUARY 16, 2023

We’ll see 2,500+ of the best SaaS founders, execs, and VCs June 6-7 at 2022 SaaStr Europa ! With A-LIGN as your guide, we bring you the people, process and platform you need to secure your summit, protect against future risks and build customer confidence so you can focus on elevating your business. Grab tickets here.

Territory 92

Territory Government Trust Strategize 92