SaaStr

MARCH 4, 2022

ZoomInfo has barely had its market cap hit by the recent tumult, still trading at a healthy and well-deserved $20B+ market cap: And ZoomInfo is wildly efficient. Bill.com has also held up well at a $22B market cap. All three are hyper-efficient. It has 39% operating margins! More on that here. Salesforce). Salesforce).

Growth 78

Growth Sales Meeting 78

SaaStr

MAY 17, 2023

Billion in ARR – Growing 16% – Non-GAAP margins of 17% and trending up And market cap? Smaller, Medium, and Larger Customers Are All Growing at About the Same Rate. RingCentral really isn’t, as all its customer segments are growing at about the same rate. #3. But that’s still mighty low.

Non-Profits 87

Non-Profits Growth Contact Customers 87

SaaStr

FEBRUARY 27, 2021

We last checked in with Salesforce after $10B in ARR and a $100B market cap and it’s just cruised past that since. Salesforce has now crossed $24B in ARR, a $200B market cap, and is buying Slack! run rate, but are growing 31% — vs. 20% overall for salesforce. Salesforce needs 4+. Europe is on fire for SaaS.

CRM 118

CRM Growth Service Engineering 118

Martech

MARCH 29, 2022

Ratings giant Nielsen is to be acquired by a private equity consortium consisting led by Evergreen Coast Capital Corporation and Brookfield Business Partners at a cost of $16 billion. billion over Nielsen’s market cap and 60% premium over the share price before news broke about the negotiations. TV ratings giant.

Profit margin 88

Profit margin Negotiate Launch Price 88

SaaStr

MARCH 19, 2021

The Cloud is expanding and moving forward at a phenomenal rate, so we invited the team at Bessemer Venture Partners back to SaaStr to unveil their latest findings in the 2021 State of the Cloud. Zoom’s market cap grew over 4X to reflect that. Growth rates are increasing as well, which is noteworthy. Hello Unicorns .

E-commerce 76

E-commerce Construction Growth Price 76

Martech

APRIL 1, 2022

This week’s news about the purchase of TV-ratings giant Nielsen is spotlighting ongoing problems with its products and raising questions about the company’s value. That is close to Nielsen’s current market cap, but that is based on a stock price that has jumped more than 20% since news of the deal broke. for national ratings.

Profit margin 100

Profit margin Product Networking Price 100

SaaStr

APRIL 19, 2023

They’re at a $750,000,000 run rate, not that much smalelr than Toast, and are still growing a very healthy 24% (!). While Lightspeed is at a $750m run-rate, only $300m of that comes from software, and the percent from high-margin software is coming down. Billion (USD) market cap leader. But the margins are tough.

Retail 91

Retail Growth Up-sell Price 91

SaaStr

MAY 23, 2023

The typical 10% base commission rate accelerates up to 20% for the highest performers, once quota is hit. #9. Having said that, many struggling SaaS startups are seeing attainment rates at half that today. Only 14% of SaaS companies cap commissions. Probably not a surprise. Reward your very best. Let the best run!

Commission 103

Commission Closing SQL Quota 103

SaaStr

JULY 28, 2023

Inflation appears to be down, and interest rates have mostly peaked. at least, and interest rates appear close to the maximum. And multiples and market caps will be lower. But it’s way off the lows of earlier in the year. We’re all macro experts in SaaS now! But inflation does seem to be way down in the U.S.

Growth 79

Growth Up-sell Start-ups Closing 79

SaaStr

JULY 28, 2023

Inflation appears to be down, and interest rates have mostly peaked. at least, and interest rates appear close to the maximum. And multiples and market caps will be lower. But it’s way off the lows of earlier in the year. We’re all macro experts in SaaS now! But inflation does seem to be way down in the U.S.

Growth 75

Growth Up-sell Start-ups Closing 75

SaaStr

APRIL 26, 2022

With CEO Jay Chandhry still owning 25% of a $30B market cap, it’s also an epic model in managing dilution. Why even now, it’s worth $30B in market cap. Zscaler beats the “rule of 40” and is growing at an epic rate while still generating epic free cash flow. 5 Interesting Learnings: #1. A tall order.

Growth 91

Growth Trust Customers Sales 91

Search Engine Land

NOVEMBER 22, 2022

Going into 2023, with a shaky economy likely to cap many budgets and headcounts far below optimal levels, it will be especially important for marketers to articulate a compelling case for why their area of expertise should get a fair share of resources. Pick a time period that makes sense for your brand’s traffic history.

CTR 138

CTR Growth Clients Follow-up 138

Search Engine Land

APRIL 19, 2023

In general, sales conversion rates can typically be anywhere from 2% to 10%, but again that depends on the price point, the effectiveness of the sales page or the sales process, and other factors. This is also known as a cost cap, and Facebook will only show the ads to people that may come in at that “cap” you have set.

Campaign 100

Campaign Up-sell Start-ups Lead generation 100

Heavy Hitter

NOVEMBER 7, 2020

  Zoom Market Cap $141B -  Zoom Video Communications cloud-based peer-to-peer software platform provides videotelephony, teleconferencing, and distance learning. Driven Snowflake Market Cap $63B -  Snowflake offers "data warehouse-as-a-service" cloud-based data storage and analytics platform.

Growth 52

Growth Service Networking Contact 52

Sales Hacker

JUNE 23, 2020

InMail messages do tend to see a higher open rate than cold email (there’s no junk folder on LinkedIn, after all). Some people have seen open rates above 85% and clickthrough rates over 5%. Credits roll over for up to three months before being capped. A LinkedIn Premium account gets you just 5 InMail credits per month.

Lead generation 90

Lead generation Campaign Start-ups CRM 90

SaaStr

JULY 7, 2021

rates them on 3-Year Growth – a slightly strange metric for start-ups at all different stages), for SaaS and SaaS-ish startups: [note, the higher they are on the list, the faster they are growing on a % basis YoY]. #7 A $28B Market Cap today at $1B+ in ARR. Where it Went: A $7B market cap and IPO. billion market cap. .

Finance 108

Finance Growth Start-ups Price 108

SaaStr

NOVEMBER 7, 2020

A $23B market cap enterprise software company — with a lot of services. Here are the 5 that stood out to me at $1B run-rate and post the IPO: 1. And Twilio has done just fine since they, growing more than 10x in market cap. You can grow your TAM — even at a $1B run-rate. Well, they did lose Uber. But so what?

Government 68

Government Cross-sell Contract Growth 68

SaaStr

MAY 25, 2023

As you get bigger, you are going to be valued in an M&A opportunity somewhere between 5-10x ARR, maybe more if you are growing at a very high rate. billion at a relatively low ARR rate. The other billion+ SaaS acquisitions were all at $100m+ run-rates. Most acquirers just don’t have the cash or the market cap.

Sell 144

Sell Price Up-sell Start-ups 144

SaaStr

APRIL 26, 2023

And that’s powered it all the way to a $1B run-rate with 28% EBITDA. At just about a $4B market cap, it trades at only 4x ARR due to its mature growth at scale (10%), despite being fairly efficient. Squarespace produces amazing websites for SMBs — we are a big customer at SaaStr. And subscriber growth of only 3%.

Price 87

Price Growth Up-sell Product 87

Search Engine Land

APRIL 19, 2024

Remember, Google often prioritizes RSA variations based on CTR, but if the objective of the ads is conversion-based, then you should judge the results toward conversion rate, CPA or ROAS instead. Testing ads is another feather in its cap. Test yourself against the algorithm.

CTR 102

CTR A/B testing Objectives and Key Results Campaign 102

SaaStr

OCTOBER 5, 2021

We’ve talked a lot on SaaStr about great sales professionals, on driving up Revenue Per Lead, on not capping sales comp systems, and on why you need to manage out your worst reps (because leads are precious). In fact, it can harm close rates. As it turns out, all of these are within your control [link].

Closing 141

Closing Quota Pitch Gaming 141

SaaStr

MAY 17, 2022

We have too much for the current run rate of the business, and that inventory has consumed an enormous amount of cash, more than we expected, which has caused us to rethink our capital structure (more on this in a moment). Its current market cap is only $4 Billion. Our goal is to restore the business to positive free cash flow in FY23.

Sell 81

Sell Up-sell 81

Veloxy

JANUARY 4, 2022

Start with 1 share, and cap it off at 5. You’ll see the fruit in your response rates and conversion rates! If you’ve seen the movie Pay it Forward with Haley Joel Osment, you know that it won’t take long for the one or five prospects to spread your message in a multiplier effect. Definitely test merging them together.

Referrals 211

Referrals Drivers/motivators Campaign Prospecting 211

Search Engine Land

JUNE 30, 2023

Source/medium and ecommerce conversion rate data (among others) are not out-of-the-box metrics that can be synced across unless you’re comfortable creating custom fields. Another bow in their cap and a necessary learning curve if you want to benefit from the new reporting suite that GA4 has to offer. engagement rate).

Represent 90

Represent Education Clients Conversion 90

Sales Hacker

AUGUST 26, 2021

Non-revenue goals or components of your commission plans are not very lucrative as they don’t get the same commission rates as closures. Accelerators are used to increase your commissions’ rate from 1x to 1.5x Decelerators are used to decrease your commissions’ rate from 1x to 0.75x or 0.5x. commissions.

Commission 95

Commission Quota Sales Finance 95

SaaStr

JULY 26, 2023

Quiet but Mighty SaaS security leads Zscaler just keeps on growing at epic rates at $1.5 ARR ▶️ 46% Growth ▶️ 125% NRR ▶️ 400 $1m+ Customers ▶️ 15% Operating Margins ▶️ $22B Market Cap It doesn't get too much better — Jason ✨Be Kind✨ Lemkin  (@jasonlk) July 25, 2023 Yes, times are a bit tougher out there. And with high NRR.

Growth 75

Growth Engineering Closing Customers 75

Martech

MARCH 13, 2023

SVB ran into problems when interest rates rose. The vast majority of SVB’s deposits — $157 billion at the end of last year— were in 37,000 accounts that were over the FDIC’s $250,000 deposit-insurance cap. Those “stable, safe” bonds were losing value as inflation outstripped the interest being paid on them. Why we care.

Government 80

Government Follow-up Gaming Up-sell 80

Martech

AUGUST 3, 2022

Its roots go back to brands putting ads on store end caps and paying for placement in retailers’ weekly fliers. 14% bought ads every month; the retention rate from December to January was 59%. Retail media networks are a hot new thing that’s been around for decades.

Retail 90

Retail Networking Profit margin Technology 90

SaaStr

AUGUST 7, 2021

I have no time to meet for that 5th cup of coffee to “share notes” or “talk about what we’re doing” Burn Rate is Just Too High. Messed Up Cap Table. It’s not a complete No, but usually, I’ll quickly pass if the cap table is too messed up. They never catch up.

Up-sell 134

Up-sell Pitch Represent Price 134

SaaStr

APRIL 14, 2020

Ok we are almost at our cap of 10,000+ attendees for the FREE SaaStrSummit on Bridging the Gap on April 22. Two of our most highly-rated speakers are back to share lessons learned and the right ones to apply to today. Many of the sessions already have 5,000+ registrants or more already.

GTM 105

GTM Up-sell Sell Process 105

Search Engine Land

FEBRUARY 21, 2023

You may have one campaign where you struggle to spend the budgeted amount but another consistently running up against caps. Either way, hopefully you get the message that proper budget pacing is critical, especially on enterprise-level accounts where a hard budget cap is spread out across multiple ad groups, campaigns, etc.)

Objectives and Key Results 87

Objectives and Key Results Campaign Clients B2B 87

SaaStr

JUNE 14, 2021

But the explosion of valuations and market caps in SaaS isn’t “free” There’s a cost. Now this isn’t to say we all have to grow at quite this rate. Is that fair? Isn’t doubling at $10m+ a year plenty good enough? It certainly was for a long time for mid-stage and growth-stage VCs.

Growth 96

Growth Follow-up Price 96

Search Engine Land

JUNE 6, 2023

Build a custom column that looks at decreases in click-through rate and increases in CPC to gauge potential market competition and activity. Use case 4: Spend anomalies How many of us (raises hand) have seen Google take liberties with budget caps? . “> “> “> “> “> “> Processing…Please wait.

Customers 96

Customers SQL Click Through Rate Campaign 96

SaaStr

SEPTEMBER 22, 2021

And they are both incredibly impressive — 118% growth at $3B run-rate and $500m in ARR in software alone may be an all-time record — but also, perhaps not SaaS? #1. It’s just a reminder of the toll a heavily capital-intensive business takes on the cap table. Now with a $30B (!) Not yet. All the rounds on TechCrunch?

Contract 104

Contract Price Growth Start-ups 104

SaaStr

APRIL 28, 2021

So many curious things have happened as Cloud and SaaS companies have exploded to $2T+ in market cap. Its more enterprise “Shopify Plus” revenue continued to grow at an impressive rate. One of them is a challenge to the rule that at some point, you have to go enterprise to really scale. in ARR during Covid.

Growth 124

Growth Start-ups Product Customers 124

SaaStr

JANUARY 30, 2021

This is pretty stunning, and justifies the $100B market cap. A stunning 99% logo retention rate. And ServiceNow has now joined Salesforce, Shopify and Zoom at another SaaS leader worth a stunning $100 Billion (!). Let’s take a look at 5 Interesting Learnings: 1. Still growing 32% at $5B in ARR.

Contract 137

Contract CRM Growth Presentation 137

Sales Hacker

JANUARY 27, 2024

Dropping into your inbox with a Saturday special today, and here’s why: this week was a particularly busy one, capped off by our first GTMfund dinner of the year. Here are a few indicators: Look at your top-of-the-funnel bounce rates. Wait – is it Friday? Nope, it is indeed Saturday.

GTM 88

GTM Niche CRM Account management 88