SaaStr

MAY 12, 2023

Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR. We tend to intuitively think annual contracts help combat churn, but they really don’t — they just defer it. You can download it here. And as time goes on, that doesn’t really help you much.

Contract 144

Contract Closing Customers Sales 144

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. PLG and SLG arent competitors, theyre partners in growth.

Growth 76

Growth GTM Product Government 76

SaaStr

APRIL 14, 2025

Dear SaaStr: How Do I Learn to Close Big Enterprise Deals Better? Closing high-ticket enterprise deals is a different beast compared to SMB or mid-market sales. For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Simplify your pricing, contracts, and approval processes. Embrace them.

Closing 60

Closing Contract Pitch Finance 60

SaaStr

JANUARY 8, 2025

Asana, strong in B2B2B and selling to tech, was perhaps hit hardest, with growth slowing to 10%. Monday.com by contrast, selling mainly outside of tech, saw growth remain strong at 34%. It was often close to the best of times. It’s been a tale of two worlds. The former often had a tough time from 2022 to 2024. The latter?

Non-Profits 117

Non-Profits Contract B2B Growth 117

SaaStr

MAY 8, 2021

An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now! Annual contracts require P.O., This is still true. This makes sense for a $250k+ deal.

Contract 122

Contract Legal Commission Finance 122

Martech

SEPTEMBER 12, 2024

Some interesting AI data points in the news: AI marketing assistant is the fastest-growing job in marketing with 21% projected job growth, according to a Linkee.ai Brightcove’s Brightcove AI Suite handles video content creation, audience growth and engagement.

Cross-sell 114

Cross-sell Construction Legal Contract 114

Partners in Excellence

MAY 22, 2025

What she wanted to review was pricing issues (they are heavily threatened with tariffs), specific contract issues, and other similar things. These were conversations that got deep into the weeds on opportunities in the final stages of closing. Managers swooping into closing deals because they feel they can do it better.

Contract 113

Contract Legal Meeting Trust 113

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. Dig deeper: How to align sales and marketing for revenue growth 2. If your team is switching between five different platforms just to close a deal, guess what? And make digital signature tools like DocuSign or Adobe Sign your go-to for contracts.

CRM 124

CRM Follow-up Sales Prospecting 124

Salesforce

MARCH 20, 2025

Closing this gap is key to long-term success. AI is transforming how small businesses operate, offering tools, like AI customer relationship management (CRM) that automate tasks, enhance customer engagement, and fuel growth. Adopting digital tools isn’t just about keeping up — it’s about unlocking real growth.

Growth 97

Growth E-commerce CRM Technology 97

SaaStr

JUNE 21, 2025

Q1 revenue growth: 39% US commercial: +68% growth Government contracts flowing like water NATO partnerships expanding The insight : When you combine AI that actually works with government customers who have unlimited budgets, you get returns that break traditional SaaS metrics. Tier 3: Vertical Specialists Average Return: +15.3%

B2B 97

B2B Government Healthcare Contract 97

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. In sales, recency bias often influences how we evaluate leads.

Intrinsic 343

Intrinsic Clients Contact Contract 343

SaaStr

APRIL 30, 2021

Salespeople pushing you to sign multi-year contracts you don’t want. Traditional SaaS sales is incented to close 1+ year contracts without no outs as quickly as possible, and where possible, for every possible seat you might ever use in Year 1. Drive up your NPS, close the deal even faster. I bet you close more.

Contract 111

Contract Price Closing Gaming 111

SaaStr

JUNE 12, 2025

We’re said this many times over the years at SaaStr, and it’s as true today as then: You should hire your first AE (Account Executive) once you’ve closed at least 10-20 customers yourself as the founder. Another key factor is your ACV (Annual Contract Value). Dear SaaStr: When Should I Hire My First AE? Not before.

Contract 77

Contract Quota Pitch Closing 77

SaaStr

JUNE 6, 2025

So Jamin Ball of Altimeter has a great summary of the cumulative revenue growth of all public SaaS companies … and it’s not a great story: Aggregate net new ARR added in Q1 from the software universe isn't looking good! Market Saturation : Many categories that drove explosive growth in previous years are reaching maturity.

Territory 95

Territory Growth Price Contract 95

Salesforce

AUGUST 15, 2024

How small business tools drive growth About 93% of today’s small business owners report using at least one technology platform to help run their businesses, according to a study by the U.S. Conga Contracts : Close deals faster with automated contract creation, controlled negotiations, eSignatures, and streamlined reporting.

Product 89

Product E-commerce CRM A/B testing 89

SaaStr

OCTOBER 23, 2024

Growth Has Re-Accelerated Fueled by commercial and government contracts, and by AI-related demand in both, Palantir is seeing growth re-accelerate from 2023. Commercial Customers Fueling Growth. Palantir is closing big, big deals and its roots are in government and defense. And a true engine of growth. #9.

Government 92

Government Contract Growth Closing 92

SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. Create environment for sales success The formula is simple: Existing revenue + Product-market fit + Growth + Unmet demand = Attractive opportunity for top sales talent.

GTM 87

GTM Territory Pipeline Growth 87

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. They’ve rocketed to $6m ARR in just a few months. Here’s why—and what’s coming next. Sales is messier.

Territory 78

Territory CRM Negotiate Relationship building 78

Martech

JUNE 26, 2025

Without that oversight, companies will trade near-term wins for long-term growth, weakening brand equity and enterprise relationships that sales alone can’t sustain. The short-term gain of mass AI-driven prospecting risks long-term brand equity, shrinking your future pipeline and undermining sustainable revenue growth.

GTM 104

GTM Strategize Pipeline Engineering 104

Sales Pop!

DECEMBER 23, 2021

If you streamline your sales process, team members can quickly and easily close deals. For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process. Yet, your hybrid sales team has plenty of room for growth. Revamp your sales process to accommodate your hybrid team.

Sales 246

Sales Contract Drivers/motivators Growth 246

SaaStr

APRIL 30, 2025

Reps who get just three hours of coaching per month can increase close rates by 70%. Deal Quality and Close Rates : Examine the quality of deals entering the pipeline and the close rates at each stage. Deal Quality and Close Rates : Examine the quality of deals entering the pipeline and the close rates at each stage.

Cross-sell 68

Cross-sell Pipeline Legal Contract 68

SaaStr

NOVEMBER 27, 2024

Growth Overall Very, very profitable — generating almost $2B in free cash flow a year Growth is up just 3.6%, but Zoom has raised guidance — and the stock is up a strong 20% this year. Less than 100%, but still close. #3. Insanely Profitable Zoom’s growth may have slowed, but not its cash flow.

Contract 107

Contract Contact Growth Closing 107

SaaStr

APRIL 28, 2025

It knows what every B2B leader ever featured on SaaStr thought about critical business challenges at every stage of growth. It knows what every SaaS leader ever featured on SaaStr thought about critical business challenges at every stage of growth.

Negotiate 93

Negotiate Contract E-commerce Price 93

SaaStr

DECEMBER 16, 2021

How do you take good revenue growth to great revenue growth? Intercom CEO Karen Peacock reveals the top strategies that accelerate revenue growth and the steps to take your business to the next level. . Yet your top-level numbers may actually obscure critical information that could help with company growth.

Growth 106

Growth B2C Contract Price 106

SaaStr

JULY 7, 2025

higher average contract values Why they choose SaaStr sponsors: When the world’s top SaaS executives need solutions, they turn to companies that demonstrate thought leadership in their trusted community. Your SaaStr sponsorship isn’t just advertising—it’s an endorsement from the industry’s most respected platform.

Pipeline 77

Pipeline CTR Contract Strategize 77

SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “Simplicity. .

Closing 136

Closing Process Contract Price 136

SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. They tend to come close enough to get most renewals though. Customers often sign 3+ year contracts, and architect their entire business processes around ServiceNow. The post Product-Led Growth Is Great.

Product 124

Product Growth B2C B2B 124

RingDNA

MARCH 26, 2025

In B2B sales, it often takes north of six contacts to close deals. There are too many reps who seem happy to end a relationship with a customer the moment the ink on a contract goes dry. But the best B2B sales reps understand the power of continuing relationships with clients even after a deal closes.

Closing 62

Closing B2B Sell Referrals 62

SaaStr

MARCH 13, 2025

Heres what Id look at: Pipeline Growth : Have they increased your pipeline metrics? Are there more demos, more contracts being drafted, and more deals in the works? Revenue Impact : Have they driven revenue growth? Waiting another 6-9 months will only cost you a year of growth. But are more good deals in in the funnel?

Pipeline 61

Pipeline Contract Quota Growth 61

Iannarino

MARCH 2, 2023

You are responsible for getting this right, and you worry that a wrong decision will harm your position, embarrass you, and cause you to miss out on growth opportunities. If you fail to address the pain points related to the buying process, you can forget about closing deals. Hope your competitors’ discovery is weak.

B2B 286

B2B Contact Clients Entertainment 286

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 119

GTM Growth Referrals Contract 119

SaaStr

MAY 16, 2021

Partnerships Can Fuel 50% of Your Growth. Partnerships have a tremendous potential to tilt your growth curve, and at Gorgias, this potential amounts to about their revenue. Close rate. Average contract value. Key Takeaways: Evaluate the potential of partnerships for your growth. Number of referrals per month.

Growth 107

Growth Objectives and Key Results Referrals Contract 107

Search Engine Land

JULY 22, 2024

Standard holiday : When votes are close to a 50/50 split. Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. Now, modify your messaging based on voting patterns into three categories. Supportive : The side that loses.

Niche 98

Niche Retail Promote Follow-up 98

PandaDoc

JUNE 27, 2025

The benefits of CRM in business are vast, from streamlining the sales process and boosting collaboration to helping your team close deals faster. Want to create proposals and close deals even faster? CPQ tools can help you generate quotes and contracts all from within your CRM.

CRM 52

CRM Customers Contract Legal 52

SaaStr

JUNE 20, 2025

AI Agent Revolution Nearly 90% of code at high-growth SaaS companies is now AI-generated, up from 10-15% just 12 months ago. growth rate vs. Conquest Numbers Let’s separate the happy convergence talk from the harsh conquest reality: SaaS: The Steady Performer Under Siege $295 billion market in 2025 with 18.4%

Government 113

Government Legal Engineering Growth 113

SaaStr

MARCH 18, 2023

Q: Dear SaaStr: Is it Ethical For a Startup CEO to Accept a Sales Commission for Deals They Close Themselves? It’s a bit of a flag of someone not going big, of not seeing the real win in their equity, not just in a short term contract or two. Even though their contracts weren’t up. But still — I did it once. And they did it.

Commission 110

Commission Closing Contract Sales 110

Salesforce

JUNE 2, 2022

People often ask me how Salesforce drives revenue growth the way we do. Salesforce’s revenue has been on a firm upward trajectory for years, and every year we see terrific growth. Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). This keeps our focus on continued growth.

Pipeline 98

Pipeline Engineering Growth Territory 98