Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer. Cost of selling as a percentage of revenue generated. Average contract value (ACV). Customer acquisition cost (CAC).

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. To me, that’s what the cadence says. I learned this operating myself.

Finance 108

Finance X-functional Launch Objectives and Key Results 108

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. ” They’d show up and try and squeeze up EBITDA and try and sell you for an EBITDA multiple. ” Right?

Strategize 56

Strategize Quota Non-Profits Price 56

PandaDoc

APRIL 12, 2022

Customer success metrics are the bread and butter of the SaaS industry, especially when it comes to business operations. In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. 7 customer success metrics for SaaS. Customer Effort Score (CES).

Customers 52

Customers X-functional Promote Price 52

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. You can see the full video here , and read the podcast transcript below.

Retail 75

Retail Start-ups Drivers/motivators Up-sell 75

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Reps working from home need to be willing to converse without selling. Today, Jessica helps companies find ways they can optimize their current business processes.

Contract 70

Contract CRM Consult Cross-sell 70

PandaDoc

MARCH 7, 2023

It’s a structure of steps that help lead a customer further down the funnel in the most streamlined way possible. This visual aid gives every member of your sales team a big-picture view of the entire selling process. Links or arrows can guide each team member on what to do next, depending on how the customer is responding.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MAY 14, 2023

Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. What I mean is that even to sell let’s say, to a customer in London.

Price 89

Price Start-ups Up-sell X-functional 89

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. So first off, I’m saying we start with customer success. That’s easy.

Growth 82

Growth Cross-sell Contract X-functional 82

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. Hubspot ) 61% of customers say they would defect to a competitor after just one bad experience.

Service 52

Service Product Customers E-commerce 52

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. How do they get their customer? So sell your product. X this year. It didn’t even have custom tabs. What’s their NRR? What’s their deal size?

Quota 77

Quota Growth Product Closing 77

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. You have to actually go and talk to your customers. It’s super hard to find new customers, we all know that.

E-commerce 96

E-commerce Price Start-ups Growth 96