Membrain

JUNE 9, 2021

Remember when signing a contract meant printing multiple copies and sitting at a desk with the customer to put ink on paper? Today’s e-signing tools have simplified the process and made it possible to close even large, complex deals electronically.

Contract 131

Contract Closing Process Customers 131

Sales Hacker

MAY 4, 2023

Operation pros—don’t miss this conversation on getting the most out AI in contract management. Experts join to share how you can enhance efficiency, reduce risk, and increase customer satisfaction to give revenue the boost it needs.

Contract 81

Contract Legal Negotiate Conversion 81

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. The majority of Zoom customers now pay monthly. The list goes on.

Contract 110

Contract Price Closing Gaming 110

SaaStr

MAY 8, 2021

Bigger customers usually leave simply because your product doesn’t do enough. 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!

Contract 110

Contract Legal Commission Finance 110

SaaStr

MARCH 26, 2024

Dear SaaStr: What Was it Like Acquiring Your First Customer? In my first start-up, we were whale hunting — big, large, Fortune 500 customers. So Customer #1 showed us the path to our future. My first customer signed a $10k contract (a small pilot) but our second, their competitor, then signed a $6m (multi-year) contract.

Customers 89

Customers Contract Represent Start-ups 89

PandaDoc

DECEMBER 20, 2021

Written contracts are a great way of setting boundaries for a business relationship between two parties. Even though the original contract may seem like carved in stone agreement, unexpected situations may occur and oblige the parties to come up with a contract amendment. What is a contract amendment?

Contract 52

Contract Legal Negotiate Price 52

SaaStr

FEBRUARY 4, 2022

Q: Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS contract Paid Upfront? They’ll say never allow refunds in a multi-year contract: Sales will hate it, especially if there is an explicit or implicit clawback if they do. Customer Success will hate it because it’s a discussion they just don’t want to have.

Contract 98

Contract Finance Closing Product 98

Sales Pop!

MAY 30, 2023

Contract job boards can be a fantastic resource to connect with employers and secure exciting contract positions. To help you make the most of contract job boards, we’ve put together a comprehensive guide with valuable tips and tricks. Contract jobs on the Quality Contracts site for example.

Contract 52

Contract Negotiate Referrals Networking 52

Martech

MAY 6, 2024

Prompt: Can I use lead scoring for existing customers? Answer: Yes, lead scoring can be used not only for new leads but also for existing customers. This allows you to identify high-value customers who may be more likely to make additional purchases or become advocates for your brand. Please use simple language.

Cross-sell 97

Cross-sell Customers Referrals Lead generation 97

Predictable Revenue

SEPTEMBER 9, 2022

Yoav Susz joins the Predictable Revenue podcast to discuss how contract management can shorten the outbound sales cycle and provide a better customer experience. The post How Contracts Can Put The Wind In Everyone’s Sales appeared first on Predictable Revenue.

Contract 59

Contract Sales Customers 59

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. That’s how my obsession to provide customer value was borne.

Customers 107

Customers Contract Consult Electrical Engineering 107

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Let’s talk about contract negotiation in more depth. What is a contract negotiation? Contract negotiation is when two or more people discuss the current terms of a contract and come to a new, legally binding agreement.

Contract 52

Contract Negotiate Legal Government 52

SaaStr

OCTOBER 25, 2021

Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS? I.e., allowing new customers to cancel the contract after 60 days for any or no reason if they aren’t happy. The post Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS? appeared first on SaaStr.

Contract 105

Contract Conversion Closing Start-ups 105

Martech

JULY 29, 2022

If not, is an API available for custom system integrations? What level of customer support is offered, and when is it available (i.e., Questions to ask the vendors’ customers. That’s why it’s important to ask for customer references. How responsive is customer service? 24/7 vs. 8/5)? What it is.

Contract 95

Contract B2B Technology Technology 95

SaaStr

DECEMBER 30, 2021

Even in the early days, even if you have just a few customers — the CIO can be your key ally if you play it right. . And all three CIOs talked about very early stage start-ups they took risks on, using their SaaS products very early, in some cases serving as the very first customer for some SaaS vendors. I found this myself.

Contract 102

Contract X-functional Sell Cold Call 102

Salesforce

FEBRUARY 14, 2024

Then your business might be a good candidate for customer service automation. According to our research , 65% of high-performing service organizations rely on automated customer service to save time, reduce human error, and make time for new projects, compared to only 41% of underperformers. If you’re thinking, Great! not so fast.

Service 98

Service Customers Contract Legal 98

SaaStr

JANUARY 22, 2021

But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. A certain way you retain customers and prove support. Customers will expect more services, more account management, more configuration.

Contract 107

Contract Engineering Account management Up-sell 107

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. 6:31 – Upwork’s challenge of the status quo in hiring contract talent. 6:31 – Upwork’s challenge of the status quo in hiring contract talent.

GTM 90

GTM Customers Contract Go To Market 90

SaaStr

FEBRUARY 17, 2024

Dear SaaStr: When Is It Too Soon to Target Enterprise Customers in SaaS? Enterprise customers will even sign contracts agreeing to buy so long as you implement a key feature with X number of days. Enterprise customers will even sign contracts agreeing to buy so long as you implement a key feature with X number of days.

X-functional 100

X-functional Customers Contract Closing 100

SaaStr

MARCH 11, 2021

In the old days, a customer would pay a large fee for the software upfront, and then a smaller maintenance fee for years to come. Fast forward to 2021, and many SaaS and similar products don’t really charge upfront fees: 50% of Zoom customers pay monthly. ServiceNow does primarily 3 year, $1M+ contracts , for example.

Contract 91

Contract B2C Construction Price 91

SaaStr

FEBRUARY 28, 2020

Q: When should an enterprise data collection startup hire a VP Customer Success to upsell customers much larger contracts for analytics? Once you have even $1m in revenue, you are likely ready for a full-time customer success leader. Maybe even, once you have more than 2 or 3 big customers. As early as possible.

Contract 57

Contract Customers 57

SaaStr

MAY 19, 2023

Dear SaaStr: How Can a SaaS CEO Tell Which Customers are 10+ Year Customers? Now by contrast, some accounts are more at risk than they seem: At risk: small groups / silos at a large customer — within a larger division or organization. And cancel your contract no matter how happy those 10 seats. I think it’s fairly easy.

Customers 100

Customers Legal Niche Contract 100

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 93

GTM Intrinsic Customers Contract 93

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. Your TAM has a subset of your ICP.

Customers 89

Customers Drivers/motivators Construction Legal 89

SaaStr

OCTOBER 17, 2022

Customer Success isn’t just for established leaders; it also helps growth-stage companies compound their growth through retention, upsell and expansion. ChurnZero Chief Customer Officer Alli Tiscornia explains why earlier is better, and how to build a CS team that scales for the future. When should you start customer success?

Growth 92

Growth Customers Negotiate Contract 92

Martech

NOVEMBER 8, 2023

At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. The key takeaway?

Customers 110

Customers Construction B2B Cross-sell 110

Martech

JANUARY 26, 2024

Focusing deeply on the customers you serve. Satisfied customers don’t just come for more, they’ll spread the word about you. This is where an ideal customer profile (ICP) comes in. An ICP identifies your best-fit target customers that you can serve exceptionally well. Short-term contracts.

B2B 111

B2B Customers Appointment Objectives and Key Results 111

SaaStr

NOVEMBER 2, 2021

Her company had been acquired, and the acquirer cancelled the contract, due to a feature gap in the new company’s business process stack. It never feels good to lose a customer. But Lesson #2 was that Customers for Life isn’t just a tagline. So what are the lessons learned in the 11 year, Million Dollar Customer?

Customers 120

Customers Contract Launch Prospecting 120

Iannarino

JULY 31, 2021

The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Key Result Two: Exchange of contracts (either we provide them our contract, or the client provides us with theirs). Key Result Two: Exchange of contracts (either we provide them our contract, or the client provides us with theirs).

Objectives and Key Results 343

Objectives and Key Results Contract Sales Clients 343

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Marketing. Customer Success. Account Management.

Cross-sell 106

Cross-sell Customers Growth Contract 106

SaaStr

DECEMBER 25, 2022

Dear SaaStr: When Is It Worth Enforcing an Autorenewal Clause if the Customer Doesn’t Want to Pay? You really don’t want to have to go back to a customer for an affirmative renewal every year unless you have to. But you don’t want to ever threaten to sue a customer, or get into an uncomfortable position. Just turn it off.

Contract 93

Contract Customers Service Process 93

SaaStr

NOVEMBER 24, 2022

So one thing that’s back now is customers asking for longer payment terms. And if your customers pay on credit card, for the most part, this won’t matter. But customers you invoice in many cases are again asking for much longer than classic Net 30 terms. The post Customers Are Asking for Longer Payment Terms.

Customers 97

Customers A/B testing Finance Contract 97

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 74

Customers Contract Cross-sell Account management 74

SaaStr

AUGUST 21, 2021

Q: Dear SaaStr: My Customer Missed the Deadline for AutoRenewal. At a practical level, it is incredibly difficult to enforce the contract, even with a collections firm. Collection firms don’t try very hard, and the threats they make on these type of contracts don’t scare too many companies. You lost the customer.

Customers 107

Customers Contract Product 107

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). Onboarding.

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

FEBRUARY 7, 2022

Q : How Do I Know if My Competitor is Cold Calling My Customers? Just assume your competitor is cold calling all your existing customers. They should be calling your customers. Yes, oftentimes the yield here can be low if your customers are very happy. Some customers will indeed use that as a reason to switch.

Cold Call 97

Cold Call Prospecting Contract Customers 97

Sales Hacker

MARCH 28, 2023

Your ideal customer profile (ICP). Keep reading for an in-depth guide on creating your ideal customer profile, including an ideal customer profile template, how to identify your ideal customer, and a simple three-step process for creating an ideal customer profile. What is an ideal customer profile (ICP)?

Customers 107

Customers Contract Up-sell Territory 107