SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? What I mean what you want is a pricing structure that anticipates discounts so the net effect is revenue positive. Before then, think instead about marking up the prices of non-annual contracts to account for churn.

Contract 113

Contract Price Commission Closing 113

Martech

AUGUST 10, 2022

Contracts are complex for a reason. I’ve seen and heard of my share of contract gotchas. When you decide to churn from the vendor, does your contract allow you to keep and use the data you’ve pulled into your CRM or other systems after the relationship ends? Here are some generalizations to look out for.

Contract 122

Contract Contact Price Legal 122

PandaDoc

MAY 12, 2025

Every brand knows that pricing plays a major factor in purchasing decisions. Price is one of the most visible parts of any offer, and getting it wrong can cost more than just a few sales. A poor pricing strategy erodes trust, damages positioning, and undermines long-term brand growth. So, whats actually going on?

Price 52

Price A/B testing Non-Profits Legal 52

Martech

JULY 15, 2024

Efforts to mature a martech stack require far more than a technical focus; it is important to consider other factors, including contracts, ownership, organizational goals and others. Contract When does the contract end? How much time is needed to decide how to renew or retire a contract? How is pricing structured?

Contract 124

Contract UX Technology Technology 124

Martech

APRIL 30, 2025

Check references and negotiate key commitments in writing in the contract Before making a final decision, check online reviews and speak with one or two customer references, ideally from a business similar to yours. When negotiating the contract, ensure key commitments are in writing.

B2B 109

B2B Objectives and Key Results Territory Negotiate 109

Salesforce

JANUARY 8, 2024

You’ve heard the adage about salespeople telling a customer “Of course we can do that!” Sales contracts are vital to completing any business transaction. This guide will teach you how to draft a bulletproof sales contract. What you’ll learn What is a sales contract? ” to close a sale.

Contract 110

Contract Process Legal Real Estate 110

PandaDoc

MAY 2, 2025

Your pricing and quoting strategy. Pricing isnt just a number you stick on a product or service. The structure and logic behind your pricing can nudge buyers toward larger deals, reinforce your value, and streamline the path to yes. Its a simple psychological lever: customers are motivated by value. Its a narrative.

Price 52

Price Drivers/motivators Legal Contract 52

SaaStr

FEBRUARY 27, 2023

So we’ve done a few good posts on SaaStr about how to steal a customer / prospect from a competitor on SaaStr here: How to Steal a Customer From the Competition (a good one) Want to Steal a Customer From the Competition? It’s that simple: A customer 6 months into a 12-month contract?

Contract 130

Contract Commission Price Sales 130

SaaStr

MAY 13, 2025

Dear SaaStr: Our Biggest Potential Customers Are All Asking for Custom Features. This is a classic enterprise SaaS challengebalancing the need to close big deals with the risk of overextending your team on custom work. And only if you genuinely believe another Big Customer can use that same feature later.

Customers 75

Customers Niche Price Contract 75

Search Engine Land

JULY 25, 2024

When sales decline, businesses begin to reduce expenses, lower prices and delay making new investments. But if you fail to support brands or examine how your core customers’ needs evolve, you will likely jeopardize your medium to longer-term performance. Retention of the existing customer base should be prioritized.

Campaign 108

Campaign Objectives and Key Results Price Service 108

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? ” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. .” And it was early.

Price 128

Price Contract Referrals Contact 128

SaaStr

DECEMBER 11, 2024

AI-powered Customer Onboarding and Customer Support We’re seeing a lot of companies using either AI tools they built themselves or through 3rd-party AI SaaS vendors have success helping users understand a new behavior or use a product for the first time. What’s Currently Working in AI for SaaS 1. For us, GPT-4.0,

B2B 113

B2B Contract Negotiate Legal 113

Salesforce

SEPTEMBER 10, 2024

Over the years, you’ve put a lot of money into your customer service centers. And that was a smart move, because white-glove customer service – for both B2B and B2C – is essential for consumer goods (CG) brands who want to build long-term, loyal relationships with customers. Customer service and profitability go hand in hand.

Service 69

Service Customers Cross-sell Contact 69

Martech

FEBRUARY 18, 2025

Sales, marketing, customer success and channel partnerships are no longer siloed functions that simply execute campaigns and close deals. Fiduciary responsibility now includes an expectation that GTM executives use AI to refine forecasting, customer engagement strategies and budget allocations.

GTM 108

GTM Contract Government Legal 108

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. Sounds like a win-win, right? How does cross-selling work?

Cross-sell 52

Cross-sell Sell Customers Legal 52

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. In the Winter ’25 release, we are expanding new functionality in Account Engagement to all customers on Growth, Plus, Advanced, and Premium.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

SaaStr

JUNE 6, 2025

Slower New Customer Growth. Many B2B and SaaS leaders continue to rely on price increases and upsells for more and more of their growth. Especially if NRR is falling, not adding enough new customers eventually leads naturally to slowing growth. Okta’s NRR is down to 106%, from 111% a year ago and 115% 2 years ago.

Territory 82

Territory Growth Price Contract 82

Sales Hacker

OCTOBER 11, 2024

But when it comes to those lengthy security questionnaires, the endless back and forths between you, your security team, and the customer can often cause deals to stall out, leaving your deal at risk and dollars on the table. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed.

GTM 112

GTM X-functional Pipeline Construction 112

Martech

SEPTEMBER 2, 2022

If you’re one of those shoppers (like me) who looks at the price first, deciphering customer data platform (CDP) pricing will frustrate you. CDP pricing is complicated for two reasons. CDPs have different “origin stories,” and their pricing is often a relic of what they used to be and do.

Customers 127

Customers Price Contract Service 127

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 113

Contract Finance Closing Product 113

SaaStr

JULY 25, 2022

SaaS pricing can be overwhelming when there are unlimited paths and opportunities that exist. Even though most companies acknowledge its importance, SaaS founders often choose a simplistic approach to pricing—that is, if they don’t choose to ignore it altogether. Making pricing work for your business.

Price 109

Price Product Drivers/motivators Contract 109

Hubspot

SEPTEMBER 12, 2024

I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. B2B buyers view their providers as potential partners, and as such, they’ll perform a much more thorough evaluation of all the pros and cons before they commit to a potentially lengthy contract.

B2B 81

B2B B2C Tradeshows Contract 81

Iannarino

JULY 19, 2021

Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract. Presentation and Proposal. ” You need to make sales.

Conversion 334

Conversion Clients Sales Presentation 334

Martech

JULY 12, 2023

Salesforce is increasing its prices by an average of 9% next month, the company announced yesterday. This is the company’s first price hike in seven years. Dig deeper: Salesforce: AI is the new UI The new pricing will go into effect globally for new customers and existing customers purchasing new clouds in August 2023.

Price 98

Price Negotiate Contract CRM 98

SaaStr

MARCH 23, 2024

Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially? Yes, most of us at first under-price and then slowly raise prices as we gain confidence. Founders know the value of a key logo can be 10x-100x the value of the contract itself. Most especially in the early days. And that’s OK.

Price 113

Price Contract Closing Customers 113

SaaStr

APRIL 28, 2025

If a prospect asks about integrations, pricing details, or implementation requirements that you’re unsure about, you’ll simply ask your AI, and it will provide the perfect answer in real-time. It can handle pricing questions, objections, and proposals without emotional baggage or commission pressure.

Negotiate 96

Negotiate Contract E-commerce Price 96

Sales Pop!

OCTOBER 18, 2021

Sales setup is a set of tools and technologies that your salespeople use to generate leads (potential customers), store contact information , generate offers, get signups, and communicate effectively with both the rest of your team and your customers. The tool is best used when you have a clearly defined customer profile.

Prospecting 232

Prospecting Price CRM Lead generation 232

PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Paying attention to customer needs is an imperative part of revenue operations. Reduce your sales cycle and improve your close rate today with PandaDoc.

Legal 52

Legal Contract Cross-sell Finance 52

Hubspot

SEPTEMBER 6, 2024

Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. When a prospect first reaches out for more information, I’ve found that engagement is at its peak.

Closing 80

Closing Contract Technique Sales 80

Sales Pop!

SEPTEMBER 7, 2023

Assess Your Company’s Water Needs Before you start comparing plans and prices, take some time to consider the amount of water your business uses on a daily, weekly, and monthly basis. Review the Supplier’s Reputation Before signing any contracts, take the time to review the supplier’s reputation in the industry.

Contract 162

Contract Price Service Consult 162

SaaStr

MAY 27, 2022

But 74% of you find your Paid Pilots convert to Paid Customers at the end of the pilot. 41% of you have sales do some customer onboarding, not just CS or other specialists. Should sales just disappear once the contract is signed? #5. 59% of you have raised prices this year. Fix this, and watch sales go up. #16.

Price 135

Price Niche Up-sell Contract 135

SaaStr

APRIL 30, 2025

Customer Segmentation and Targeting : Are you focusing on the right customer segments? Review lead quality, conversion rates by segment, and the effectiveness of your ICP (Ideal Customer Profile). Churn and Expansion : For existing customers, analyze churn rates, upsell/cross-sell performance, and NRR (Net Revenue Retention).

Cross-sell 72

Cross-sell Pipeline Legal Contract 72

ClickFunnels

OCTOBER 12, 2021

A lead is a potential customer who has: Expressed an interest in your product or service. Lead generation is the process of converting potential customers into leads by persuading them to give you their contact details. A lead magnet is something that you offer to potential customers in exchange for their email addresses.

Lead generation 244

Lead generation Contact Contract Price 244

Hubspot

DECEMBER 20, 2024

But, one use case I havent seen talked about as much is AI pricing models. So why not apply AIs data-driven approach to pricing models and optimization, too? I wanted to learn more about AI pricing models and how AI can help optimize pricing for all industries, so I talked to the experts.

Price 36

Price Construction Cold Call Contract 36

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. Expect to be much more efficient at the following: How do I negotiate the price politely? Be ready to push back.

Negotiate 98

Negotiate Price Gaming Contract 98

Martech

JANUARY 20, 2023

When it comes time to purchase or upgrade a customer data platform (CDP) for your organization, the demo can be the best way to really understand what a particular vendor offers. Explore platform capabilities from vendors like Blueconic, Tealium, Treasure Data and more in the full MarTech Intelligence Report on customer data platforms.

Customers 120

Customers Contract Quota Price 120

SaaStr

SEPTEMBER 3, 2023

If your customers love and trust you, they buy more from you More products, more seats, bigger editions, more use cases Seen this in every single SaaS company I've ever worked with Few do everything they could here — Jason ✨Be Kind✨ Lemkin  (@jasonlk) August 27, 2023 In simpler times, this thinking is a positive. Almost no one.

Customers 117

Customers Price Contract Growth 117