Salesforce

MARCH 13, 2025

Finding it can help your teams prioritize their efforts, guide how you invest resources, and measure actual success against your potential for growth. Knowing your SAM and TAM helps you plan realistic growth targets, so you can confidently expand your distribution and increase production. Sign up now Thanks, you’re subscribed!

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

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 115

Government Legal Engineering Growth 115

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. And getting it right during the lean years, Bain reports , has a massive impact on companies’ growth rate after things improve: ( Image source ). Can you re-negotiate agreements into annual contracts? are moot.”.

Growth 121

Growth Non-Profits Price Promote 121

Veloxy

JUNE 23, 2021

Sure, it may seem challenging at first, but assembling a winning sales team is key to bolstering the growth of your business. Not only are they the main point of contact, Account Executives are ultimately responsible for demoing products and handling the entire cycle in small companies. This is the main channel of communication.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

JUNE 25, 2025

Company Snapshot: Founded : January 2014 (11 years) Current ARR : $1.09B+ (Q1 FY2025) Growth Rate : 39% YoY ARR growth, 47% revenue growth NPS Score : 80 (exceptionally high for enterprise software) Net Revenue Retention : 133% (as of Jan 2024) Customers : 2,246 customers with $100K+ ARR contracts IPO : April 2024 on NYSE (RBRK) at $5.6B

Legal 102

Legal Cross-sell Government Engineering 102

SaaStr

DECEMBER 21, 2023

Median Revenue Multiples and Growth Rate is Down This chart is similar to the previous one but without the 10-year rate. Now, a light blue line shows the median consensus NTM growth rate for that same 100 software companies. By comparison, the median growth rate for these businesses from 2015-2017 was 27%. Why is that?

Growth 113

Growth Intrinsic Real Estate Start-ups 113

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. In any event, that’s good median data. It all sounds a bit harsh at first — compared to the Go Go days of the 2021 or so.

Sell 133

Sell Quota Commission Contract 133

SaaStr

JANUARY 11, 2023

A good example of how driving deal sizes up (see the next point) and strong NRR lets you drive NRR up well about new logo growth. #2. Incredibly capital efficient growth — Docebo got to $144m+ ARR burning just $14m. 80% of customers sign multi-year contracts. No Year of 100% Growth After $10m ARR.

Contract 140

Contract Price Growth Service 140

Salesmate

FEBRUARY 11, 2020

Sandler sales methodology advises sales reps to act as a consultant rather than a typical sales rep whose main focus is to convince the prospect. Here are the 7 steps of the Sandler sales method: Bonding and rapport Up-front contracts Pain Budget Decision Fulfillment Post-sell. Up-front contracts. John: Well. Key: That’s great.

Cross-sell 136

Cross-sell Sales Contract CRM 136

SaaStr

FEBRUARY 1, 2022

Asana’s biggest growth is in its $50k+ deals, but its ACV is still just $3,600 … or $300 per month. Pretty amazing to see end-users without budget using a Free edition still driving the majority of growth at $150m+ ARR. The main reason seems to be to ensure they put in the work to deploy SmartSheet into production.

Contract 145

Contract Cross-sell Price Up-sell 145

SaaStr

NOVEMBER 8, 2022

For years, it was Growth, Growth, Growth. Not, for the first time in a long time, it’s Growth + Profits. Now once you hit say, $5m ARR, and the renewals kick in (which rain cash), and the pre-paid annual contracts kick in … you should be able to pull in 120% of your MRR even month in cash, possibly even more.

Quota 117

Quota Contract Price Growth 117

SaaStr

DECEMBER 9, 2021

But Samara’s incredible growth makes it look that way. 0-$500m in ARR in 6 years 72% growth rate at $500m ARR From 64 $100k+ customers in 2019 to 715 today LTV:CAC ratio over 8x pic.twitter.com/lIN3PE1Ehw. Multiple Products and Applications are Key to Growth at Scale. Adding $100k+ customers has been key to growth.

Transportation 117

Transportation Contract Growth Represent 117

Sales Pop!

JULY 11, 2023

This is when a company outsources supplemental business functions to a third party; in most cases, the company is located in a country where labor is more expensive, and the third party contracts with workers from a country where labor is cheaper. Instead, they can contract with overseas workers and hit the ground running.

Non-Profits 130

Non-Profits Profit margin Contract Legal 130

SaaStr

NOVEMBER 9, 2022

Growth is down a bit, but not dramatically from the 33% annual growth at $550m in ARR. Annual contracts, though, can certainly mask some of this for another few quarters. #3. International Growth Exceeding North America. Billion, or about 4x ARR. It should be higher, but these are the times we are in. And then some.

Contract 25

Contract Growth Engineering CRM 25

Salesmate

JULY 8, 2020

There are some obvious levers for growth in this stage of the sales pipeline. With email marketing, the two main levers to prompt action are logic and emotion. Your proposal can double as a contract. Remember, the cost of a product or service is rarely the main factor in a negotiation. Negotiation. Not) Closing the Deal.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Hubspot

FEBRUARY 20, 2020

When I served as the VP of Marketing at Sales Hacker (a publication and community for B2B salespeople), I uncovered strategies and processes that exploded our growth. They were all written by our community — we didn't contract an agency or freelancers. What is the main benefit of Sales Hacker?

Growth 101

Growth Real Estate UX Cold Call 101

SaaStr

OCTOBER 25, 2021

” 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. Save them for when growth truly slows. 9/10 times they don’t work otherwise.” Jason, ed. :

Price 128

Price Contract Referrals Contact 128

SaaStr

OCTOBER 24, 2022

Product-led growth is a popular topic these days. Developer-led growth is like that, but a bit different, with characteristics around self-serve onboarding similar to freemium. The contract size grows. The post The Founder’s Guide to Developer-led Growth with WorkOS (Video) appeared first on SaaStr.

Growth 84

Growth Price Contract GTM 84

Sales Pop!

AUGUST 25, 2022

Any good Lawyers in the UK with LegalVision will be able to guide you through the ins and outs of your particular contract. However, to provide you with a base understanding of what you should expect, in this article we will outline some of the main things you will need to be aware of when it comes to signing a commercial lease in the UK.

Electricity 130

Electricity Negotiate Contract Entertainment 130

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. There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. What does this mean? What does this mean?

Cross-sell 115

Cross-sell Customers Growth Contract 115

Salesforce

NOVEMBER 15, 2024

Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. Instead, it’s a basic requirement for teams and organizations that seek rapid, sustainable growth. Here’s why: Potential for growth: Highly motivated SDRs actively seek organizations that offer opportunities for career advancement.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

SaaStr

JANUARY 9, 2020

Here are Gartner’s estimates of each segment: But, the SaaS/application layer is much more diverse than just 3 main vendors. And at 20%-30%+ growth, this will compound over the coming years to a $100b+ run rate. Look at the JEDI contract. The application layer though is even larger, depending on how you define it.

Contract 119

Contract Engineering Trust Market share 119

Search Engine Land

JUNE 29, 2023

Over the past six years building Eyeful Media, I’ve leaned into my network and colleagues, specifically those with agency experience, to navigate our growth successfully. Go-Go growth. Many of the most critical growth opportunities that we were able to capitalize on were gathered from the feedback of our clients and employees.

Growth 82

Growth Non-Profits Clients Consult 82

Sales Hacker

SEPTEMBER 2, 2020

In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. Companies with small customer counts (10-100) and large annual contract values ($100,000+).

Inside sales 130

Inside sales Cold Call Contract Price 130

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 70

GTM Growth Profit margin Contract 70

Martech

MAY 19, 2025

Its remarkable growth doesnt even include all the custom GPTs and home-grown apps marketers are building with AI tools. The growth has slowed over the years, but thats a sign of a mature market and the inevitable consolidation and M&A that comes with growing up. One contract to sign. There was one vendor to manage.

Cross-sell 83

Cross-sell Finance Contract CRM 83

Veloxy

DECEMBER 28, 2023

Inside sales focuses on volume, targeting SMB and mid-market buyers with products that are typically more cost-effective and require less consideration from customers, while outside sales emphasizes securing high-value, high-quality accounts and targeting major customers with a higher average contract value. Is outside sales a hard job?

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

SEPTEMBER 25, 2024

The main reasons why it needs an update include: Initially built for organizations who have a high Average Contract Value (ACV), and is intended to run alongside a Demand Generation / Integrated Marketing function. This modernized ABM deployment model differentiates between Enterprise ABM and Growth ABM.

GTM 107

GTM Represent Growth Go To Market 107

SaaStr

NOVEMBER 12, 2022

Later, once you past $20m ARR, and later — if your growth is strong, everyone probably wants to invest. The main issue is price. Other VCs believe capital can accelerate growth. (I Some VCs will pay up even for very little growth and revenue so long as the management team is strong. I don’t, but many do).

Networking 137

Networking Growth Price Engineering 137

SaaStr

SEPTEMBER 20, 2023

The main reason for the pullback was due to the external shock of hiking interest rates. A Pivot From Growth At All Costs To Driving Profitability The Cloud model of recurring revenue, low marginal distribution costs, and strong net dollar retention dynamics is possibly one of the best and most resilient business models ever invented.

Growth 122

Growth Negotiate Finance Contract 122

SaaStr

MAY 6, 2023

E.g., a multiyear contract where only the first year of cash is pad up front is of limited value. First, what you pay on vs. quota retirement can vary. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

Quota 113

Quota Commission Sell Contract 113

Martech

SEPTEMBER 14, 2023

What I have observed over the past two years is that, while cutbacks in marketing may reduce customer acquisition cost, they can also deliver a considerable hit to annual contract value — as much as a 45% fall-off. “We The decision can create significant downward bottom-line margin pressures rather than fuelling recovery and growth.

GTM 134

GTM Market share Growth Technology 134

Martech

AUGUST 11, 2022

This helps resolve two main problems that marketers face — too much work and lack of trust by stakeholders that marketing will deliver. In both software planning and agile marketing, the exponential growth in the numbers reflects that more complex work has more critical unknowns.

Technique 111

Technique Contract Launch Negotiate 111

Hubspot

APRIL 23, 2025

I once worked with a client who completely changed the way I think about business growth. Every joint venture is built on a contract that spells out how things work. Why Companies Form Joint Ventures When growth feels risky, I get why companies look at joint ventures as the smarter bet. There are four main types.

X-functional 57

X-functional Manufacturing Non-Profits Government 57

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. What are the main differences between old CPQ software and new CPQ solutions?

Cross-sell 107

Cross-sell Contract Price Finance 107

SaaStr

FEBRUARY 14, 2024

And during a growth phase, we become overwhelmingly growth-oriented to a fault. At Hubspot, there is a contract management team under the umbrella of customer success that owns some of the renewals process, and they’re measured on customer dollar retention. If you look at the data, layoffs seem like a big deal.

Customers 119

Customers Cross-sell Drivers/motivators Gaming 119