SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Because if you look at these financial institutions, they have growth aspirations, right?

Price 59

Price Retail X-functional Healthcare 59

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Year-over-year growth. Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. Weighted value of pipeline by month/quarter (by team and by individual). Market penetration.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

AUGUST 9, 2019

Vikas Bhambri: We’re going to ask them to build territories, build awareness, create their own pipeline, et cetera, especially in the mid-market enterprise, which you also have to understand also takes time. So those are the three functions that roll up into our customer experience that I now manage alongside sales.

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth. Growth and milk.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

NOVEMBER 2, 2019

How should this data feedback into your product roadmap and pipeline? * How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract. inaudible] in all three, in every stage of growth.

GTM 52

GTM Price Up-sell Product 52

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. So, sales in my view is best run on a quarterly plan.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? First thing I did was, I didn’t focus on growth, or numbers, or ARR, or anything. And of course, going back from there, “OK, to get that kind of growth, who should we hire today? How did they do? All of them!

Price 92

Price Start-ups Up-sell X-functional 92

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. The gross was relatively low, even if the growth rate was relatively large.

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

PandaDoc

MARCH 7, 2023

And that can only mean one thing, more revenue and growth for your business. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

FEBRUARY 25, 2020

If you can get your customers to do that lead gen and pipeline generation for you, that’s goodness. Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. Second or third is referrals.

Prospecting 88

Prospecting Customers Promote X-functional 88

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. That doesn’t mean to say, you’re going to do away with the functions. But just today announced essentially 100% year over year growth that essentially a $3 billion run rate.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. This is where that growth into kind of mid market and enterprise really kicks in as I referenced that 3.5X

Clients 57

Clients Service Customers Start-ups 57

SaaStr

AUGUST 26, 2022

Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. Jason Lemkin: Then there are different types of growth, late growth and growth. So crossover completely frozen, late growth semi-frozen. X this year. It could come back.

Quota 79

Quota Growth Product Closing 79

Sales Hacker

JULY 28, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Prior to that, we had an IPO, and prior to that, we had really been in hyper growth mode the entire time I had been there. We’ve got two sponsors. The first is Conga.

Sell 61

Sell Presentation Start-ups X-functional 61

Sales Hacker

JUNE 20, 2019

That tech served purposes like capturing leads directly from a website, automatically routing those leads to reps, increasing the volume of emails a human could send, enabling reps to make phone calls with a single click, and easily creating clean and crisp contracts for signature. As they move into the Growth Stage, they develop an Ops team.

Quota 70

Quota X-functional Strategize Contract 70