SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. And price it that way. Without drama.

Product 129

Product Contract Construction Negotiate 129

SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Secret #2: Pricing. Secret #3: Growth & NRR.

Contract 98

Contract Price Growth User Experience 98

SaaStr

JUNE 29, 2023

As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. The Year of the Price Hike In 2023, companies face a hard reality –– SaaS prices are rising. Why are SaaS Prices Increasing? Why is this?

Price 95

Price Contract CRM Engineering 95

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 67

GTM Growth Profit margin Contract 67

SaaStr

DECEMBER 5, 2022

Some startups need constant cash infusions to achieve growth. Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. Experiment with different plans and position the pricing as whole numbers. Lever #2: Plan optimization.

Product 52

Product Territory Price Cross-sell 52

Partners in Excellence

MAY 10, 2024

Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. Like today’s offerings, ongoing maintenance, service, support were built into the monthly pricing the customer paid. ” But the reality is they are committing to a contract, for example a 36 month contract, or $36K.

Service 62

Service GTM Contract Price 62

Search Engine Land

JUNE 26, 2023

Influencing decision-making Leadership support facilitates decision-making processes, obtaining approvals, securing partnerships, negotiating contracts, prioritizing SEO initiatives, and leveraging leadership influence to drive successful implementation and maximize SEO tool impact.

Process 106

Process Negotiate Contract Legal 106

InsightSquared

MAY 7, 2019

Sales is the Growth Engine. And sales expense is typically the largest expense item on a growth SaaS company’s income statement. At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). Typical SaaS Sales Metrics.

Product 102

Product Territory Contract Sales 102

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. It could be price, product composition, or payment terms.

Contract 85

Contract Price Healthcare Commission 85

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It goes hand-in-hand with total contract value (TCV).

Contract 52

Contract Non-Profits Legal Clients 52

SaaStr

JANUARY 1, 2022

Dear SaaStr: What is a Good Refund Policy for a SaaS Product? SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. And no refund for any part of an annual, signed contract. You signed the contract”. Take a reserve.

Product 89

Product Contract Commission Customers 89

Veloxy

OCTOBER 24, 2022

Use our “Sales Growth Tech Request” Email Template. Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. When speed to close is essential in a competitive profession, you need the ability to generate and send contracts in one click, one minute.

Quota 147

Quota Contract Account management Price 147

SaaStr

MAY 27, 2022

Should sales just disappear once the contract is signed? #5. 59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. The related question then becomes do you raise prices on existing customers — or just new customers? Some times, you do have to cut.

Price 113

Price Niche Up-sell Contract 113

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

SaaStr

JANUARY 11, 2023

And while it’s stock price is down from its 2021 peaks, it’s still up 2x since its 2020 IPO. 3,245 Customers, Up 23% — While ARR is up 40%. 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. No Year of 100% Growth After $10m ARR.

Contract 132

Contract Price Growth Service 132

SaaStr

APRIL 5, 2024

For Apollo, Leandra’s sales model is built around a Product-Led Growth (PLG) motion. Apollo’s product actually gets better with scale, so they have a community with millions of free users unlocking that network effect. I’d love to learn more about your environment and tailor our product demo to what you’re using today.

Sell 75

Sell GTM Price Up-sell 75

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. Yet, account retention and expansion are essential for sustainable business growth. This doesn't mean only reaching out when it's time to renew a contract.

Account management 89

Account management Objectives and Key Results Cross-sell Contract 89

SaaStr

OCTOBER 25, 2023

But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. Because there are few things worse than closing a customer that never actually uses your product. The Big Growth Today is In $50k+ and $100k+ Customers.

Cross-sell 98

Cross-sell Contract Price Growth 98

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 114

Quota Contract Price Growth 114

SaaStr

JUNE 29, 2022

Fast forward to today, and its still that — but even more, it’s an enterprise CX solution with $250k+ deals driving growth. #3. But Zendesk has also raised its prices substantially over time, with price per agent now $49-$99 / month. And signing longer contracts (19 months) with higher retention and lower churn. #5.

Drivers/motivators 105

Drivers/motivators Contract Growth Price 105

SaaStr

SEPTEMBER 12, 2023

Measure customer success teams based on renewal rates and revenue growth from the existing customer base, aiming for 80-90% renewal rates and 110-120% revenue growth from upsells. But Not Lower Prices, Usually. SaaS prices are not usually lower due to competition from developing countries. Long-Term Contracts 8.

Price 90

Price Contract Territory Growth 90

SaaStr

MARCH 30, 2023

PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf.

Negotiate 81

Negotiate Contract Price Strategize 81

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. And until it started to go upmarket after $125m+ ARR, it never really raised prices.

Contract 135

Contract Cross-sell Price Growth 135

SaaStr

FEBRUARY 28, 2019

I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. But as time went on, we got a bit better at pricing ?? Just to increase Qualcomm to the same pricing everyone else had at their bracket. I canceled the price increase. Price increases on existing customers always lead to churn.

Price 88

Price Customers Referrals B2C 88

Sales Hacker

MARCH 9, 2021

The great reset: From sales-led to product-growth orientation [19:11]. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Outreach is an expert at using their own product to get people interested. And they had a really cool product that solved a lot of the needs.

Growth 56

Growth Product Sales Start-ups 56

SaaStr

DECEMBER 27, 2023

Instead, it was growth at all costs. Between 2016 and 2023, you see the ACV (average contract value) going up and up. Over time, they realized the product value was best spent with high-complexity organizations. Over time, they realized the product value was best spent with high-complexity organizations.

Real Estate 79

Real Estate Contract Start-ups Growth 79

TrackStreet

APRIL 23, 2024

Unauthorized selling on platforms such as Amazon has emerged as a significant concern, rewarding unscrupulous diverters and resellers who steal profitability from legitimate channels, who often deliver products unfit for use, and who attack hard-won brand value. They may offer products at lower prices, leading to unfair competition.

Profit margin 52

Profit margin Legal Manufacturing Retail 52

Hubspot

MARCH 25, 2024

Dan led growth at Codecademy from $10m to $50m ARR. He’s now sharing battle-tested growth wisdom at Subscription Index. First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. Because subscription pricing also offers its unique set of perks.

Niche 58

Niche Price Contract B2B 58

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. There are some obvious levers for growth in this stage of the sales pipeline. Webchat, perhaps with a live demo of your product, are other options. This is how your business grows.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Partners in Excellence

OCTOBER 5, 2015

There was a strong business case demonstrating tremendous improvements in productivity. In this case, the customer was growing faster than their ability to bring people on board supporting the growth. Bill’s solution enabled the customer to support their anticipated growth with their current workforce.

Price 92

Price Finance Negotiate Contract 92

ClickFunnels

OCTOBER 12, 2021

A lead is a potential customer who has: Expressed an interest in your product or service. Meaning: Someone who hasn’t expressed an interest in your product or service but whose contact details you have somehow obtained isn’t a lead (e.g. You offer the potential customer your least expensive and least valuable product.

Lead generation 244

Lead generation Contact Contract Price 244

Veloxy

APRIL 11, 2023

Besides creating emails or optimizing sales scripts, AI can automate mundane tasks, boost productivity, and ensure personalization. AI sales assistants and other sales analytics tools, chatbots, and AI products generally share some similarities. Let it be a moment when they ask prospects to sign a contract.

Pipeline 130

Pipeline Sales CRM Price 130

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. They see every SaaS product starting as a hack, no matter who builds it. They know they getting anyone to buy Yet Another SaaS product means something. The Palantirians. They want that.

Networking 136

Networking Growth Price Engineering 136

SaaStr

JULY 13, 2022

Ideally, every company’s growth story would follow a formula. Next, you enable them to sell your product. Finally, growth occurs when sales, product, and marketing can come together. In reality, avoidable mistakes stop companies from achieving their true growth potential. . product is the key differentiation.

Objectives and Key Results 87

Objectives and Key Results Pipeline Price Represent 87

SaaStr

SEPTEMBER 20, 2023

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. There’s been a pivot from growth at all costs to driving profitability.

Growth 97

Growth Negotiate Finance Contract 97

Salesforce

SEPTEMBER 27, 2021

Recognize the upsell opportunity in an extreme growth scenario. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. This could allow us to get more creative with pricing.”. Sing up now. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

ConversionXL

APRIL 13, 2017

As Paul Rouke says, we need to prioritize human intelligence in the face of increasingly sophisticated artificial intelligence, and building a high performing team is the most impactful thing you can do when it comes to growth. Quick Primer on Growth vs. Marketing. As Ben Adelt answered on a Quora thread : Ben Adelt: “Nothing.

Growth 99

Growth Engineering Intrinsic A/B testing 99