SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. It will make your product better and easier to use, if nothing else. But with everyone discussing PLG, there just isn’t enough discussion in B2B of Product-Led Retention. Or at least, they hoped so.

Product 128

Product Growth B2C B2B 128

Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed.

GTM 116

GTM X-functional Pipeline Construction 116

SaaStr

APRIL 2, 2025

So Freshworks started off as a low-end Zendesk competitor (Freshdesk), but relatively early expanded into a whole suite of related products for service and support, and most of its growth today is fueled by its lower-end competitor to ServiceNow, it’s “EX” products. And Freshworks has itself evolved.

Drivers/motivators 110

Drivers/motivators Contract B2B Growth 110

Search Engine Land

JULY 16, 2024

Provide strategies for reassessing digital businesses in the AI era to achieve long-term sustainable growth through ethical AI practices. While some authors and news media are fighting back with lawsuits against AI, others are establishing contract agreements for fair use of content. Get the daily newsletter search marketers rely on.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 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 126

Contract Legal Commission Finance 126

Martech

JANUARY 14, 2025

Another cut content production in half yet doubled its effectiveness by focusing on what customers actually need. Dig deeper: Measuring marketings impact: From metrics to growth The new CMO playbook: Driving growth without the bloat What sets thriving CMOs apart in this budget crisis? They’ve stopped playing defense.

Pipeline 126

Pipeline Contract Campaign Growth 126

SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. Their product is generating an impressive 45% of developers’ code on average. I really liked this one and wanted to write up a few more learnings.

GTM 99

GTM Territory Pipeline Growth 99

Martech

SEPTEMBER 12, 2024

Some interesting AI data points in the news: AI marketing assistant is the fastest-growing job in marketing with 21% projected job growth, according to a Linkee.ai Brightcove’s Brightcove AI Suite handles video content creation, audience growth and engagement.

Cross-sell 114

Cross-sell Construction Legal Contract 114

Search Engine Land

JULY 25, 2024

In 2024, it is estimated that overall advertising spending growth in the U.S. Compare this to an average growth of 23.3% But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Essential products are often price-sensitive during a downturn.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. Dig deeper: How to align sales and marketing for revenue growth 2. Set up rules so leads are routed to the right person immediately based on location, deal size, product interest or any other criteria that make sense for your business.

CRM 124

CRM Follow-up Sales Prospecting 124

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches.

Product 133

Product Contract Drivers/motivators SQL 133

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. In sales, recency bias often influences how we evaluate leads.

Intrinsic 343

Intrinsic Clients Contact Contract 343

Martech

FEBRUARY 21, 2025

If youre evaluating and selecting a marketing mix model solution, make sure to: Engage stakeholders across marketing, finance, data management, supply chain and executive partners to document data and output requirements, securing enterprise-wide buy-in before contract execution. Processing.

Finance 121

Finance Drivers/motivators Technique Contract 121

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. According to research from Talkdesk, the average company deploys more than 50 SaaS products. Such is the way as you grow. We’ve all learned to buy SaaS. Fast and easy.

Product 145

Product Contract Construction Negotiate 145

SaaStr

FEBRUARY 7, 2025

Its all flowing into AI and Growth, but its back. With AI Agents that do work for people, from coding to reviewing contracts, these are brand new dollars in software spend that didnt exist before. Those still basically selling the same products as in 2021 are falling far behind. #7. Venture Capital is Back. HyperGrowth is Back.

Legal 94

Legal Contract B2B Growth 94

Salesforce

MARCH 13, 2025

Let’s say you’re launching a new product. The total addressable market, or TAM, refers to the total number of customers who could possibly use your product or service. Finding it can help your teams prioritize their efforts, guide how you invest resources, and measure actual success against your potential for growth.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. What is Product Training?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

JANUARY 5, 2022

Since then, their growth has been impressive, but it hasn’t always been steady. Especially with the coronavirus pandemic, Box—like many other SaaS companies—saw a decline in growth year over year. But this year, they’ve had three consecutive quarters of growth. How did they turn their growth rates around?

Growth 122

Growth Contract Up-sell Product 122

Search Engine Land

JULY 22, 2024

The ability to share specific products is limited as you only have so many videos that can be filmed and placements to publish without chasing fans away. This includes furniture, made-to-order gifts and print-on-demand products. With fewer days until free shipping and time to publish, now is the time to line up the lists.

Niche 98

Niche Retail Promote Follow-up 98

SaaStr

DECEMBER 16, 2021

How do you take good revenue growth to great revenue growth? Intercom CEO Karen Peacock reveals the top strategies that accelerate revenue growth and the steps to take your business to the next level. . Yet your top-level numbers may actually obscure critical information that could help with company growth.

Growth 110

Growth B2C Contract Price 110

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 115

Product Contract Commission Customers 115

Sales Pop!

DECEMBER 23, 2021

For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process. Plus, you can work with hybrid sales team members to develop a schedule that helps them maximize their productivity. Yet, your hybrid sales team has plenty of room for growth.

Sales 246

Sales Contract Drivers/motivators Growth 246

Iannarino

MARCH 2, 2023

The good news is, by helping your buyer with problems related to making a purchase decision and implementing change, you increase your chances of solving the other problems that cause a prospective client to buy your product or service. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 286

B2B Contact Clients Entertainment 286

Sales Pop!

JULY 14, 2022

Holding on to the thought that attendance is a prerequisite to participation, I’d like to talk about everybody’s favorite selling topic – account growth. It’s almost as if retention is a passive function as opposed to the mightily active growth activity. Delivering a Variety of Products/Services. Holding Long-Term Contracts.

Clients 239

Clients Contract Up-sell Growth 239

SaaStr

OCTOBER 23, 2024

” Investing for growth has been pretty flat year over year for SMBs, which means there is money there, but they’re holding onto it. So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer.

Customers 124

Customers Networking UX Engineering 124

Hubspot

AUGUST 27, 2024

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. Up to 5% margin growth. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market.

Price 72

Price Profit margin Contract Retail 72

SaaStr

JANUARY 30, 2021

New Products and Workflows Fuel Growth After $1B in ARR. The “core” product often takes you quite far — farther than you’d think — but as some side of $1B in ARR, you need another product to fuel growth from the customer base. Waited to monetize platform, like Shopify.

Contract 141

Contract CRM Growth Presentation 141

SaaStr

MARCH 5, 2025

Snowflake is on a tear again: $4B ARR (just about) 28% revenue growth 44% free-cash flow last quarter (WOW!), Snowflake had a strong Q4, with product revenue coming in at $943 million, up 28% year-over-year. And it promises a strong run of growth for Snowflake in the coming years. 26% for the year 126% NRR It’s not 2021.

Contract 71

Contract Price Growth B2B 71

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. Supercharge field service with AI Learn what high-performing service teams are doing with AI and automation to boost field service productivity. Include sales expectations as part of your employment contracts.

Service 105

Service Growth Cross-sell Appointment 105

SaaStr

FEBRUARY 28, 2023

While Zoom Enterprise is growing at a healthy clip, churn is over 3% a month for its SMB customers As a result, it’s now predicting 1% growth next year 1% pic.twitter.com/i2k2W9QbVX — Jason Be Kind Lemkin  (@jasonlk) February 27, 2023 So Zoom has just been the craziest story of all time in SaaS.

Growth 111

Growth Contract Engineering Customers 111

SaaStr

APRIL 14, 2025

For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Focus on landing the logo first, then build expansion metrics into your sales comp plans to drive growth within the account. While Zoom works for smaller deals, in-person meetings build trust and help you close larger contracts faster.

Closing 66

Closing Contract Pitch Finance 66

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. Optimize your hiring plan for the fact that your CS team should have some commercial term experience as they’ll be negotiating contracts.

Growth 98

Growth Customers Negotiate Contract 98

Salesforce

JUNE 2, 2022

People often ask me how Salesforce drives revenue growth the way we do. Salesforce’s revenue has been on a firm upward trajectory for years, and every year we see terrific growth. Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). This keeps our focus on continued growth.

Pipeline 98

Pipeline Engineering Growth Territory 98

SaaStr

JULY 25, 2022

FastSpring’s VP Product, Strategy, and General Manager of IQ, Kurt Smith, explores evidence-based principles to help SaaS companies avoid common pricing mistakes without getting lost in analysis and data. Pricing is generally considered one of the most impactful drivers of business growth. link your value metric to customer success.

Price 111

Price Product Drivers/motivators Contract 111

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. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Cerebral Selling

AUGUST 8, 2022

And in times of crisis, two things can happen: Fear and distraction give way to diminished revenue production, quota attainment, and rash decisions to leave for greener pastures (which we know don’t often exist). History tells us massive inflation and uncertainty follows explosive economic growth. The experience is the product.

Sales 220

Sales Contract Clients Quota 220

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? It was inevitable.

Growth 104

Growth Cross-sell GTM Up-sell 104