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 96

Growth Customers Negotiate Contract 96

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 100

Product Contract Commission Customers 100

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. We look to be designed into other products.

Growth 68

Growth Cross-sell Strategize Account management 68

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

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 98

Growth Contract Engineering Customers 98

SaaStr

MARCH 6, 2024

Then, they brought out a competing product :). Billion, ARR, so at the edge of still being in growth mode. Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2.

Contract 96

Contract Engineering B2B Growth 96

SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. Product-led growth is a popular topic these days.

Growth 78

Growth Price Contract GTM 78

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

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 66

GTM Growth Profit margin Contract 66

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 ). Use that intelligence to inform product portfolio and investment choices.”.

Growth 121

Growth Non-Profits Price Promote 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 140

Product Contract Construction Negotiate 140

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

Salesforce

JUNE 21, 2022

To increase productivity, managers need to ask their teams how they want to work — and support that. autonomy, productivity goes up, burnout decreases, and wellbeing increases,“ said Carson Tate, managing partner at Working Simply , a consulting and executive coaching firm. Explore Slack. Do a meeting audit.

Product 98

Product Consult Contract Meeting 98

Sales Hacker

DECEMBER 20, 2022

Even if you might go bankrupt in one month, you should still be out there signing contracts, hiring people, and building a business because things sort themselves out if you’re doing a good job. Once you have product fit, you should try and go out immediately. That’s my key takeaway. I think we waited too long.

Growth 75

Growth Up-sell Start-ups Follow-up 75

Highspot

JANUARY 31, 2020

But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Sales productivity. Sales Productivity. Year-over-year growth. Total revenue.

Growth 98

Growth Quota Sales Contract 98

SaaStr

DECEMBER 14, 2023

Even if a contraction in buying more SaaS products really was a far bigger issue than interest rates in reality the past 18-24 months. Seat contractions and app layoffs are behind us. There are I think strong arguments that even today, SaaS companies are overvalued, and I get it. I predict the same as interest rates fall.

Contract 112

Contract Growth B2B Contact 112

SaaStr

FEBRUARY 14, 2023

If you get your IRL strategy right, you can support your organization in how it attracts and retains talent, drives creativity and productivity, and how it ultimately impacts your bottom line. So, how exactly does IRL boost creativity and productivity? 12% creativity increases a company’s growth by 12%. Give Employees a Voice.

Growth 85

Growth Contract Gaming Meeting 85

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

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. Many product-led companies do not go to market with the right pricing.

Contract 107

Contract Price Growth User Experience 107

Martech

NOVEMBER 9, 2023

The map, which started in 2011 with only 150 companies listed, now contains over 11,000 companies* — a ridiculous growth rate of over 7,000%! With investments bringing generative AI into every marketing area imaginable, it seems certain that next year’s map will continue on the same growth trajectory. But that may not be the case.

Contract 113

Contract Technology Technology Clients 113

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. Short-term plans don’t involve long-term contracts, and they work best for users who need to test a product.

Product 52

Product Territory Price Cross-sell 52

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 93

GTM Intrinsic Customers Contract 93

SaaStr

NOVEMBER 8, 2023

In SaaS, we talk a lot about hyper-growth, uber-successful companies, but many founders, including hyper-growth founders, make mistakes over and over. You should be flexible unless you’re an Atlassian who doesn’t have contracts or negotiations. It requires: Alignment across Product, Marketing, Sales, CS, and PS.

X-functional 104

X-functional Contract Growth Quota 104

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 289

B2B Contact Clients Entertainment 289

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

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 96

Contract Price Healthcare Commission 96

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. Going beyond “ticketing” has been key to growth — its Suite editions, with voice, forums, routing, etc. At 30% annual growth, this higher NRR is a key driver of growth at well.

Drivers/motivators 112

Drivers/motivators Contract Growth Price 112

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

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

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. We of course help them with this endeavor, but after deep analysis, we almost always observe a large untapped opportunity for growth within their current customer base.

Cross-sell 108

Cross-sell Customers Growth Contract 108

Sales Pop!

APRIL 18, 2024

Digital Innovation: Catalyst for Change Digital innovation encompasses a wide array of technologies and practices aimed at improving processes, products, and services through the use of digital technologies. Digital innovations like smart contracts automate governance processes, ensuring compliance and accountability.

Technology 52

Technology Technology Government Healthcare 52

Sales Hacker

SEPTEMBER 25, 2019

So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). We’ll cover: The #1 hurdle to fast growth. The #1 Hurdle to Fast Growth. And one of the criteria they use to evaluate a product is social proof: How many of their peers are using the tool?

Growth 73

Growth Cross-sell Contract Education 73

SaaStr

MARCH 28, 2024

It’s a fact of business life in selling a product with recurring revenue and thus recurring sales. by signing multiyear contracts). Instead, you drive it down. Each quarter. You can’t eliminate churn. You can hide churn (e.g., And you can drive it down. But you can’t eliminate it.

Contract 100

Contract Customers Sell Product 100

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Event prospecting.

Technique 98

Technique Growth Prospecting Referrals 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

SaaStr

JUNE 29, 2023

Contract values are up nearly 30% from two years ago, representing massive growth in company SaaS spend, which is already a top five line item.” They want to maximize dollar value and limit contracts to renew. The Best Product Wins: Ultimately, the winner in this new era will be the person with the best product.

Price 106

Price Contract CRM Engineering 106

SaaStr

FEBRUARY 7, 2024

In today’s world, there’s a clear shift in what founders, boards, and investors are all after — scalable, low-CAC (customer-acquisition cost) growth strategies. Sales-assisted, product-led growth strategies that close Enterprise leads. How to use community as a driver of product-led growth. No humans involved.

E-commerce 99

E-commerce Referrals Growth Quota 99