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

APRIL 30, 2022

So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. Two is the growth of your existing customers. Just to say a little bit more about this, if you look at the sales functions are structured. Join us at SaaStr Europa 2022. Transcript.

Price 93

Price Launch X-functional Contract 93

Sales Hacker

DECEMBER 1, 2020

Building and leveraging a differentiated brand as a growth amplifier [22:29]. He talks about the journey of a marketer leading the entire revenue function on the path to CEO. That may have an SLA with their customer, they deliver it as a managed service and they need to prove value. The role of branding in marketing [19:27].

Growth 64

Growth Contract Pipeline B2B 64

SaaStr

NOVEMBER 21, 2020

Rob Gonzalez: Operationally, I look at, in particular, my experience at Endeca, but also another startup that sold to pharmaceutical companies and other life sciences businesses and financial services companies called Cambridge Semantics. And there’s a lot of benefit to running a software as a service, in general.

E-commerce 101

E-commerce Manufacturing X-functional Retail 101

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? 24/7 customer service ? ?. Lead generation X ? Social media integration X ? Free version X X 24/7 customer service ? Lead generation X ? X Mobile access ? ? Social media integration X ? Free trial ? ?

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. 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

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. web services. How did they do?

Price 93

Price Start-ups Up-sell X-functional 93

SaaStr

JULY 2, 2020

How does Kurt feel about services revenue? Harry Stebbings: Speaking of the results there, in terms of the use cases, I mean, it applies to all areas of the org, but one in particular where it can be really striking is the element of customer success and customer service. Where do many go wrong with their first steps?

Customers 112

Customers Contract Price Education 112

SaaStr

JULY 24, 2019

Gillian Heltai | SVP of Client Services @ Talkdesk. I’m the Senior Vice-President of Client Services at Talkdesk, and I’m really excited to be here today; also, a little nervous. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. FULL TRANSCRIPT BELOW.

X-functional 54

X-functional Engineering Clients Start-ups 54

SaaStr

FEBRUARY 25, 2020

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. There are services that need to happen. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 87

Prospecting Customers Promote X-functional 87

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46

SaaStr

MARCH 10, 2020

Our service model is fairly unique. We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. Would you like to talk to one of our reps about X?”

Government 79

Government Up-sell Contract X-functional 79

SaaStr

OCTOBER 30, 2020

390: Randy Rayess is the Co-Founder @ Outgrow, a growth marketing platform that enables marketers to build interactive content/tools to increase customer engagement and boost demand generation. How do you think about services revenue today driving Outgrow? I’m so thrilled to welcome Randy Rayess to the hot seat.

A/B testing 77

A/B testing X-functional Launch Start-ups 77

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. There’s a lot of services. Are these really product companies? Matt Garratt: Thank you.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Prior to Crossbeam Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Why do you think that I’m wrong?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

AUGUST 9, 2019

How does Vikas think about professional services? What is a good margin for professional services? What ratio of revenue is healthy for professional services to account for? So that in itself generates a complexity because as you have to remember, it truly is software as a service. When are they good? Missed the session?

Finance 52

Finance X-functional CRM Engineering 52

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. We’ve got everything from self-service all the way up to the enterprise. I mean, what do they do?

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. Using this model, companies charge customers for access to features of a product or levels of service for a set period of time, typically monthly or yearly. How is it measured?

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

APRIL 23, 2019

Learn what he did differently the second time around and the specific decisions he made to drive growth among B2B companies with Brex. We’ll also talk about growth, and fundraising, and we’ll have some time left for Q and A, as well. Building the basic functionality. Want to see more content like this session?

Launch 62

Launch Pitch Niche Negotiate 62

SaaStr

NOVEMBER 2, 2019

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. How do you think about services revenue streams today in SaaS, especially when scaling into enterprise?

GTM 51

GTM Price Up-sell Product 51

SaaStr

FEBRUARY 21, 2020

But I’m thrilled to welcome David back to the show today to discuss a very specific topic, the nine stage model to get a B2B software company to get repeatable, scalable, and profitable growth. You mentioned the nine stage model there. Neither one of them is predictable in how long it’s going to take.

Non-Profits 76

Non-Profits Up-sell Start-ups Product 76

SaaStr

AUGUST 19, 2020

Get back into experimentation mode with our business model, with our pricing to really think about not just how we can shrink costs, but inflect growth on the top line so we could ultimately control our own destiny which is in fact what we did. ” And that’s really the third which is really about charting a new course for growth.

E-commerce 100

E-commerce Price Start-ups Growth 100

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Year-over-year growth. Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X. Market penetration. Percentage of revenue from new business. SaaS Metrics.

X-functional 94

X-functional Quota Cross-sell Contract 94

SaaStr

JUNE 14, 2019

Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications. Before that Dave was SVP and GM of Service Cloud at Salesforce where he led the 500 million dollar line of business for customer service applications. Why are we all getting the same advice?”

Strategize 56

Strategize Quota Non-Profits Price 56

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. That level of growth costs a total of $300k each year. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 104

SQL Commission Customers Non-Profits 104

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Her name is Jessica Wilkeyson.

Contract 70

Contract CRM Consult Cross-sell 70

PandaDoc

APRIL 12, 2022

NPS is designed to use customer experience as a predictor of satisfaction and future business growth. In fact, they can negatively damage growth by speaking out about their experience. CSAT is typically used to measure how satisfied a customer is with a product, service, or interaction. Customer Lifetime Value (CLV).

Customers 52

Customers X-functional Promote Price 52

PandaDoc

MARCH 7, 2023

And that can only mean one thing, more revenue and growth for your business. You can even contact the new lead with a drafted action plan of how the potential client can use your service and benefits. Present product or service The presentation or the pitch is showtime in any sales workflow outline.

Process 52

Process Objectives and Key Results Pitch Legal 52

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 62

Sell Presentation Start-ups X-functional 62