Sales Hacker

APRIL 1, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. so one of the other things that I’ve always really respected about, about Seismic and I, I think it’s one of the secret sauce of, of, of your growth.

GTM

SaaStr

JUNE 23, 2025

✨ Lemkin (@jasonlk) June 23, 2025 The $10M-$100M ARR Sprint: How Replit Became the Fastest-Growing “Vibe Coding” App (Or One Of The Fastest) A deep-dive into the AI development platform wars and why Replit’s 10x growth in 5.5 The “Vibe Coding” Gold Rush is Real The numbers are staggering. 2023 : $2.4M

X-functional

Hubspot

FEBRUARY 12, 2025

So, we decided to create a tool that could scan individuals Twitter (now X) profiles and generate content tailored to the individual. When we launched, we simply shared the link on X, hoping a few dozen users might try it out. The speed with which we scaled the server contributed to the exponential growth of the tool.

Minimum Viable Product

Anthony Cole Training

OCTOBER 13, 2014

Towards the end of my career, I contracted with a sales trainer, Tom. The easy way out – Take everyone’s number, increase it by the growth goal percentage of the company, and say to them, “Here is your goal for next year. Or, if you want to leverage our compensation model, you need to exceed this year’s goal by x.”

X-functional

Sales Hacker

APRIL 10, 2018

This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. Distribution of B2B deals as a function of price (a product of discount and list price). B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts.

Go To Market

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. I’ve contracted accounting help. The same is true for taxes, US GAAP, contracts, HR… Don’t panic.

Finance

SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Every client uses you a little differently.

X-functional

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. Months to recover CAC = CAC divided by (ARPA x GM). X months or years).

X-functional

Martech

MARCH 21, 2023

If you’re not an expert in your company’s tech stack, you won’t know how to use existing tools to boost results or maximize new functionality that could replace apps you no longer need. To keep up, you must continually read product updates, beta launches and more to learn how your tech stack functionality is expanding.

X-functional

SaaStr

JULY 20, 2024

Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration.

GTM

SaaStr

APRIL 30, 2024

How to build operational excellence into your organization at different stages of the growth curve. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. They grew 2.5x

Go To Market

Search Engine Land

SEPTEMBER 1, 2023

Average contract value is then the same as in AOV for ecommerce. Average contract value is then the same as in AOV for ecommerce. So, based on the amount of SQLs, calculate how many leads might close and how much those contracts are worth, subtract operational costs, and then you’ve got the estimated gross revenue generated from SEO.

CTR

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. If you missed episode 128, check it out here: How to Unshackle Your Career Growth With a Mentor with Tom Martin. Vishal works to prevent his customers from having to read each contract one by one.

Contract

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. You’re at the table, you’re managing revenue anyway, you’re a significant contributor to the growth of the company. Sam’s Corner [29:46].

Growth

SaaStr

JUNE 13, 2019

Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract. A multi-year contract, a month-to-month contract, an annual contract. What does this mean? This surprised me.

Contract

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

Hubspot

AUGUST 17, 2021

Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y. In these examples, maybe Product X is a lot easier to sell and comes with a higher commission rate than Product Y. Sales Operations has historical sales data, allowing you to build a realistic and growth-oriented quota.

Commission

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. One audience member shared how they raised a series B before growth stalled out.

X-functional

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

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

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

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

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. What exactly does an account manager do?

Account management

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. They got a verbal, they’re like, we’re going to get a contract this is a scrape. Maybe, maybe not. You know why?

Prospecting

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? 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 version X ? Lead generation X ?

X-functional

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

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

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

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. Example: 40 positive responses / 60 total responses X 100 = 67%). 08 x 100 = 8%. Customer Lifetime Value (CLV). Net Promoter Score (NPS).

Customers

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

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. The whole thing falls apart if you have a vision as a founder or functional leader and the people underneath you don’t believe the same things. It becomes a house of cards.

X-functional

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. X 100 = 10% customer churn rate.

X-functional

SaaStr

MARCH 26, 2024

As a founder, you need to be more involved in functional areas like sales support and success. It’s tough for folks to staff these functions. Give everyone x amount of money to go find the best one. App contraction is still happening, and AI is absorbing all of the energy in the industry. Is SaaS dead right now?

Price

SaaStr

NOVEMBER 20, 2020

If by killing (or buying) your competitor, you can push yourself above 100% YoY growth, all the expense, headaches and pain will more than pay for itself. If your competition signs folks up to 3 year contracts, “buy out” their contract by not charging them for overlapping time periods.

Real Estate

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

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