Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Don’t let the potential end product decide what you need to do. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Product roadmap. Know what you need and why.

Contract 96

Contract Legal Price Technology 96

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? ” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. .” And it was early.

Price 117

Price Contract Referrals B2B 117

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service. Here is what we know to be true about rate or price reduction requests.

Negotiate 247

Negotiate Contract Price Sales 247

SaaStr

FEBRUARY 4, 2022

Q: Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS contract Paid Upfront? They’ll say never allow refunds in a multi-year contract: Sales will hate it, especially if there is an explicit or implicit clawback if they do. Stand behind your product, and yourself. Let me add a slightly controversial answer.

Contract 96

Contract Finance Closing Product 96

SaaStr

MARCH 11, 2021

A lot of SaaS pricing originally comes from classic enterprise software. Fast forward to 2021, and many SaaS and similar products don’t really charge upfront fees: 50% of Zoom customers pay monthly. Vertical SaaS leader for construction Procore at $500m ARR charges per project volume and per product, not per seat.

Contract 88

Contract B2C Construction Price 88

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 135

Product Contract Construction Negotiate 135

Hubspot

JANUARY 26, 2021

Consistency is, well, consistent in a lot of fields, and pricing is no exception. Certain goods' and services' prices can be extremely resistant to change — they're prices that stick and are, naturally, referred to as sticky prices. Here's some insight as to why a company might embrace rigid pricing.

Price 73

Price Contract Construction Promote 73

Partners in Excellence

APRIL 24, 2024

It’s the pricing/cost discussion. Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. We present our price, the customer’s moral obligation is to object to the price. The discussion becomes all about pricing and discounting.

Price 77

Price Contract Presentation Consult 77

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 93

Product Contract Commission Customers 93

Search Engine Land

APRIL 24, 2024

By understanding these prospects’ search intent signals, you can precisely reach the hottest leads primed to convert to your product or service at key “action” moments. People who are interested in your services or products. Let’s imagine you are in a contract-based industry, such as phone, cable or insurance.

Legal 101

Legal Contract Gambling Lead generation 101

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? Fix this, and watch sales go up. #16.

Price 117

Price Niche Up-sell Contract 117

SaaStr

DECEMBER 5, 2022

Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. Your customers fall into one of two categories: advocates who love your product or critics who write bad reviews about your product. Lever #2: Plan optimization.

Product 52

Product Territory Price Cross-sell 52

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 98

Price Contract CRM Engineering 98

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

PandaDoc

APRIL 17, 2024

Your business can be more efficient and productive if you use CMS. Contract management software automates many of the processes necessary in contractor management. The purpose of this is to boost efficiency and productivity. This is vital when bidding for government contracts. It can help you control costs.

Contract 52

Contract Construction Government Legal 52

PandaDoc

APRIL 17, 2024

Your business can be more efficient and productive if you use CMS. Contract management software automates many of the processes necessary in contractor management. The purpose of this is to boost efficiency and productivity. This is vital when bidding for government contracts. It can help you control costs.

Contract 52

Contract Construction Government Legal 52

SaaStr

FEBRUARY 28, 2021

My point is, it’s “easy” (relatively speaking) to get a six-figure contract in larger companies if you solve a real, painful business process problem. An example of the difference, for us: Adobe Sign is both a tool that lets you sign a contract on the internet. With Almost the Exact Same Core Product.

Product 117

Product Contract Price Sales 117

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

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 #1: Born, not made. Secret #3: Growth & NRR.

Contract 101

Contract Price Growth User Experience 101

Martech

FEBRUARY 29, 2024

If the CMO clearly articulates that an important priority for the department is for everyone to learn to use the tools in the martech stack, I am very confident that results will improve due to increased efficiency and productivity. Dig deeper: In this economy CMOs need to spend more on training, not tech 3.

Contract 102

Contract Technology Technology Price 102

SaaStr

JANUARY 15, 2021

If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation? Doesn’t it sort of say your product is Old School? I remember the first time I experienced this confusion myself, on one our first high-five figure contracts. It sure did to me. For support?

Service 124

Service Contract Price Negotiate 124

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But do they really want to buy, or are they just window shopping?

Contract 119

Contract Negotiate Follow-up Contact 119

InsightSquared

MAY 7, 2019

At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). One of the key ones is the average length of sales cycles for your company’s products and services. Typical SaaS Sales Metrics. Customer lifetime value (CLV).

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 89

Contract Price Healthcare Commission 89

Capterra Sales & Marketing Software

JANUARY 21, 2022

The post Capterra Value Report: A Price Comparison Guide for Customer Relationship Management (CRM) Software appeared first on Capterra. Compare pricing for the top customer relationship management software products with the highest value-for-money and functionality ratings.

Customer Relationship Management 52

Customer Relationship Management Relationship Management CRM Price 52

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. I love finding the latest and greatest Salesforce Automation tools on the AppExchange. Docomotion. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Hubspot

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Sellers setting a precedent for price concessions.

Price 82

Price Negotiate Commission Strategize 82

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 78

Sell GTM Price Contract 78

Hubspot

MAY 24, 2023

If you give your prospect a price range from $12,500 to $15,000, guess what’s going to happen? Not to mention that the lower price "anchors" your prospect's perception of your product's value. They may have previously thought $15,000 was a good price, but as soon as you say $12,500, the higher number will seem extravagant.

Negotiate 81

Negotiate Contract Price Prospecting 81

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 92

Price Customers Referrals B2C 92

Martech

JANUARY 26, 2023

Are they included in pricing? Is access included in pricing? Pricing and support What is pricing based on? What is the minimum contract length? Is there a short-term contract or an ‘out’ clause if things don’t work out? Strategy and product roadmap Do you have other clients in my vertical?

Contract 112

Contract Price CRM Quota 112

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

SaaStr

SEPTEMBER 12, 2023

But Not Lower Prices, Usually. SaaS prices are not usually lower due to competition from developing countries. While Zoho initially charged lower prices from India, as they grew they normalized their prices. Overall though, SaaS prices have not come down significantly over time. Long-Term Contracts 8.

Price 94

Price Contract Territory Growth 94

Sales Gravy

NOVEMBER 20, 2023

This doesn't mean only reaching out when it's time to renew a contract. These teams play a critical role in ensuring that the client is successfully using the product or service and achieving their desired outcomes. This understanding allows you to identify opportunities where your products or services can add value.

Account management 89

Account management Objectives and Key Results Cross-sell Contract 89

SaaStr

APRIL 24, 2021

It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. We could have picked many B2D services, like Twilio or others, too, which have primarily or substantial transaction pricing too.

Contract 143

Contract Price B2B Contact 143

SaaStr

JULY 23, 2020

Q: What is a good model for SaaS product sales commission? The average package price is USD 500 for subscription/month. The post My Product is $500 a Month. At the end of the day, most SaaS companies pay their reps from 20%-25% of what they close in total comp — base + bonus. Often at roughly at 50/50 ratio.

Commission 69

Commission Product Inside sales Contract 69

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Do you really need 12 people on the product team? Get better.

Quota 112

Quota Contract Price Growth 112