Partners in Excellence

JANUARY 9, 2024

They know the AI/Bots are better than humans at what they do, for those purposes, they rely on the AI/Bots. We see attrition and turnover skyrocketing, limiting our abilities to innovate, change, grow and thrive. They will always be better at what they do than humans could ever be. There is no compassion. The human connection.

Presentation 115

Presentation Follow-up Customers Trust 115

Partners in Excellence

FEBRUARY 16, 2024

It was roughly 4 times better than the lowest performing technique and 2-3 times better than the others. Even though it’s 2-4 times better than other approaches, why do we consider that an acceptable response rate? Some would argue, “Dave, we are scaling, we are growing YoY, we are hitting/exceeding our goals!

Manufacturing 107

Manufacturing Technique Pitch Up-sell 107

Sales Hacker

NOVEMBER 17, 2023

Three overarching learnings from incredible sales leaders who have lived through the ups and downs of growing sales teams at some of the fastest growing SaaS companies is exactly what we’ll dive into today – so you can get the learnings and insight without being in the driver’s seat. Let’s get into it.

GTM 105

GTM Pipeline Strategize Strategic planning 105

Partners in Excellence

MARCH 31, 2024

There is no better feeling in sales than seeing the perfect fit between the needs of a growing business and the solutions I can provide through the sales process. Being in sales allows me to do this day after day, working with companies of all sizes and from all industries.

Sell 115

Sell Electricity Manufacturing Quota 115

SaaStr

NOVEMBER 11, 2023

So the news is mixed out there in SaaS and Cloud land: On the positive side: Datadog blew out the quarter growing 25% at $2.2 at an almost $7 Billion run rate, and it popped 20% Wix went from basically 0% growth 12-18 months ago to double-digit growth again HubSpot exceeded expectations, growing 24% at over $2.2 Billion in ARR!

Growth 106

Growth Start-ups Customers 106

SaaStr

FEBRUARY 7, 2024

So Atlassian has cruised past $4 Billion in ARR, still growing a steady 21% in a very efficient fashion. If they can grow ACV like they have for their other products, it will be a steal. But it got even more efficient the past year, growing operating margins from 20.0% It’s raining cash, with 27% free-cash flow margins.

Up-sell 98

Up-sell Growth Sell Customers 98

SaaStr

APRIL 8, 2024

Yes, do this better. No my point is just this: Don’t have “Free” Marketing be 100% of your strategy if you want to grow faster. Or even just grow at all, really. I just don’t see folks with a 100% Free Marketing strategy growing all that fast. Doing lots more content marketing. Doing a podcast.

Pipeline 112

Pipeline Growth Campaign Prospecting 112

Sales Pop!

MAY 2, 2024

Inflation affects every aspect of the economy, but there are steps you can take to minimize adverse effects and continue growing despite tough times. 1 – Get Better Insurance Many business owners know they need better insurance but they’re not sure how to go about getting it.

Profit margin 52

Profit margin Price Growth Service 52

Salesforce

JANUARY 29, 2024

What are the best practices of building and growing an email list? What tools should you use to build and grow your email list? 50 ways to send better emails How do you get readers to click and read your emails? The better the first-party data, the better you can define your audience segments.

CTR 124

CTR CRM Promote Campaign 124

Martech

JANUARY 3, 2024

Dig deeper: 2024 Predictions: Better customer experience is on the way Short-form organic content on TikTok has led to a paradigm shift in social media engagement, offering new opportunities for established brands and newcomers alike. “As Get a better hold on what content the audience is looking for, and where. Get MarTech!

Entertainment 138

Entertainment Sports Niche Retail 138

SaaStr

APRIL 19, 2024

EchoSign, which Adobe bought, had $12M in ARR, growing 100%, with 120% revenue retention and cash flow positive. Going Multi-Product is Required ”By the time you get to 10,000 customers, you better have a second product that can be bigger than the first,” Jason says. If someone else has a better version and wants $50k, you would balk.

Engineering 106

Engineering Price Cross-sell Niche 106

Partners in Excellence

APRIL 18, 2024

For the sparse discussion about how to fix it, the discussion focused on higher quality MQL/SQL’s and focus on better prospecting. There was virtually no discussion on qualification and better execution of the sales process. No one is focused on the lost opportunity or the opportunity to grow even more than we currently are.

SQL 108

SQL Quota Presentation Prospecting 108

G2

OCTOBER 13, 2023

Use this latest industry report to better understand the software trends of 2023, keep up with consumer demands, and grow your business.

Product 119

Product 119

Search Engine Land

FEBRUARY 20, 2024

More importantly, it almost always distracts from much more sustainable ways of growing organic Google and Bing traffic to the website. It requires continued and growing efforts, binding ever-increasing budgets to link building. There are much better SEO alternatives, though.

Gambling 119

Gambling Cross-sell CTR Represent 119

SaaStr

FEBRUARY 21, 2024

Then, another 18–24 months to scale up the number of seats, grow core deal size, etc. You’ll get better at this over time, as your brand grows (=trust) and your sales team gets better at enterprise deals. But there are limits to how much you can shrink sales cycles in six and seven-figure deals.

Closing 105

Closing Customers Pipeline Trust 105

Martech

APRIL 2, 2024

Instead, it’s a growing channel that builds brand credibility. Exactly what the B2C world discovered years ago: There is a growing demand for authenticity and intel from industry thought leaders. Investing in high-quality content looks better, telling your audience that you produce goods or provide services worth their money.

B2B 122

B2B Drivers/motivators Campaign B2C 122

Heinz Marketing

FEBRUARY 1, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing The beginning of the year is a time many of us ponder and plan how we can grow, personally as a professional and as a business in the coming year ahead. Reflecting on their own strengths and weaknesses allows leaders to adapt, grow, and become more effective in their roles.

Growth 106

Growth Strategic planning Strategize Technique 106

Partners in Excellence

APRIL 15, 2024

And Barry’s commitment to change that, “I approach every interaction and honestly believe it’s an opportunity to contribute to a better world. More than once, I’ve been in the audience at a sales conference when the speaker would ask, “How many people here, growing up said, “I want to be in sales?”

Sell 111

Sell Retail Commission Engineering 111

Martech

APRIL 17, 2024

If you constantly send emails to records that don’t engage with you, the size of this audience will grow. Dig deeper: How to send more emails and grow your subscriber list 2. Dig deeper: 3 keys for better email engagement in Gmail Wrapping up None of these steps should greatly impact your bottom line.

Technique 96

Technique Campaign CRM Gaming 96

SaaStr

JANUARY 17, 2024

They’re at $1 Billion in ARR now, growing an impressive 23%. That’s behind Monday, but growing faster than Asana or Atlassian. The Biggest Customer Segments Are Growing the Fastest. As you can see, $100k+ customers are growing the fastest, followed by $50k, then followed by $5k+ customers. But Smartsheet?

Entertainment 98

Entertainment Government Contract Growth 98

Partners in Excellence

JANUARY 10, 2024

Without uncertainty, there is little reason to change, grow and improve. We cannot imagine or create something that might be better. We have to recognize that we may fail, but we must learn from those failures to grow. We can explore ideas with others, we can learn, we can experiment, we can innovate.

Follow-up 91

Follow-up Customers 91

SaaStr

JANUARY 10, 2024

It’s a true vertical SaaS leader — “Cloud for Construction” — growing an impressive 33% at $1 Billion (!) Still, its growth has held up far better than many SaaS leaders. They are still growing 33% at $1 Billion in ARR. New Customer Count Growing 10%, ARR Growing 33%. in ARR now.

Construction 91

Construction Growth Up-sell Start-ups 91

SaaStr

FEBRUARY 14, 2024

Billion in ARR, it’s still growing 32% and it’s gotten pretty darn efficient, with 14% free cash flow margins now. Revenue There Growing a Stunning 64% (!). But the big ones are growing fast faster by revenue at scale. It doesn’t get much better. Cloudflare is a great example. Really, really like it.

Growth 100

Growth Start-ups Closing Customers 100

Martech

APRIL 23, 2024

By unifying their data, Cox Automotive can better segment its audience and deliver more personalized messaging to its customers. Marketers are using a growing number of different platforms in their tech stack to advertise, engage customers, deliver better experiences and ultimately get people to convert. The end result?

Government 68

Government Campaign Customers Follow-up 68

Salesforce

MARCH 19, 2024

Enter retrieval augmented generation, better known simply as RAG. We mean retrieving all available data, including unstructured data: emails, PDFs, chat logs, social media posts, and other types of information that could lead to a better AI output. Want better answers from generative AI?

Trust 122

Trust Represent Start-ups Technology 122

Search Engine Land

FEBRUARY 13, 2024

If your marketing budget is too small to cover these three categories effectively, you’re better off starting at the bottom of the funnel and working your way up. Focusing only on the bottom of the funnel will help you grow that conversion rate by getting more people at the bottom of the funnel to convert. Amazing, right?

Non-Profits 120

Non-Profits Campaign Strategize Growth 120

SaaStr

DECEMBER 20, 2023

They were $1.7B+ ARR in October , so let’s call it close to $2B at the end of the year, growing 40%+ at that scale –and profitable! (or Growing Almost 50% as Approaches $2B in ARR The exact growth rate is based on an The Information report from a few weeks ago, and it seems about right looking at their published metrics.

Cross-sell 110

Cross-sell B2C Growth B2B 110

SaaStr

JANUARY 26, 2024

For Better or Worse. It’s very hard to build something really big if you aren’t at least growing 40%+ or more when you hit $100m ARR. So before that, you sort of have to be growing faster to go big. #3. Yes, both raised more money at the very late stage, but really only needed a round or two to hit scale.

Growth 100

Growth Product 100

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” The rationale is, “We need to win the deal, we need to hit our goals, I can do it better myself!” ” And in reality, it may be true, they probably can do it better themselves.

Closing 121

Closing Sell Sales 121

Martech

OCTOBER 13, 2023

Digital out-of-home is growing successfully,” said Barry Frey, President and CEO of DOOH industry organization DPAA Global, at this week’s DPAA Summit in New York. He pointed to a GroupM mid-year study that found DOOH growing 26% annually. Better data allows for a holistic view that enables better measurement of the ads’ effectiveness.

Campaign 121

Campaign Retail Gaming Networking 121

SaaStr

JANUARY 23, 2024

Dear SaaStr: Does it get easier or harder to scale SaaS as your company grows? Generally, it gets easier to grow at a “good”/modest rate at you scale, but harder to grow at an outsize rate. The best mid-market and enterprise SaaS companies grow their accounts 120%-160% as a cohort, inclusive of churn. That isn’t easy.

Niche 86

Niche Growth Start-ups Engineering 86

SaaStr

MARCH 20, 2024

So of the beloved leaders in Cloud and SaaS, few have been hit harder than Hashicorp by the “downturn” At $400m ARR, they were growing 50%. Customer Count Still Growing Impressively, Up +19% At scale, it can be hard to increase new customer count at ~20%. Next year looks better than this one.

Growth 100

Growth Up-sell Presentation Customers 100

SaaStr

JULY 26, 2022

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. SMBs often force you to build a better product, as they lack a deployment and IT team. For example, if you are growing 13% a month in the early days, and churn is 3% a month … you’re still growing 10% a month.

Growth 144

Growth Start-ups Up-sell Strategize 144

SaaStr

DECEMBER 13, 2023

Both have seen headwinds this past year and both said variants of the same thing: 2024 has to be better, if for no other reason than we’re lapping a tough renewal cycle. Or feel much better or easier overall. A related post here: Gartner: Software Spend Will Grow 13.8% Or feel much better or easier overall.

Growth 106

Growth 106

SaaStr

JANUARY 5, 2024

Growing 40-50% cashflow neutral. Public companies are also decelarating, they are growing at their slowest rate. Who Will Be the First to Go Public: ServiceTitan. Dominates a vertical market with over $500M ARR. 12,000 customers, very high net review retention (NRR) even with SMB customers. This is the 3rd year of crummy multiples.

Growth 125

Growth Gaming Customers Product 125

Martech

MARCH 27, 2024

On the ad side, however, marketing budgets for gaming are growing. At the event in New York, which brings together publishers, adtech partners and media buyers, IAB released a new study showing increasing marketer interest in the space and providing pointers on how to engage gamers better. Why we care. Strength in numbers.

Gaming 106

Gaming Entertainment Consult Promote 106

SaaStr

SEPTEMBER 16, 2022

And one of my themes was that while the markets are down, I mean way down — the best in SaaS are still growing at jaw-dropping rates. From HubSpot to Snowflake to Asana to Monday to Gitlab to Cloudflare, the best in SaaS and Cloud aren’t just growing faster than ever. It really means a lot. Multiples are down.

Sell 140

Sell Product 140