SaaStr

APRIL 16, 2024

Dear SaaStr: What Do You Do When Your Startup is Not Growing Anymore? More on that here : When You Fall Out of Product-Market Fit (Updated) Second, focus on the customers you do have and making them super happy. If you have a ton of money, yes, you can sort of spend your way out of it, to some extent.

Referrals 104

Referrals Growth Promote B2B 104

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Yet these same leaders complain about the ability to connect to prospects and customers. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?”

Customers 109

Customers GTM Trust Up-sell 109

SaaStr

APRIL 1, 2024

So … You WILL get to $3m in ARR ($250k MRR) from $300k ARR … as long as: you have truly happy customers (they can’t churn), keep hustling to get more of them (you found a way to get some already) and you don’t quit. Happy customers will beget more happy customers. My #2 suggestion is Commit to Doing the Time.

Promote 99

Promote Meeting Customers Product 99

SaaStr

MARCH 20, 2024

With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs. That’s how hard it can be to get funded. So, unless you can make the argument that it’s going to return the fund, it’s not that interesting.

Quota 102

Quota Finance Drivers/motivators GTM 102

SaaStr

APRIL 7, 2024

Hire your first salesperson when you have closed the first 10 customers and are spending more than 20% of your time on sales. Don’t be swayed solely by impressive resumes or acronyms; instead, seek out those individuals who you would personally buy your product from. Way, way too many founders do this.

Sales 98

Sales Quota Closing Up-sell 98

Martech

FEBRUARY 6, 2024

While an aggressive sales strategy is critical in the early stages, long-term profitability requires balancing customer acquisition and lifetime value. This article provides a framework for making this transition successfully. Here’s where it begins: A Hare was making fun of the Tortoise one day for being so slow.

B2B 102

B2B Profit margin Sales Growth 102

Martech

MARCH 29, 2024

Forbes identified the end of agile as far back as 2019 because it “became a religion and like most religions, it really didn’t make that much sense to the outsider — or even to the participants.” Why do some organizations realize results like these from applying agile methodologies while others simply engage in theatrics?

Manufacturing 106

Manufacturing Promote Pipeline Technique 106

SaaStr

MARCH 13, 2024

Dear SaaStr: How Do I Increase Pricing Again Without Angering Customers? First, plan to increase pricing in general once a year, each year for new customers. And generally for new customers, not existing customers. Well, that depends on how much you’ve earned. But make sure you’ve earned it.

Price 102

Price Customers Start-ups Closing 102

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. The three topics we’ll focus on are: The importance of staying focused and how to say no. They grew 2.5x

Go To Market 102

Go To Market GTM X-functional Objectives and Key Results 102

SaaStr

MAY 8, 2024

For folks on social who complain about how hard the market is, most of them aren’t hireable. Some people are unwilling to work in the current environment and blame it on customers and the macro. How Does That Impact Sales and Marketing? If you compare your company to two years ago, you have to be twice as efficient.

Quota 83

Quota GTM Price Finance 83

SaaStr

MAY 14, 2024

At SaaStr’s inaugural AI Day, the Senior Director of Product Management at Panoptica by Cisco, its incubation team, Alex Jauch, talks about how GenAI is powering app security, how Cisco is using it, and how you can use GenAI to protect other businesses. So, two truths can, and do, exist. You’ll discover that on your own.

UX 78

UX Intrinsic Product Conversion 78

SaaStr

FEBRUARY 19, 2024

It was a pretty strong conversation and we took a lot of our learnings over the years and focused on how to learn to do sales right if you come from a product-first background: It’s good. How long a founder should be doing sales ? How to comp your salespeople ? How to interview salespeople ?

Quota 99

Quota Sales Gaming Meeting 99

Salesforce

JANUARY 12, 2024

SMB leaders are experts at making the most of limited resources to draw in customers. But marketing smaller businesses can drain your energy, not to mention your bank account. Here’s how to think about marketing your business on a budget. Have any of your competitors closed, temporarily or permanently?

Customer Relationship Management 105

Customer Relationship Management CRM Strategize Launch 105

SaaStr

MARCH 26, 2024

Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. At SaaStr, we do tons of video, maybe 500 hours a year or more. Are they as good as what an agency can do? Doing 80% as good as a human when you’re already doing it may not be worth it.

Price 94

Price X-functional Growth B2B 94

Search Engine Land

MAY 14, 2024

AI Overviews is rolling out to all US based searchers in Google Search, making AI Overviews available to hundreds of millions of searchers by next week, Liz Reid, the company’s new head of Search , announced at Google I/O. Here is a GIF of how AI Overviews look in Google Search: Limited queries.

Click Through Rate 143

Click Through Rate CTR Launch User Experience 143

SaaStr

MARCH 30, 2024

Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? It’s one thing to invest in an area where only 5% of your business is today. They will spend all your money, fail, and derail your growth. Micromanaging Your First (and Second) Management Team.

Start-ups 109

Start-ups Growth Closing Customers 109

Martech

APRIL 17, 2024

Use customer data to inform email programs. That’s what we should be doing (see the second point above). Email was the quick pivot, the messaging and the low-cost way to insert their companies into the customer experience in the inbox. How do we recognize that we are at this turbocharging moment and prepare for it?

Technology 120

Technology Technology Niche Campaign 120

Martech

APRIL 9, 2024

Our community came together in December at World Tour New York to learn about the latest marketing innovations and how to reach customers better. Here’s the scoop on our latest releases and updates — and what they can do for your business. Let’s take a look at how these innovations will help your advertising efforts.

SQL 96

SQL Cross-sell Campaign Trust 96

SaaStr

FEBRUARY 19, 2024

The investors make nothing, the product is in trouble, and yet the founder cashed out $100m+ and moved to the beach in Spain. Second came the customers. Yes, if everything went well, they’d make the most and have the biggest impact. My “problem” with Hopin I realized wasn’t the money.

Trust 92

Trust Up-sell Closing Sell 92

Search Engine Land

MARCH 22, 2024

Engaging on forums can be a great way to help people get to know your brand, but tread lightly. It looks like Google has taken note and is working to decide how to reward that in the age of over-produced, AI-heavy content. Building relationships and earning trust are key to earning lasting relationships with customers.

Real Estate 108

Real Estate Trust Healthcare Click Through Rate 108

SaaStr

MAY 7, 2024

At SaaStr AI Day, Siqi Chen, founder, and CEO of Runway , discussed his belief of why every role will become a prompt engineering role, along with some no-code AI tips showing how to build products without knowing how to code. Then, they draft a customized email for that person and put the draft inside the draft folder of a sales rep.

Engineering 77

Engineering Finance Strategize Follow-up 77

SaaStr

MARCH 12, 2024

First, there are three types of acquisition deals: Talent — To get the expertise on your team and more firepower. Before the M&A Process What should you do before you even have an M&A process? Not only do you have to pass the hiring interviews as a Founder, but everyone on your team does, too.

Negotiate 88

Negotiate Finance Launch Start-ups 88

Martech

OCTOBER 13, 2023

This is the first in a series of articles exploring aspects of this responsibility, and how to succeed. Marketing must generate interest, leads, and an initial core of customers through program and product-driven campaigns. Developing a measurable, repeatable onboarding process that turns sales into customers.

B2B 115

B2B Prospecting Gaming Campaign 115

Martech

APRIL 16, 2024

What matters is that you reach your customers when they need to be reached, with the right experience. Real-time marketing is not so much having all the answers all the time, but giving customers what they need, when they need it. Open the report What you’ll learn What is real-time marketing and how does it use real-time data?

E-commerce 95

E-commerce Hospitality Customers Strategize 95

Search Engine Land

MAY 17, 2024

Search Engine Land Managing Editor Danny Goodwin highlighted some of the damaging evidence – including how Google has been increasing costs for advertisers – in How Google harms search advertisers in 20 slides In light of the revelations, I contacted search marketers to get their thoughts on Google Ads to evaluate the current confidence level. .”

Trust 135

Trust Price Consult Clients 135

Search Engine Land

NOVEMBER 27, 2023

High-potential keywords are phrases that bring relevant traffic to your website and lead to revenue. Let’s look at what conversions to consider and then explore where you can discover keywords with high conversion potential tailored to your business, whether you’re a publisher, a B2B brand or a seller of consumer products.

UX 123

UX Strategize Referrals Conversion 123

SaaStr

MARCH 19, 2024

If you’ve been an operator in the SaaS industry for a long time, you’ve probably considered starting your own company. What does it take to become a founder, and how does it differ from operations? If you can do that, it’s a better approach than having an idea, raising and spending money, and then having to pivot.

Networking 81

Networking Finance Pipeline Engineering 81

Partners in Excellence

SEPTEMBER 28, 2023

” Suddenly, I realized the mistake I was making. We are constantly making choices based on time. But we attempt to make purposeful choices about how we invest our time This is what all the self-help books preach, and this is what we try to do to achieve our goals. How do we recognize this?

High impact 118

High impact Meeting Customers Closing 118

Martech

NOVEMBER 8, 2023

At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. The key takeaway?

Customers 113

Customers Construction B2B Cross-sell 113

Martech

OCTOBER 16, 2023

We email marketers are always searching for easier ways to do our jobs. We don’t want to skimp on quality, but we have had to learn how to do a lot with a little because we’re chronically understaffed and underfunded. As email marketers, we must continually review whether we’re doing marketing automation the right way.

Cross-sell 131

Cross-sell Retail B2C Strategize 131

SaaStr

MARCH 11, 2024

So you’re hiring your first few sales reps in the early days? They’re Late Many will challenge me here, but if they’re late to the interview, they’ll be late to customer calls, too. Don’t make the hire. If they just show up at 2:05 onto the Zoom though, don’t make the hire. #2.

Sales 92

Sales Up-sell Promote Meeting 92

SaaStr

OCTOBER 6, 2023

If you’re a seed-stage startup, Michael shares the best ways for you to present your company to startup investors. Stand Out by Being Concise and Easy to Understand Michael has done over 2000 YC interviews, and the one thing founders don’t understand is that if investors don’t know what your company does, they can’t fund you. “The

Pitch 88

Pitch Presentation Price Start-ups 88

Martech

NOVEMBER 14, 2023

If you’re a retailer, an ecommerce company, or anybody else who relies on Q4 to make big money, that distant rumbling is the Black Friday engine revving up to what will become a deafening roar. Even with everything happening around you, I will ask you to pause your daily business for a minute and look back over this year.

Retail 124

Retail Niche Objectives and Key Results Technology 124

Martech

APRIL 29, 2024

We’ve all seen companies get so caught up in the pursuit of quick wins that they make impulsive decisions, cut corners and completely lose sight of the big picture. He said, “The essence of strategy is choosing what not to do.” It’s about making tough calls and trade-offs to focus on what matters.

Strategize 98

Strategize Negotiate Follow-up Growth 98

Hubspot

MARCH 18, 2024

Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. Strategically framing your prices. Here, I‘ll discuss four tactics you can use to frame your prices as effectively as possible — without resorting to discounting.

Price 76

Price Objectives and Key Results Pipeline Pitch 76

Martech

MARCH 6, 2024

If you could increase your revenue from email just by sending messages more often, you’d do it, right? I know why many email marketers hesitate to send more messages and it has nothing to do with revenue. But you could also leave piles of money on the table for your competition to grab. Or to make money?

Campaign 98

Campaign Drivers/motivators Start-ups Follow-up 98

SaaStr

JANUARY 30, 2024

And I’m highlighting so if it’s you — you can get a bit of a kick in the arse and go do something about it. That they had to get to cash-flow positive, because no more money was coming. And most importantly, they kept most of their existing customers, even as they struggled to attract any new ones. How badly do you want it?

GTM 89

GTM Finance Growth Gaming 89