Partners in Excellence

FEBRUARY 13, 2024

There are a lot of definitions to this, including: Proving our product is the best choice of all the alternatives. …… But what about the reciprocal, what value do our customers create for us? Sometimes we think of retention/renewal revenues, LTV, expansion revenues.

Customers 130

Customers Referrals Clients Strategize 130

SaaStr

MARCH 27, 2024

So we’ve probably covered HubSpot more than any other SaaS and Cloud leader on this 5 Interesting Learnings series, but there’s a good reason for it: First, HubSpot is a lot like most of us. It sells sales, marketing, support and more tools. So it’s very … tangible. It has a $32 Billion (!)

Non-Profits 96

Non-Profits Drivers/motivators Growth Price 96

Search Engine Land

NOVEMBER 13, 2023

As AdWeek reports, it’s not uncommon for small-to-medium-sized firms to see upwards of 40% client turnover year over year. Too much client churn can be a death blow to your agency since it costs up to four times as much to earn a new client as to retain an existing one. Healthy finances are crucial for client retention.

Clients 97

Clients Objectives and Key Results Referrals Non-Profits 97

Martech

FEBRUARY 21, 2024

Defining the retention stage To start, let’s more clearly define what we mean by retention. Defining the retention stage To start, let’s more clearly define what we mean by retention. The retention stage aims to build strong relationships with our customers and provide them with ongoing value and support.

Growth 93

Growth Cross-sell Promote Price 93

SaaStr

JANUARY 5, 2024

Klaviyo, Arm and Instacart were all muted IPOs. Many will pull the chord and say, we have to do it. 12,000 customers, very high net review retention (NRR) even with SMB customers. 12,000 customers, very high net review retention (NRR) even with SMB customers. For the first time, we are seeing a saturation in IT spend.

Growth 119

Growth Gaming Customers Product 119

Search Engine Land

OCTOBER 20, 2023

It’s all too easy to get caught in the web of metrics , algorithm updates , and new SERP features. The real purpose and benefit of SEO isn’t just increasing pageviews or optimizing keywords – it’s about aligning with the true north of business goals and helping to achieve them through search.

User Experience 126

User Experience Growth Conversion Engineering 126

Veloxy

NOVEMBER 22, 2023

Imagine the impact of having a well-coordinated, highly skilled, and motivated field sales team driving your business growth. Mastering field sales management is essential to achieving this vision, and it all begins with understanding the role, building a high-performing team, and implementing effective sales processes.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Sales Hacker

MARCH 8, 2024

You may have heard about a free tool that GTMnow and GTMfund launched with Cabal two weeks ago, called Warm Intro Navigator. If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now. Let’s get into it. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

GTM 95

GTM Growth Cross-sell Referrals 95

SaaStr

SEPTEMBER 3, 2023

SaaStr Founder and CEO Jason Lemkin and Partner at QED Investors Amias Gerety chat on the Fintech Beat podstream about all things SaaS, money, and what makes a great founder. But we’ll share Jason Lemkin’s perspective on it anyway because it’s always a good reminder of why we’re here. It took a while.

Finance 90

Finance Growth Meeting Trust 90

SaaStr

JULY 26, 2022

SMBs often force you to build a better product, as they lack a deployment and IT team. Or maybe it’s 15,000,000. Different counts are out there, but however many it is — it’s a lot. But beyond all the other Pros and Cons of SMB vs enterprise, there’s one looming issue with SMB SaaS: Churn.

Growth 140

Growth Start-ups Up-sell Strategize 140

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. It goes beyond just supporting the sales team. As a sales leader, you’d probably scoff at this.

Cross-sell 52

Cross-sell GTM Technology Technology 52

SaaStr

AUGUST 7, 2023

Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday.com, and the founder of SaaStr. ARR stands for Annualized Recurring Revenue, although its real-world definition has evolved over time. You can read more about real-world ARR examples here. And it’s possible!

Finance 74

Finance Manufacturing Niche Growth 74

Sales Pop!

JULY 14, 2022

Holding on to the thought that attendance is a prerequisite to participation, I’d like to talk about everybody’s favorite selling topic – account growth. Much less focus is given, though, to the seemingly less sexy topic of account retention. But most selling organizations aren’t built for account retention.

Clients 97

Clients Contract Up-sell Growth 97

Martech

MAY 16, 2024

There are so many incorrect uses of the term and misconceptions about the concept itself that create confusion and dilutes the work that needs to be done. Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand. What is customer experience (CX)?

Customers 105

Customers B2C UX User Experience 105

ConversionXL

FEBRUARY 3, 2022

Growth hacking is how Slack went from 15,000 to half a million daily users in its first year. It’s why Canva can call itself a multibillion-dollar platform and how ConvertKit pulled itself up to compete with goliaths like MailChimp and Campaign Monitor. Growth hacking isn’t about deploying sleazy tricks.

Growth 113

Growth Referrals Minimum Viable Product Drivers/motivators 113

SaaStr

JANUARY 30, 2024

But there’s a trend I want to highlight now that we’ll see all across 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. It’s the “NRR Zombie”. And while many couldn’t pull it off, and will go under, a lot actually got there. But they did it.

GTM 89

GTM Finance Growth Gaming 89

Partners in Excellence

NOVEMBER 3, 2022

We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. It seems that selling jobs, at all levels, are viewed as “temp” jobs. It’s an interesting phenomena, retention is not an “A” priority for most organizations.

Sell 113

Sell Growth Engineering Account management 113

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. Customer Marketing. Customer Success.

Cross-sell 110

Cross-sell Customers Growth Contract 110

Gong.io

FEBRUARY 22, 2022

Uncertainty about customer churn was top of mind for everyone. And, as Nick shared, it turned out the answer was right in front of him the entire time. Gainsight surveyed CEOs, CROs, and COOs from late-stage, private cloud SaaS companies in late March 2020 and found that customer retention was by far their #1 focus.

Customers 115

Customers Strategize Finance Presentation 115

Lead Fuze

AUGUST 29, 2023

According to industry reports, over 86% of agencies diversified their services last year as part of their growth strategy. It also implies that growing your marketing agency involves more than just acquiring new clients; it requires strategic planning, effective client retention practices, and continuous service diversification.

Niche 52

Niche Objectives and Key Results Clients Growth 52

Martech

APRIL 12, 2024

This is particularly true when building a martech stack or developing content, for example, where a program-based approach can ensure that all aspects are considered and properly integrated. For many CMOs and marketing organizations, programs are becoming powerful tools for aligning diverse initiatives and driving strategic objectives.

Product 104

Product Objectives and Key Results Strategize Technology 104

Partners in Excellence

MARCH 1, 2022

Ask any sales leaders, particularly those in SaaS based sales approaches, retention and growth in current customers is critical. We look at Cost Of Customer Acquisition, learning it is much less expensive to retain and grow a current customer than it is to acquire new customers. Sales Person Acquisition Cost?

Growth 67

Growth Start-ups Customers Up-sell 67

ConversionXL

OCTOBER 4, 2022

This is what drives growth for online stores like ASOS, despite existing in a saturated market. In this article, you’ll learn how to build a powerful ecommerce marketing strategy using customer research and messaging development, and how to use it to determine which marketing tactics will best reach your target audience.

Referrals 129

Referrals Retail Growth Cross-sell 129

SaaStr

NOVEMBER 8, 2022

In the kickoff for Workshop Wednesdays last week, Wang chatted with the community about how to build a high-performing team and keep it. In the kickoff for Workshop Wednesdays last week, Wang chatted with the community about how to build a high-performing team and keep it. Stage 5: Employee Retention .

Objectives and Key Results 84

Objectives and Key Results Cross-sell Promote Construction 84

SaaStr

SEPTEMBER 29, 2022

Product-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies. . Stage 2 Capital’s Co-Founder and Managing Director, Mark Roberge, breaks down what a consumer tech growth team looks like and how they operate. Free user retention.

GTM 96

GTM Price Quota Growth 96

PandaDoc

APRIL 17, 2024

If so, it’s a key metric you might be missing out on. In this article, we’ll teach you all you need to know about ACV. It’s a metric that tells you about the yearly revenue generated by individual contracts. Calculating ACV can deliver many benefits , from increased customer retention to better forecasting.

Contract 52

Contract Non-Profits Legal Clients 52

Martech

APRIL 23, 2024

Consumers inundated with marketing messages are receptive when the message is about a high-priority item they’ve purchased. It’s all part of a virtuous cycle that begins with better, more accurate communications. In 2022, the brand opened its first five retail stores. So we were really hungry to solve for this.”

Click Through Rate 95

Click Through Rate Territory Retail Service 95

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). It is often the first point of interaction between potential customers and your company.

Go To Market 104

Go To Market Growth GTM Product 104

Salesforce

OCTOBER 20, 2022

With all the wireless and telecom options out there, communications service providers know that staying competitive means giving customers a reason to stay loyal. Throw inflationary price hikes into the mix, and that makes customer retention even more critical. Improve customer retention by gaining a complete picture of their journey.

Customers 98

Customers Price Growth Networking 98

SaaStr

NOVEMBER 15, 2022

Metrics are the key to evaluating success and setting goals, but not every SaaS business should orient itself around the same one-size-fits-all numbers. For many, it’s proven to be a year of growth and resiliency. After all, it wasn’t so long ago that SaaS metrics gained respect and popularity in the industry.

Drivers/motivators 85

Drivers/motivators GTM Contract Growth 85

Partners in Excellence

MAY 10, 2024

And this confusion may cause us to be unresponsive to the needs of the markets/customers and our own financial/growth strategies. And this confusion may cause us to be unresponsive to the needs of the markets/customers and our own financial/growth strategies. The reality is these are separate and distinct.

Service 62

Service GTM Contract Price 62

ConversionXL

SEPTEMBER 1, 2020

Customer Value Optimization (CVO) is a process to create a great customer journey and maximize the ROI for all marketing activities. It focuses on optimization throughout the customer lifecycle to improve brand and loyalty—and create customers for life. A typical ecommerce growth formula looks like this: T x CR x AOV = G.

Customers 132

Customers Referrals Campaign A/B testing 132

Gong.io

AUGUST 3, 2022

In this article, you’ll learn how to define customer success, and discover the most important KPIs for measuring retention and growth (and other customer success goals) as well as the value buyers receive from your product. For individual clients, we can ask, “What was it that the customer wanted to achieve originally?

Customers 87

Customers Cross-sell Contract Price 87

Sales Hacker

NOVEMBER 10, 2023

While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time. We’ll dive into 3 ways that revenue leaders are successfully doing so – let’s get into it. This week’s newsletter is sponsored by Demandbase.

GTM 94

GTM Intrinsic Customers Contract 94

Partners in Excellence

OCTOBER 4, 2023

” If we achieve our growth/revenue goals, we think we are doing well. Think of what it would mean to our customers, our own performance, our companies, shareholders, if we started to more effectively address the potential? Then what about those customers that start a change process, but abandon it before they engage sellers.

Quota 118

Quota Growth Sell Process 118

SaaStr

MARCH 31, 2021

It was founded way back in 2005 as an outsourcing company, then developed Windows software to automate scripts and more, and turned this into a powerhouse for automating complex functions integrating Cloud and on-prem. Even ten years on, in 2015, it still had just 10 full-time employees. Is it really SaaS? 2014: $500k rev.

Growth 144

Growth Start-ups Engineering Technology 144

Search Engine Land

FEBRUARY 7, 2024

This article explores how SEO and UX interact and why it’s important not to sacrifice one for the other. Nowadays, people judge a website by how it looks, works, and how easy it is to use. The relationship between SEO and user experience (UX) is an important consideration in your digital strategy.

UX 114

UX Strategize User Experience Engineering 114