SaaStr

MARCH 10, 2024

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: How Revenue Multiples Really Fall After Each VC Round The Capital Everyone is Regretting Right Now is the “Free” Capital What’s the #1 Most Important Thing in Pricing A New SaaS Product? Top Podcasts This Week: 1.

Technique 60

Technique Price Go To Market Growth 60

Veloxy

JUNE 17, 2021

Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. What is Sales Velocity? As the name suggests, sales velocity measures how quickly your company is making money. Average Deal Size.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

SaaStr

JANUARY 20, 2022

ClientSuccess is revolutionizing the way SaaS companies manage, retain, and grow their existing customer base. We help SaaS companies proactively manage customer relationships, measure customer health, minimize churn and maximize revenue. With Quolum’s SaaS Card you only pay for SaaS that you use.

Growth 89

Growth Contact Presentation Clients 89

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Their hope in sharing this model is to help fellow revenue professionals grow their businesses similarly.

Go To Market 90

Go To Market Territory Technique A/B testing 90

SaaStr

JANUARY 6, 2023

Dear SaaStr: I’m Pretty Hands Off on the Sales Team. What Will I Learn Getting More Involved in Sales? The most important thing that you will learn is how businesses truly scale on the revenue side. You may think you know this intuitively, but you don’t: You may think sales organizations magically create revenue.

B2B 82

B2B Sales Process Growth 82

Partners in Excellence

AUGUST 25, 2023

The rise of SaaS and other subscription based businesses has created a series of discussions around “recurring revenue” and how those business models differ from non SaaS or subscription based revenue models. The initial sale, often produces zero revenue, we create a design win.

Manufacturing 81

Manufacturing Contract Represent Service 81

SaaStr

SEPTEMBER 25, 2022

y) it wasn't for sale. Dear SaaStr: What Are SaaS Companies Generally Worth When They Are Acquired? But some rough yardsticks: A slow growing, small (< $10m ARR) SaaS company is probably worth 2x-3x ARR (annual revenue reun-rate). Figma cost $20B because. (x) x) It was 2x the last round price. (y)

Growth 84

Growth Price Strategize Sales 84

SaaStr

JUNE 29, 2023

SaaS buying has changed. 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. SaaS Market Snapshot In Q1 of 2023, Vendr gathered data on SaaS Spending and yielded some pretty interesting results.

Price 102

Price Contract CRM Engineering 102

SaaStr

NOVEMBER 4, 2021

The “Rule of 40” is one of the most commonly cited valuation benchmarks in SaaS for both public and private companies. The SaaS “Rule of 40” has gained popularity due to its simplicity, requiring only two common financial metrics to be added together. What Is The SaaS “Rule of 40”?

Drivers/motivators 112

Drivers/motivators Profit margin Non-Profits Inside sales 112

SaaStr

MARCH 2, 2023

We’ll see 2,500+ of the best SaaS founders, execs, and VCs June 6-7 at 2022 SaaStr Europa ! Embed white-labeled dashboards in your SaaS application or portal. Hook accurately predicts revenue growth from your customers. We use data science to identify your highest-value customers, how to keep them and maximize revenue.

Networking 90

Networking Pipeline Growth Service 90

Partners in Excellence

OCTOBER 21, 2022

It seems everything in my feed is dominated by “SaaS Selling.” It seems everything I read is about “SaaS selling.” We’ve created formulas for sales success in SaaS. It seems that everything new about selling, everything about sales performance really focuses on SaaS selling.

Cross-sell 87

Cross-sell Quota Sales Up-sell 87

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. The growth of SaaS businesses, where retention and renewals are the key to breakeven, not to mention profit. Customer retention is becoming more of a priority for B2B marketers lately.

B2B 123

B2B Cross-sell Pharmaceutical Account management 123

SaaStr

MARCH 24, 2023

We look at the most efficient ways to drive revenue,” White says, explaining GUIDEcx’s decision to pursue live events in 2023. Not only can real-life events drive business value, but they can also deliver a desirable pool of leads –– especially for B2B SaaS businesses. Tip: Encourage your sales team to learn from each other.

Tradeshows 82

Tradeshows Intrinsic Appointment Strategize 82

Search Engine Land

OCTOBER 25, 2023

Many B2B companies view organic search as a way to build their brand and drive sales. The sales cycle is much longer and harder to measure compared to B2C. From visibility to profit: 4 ways B2Bs can maximize organic search With the above differences in mind, below are four tips to help you drive success via B2B SEO.

B2B 117

B2B B2C Non-Profits Education 117

SaaStr

JANUARY 8, 2021

When you’re trying to grow your SaaS business, the challenges can stack against you. In this guide, Sahir Azam, Chief Product Officer at MongoDB, and Javier Molina, SVP at MongoDB, share their journey to increasing company revenue through their cohesive sales and product relationship. Transition to SaaS. Inside Sales.

Product 107

Product Inside sales Sales Strategize 107

SaaStr

JANUARY 5, 2022

In 2015, SaaS cloud-based content management tool Box went public. Especially with the coronavirus pandemic, Box—like many other SaaS companies—saw a decline in growth year over year. So far in FY2022, 62% of our total revenue came from customers with more than one Box product, up from 57% in FY2021. That work is never done.

Growth 110

Growth Contract Up-sell Product 110

Search Engine Land

OCTOBER 16, 2023

The full list of finalists Best use of AI technology in search marketing How Brainlabs quadrupled content output and tripled organic Share of Voice for Mars Petcare using AI Closed Loop – How Google’s AI Powered Bidding Drove International Growth for Calendly How Direct Agents Utilized Proprietary Technology To Supercharge Google Ads tCPA Bidding Algorithm (..)

Engineering 138

Engineering Non-Profits A/B testing Growth 138

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase , sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset.

Retail 64

Retail Objection handling Sales Cross-sell 64

Hubspot

AUGUST 2, 2022

The SaaS revenue model offers massive potential for businesses — with the right approach. Given the ongoing nature of software-as-a-service (SaaS) investments and support, it’s possible for companies to turn initial sales into continual revenue streams that both boost customer satisfaction and pave the way for sustained success.

Contract 67

Contract Cross-sell Up-sell Clients 67

Sales Hacker

DECEMBER 21, 2023

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. The result?

Engineering 97

Engineering Objectives and Key Results Drivers/motivators Teamwork 97

SaaStr

MAY 16, 2021

SaaS companies thrive on partnerships to share leads, mutually champion brands and collaborate on customer success efforts. But you must do it right to maximize your potential ARR. Partnerships have a tremendous potential to tilt your growth curve, and at Gorgias, this potential amounts to about their revenue.

Growth 96

Growth Objectives and Key Results Referrals Contract 96

Partners in Excellence

OCTOBER 4, 2023

” If we achieve our growth/revenue goals, we think we are doing well. One of the most interesting data points is the sharp decline of win rates—particularly around those SaaS companies focused on growth and scaling. That would double our revenue and attainment at virtually zero incremental cost of selling!

Quota 112

Quota Growth Sell Process 112

Salesmate

JUNE 23, 2020

Every business is revenue-driven. SaaS businesses that have just started out in the market have to make their resources last for a longer time for maximizing the profit margin. As a SaaS, you are ever-evolving and so is the market. SaaS business owners work with a limited budget. – Vendasta.

CRM 126

CRM Profit margin Cold Call Contact 126

SaaStr

JUNE 22, 2021

The other day I saw a VP of Sales flame out and resign with no notice from a SaaS company doing $10m ARR growing quickly. So I thought it might be helpful to brush off the topic of alignment between Sales and Marketing by updating a classic post on the topic. What 3 factors/skills must every VP of sales possess?

Cross-sell 122

Cross-sell Sales Start-ups Up-sell 122

Partners in Excellence

AUGUST 18, 2021

” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion. These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.

Customers 165

Customers Manufacturing B2C Technology 165

SaaStr

JANUARY 5, 2021

For sure this is true in SaaS. And yet … What tends to happen for most SaaS businesses even as early as $2m ARR or so, is that they get a core engine that’s working. SaaS Compounds (more on that here ). Let me suggest some ideas: Add an Outbound Sales Team if You Don’t Have One. Yuck, you say?

Growth 131

Growth Engineering Service Start-ups 131

Openview

FEBRUARY 5, 2019

A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention. So, we build great sales and marketing machines. A SaaS company’s capital must be used wisely to maximize growth — regardless of its source or quantity. It happens.

Growth 94

Growth Strategize Launch Price 94

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

Growth 97

Growth Hospitality Cross-sell Territory 97

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Go To Market 111

Go To Market Growth GTM Product 111

Lead Fuze

JULY 24, 2023

Whether you’re a startup founder, a product manager, or a digital marketing specialist, SaaS marketing likely plays an integral role in your business strategy. According to recent data from Gartner’s 2023 Technology Marketing Benchmarks Survey, the SaaS industry is growing at an unprecedented rate.

Campaign 52

Campaign Trust Promote Presentation 52

Lead Fuze

AUGUST 29, 2023

Whether you’re a small business owner, an online marketer, or a SaaS company representative, understanding how to get better conversion rates is crucial for your success. Your website layout guides them effortlessly while persuasive messaging nudges them towards taking positive action, thereby increasing sales.

Conversion 52

Conversion A/B testing User Experience Technique 52

SaaStr

JANUARY 5, 2022

Familiarity in your pricing schema is key to maximizing sales velocities with less well-known vendors. 90% of the time, transparent pricing just takes friction out of a transactional / shorter sales process. Later, what will matter more is closing the most revenue from the leads you do have. You aren’t there yet.

Price 92

Price A/B testing Contact Prospecting 92

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. And this is exactly why you hired them!

B2C 93

B2C Pipeline SQL Strategize 93

SaaStr

SEPTEMBER 17, 2021

Vimeo just hired their first sales rep 3 years ago to spearhead $20k+ deals … and now they have 100 reps, and are on track to double that headcount. 50% of Vimeo’s revenue is international. Those of us who have run companies that do free, self-serve, and sales-driven all get this tension. My Top 10 Learnings: #1.

Service 100

Service User Experience Engineering Conversion 100

ConversionXL

OCTOBER 16, 2022

Measuring customer acquisition for peak effectiveness How to calculate ecommerce customer acquisition cost Calculate much your customers are worth: LTV MRR, churn rates, and other factors that affect your LTV/CAC ratios Find and fix customer acquisition funnel leaks 5 customer acquisition strategies to increase sales and loyalty (with examples) 1.

Customers 129

Customers Retail Cross-sell Follow-up 129

Sales Hacker

MARCH 29, 2022

In this episode of the Sales Hacker Podcast, we have Tom Lavery , CEO & Founder at Jiminny , a conversation intelligence platform that helps companies create high performance culture. The expanding market opportunity in SaaS. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Welcome to the Sales Hacker podcast.

B2C 77

B2C Up-sell Start-ups Conversion 77

Sales Hacker

SEPTEMBER 22, 2023

You can maximize user engagement by offering both a full-featured free trial and a limited free-forever plan. Take a more hands-on approach to inside sales. Establishing an inside sales team can enhance freemium conversion rates for enterprise-level B2B products by focusing on identifying and directly engaging high-priority leads.

GTM 87

GTM X-functional Inside sales User Experience 87