Salesforce

JANUARY 30, 2024

This is commonly done by percentage — if you know the percent amount your sales will increase, you can apply that to all line items as well, both assets and expenses. This is commonly done by percentage — if you know the percent amount your sales will increase, you can apply that to all line items as well, both assets and expenses.

CRM 114

CRM B2C Commission Sales 114

Search Engine Land

APRIL 25, 2024

Meta’s ad revenue increased 27% in Q1 2024, a significant improvement over the 4% growth it saw in the same quarter a year ago. Advertising revenue was $35.6 This success helped drive total Meta revenue to grow 27% year-on-year from $28.6 But that’s all very early in fleshing out.” billion in Q1 2023.

Launch 89

Launch Growth Price Campaign 89

Partners in Excellence

APRIL 25, 2024

As a very simple example, if everything else is constant (revenue goals, sales cycle, average deal, deal quality), an organization with a 20% win rate and another with a 50% win rate, have very different top of funnel needs. All of these are variables that are controlled in the funnel, not by the top of the funnel.

Pipeline 113

Pipeline Prospecting Closing Process 113

SaaStr

MAY 16, 2024

Wade Foster, founder and CEO of Zapier, runs a category-creating brand that makes all your tech work together seamlessly – no coding required. Today, the majority of revenue professionals likely work multiple side hustles. You can get really good at this remote world if you’re born into it. Is that true today?

B2B 78

B2B Angle X-functional Trust 78

SaaStr

FEBRUARY 14, 2024

They are seeing no slowdown at all in revenue growth from $100k+ customers. Revenue There Growing a Stunning 64% (!). But the big ones are growing fast faster by revenue at scale. 3,063 Employees — So About $400,000 in Revenue Per Employee This is the age of New Efficiency. And the markets are good with that.

Growth 91

Growth Start-ups Closing Customers 91

Search Engine Land

MAY 2, 2024

We can look at YouTube ad revenue to measure the platform’s dominance. In 2023, YouTube’s global advertising revenues rose to $31.51 Don’t just look at the revenue generated by these campaigns but also how these campaigns support your other marketing campaigns, such as your branded efforts. They’re not sure how to get started.

Campaign 103

Campaign High impact Clients Growth 103

SalesLoft

MAY 14, 2024

With much of sales forecasting done in spreadsheets, incomplete data, lack of true pipeline visibility, it’s no wonder according to the 2022 Gartner State of Sales Operations and Revenue Operations Survey that 67% of sales operations leaders agree that creating accurate sales forecasts is harder today than three years ago.

Sports 52

Sports X-functional Pipeline Sales 52

Search Engine Land

FEBRUARY 13, 2024

The marketing funnel: A refresher At its core, the marketing funnel is a simple way to illustrate the consumer’s path toward purchasing a good or service. Think of all the brands you’ve seen ads for but have never clicked on or done further research. Can you focus on one of these categories instead of all three? Video campaigns.

Non-Profits 113

Non-Profits Campaign Strategize Growth 113

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. To me, this is just the impressive metric of all. Revenue Growth is Up Just 24%. And second, so many of us use HubSpot.

Non-Profits 95

Non-Profits Drivers/motivators Growth Price 95

Search Engine Land

NOVEMBER 1, 2023

We’ve been concerned to learn Google has increased ad prices to meet quarterly revenue goals and Ads, Search and Chrome teams working to boost ad revenue. While Google talks about always doing what’s best for users, clearly it also has done what’s best for Google revenue and profits. The emails.

Growth 115

Growth Price Engineering Meeting 115

Partners in Excellence

JANUARY 25, 2024

I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose. Our focus on beating the competition diverts our ability to drive substantively higher levels of performance, value creation, growth, and revenue through helping the customer solve their problems.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Search Engine Land

NOVEMBER 27, 2023

High-potential keywords are phrases that bring relevant traffic to your website and lead to revenue. While Google Keyword Planner and SEO tools are useful, they focus on search volume and intent, not necessarily revenue. If they aren’t, start today while following all tracking laws. What did our product not solve?

UX 122

UX Strategize Referrals Conversion 122

SaaStr

MARCH 22, 2024

The path to Cheif Revenue Officer (CRO) is different for many people. Tracy Young , CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader. Shifting from an operator and loving operations and data to a sales and revenue leadership role felt like a big jump.

Finance 94

Finance Territory Quota Presentation 94

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. Key takeaways Sales velocity measures the rate at which your sales force generates revenue. Sales velocity is a KPI that indicates the rate at which your team generates revenue. It presents a snapshot of how your entire sales process is performing.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Adaptive Business Services

JANUARY 24, 2024

What are some of the general company benefits from a well managed CRM … Increased revenues. Revenues are the lifeblood of your business. Predictable revenues. It’s pretty difficult to budget for expenditures without a good forecast of expected revenues. Predictable revenue. Predictable revenue.

CRM 71

CRM Commission Territory Repeat business 71

SaaStr

DECEMBER 3, 2023

E.g.,: CAC of < 12 months is Good-to-Great Paying sales reps 25%-30% of what they close is Good A burn ratio of 1 or less is Good These metrics do sort of work, if you have some capital to spend (i.e., Non-Recurring Revenue Doesn’t Count, At Least Not as Much. Pass-Through Revenue Simply Doesn’t Count.

Non-Profits 81

Non-Profits B2C B2B Start-ups 81

Martech

MAY 16, 2024

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. It’s important that everyone is clear on the definition of customer experience. What is customer experience (CX)? Still, the CX team is not doing the work to improve systems, processes, policies, etc.

Customers 100

Customers B2C UX User Experience 100

Martech

MAY 15, 2024

I find it best to set quarterly goals around two or three KPIs that impact revenue and account for adoption. Look for tools that achieve multiple objectives simultaneously Everyone loves a good “get two for the price of one” special, so keep this principle in mind when exploring martech solutions.

Contract 78

Contract Objectives and Key Results Technology Technology 78

Partners in Excellence

FEBRUARY 15, 2024

” They go on to say, “The easiest way to hit your goals is to give all the best opportunities to your top performers.!” They aren’t producing as much revenue as they might. Even though they might sell better, they were producing something, after all they were B players. Their performance will decline.

Start-ups 109

Start-ups Up-sell Sell Product 109

Search Engine Land

FEBRUARY 26, 2024

Eddy Cue, Apple’s senior vice president of services, explained why Apple said no to Microsoft in the filing: “Microsoft search quality, their investment in search, everything was not significant at all. So the search quality itself wasn’t as good.” Justice Department. Apple turns down Microsoft. And so everything was lower.

Territory 113

Territory Engineering Market share Sell 113

Highspot

MAY 3, 2024

But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What’s missing is a strategic approach that unites all your revenue-generating teams. What is Revenue Enablement? What is Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Martech

FEBRUARY 6, 2024

” It ends with this moral, which can make all the difference in your company’s future: The race is not always to the swift. If your hopes and dreams are pinned on a three-year flip, you will unlikely get there on revenue alone. Promises are good, but profitability is better. “Do you ever get anywhere?”

B2B 101

B2B Profit margin Sales Growth 101

SaaStr

MAY 25, 2023

SaaS companies are just valued at far less than they have been in many years: It’s just all … harder. While the companies are different, in all 4 cases — the founders had no savings. And I’m proud of all of them. Because all four are great companies, growing rapidly, in great spaces, with great founders.

Sell 144

Sell Price Up-sell Start-ups 144

Search Engine Land

MAY 13, 2024

With all that discussion, one can’t help but notice some recurring themes. We’re all pushing the limits of search engines to see what works and what doesn’t. That doesn’t mean those tactics are a good business model. It takes a lot of work, effort and time – all things the current leading brands have invested in.

Engineering 133

Engineering Legal Start-ups Trust 133

SalesLoft

MAY 1, 2024

As sellers, managers, and the revenue operations team experience heavier workloads, follow-ups can fall through the cracks. What if even the leanest revenue team could provide a smooth and superior customer experience? Explaining their business all over again (sigh) to yet another new face. The result? The bottom line?

Customers 52

Customers Territory Follow-up Clients 52

Search Engine Land

NOVEMBER 7, 2023

Good products organically rank on relevant keywords. Almost all ads are capturing some organic sales.” When Amazon ads cannibalize organic sales, it means less revenue for the same advertising cost. Porter explains that you can’t gauge a campaign’s true performance when all keywords are mixed together.

Trust 108

Trust Campaign Engineering Closing 108

SaaStr

MAY 8, 2024

Everyone loves Ask Me Anything sessions with SaaStr founder and CEO Jason Lemkin, and for good reason. The average public company today has over $300k of revenue per employee; in 2021, it was just over $100k. If you have a good sales and marketing team, they will respond. What are they good at? How do you budget this?

Quota 82

Quota GTM Price Finance 82

SaaStr

NOVEMBER 29, 2023

For a while, its market cap dipped to a tough low — but 2023 was good for Fastly. For a while, its market cap dipped to a tough low — but 2023 was good for Fastly. A good part of the gains are from finally getting EBITDA positive. Still, it’s not all such great news. Its stock is up a stunning 122%!

Non-Profits 93

Non-Profits Growth Start-ups Engineering 93

SaaStr

MARCH 26, 2024

Billion cash Fifth was Logikcull, acquired for $300m cash So it was a good start. Since then, I’ve made some pretty good other investments as well. But now I can see clearly why in some deals, I’m going to lose all my money. If revenue was overstated a bit. I’m going to lose all my money here. #2.

Contract 109

Contract Start-ups Closing 109

Force Management

DECEMBER 14, 2023

It's important to put time and resources into helping your channel sellers understand your company's value and differentiation as well as your internal revenue teams do. It's important to put time and resources into helping your channel sellers understand your company's value and differentiation as well as your internal revenue teams do.

Negotiate 137

Negotiate Education Market share Growth 137

SaaStr

FEBRUARY 7, 2024

300,000 Total Paying Customers, With 43,000 Paying $10k or More The vast majority of Atlassian’s customers pay less than $10k a year, but the $10k+ ones make up the bulk of the revenue. Loom Added Just 326 $10,000+ a Year Customers, But 33,000 Total Customers So how much revenue did Loom add? The markets like this combination.

Up-sell 89

Up-sell Growth Sell Customers 89

SaaStr

APRIL 20, 2024

"We all need more hackers on our team. The current business model for software companies involves spending a significant portion of revenue on sales, regardless of available tools and automation. Marketing hackers, sales hackers, product hackers. We lost too much of that. Will AI let ICs do more, with fewer managers?

Drivers/motivators 101

Drivers/motivators Growth Product Technology 101

Search Engine Land

MARCH 19, 2024

It combines all of Google Ads’ channel options together in one campaign and uses Google’s AI (Gemini) to optimize budgets and ad serving across all channels based on performance. Even after garnering high CTR, they often didn’t result in conversion and revenue. And why not? We shifted strategies and decided to go a bit broader.

Campaign 100

Campaign CTR Retail Networking 100

SaaStr

NOVEMBER 30, 2023

Companies that win a market are just as good at Go-to-Market as they are at building great products. There are five metrics ICONIQ feels are indicative of fundamental health regardless of stage, and so, while each one may not be directly tied to GTM health, they are all indirectly tied to it. Without it, you don’t have a business.

Go To Market 91

Go To Market GTM Cross-sell Growth 91

SaaStr

DECEMBER 21, 2023

Software Revenue Multiples On the chart below, the darker blue line shows the median revenue multiple for 100 software companies. For those unfamiliar with revenue multiples, it’s a valuation methodology for comparing relative valuations of businesses. At the same time, the 10-year benchmark rate has gone from 2.2%

Growth 98

Growth Intrinsic Real Estate Start-ups 98

SaaStr

OCTOBER 11, 2023

That’s not just pretty epic growth at almost $7 Billion in revenue, it’s one heck of a comeback. That’s not just pretty epic growth at almost $7 Billion in revenue, it’s one heck of a comeback. But a Smaller and Smaller Percentage of Revenue. One SaaS leader that’s accelerating again is Shopify.

Drivers/motivators 95

Drivers/motivators Price Growth Product 95

Martech

MARCH 12, 2024

We found a link between online activity and the revenue performance of attorneys. By studying the LinkedIn behaviors of more than 500+ equity partners in a law firm we were able to show a link between the size of partner networks and activity, with billable revenue. It’s now driving revenue. Is it important? Is it strategic?

B2B 78

B2B Strategize Networking Promote 78