SaaStr

DECEMBER 29, 2023

In part one of this week’s Ask-Me-Anything (AMA) with SaaStr founder and CEO Jason Lemkin, he answered the community’s questions about whether all anyone cares about is AI anymore, investor appetites going into 2024, vertical SaaS, and thriving as a solo founder. The multiples fell off a cliff in 2022 for SaaS and remained crummy in 2023.

Customers 88

Customers Price Growth Construction 88

SaaStr

OCTOBER 18, 2023

So Domo is an interesting case study on SaaS entrepreneurship. Founder Josh James had one of the earliest $1B+ exits in SaaS when Adobe bought his first start-up, Omniture, for $1.8 After decades running SaaS companies, it was time for a break in 2022, and Josh eventually stepped down as CEO. Billion way back in 2008.

Contract 92

Contract Price Growth Launch 92

SaaStr

SEPTEMBER 12, 2023

A SaaS Founder’s Guide to PR Why PR works, when it doesn’t, and what to expect. Customer success teams are critical for SaaS companies as they own the customer relationship from start to finish, managing up to 75% of revenue through renewals and upsells. Competition In SaaS Leads to A Lot of Things. Or they fail.

Price 87

Price Contract Territory Growth 87

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Find out what happens to service-level agreements (SLAs), pricing terms and licensing agreements. Is the buying party more of a per-user traditional, SaaS licensing model or does it use more of a per-utilization one?”

Contract 72

Contract Legal Price Technology 72

SaaStr

SEPTEMBER 19, 2023

So I’ve been doing SaaS for a while, and the costs of doing business have just gone up. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs. seems to have priced itself out of doing SMB SaaS sales.

Price 104

Price Sales Up-sell Start-ups 104

Martech

MARCH 1, 2024

The growth of SaaS businesses, where retention and renewals are the key to breakeven, not to mention profit. The product’s features align with market demand, its quality is up to par, and it’s appropriately priced and distributed. Imagine transitioning a customer to an ongoing purchasing model. A need to avoid price wars.

B2B 120

B2B Cross-sell Pharmaceutical Account management 120

SaaStr

SEPTEMBER 20, 2023

So Harry Stebbings was kind enough to have us back in the new group format on 20VC with 2 of the legends in seed investing, Eric Paley of Founder Collective and Mike Maples of Floodgate: While both aren’t pure SaaS investors, they’re both in the top 1% (!), In Today’s Episode on Is the Venture Model Broken? : ” New!!

Price 90

Price Presentation Sell Product 90

SaaStr

OCTOBER 11, 2023

One SaaS leader that’s accelerating again is Shopify. From a business model perspective, Shopify has in essence been a fintech and merchant product first and a SaaS product second for quite some time. Pricing Increases Really Boosted MRR. Like Most Other SaaS Leaders, Shopify Has Gotten a Lot More Efficient.

Drivers/motivators 92

Drivers/motivators Price Growth Product 92

SaaStr

AUGUST 23, 2023

Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? The simplest answer is usually to copy the pricing from the closest public company or other break-out leader you can find that is vaguely similar. I guessed the pricing almost immediately. That everyone knows, and knows the price points of.

Price 75

Price B2B Product Sell 75

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? These might include monthly or yearly subscriptions or plans with different pricing tiers. These range from SaaS companies to magazine publications. “What is ACV in sales?”, we hear you ask.

Contract 52

Contract Non-Profits Legal Clients 52

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. It could be price, product composition, or payment terms. The answer?

Contract 83

Contract Price Healthcare Commission 83

Search Engine Land

JUNE 26, 2023

The process evaluates potential SEO service providers based on their expertise, track record, pricing, and contractual terms. Contract negotiation : Negotiate terms and conditions, including pricing, payment terms, and warranties. Discuss customization options to ensure the SaaS tool meets your needs without unnecessary costs.

Process 108

Process Negotiate Contract Legal 108

Martech

AUGUST 25, 2023

“We just cancelled a SaaS product we’ve used for three years. It seems that many, many organizations are deeply unhappy that SaaS vendors, including martech vendors, are failing to engage year-round (especially as they’re able to collect data on usage of their services). It’s the only time we hear from them.”

Contract 91

Contract Account management Represent Clients 91

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. Prakash Raina, Co-Founder of Subskribe, and Leslie Hui, VP of Accounting Operations and Finance Transformation at Okta, break down the secrets to unifying SaaS teams, processes, and systems. The evolution of SaaS business.

Finance 76

Finance GTM Government Territory 76

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. For a quick recap on SaaS metrics: What is ARR in SaaS? How Is CAC Calculated In SaaS? In the early days of SaaS, efficiency mattered because there was no capital.

Finance 73

Finance Manufacturing Niche Growth 73

SaaStr

NOVEMBER 8, 2021

Relative to any other sector, the SaaS industry is uniquely transparent. In my opinion, the most informative and useful SaaS content “speaks for itself” and is well suited for future reference. This 20-20-20 data is amazingly useful to that Self-Taught Founder building out their GTM operating model.

GTM 118

GTM Price Growth Product 118

ConversionXL

NOVEMBER 17, 2020

So we settled on growth levers at the bottom of the funnel–experimenting with pricing, the checkout page, plan mix, and our trial model. Testing our pricing strategy and plan-mix . In my opinion, price and plan-mix are the two most powerful growth levers in any subscription business. Testing our free-trial models.

Strategize 121

Strategize Growth Objectives and Key Results Price 121

SaaStr

JULY 5, 2023

In SaaS, growth investments generally will all be at at least $20m ARR, or $40m ARR, or more. What’s hard is that pricing and predicting is even more important than early-stage investing. 2-/ A lot of your investments can IPO and do great and still barely do 1x your investment price. And growing nicely. But all good ones.

Price 76

Price Meeting Growth 76

SaaStr

NOVEMBER 12, 2023

1000000000000.00% in SaaS. At least, those of us who haven’t done software sales before, and have a low-ish price point and run an all in-bound model. You can also try with a fully-self serve model. Dear SaaStr: Do Salespeople on Commission Really Sell More Than Salary-only Salespeople? Commissioned salespeople sell more.

Commission 87

Commission Sell Closing Up-sell 87

SaaStr

DECEMBER 27, 2020

New consumption pricing model has increased revenue 15% where rolled out. Done right, this sort of anti-SaaS pricing model can lead to significantly more revenue. On a related note, most of Shopify’s revenue in no longer SaaS revenue either, but variable revenue tied to commerce sales.

Contract 116

Contract Cross-sell Price Growth 116

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. The Evolution of Language For SaaS Business. This flexible mindset creates just the right conditions for embracing evolving business models and new metrics.

Drivers/motivators 82

Drivers/motivators GTM Contract Growth 82

Hubspot

MARCH 25, 2024

next year Three in four D2C companies have some form of subscription offering The combined market cap of all digital subscription companies has reached $14T (with new entrants still jumping in ) Source: UBS But making a buck isn’t as easy anymore, especially since consumers today paying $1k per year on subscriptions seem to be outgrowing this model.

Niche 53

Niche Price Contract B2B 53

SaaStr

DECEMBER 17, 2021

Pricing is one of the most challenging elements to get right for SaaS companies. How much should you charge, and what pricing model works best? In an era of empowered buyers, vendors should take care to remove obstacles from the pricing process or risk losing the customer to a competitor.

Price 78

Price Strategize B2B Follow-up 78

SaaStr

MARCH 11, 2021

Q: Why do SaaS companies bill annually up front? A lot of SaaS pricing originally comes from classic enterprise software. SaaS then remixed this model by charging less in Year 1 for a “subscription”, but often more over time, especially by Year 3. But, the model didn’t really keep up with the times.

Contract 82

Contract B2C Construction Price 82

SaaStr

JULY 31, 2022

The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long. SMB SaaS has a lot going for it, but one big existential challenge — inherent churn. A great panel on just where marketing at scale in SaaS is today. Jason takes a ton of great questions from the SaaStr community on scaling SaaS.

GTM 94

GTM Price Gaming Growth 94

Sales Pop!

FEBRUARY 21, 2022

Here, we will look take a quick look at 5 essential steps to building your own SaaS application. 5 Steps to Build a SaaS Application. Just like starting a new business such as an LLC , before creating an application for SaaS, it’s important to do your research first – and then analyze it. Step 2: Monetization.

UX 98

UX Appointment Sports Technology 98

Salesforce

FEBRUARY 7, 2024

Figuring out the right way to price your products can be tricky. Whether you’re selling software or designer handbags, your pricing strategy has a big impact on your sales success. There are a lot of ways to go about it, but if you’re looking for simplicity, cost-plus pricing might be a good bet.

Price 52

Price Profit margin Manufacturing Retail 52

SaaStr

JUNE 20, 2021

Says Bialecki: “In the SaaS world, [companies] were defining customer success…as they went along. Pricing & Selling Strategy. When it came to pricing, Klaviyo decided to pursue a value-based model instead of a cost-based model. This allows you to price at a premium. . They spotted an opportunity.

Objectives and Key Results 118

Objectives and Key Results Price Retail Consult 118

SaaStr

SEPTEMBER 20, 2023

Beyond multiples, many Cloud companies faced a deluge of headwinds that impacted business fundamentals… Lengthening sales cycles Tightening customer budgets It was no surprise that SaaS IPOs came to a screeching halt. GlossGenius is a vertical SaaS and payments company for the beauty and wellness industry.

Growth 94

Growth Negotiate Finance Contract 94

SaaStr

MARCH 22, 2022

With 1,251 SaaS CEOs, Founders, and Revenue Leaders already attending SaaStr Europa 2022 – we’re upgrading the event to an even bigger venue! With its attachment to Plaza Leonardo da Vinci, we’ll be able to keep our hybrid outdoor/ indoor model even the bigger space! Now up to 2,700 SaaS founders, execs, and VCs.

Networking 101

Networking Price Up-sell Start-ups 101

SaaStr

NOVEMBER 10, 2021

We just haven’t seen the type of acceleration at scale we’re seeing in SaaS leaders before. A reminder there is no ceiling to top tier NRR in SaaS and Cloud. A classic self-service + inside sales + enterprise sales model. and on to a $1.2B+ run-rate today, Datadog is accelerating at over $1B ARR. To 75% growth.

Inside sales 125

Inside sales Growth Price Trust 125

Partners in Excellence

APRIL 23, 2021

We wouldn’t want to apply the same selling process that we use for the lowest priced Honda to a customer considering a Bugatti. I was drawn to write this when my good friend, Howard Dover, tried to suck me into one of these inane conversations about “SaaS selling.” But none of this is new or unique to the SaaS world.

Process 109

Process Manufacturing Government Sales 109

SaaStr

JUNE 28, 2023

So there was a quiet SaaS IPO you may have missed in the craziness of 2021 — SEMRush, a tool your marketing department quite likely uses to keep track of the performance of your SEO and marketing site. The classic “high-end of self-service” price point. And again a challenge to everyone in SaaS to go global. #4.

Non-Profits 75

Non-Profits Growth Price Start-ups 75

SaaStr

AUGUST 30, 2020

For most of us, as we build up our confidence, the best initial pricing strategy to start is the Low End of Normal. There is no commodity pricing in SaaS. Price at 80% of that, to start. If that looks too low, raise the price a smidge. Other strategies include: Identical Pricing. Nonstandard models.

Price 102

Price Start-ups Product Prospecting 102

SaaStr

DECEMBER 3, 2021

. #11 SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth. #10 10 SaaStr 211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk, and Kustomer. #9 1 SaaStr 221: HBS Sr. . #7

Price 77

Price Growth Launch B2B 77

SaaStr

JULY 2, 2021

Q: What would a good Sales Comp Plan for a B2B SaaS Company with ACV ~$1,200 / ARPU ~$100 look like? This is a pretty low price point for a sales-driven SaaS model, but it can be done. Roughly speaking, most SaaS sales comp plans end up being 10/10 plans. You do have to be ruthlessly efficient, however.

B2B 102

B2B Quota Closing Price 102

SaaStr

SEPTEMBER 29, 2022

B2B SaaS investors, founders, and growth teams skip ahead to monetization and expansion early and focus disproportionately on them. Founders are worried about ruining the PLG model with a GTM motion. Your company accidentally changes from a product-led growth model to a sales-led one. . Pricing by design creates friction.

GTM 93

GTM Price Quota Growth 93