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

MAY 8, 2024

As a SaaS veteran who built and sold a software company for nine figures, invested in startups since 2013, 10x-ing his fund, and continues to build a powerhouse community of SaaStr fans, he offers some hot takes on the communities’ burning questions. Sales is much harder than in 2021. How Does That Impact Sales and Marketing?

Quota 85

Quota GTM Price Finance 85

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 many SaaS companies just run out of new customers by $100m ARR or so.

Non-Profits 97

Non-Profits Drivers/motivators Growth Price 97

SaaStr

APRIL 4, 2024

The post The Top 8 SaaStr Tips to Building an Effective First Sales Team (per Perplexity) appeared first on SaaStr. I think it did a pretty good job The summaries we do might be better, but this is a great place to start. I think it did a pretty good job The summaries we do might be better, but this is a great place to start.

Commission 82

Commission Drivers/motivators Sales Price 82

SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. At this year’s SaaStr Annual , CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. Lay out the sales process early on.

Contract 88

Contract Price Healthcare Commission 88

SaaStr

JANUARY 1, 2024

So one thing that’s changed radically in SaaS over the past few years if everyone has realized to truly scale, you need to be multi-product. But net net, the average public SaaS compay has 35,000 customers. 45% of HubSpot customers now buy 3 or more products. 45% of HubSpot customers now buy 3 or more products.

Product 117

Product Cross-sell CRM Growth 117

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 93

Customers Price Growth Construction 93

Salesforce

JANUARY 8, 2024

” to close a sale. But back at the office, they’ll ask their delivery or product team in a panic, “We can do that, right?” Sales contracts are vital to completing any business transaction. This guide will teach you how to draft a bulletproof sales contract. Why is a sales contract important?

Contract 110

Contract Process Legal Real Estate 110

SaaStr

MAY 25, 2023

SaaS companies are just valued at far less than they have been in many years: It’s just all … harder. And it reminded me of a stretch when over 6 months or so, I met with a series of entrepreneurs that turned down pretty attractive acquisition offers, relatively early in their lifecycle: SaaS Co. #1 Vaguely.

Sell 144

Sell Price Up-sell Start-ups 144

SaaStr

SEPTEMBER 19, 2023

Many of the fundamental business models that were once engraved in the SaaS playbook are now changing thanks to a tougher macro environment and a maturing market. PST, Stephanie Opdam, Partner at Notion Capital, shares four business model changes that will allow SaaS companies to build resilience and staying power over time.

Profit margin 99

Profit margin GTM Price Growth 99

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Don’t let the potential end product decide what you need to do. Find out what happens to service-level agreements (SLAs), pricing terms and licensing agreements. Product roadmap. Assess the future of the martech products.

Contract 106

Contract Legal Price Technology 106

ConversionXL

SEPTEMBER 20, 2018

Right now, there is a tsunami that’s coming to wipe out thousands of SaaS companies. The Three Tidal Waves Coming for Your SaaS Business. Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. This isn’t limited to the B2C space.

Go To Market 289

Go To Market GTM Profit margin Education 289

Sales Hacker

MARCH 12, 2024

It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers. Product-market fit is not static, and both the product and the market need to constantly align. Highlights: (7:40) Navigating the current SaaS landscape and macro trends. (12:26) The story of a $2.6

GTM 97

GTM Growth Strategic partnership Pipeline 97

SaaStr

DECEMBER 30, 2023

So it does seem like some of the biggest changes to the human side of SaaS are now coming. I’ve talked with three CEOs at leading vendors in sales and post-sales at $200m+ in ARR the past few weeks and they’ve all reinforced these are some of the biggest changes in a generation. Segment reps, and have closers close.

Customers 116

Customers Price Follow-up Growth 116

SaaStr

JANUARY 8, 2022

We’ve talked a lot on SaaStr about how to hire a Great VP of Sales, and how you have to close the first 10 or so customers yourself, and how when you do go to hire your first sales rep — make sure you hire two. Even when cash is tight, contingent recruiters at least are still worth the price. At least to help.

Technical Sales 107

Technical Sales Niche Price Sales 107

SaaStr

OCTOBER 3, 2023

The beauty to sales in SaaS is as sales professionals, for the most part, you aren’t selling a commodity or a fungible product. Yes, there sometimes is a bit of negotiation on price, but even that is usually within a standard range of discounting. SaaS sales is usually “show me how this pen will solve my problem.”

Negotiate 106

Negotiate Price Prospecting Sell 106

SaaStr

MARCH 3, 2024

The SaaS Decacorn is Back. The Advice That Stings is The Advice You Want to Hear How to Double Your SaaS Magic Number and Increase Efficiency Small Deals at Large Customers. SaaStr 727: High-Velocity Techniques to Maximize Sales with Gusto’s CRO and Head of Go-to-Market   3. Do Founders Still Come Last? But Different.

Technique 89

Technique Go To Market Price Growth 89

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? What does ACV stand for in sales The meaning of ACV in sales is “annual contract value” and is a metric that tells you the revenue generated by a contract over a year. Sales reps.

Contract 52

Contract Non-Profits Legal Clients 52

SaaStr

SEPTEMBER 12, 2023

You Have to Train Sales Reps 3–10. You have to start formal sales training by rep #3. A SaaS Founder’s Guide to PR Why PR works, when it doesn’t, and what to expect. A SaaS Founder’s Guide to PR Why PR works, when it doesn’t, and what to expect. And you can start very small. Or they fail.

Price 93

Price Contract Territory Growth 93

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 83

Finance GTM Government Territory 83

Partners in Excellence

APRIL 23, 2021

Imagine talking to a bunch of car sales people. 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.”

Process 115

Process Manufacturing Government Sales 115

SalesHandy

JULY 7, 2021

You might be new to SaaS products, or even been doing it for awhile – SaaS Sales aren’t easy. Figuring out how to generate sales for SaaS products might seem like a pretty daunting task. What SaaS sales is all about, and how do you go about selling your SaaS to qualified leads?

Process 98

Process Product Sell Inside sales 98

SaaStr

SEPTEMBER 29, 2023

One of the open secrets behind a lot of great SaaS companies is going multi-product. Jack Altman, CEO and co-founder of Lattice, firmly believes that many more companies should be multi-product, and many should go multi-product earlier than they think. Think of the user journey and the people who are using your products.

Product 94

Product GTM Cross-sell Commission 94

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Our head of sales also has two primary KPIs: new revenue and CR from SQL to the client. Why did we choose these KPIs?

Product 132

Product Contract Drivers/motivators SQL 132

Partners in Excellence

MAY 10, 2024

“As A Service,” particularly SaaS has become the “fashion” in business over the past decade. Like today’s offerings, ongoing maintenance, service, support were built into the monthly pricing the customer paid. ” The reality is the payment methodology has little to do with the sales approach.

Service 62

Service GTM Contract Price 62

Search Engine Land

OCTOBER 23, 2023

This article builds on my previous one, emphasizing the importance of aligning SEO with the customer journey , specifically for companies that provide software as a service (SaaS) that market to other businesses (B2B). Use social media posts and public relations for brand and product awareness, linking to the website for SEO link building.

B2B 118

B2B Customers Objectives and Key Results Price 118

SaaStr

JANUARY 15, 2021

If you’re doing SaaS for the first time (or even the second), the whole idea of charging for “Services” may seem an anathema. If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation? I’m a SaaS company. It sure did to me.

Service 123

Service Contract Price Negotiate 123

SaaStr

FEBRUARY 4, 2021

One of the very first SaaStr presentations ever was How to Hire a Great VP Sales (And Not Screw It Up). One was how my First Real VP of Sales Doubled Our Net New Revenue in 90 days. Brendon Cassidy joined as our VP Sales at a tough time, as we’ve discussed before, as we were coming out of our Year of Hell.

Pipeline 136

Pipeline Sales Price Promote 136

SaaStr

JANUARY 10, 2022

Q: How can enterprise software (SaaS) pricing be optimally defined, taking into account that two of three versions of the software can be offered, e.g. ‘small’, ‘medium’, ‘large’? different enterprise products … each with different approaches to pricing! Not on pricing.

Price 90

Price Product Contact Service 90

PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? Which approach and tools should you implement to make the most of this potential?

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

SaaStr

JANUARY 3, 2022

With the rise of “Product Led Growth” as such a key concept in SaaS, it brings up an age-old question in business software: Should all pricing be transparent? Can you even have a mostly self-service motion in PLG with “Contact Me” in your pricing? But how common is Contact Me in 2022?

Contact 96

Contact Price B2B Growth 96

SaaStr

NOVEMBER 14, 2023

Moving from a traditional SaaS to a pure consumption model was a challenging but fun transition for MongoDB. Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. There are still some complexities around SaaS-based approaches.

GTM 63

GTM Quota Sales Cross-sell 63

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? Double Your Pricing.

Technique 58

Technique Price Go To Market Growth 58

SaaStr

JANUARY 3, 2021

One question I struggled with a lot in the early days was what price points supported inside sales reps. It was clear to me that our freemium offering, priced at from $0 to $19/month, couldn’t really support a traditional inside sales team. Can you really sustain a sales team around a $299/mo product?

Product 130

Product Inside sales Price Closing 130

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

GTM 94

GTM Growth Cross-sell Referrals 94

SaaStr

NOVEMBER 20, 2020

What product would one million people be willing to pay $1 for monthly? It’s an interesting question and challenge — and one very few SaaS companies have taken up. It’s very hard to make money at $1 a month off anything in SaaS. paying customers in SaaS. Or sales commissions? Or even hosting?

Commission 97

Commission Price Product Customers 97

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52