Cerebral Selling

AUGUST 8, 2022

Since March 2020, the world has been in a state of constant change and uncertainty. According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal.

Sales 220

Sales Contract Clients Quota 220

SaaStr

FEBRUARY 28, 2023

While Zoom Enterprise is growing at a healthy clip, churn is over 3% a month for its SMB customers As a result, it’s now predicting 1% growth next year 1% pic.twitter.com/i2k2W9QbVX — Jason Be Kind Lemkin  (@jasonlk) February 27, 2023 So Zoom has just been the craziest story of all time in SaaS.

Growth 107

Growth Contract Engineering Customers 107

SaaStr

OCTOBER 9, 2024

Wiz’s epic growth — and saying No to Google’s $22B offer — gets the attention. or 10x ARR a wildly successful and committed repeat founder CEO who did it again , just much bigger Growth isn’t quite as crazy as it was at $1.5B 3,100 $100k+ Customers, Up From 973 in 2020. And 567 $1m+ Customers.

Non-Profits 120

Non-Profits Contract Growth Closing 120

SaaStr

OCTOBER 22, 2021

60% growth in Year 13 at $140m+ ARR!! * Fintech is the engine of growth at scale. Expense reports are the core product and growth engine, but moving money is the growth vector at scale, (which grew 2.5x Growth of only 10% in 2019 to 2020 — but then exploded! From 10% growth to 60%. In one year.

Contract 128

Contract Launch Legal Growth 128

SaaStr

DECEMBER 21, 2023

If you look at the period on the chart, between April 2020 and the start of 2022, you can see how anomalous that was when it comes to public valuations relative to the history of software valuations since a lot of software valuations are tied to interest rates, and at that time they went to nearly net zero. Why is that?

Growth 111

Growth Intrinsic Real Estate Start-ups 111

SaaStr

JANUARY 11, 2023

And while it’s stock price is down from its 2021 peaks, it’s still up 2x since its 2020 IPO. A good example of how driving deal sizes up (see the next point) and strong NRR lets you drive NRR up well about new logo growth. #2. Incredibly capital efficient growth — Docebo got to $144m+ ARR burning just $14m.

Contract 140

Contract Price Growth Service 140

Hubspot

FEBRUARY 20, 2020

Here's a reality check for 2020 — only one-third of businesses make it to the 10 year mark. When I served as the VP of Marketing at Sales Hacker (a publication and community for B2B salespeople), I uncovered strategies and processes that exploded our growth. Of course, in 2020, most companies get the importance of blogging.

Growth 101

Growth Real Estate UX Cold Call 101

SaaStr

OCTOBER 29, 2021

From 41% in 2020 to 51% in 2021! But Amplitude has 51% growth in paying customers on top of 57% overall growth. Having that high a ratio is a strong sign of future growth, and something important to track. #3. Having that high a ratio is a strong sign of future growth, and something important to track. #3.

Contract 120

Contract Growth Engineering Product 120

SaaStr

OCTOBER 28, 2020

CCO | Growth Molecules. Thursday – November 12th, 2020 | 8:00 am PST. 12, SaaS expert Emilia D’Anzica, Founder and Principal Customer Success Consultant of Growth Molecules , will take you through why and how you should start the renewal process at Kickoff. Emilia D’Anzica. Follow Follow. This is too late!

Contract 111

Contract Consult Follow-up Growth 111

SaaStr

JUNE 29, 2022

Up from 29% in 2020. Fast forward to today, and its still that — but even more, it’s an enterprise CX solution with $250k+ deals driving growth. #3. Going beyond “ticketing” has been key to growth — its Suite editions, with voice, forums, routing, etc. Zendesk IPO’d as an SMB support solution.

Drivers/motivators 114

Drivers/motivators Contract Growth Price 114

SaaStr

MARCH 15, 2022

Personally, I think it this contraction be less severe than either. Even with just draw-dropping growth from SaaS and Cloud leaders. When multiples are below the norm from 2017-2020 now, that’s bad. But the next few months and quarters could be the worst time to raise growth and expansion capital in quite some time.

Contract 111

Contract Growth Presentation 111

SaaStr

OCTOBER 14, 2021

And 100 by 2020 and 200 by 2021. GitLab’s SaaS revenues are still just 20% of their revenues, although that’s up from 9% in 2020. Most customers under contract pay annually or multi-year. While this makes sense as their core persona and area of growth, it also flatters a lot of the metrics like NRR, etc.

Contract 26

Contract Price Closing Engineering 26

SaaStr

DECEMBER 9, 2021

But Samara’s incredible growth makes it look that way. 0-$500m in ARR in 6 years 72% growth rate at $500m ARR From 64 $100k+ customers in 2019 to 715 today LTV:CAC ratio over 8x pic.twitter.com/lIN3PE1Ehw. Multiple Products and Applications are Key to Growth at Scale. in 2020 and 10.2% That’s jaw-dropping.

Transportation 114

Transportation Contract Growth Represent 114

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Whether you are cold calling or cold emailing in 2020, you must know these outreach channels should not feel cold. The ultimate guide to contract management. Precision prospecting is the first step towards reaching new revenue heights.

Technique 98

Technique Prospecting Growth Referrals 98

SaaStr

APRIL 8, 2020

And in the end in 2020, they can create a buying process that for us at least, is just way too hard and long. If your customers want to switch to you before a competitive contract is ending, incent them — and don’t make them ask. And one thing I’ve been shocked about is how few sales processes have kept up. Especially now.

Product 145

Product Contract Construction Negotiate 145

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Growth and milk.

Growth 106

Growth Cross-sell Contract X-functional 106

Search Engine Land

JUNE 29, 2023

Over the past six years building Eyeful Media, I’ve leaned into my network and colleagues, specifically those with agency experience, to navigate our growth successfully. Go-Go growth. Many of the most critical growth opportunities that we were able to capitalize on were gathered from the feedback of our clients and employees.

Growth 82

Growth Non-Profits Clients Consult 82

SaaStr

FEBRUARY 14, 2023

There was an 80% drop in employee engagement rates in 2020. 12% creativity increases a company’s growth by 12%. Define a social contract between a manager and an employee and with teams. This means getting the hybrid strategy right. Part of what makes IRL so valuable is the way it can influence engagement. Set IRL Guidelines.

Growth 97

Growth Contract Gaming Meeting 97

SaaStr

NOVEMBER 24, 2020

It is the last SaaStr event of 2020 and it sure has been a wild ride. Don’t miss their sessio n at 7 AM PST on December 9 – Mastering the Art and Science of Product-Led Growth with Gainsight. Tune in on December 9 at Noon PST to hear Paddle discuss Revenue Delivery Strategy: The New Growth Lever You Can’t Afford to Ignore.

Meeting 114

Meeting Objection handling Negotiate Contract 114

SaaStr

FEBRUARY 11, 2022

But its growth was very strong, up 67% at $120m, and it’s been rewarded with a strong market cap — $2.25 Albeit one with top tier growth. Huge acceleration in growth post-IPO. Huge acceleration in growth post-IPO. Disco’s growth has been more uneven than most. 5 Interesting Learnings: #1.

Legal 107

Legal Contract Growth Price 107

SaaStr

APRIL 6, 2021

Growth fueled by the addition of transactional revenue, not SaaS revenues. Olo’s explosive growth in the past 24 months prior to IPO wasn’t fueled so much by its SaaS revenue, but by transaction revenue as part of orders. In 2020, transactional revenue had grown to 43%, and SaaS was merely 57% of revenue.

Contract 97

Contract Growth Service Price 97

SaaStr

AUGUST 5, 2020

We’ve been through ups-and-downs in SaaS since 2012 (the start of SaaStr), flash crashes, multiple contractions, as well as the crazy bull run of 2020. You know your new growth rate, your new retention rate, your new churn rate. And almost entirely, I’ve tried to stay out of Debbie Downerisms.

Government 145

Government Retail Entertainment Contract 145

Salesmate

MAY 19, 2020

With an entrepreneurial mindset, you decide to take a step toward the real-estate industry in 2020. . Here are a few tips for starting a real estate business in 2020: 1. The corporation is permitted to own property, have bank accounts, sue or be sued, and may enter contracts. The post How to start a real estate business in 2020?

Real Estate 82

Real Estate Legal Niche Finance 82

SaaStr

SEPTEMBER 22, 2021

And they are both incredibly impressive — 118% growth at $3B run-rate and $500m in ARR in software alone may be an all-time record — but also, perhaps not SaaS? #1. The company exploded from 3,000 restaurant locations in 2016 to 40,000 in 2020. 114% in not bad, and consistent with restaurants signing 1-3 contracts.

Contract 128

Contract Price Growth Start-ups 128

Cience

APRIL 27, 2020

And in a more general business sense, it has been a whirlwind start to 2020. We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. Not just once, but twice the author used “your” when proper grammar would be the contraction for you are – you’re. Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

SaaStr

NOVEMBER 18, 2020

What if a customer churns, but is on an annual contract? — Jason BeKind Lemkin (@jasonlk) November 16, 2020. . — Jason BeKind Lemkin (@jasonlk) November 16, 2020. Growth and Burn Rates at $1m ARR for 20+ Fast Growing SaaS Companies. — Lucanus Polagnoli (@polagnoli) November 16, 2020. I hear you.

Finance 123

Finance Contract Gaming Start-ups 123

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 67

GTM Growth Profit margin Contract 67

SaaStr

NOVEMBER 12, 2022

Later, once you past $20m ARR, and later — if your growth is strong, everyone probably wants to invest. Other VCs believe capital can accelerate growth. (I Some VCs will pay up even for very little growth and revenue so long as the management team is strong. VCs just vary here, and it’s changed since 2020 a lot.

Networking 136

Networking Growth Price Engineering 136

Martech

AUGUST 6, 2021

Ad measurement and authentication platform DoubleVerify has introduced new enhancements to its CTV brand safety offering, reflecting the growth of CTV and the hurdles marketers face when adding the channel to their mix. CTV platform Roku said that this year’s upfronts doubled those of 2020. Advertisers are following the audience.

Niche 106

Niche Contract Networking Follow-up 106

SaaStr

NOVEMBER 7, 2020

Palantir is now growing faster than in years, with 49% annual growth rate at a $1B run-rate (!). And government contracts in particular were on fire, growing 74% year-over-year. Existing customers fuel the bulk of growth at scale — even at a $1B run rate. That’s 5x-6x growth since 2012. But so what?

Government 92

Government Cross-sell Contract Growth 92

SaaStr

SEPTEMBER 20, 2023

A Pivot From Growth At All Costs To Driving Profitability The Cloud model of recurring revenue, low marginal distribution costs, and strong net dollar retention dynamics is possibly one of the best and most resilient business models ever invented. There’s been a pivot from growth at all costs to driving profitability.

Growth 119

Growth Negotiate Finance Contract 119

Salesforce

SEPTEMBER 24, 2021

According to the Survey of Sustainability Reporting 2020 , 80% of the world’s top businesses reported on sustainability in 2020. Between 2013 and 2020, companies with consistently high ratings for environmental, social, and governance (ESG) performance have outperformed their peers, achieving operating margins 3.7X

Electricity 98

Electricity Government Contract Retail 98

Search Engine Land

FEBRUARY 25, 2023

Google mobile-first indexing to be applied to all sites within a year 2020: Google was sending notices to sites that had mobile-first indexing issues. Google Search Console now lets you export more data 2020: Search Console users could download complete information (instead of just specific table views) from almost all reports.

E-commerce 107

E-commerce Launch Engineering Contract 107

Hubspot

JUNE 14, 2021

In 2020, 400,000 small businesses decided to permanently close due to the effects of the pandemic — many of which were in underserved communities. This is an SBA-specific minority-owned business certification needed if your company plans to compete better for federal government contracts. Get Certified as a Minority-Owned Business.

Government 100

Government Agriculture Territory Finance 100

Martech

AUGUST 11, 2022

This is a practice I wrote about in a 2020 article, “ Agile estimation techniques help marketers manage workload.” In both software planning and agile marketing, the exponential growth in the numbers reflects that more complex work has more critical unknowns. ” What are Story Points?

Technique 106

Technique Contract Launch Negotiate 106

SaaStr

MARCH 17, 2023

Simple to implement Easy to use From signing a contract up to the first six months, clients want a positive ROI. Another shift in the history of software buying is CFOs and management teams pressing buyers to negotiate short-term contracts. Simplify contracts. G2’s finance team took a 12-page contract and made it three pages.

Meeting 98

Meeting Contract Legal Trust 98

SaaStr

MARCH 31, 2020

Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Join us at SaaStr Annual 2020. Guillaume Cabane | Founder @ Growth Ex Machina. FULL TRANSCRIPT BELOW.

Growth 64

Growth Engineering Launch Commission 64