SaaStr

MARCH 19, 2021

Shopify, since last year, has nearly tripled in market cap driven by the rise of e-commerce, but also the digital payments and the QR code system they provide for contactless payments. Zoom’s market cap grew over 4X to reflect that. Usage-based pricing. First up is the incredible growth in cloud multiples.

E-commerce 107

E-commerce Construction Price Growth 107

Martech

FEBRUARY 25, 2022

Their fine-tuned strategy helps new brands grow, and since their start in 2020, Heyday has also acquired several of these brands, and received $800 million in funding from investors in the process. Also the Amazon marketplace gives you quantitative feedback on pricing and qualitative feedback about the product and packaging from comments.”.

Launch 119

Launch E-commerce Transportation Retail 119

SaaStr

JULY 24, 2023

Some SaaS and Cloud leaders have seen big impacts from the post-2020 hangover, but others keep accelerating. And when you have partial utility-based pricing like MongoDB does, you see the impact fast. Upselling your existing base and raising prices to keep top-line growth growing isn’t adding real long-term value.

Growth 97

Growth Gaming Price Closing 97

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Companies are witnessing slight pricing pressure, with the average spend per product dipping slightly. . Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software.

Go To Market 97

Go To Market Follow-up Trust Up-sell 97

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Go-to-market teams should be hitting 60% attainment consistently as a baseline. Buyers are in control of the modern sales industry—they are increasingly gaining power and they care about consistent, value-adding experiences.

CRM 105

CRM Territory Sales B2B 105

SaaStr

DECEMBER 7, 2020

With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify. Hurry, because the discount only applies to agreements signed before December 31, 2020. Win a Theragun!

Contract 71

Contract Growth Start-ups Closing 71

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. The Squares absolutely, Yelp to some extent absolutely. Keith Rabois: Yeah, good.

X-functional 72

X-functional E-commerce Growth Retail 72

SaaStr

FEBRUARY 2, 2024

The backup of 2020 was great, 2021 comes in and somehow we have 600 unicorns and everyone can burn 500 million a year or have huge sales teams. But as this chart shows, we didn’t get any better at sales and marketing. We just leaned on our existing customer base and relied more on price increases and NRR. ” #8.

Growth 126

Growth Start-ups Product Customers 126

Search Engine Land

OCTOBER 1, 2024

What publications should I use to test product positioning for a new go-to-market strategy? These questions just scratch the surface of ways to apply this analysis to strategic search marketing, new category design or general product management. .” The messaging of “quality at a low price” is consistent around the brand.

Electricity 95

Electricity Growth Strategize Launch 95

SaaStr

DECEMBER 1, 2021

SaaS spending dipped in the first half of 2020 at the start of the pandemic but has since reaccelerated. For example, there’s a striking preference for third-party purchases, as explained by Malko, “One in five buyers prefers to buy from someone other than you…This is key for thinking about how we go to market.”.

Repeat business 115

Repeat business Growth Trust Product 115

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies.

Cross-sell 104

Cross-sell Finance Strategize Technology 104

ConversionXL

JANUARY 18, 2022

Muun found a market need but failed to compete with bigger names that provided customers with authoritative content and resources. Muun’s more well-known competitors had more features and better pricing. Both companies suffered from a fatal lack of marketing. Markets have probably changed since you first opened.

Product 110

Product GTM Construction Launch 110

SaaStr

MARCH 7, 2023

At the same time, many started the year with healthy balance sheets and used their 2020 learnings of scenario planning and applied them quickly. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers.

GTM 72

GTM Growth Profit margin Contract 72

Cience

OCTOBER 6, 2020

As buyers, industries, and the greater world shift (2020 has taken this to the extreme), it’s critical to update as your business and your buyers evolve. In this instance, Company X may define their target audience as Marketing Managers, Rev Ops, Email Marketing titles, and a separate cadence for C-suite audiences, including CMOs and CEOs.

B2B 105

B2B Lead generation Contact CRM 105

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. Anyone who studied economics will know when supply greatly exceeds demand, prices drop. FULL TRANSCRIPT BELOW.

Finance 98

Finance Government Price Contract 98

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 102

Growth Cross-sell Contract X-functional 102

SalesHandy

MAY 4, 2020

With the current economic landscape in view, you’ll probably need to redo your offerings and pricing structure to suit the needs of your new customers. While the targets might be met, you could end up sacrificing short term cash flow from selling products with delayed payments and lower pricing. Have a healthy and safe weekend!

Pipeline 81

Pipeline Campaign Price Up-sell 81

SaaStr

JUNE 4, 2019

Join us at SaaStr Annual 2020. Inform pricing and packaging decisions with real feedback from real customers. Okay, I’m going to ask you to be honest here, marketers, product people. How many of you admit that you’ve decided on a package or a price point by sticking your finger in the air?

Customers 91

Customers Price Launch Growth 91

SaaStr

JUNE 2, 2021

This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. It’s the opaque pricing, but hopefully the customer gets exactly what they need at the end. Is pricing on the website? It’s typically self-served, through to pricing’s opaque, you have to pay for the product. Is it a PayK?

Sales 98

Sales Up-sell Price Start-ups 98

ConversionXL

JUNE 25, 2021

This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. They began with 2,015 monthly downloads in September 2020.

Launch 96

Launch Product Non-Profits GTM 96

SBI

SEPTEMBER 29, 2020

SAN DIEGO & MENLO PARK – [September 29, 2020]. Rowe Price. Seismic has emerged as the clear sales enablement and marketing orchestration leader with revenues nearly four times its nearest competitor. Magazine’s Best Workplaces of 2020, among other company and workplace awards. About Seismic.

Territory 38

Territory Finance Strategize Growth 38

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. And I remember asking Stewart Butterfield that, at the 2020 Bridging the Gap session , and he was like, “Actually, the more free we do, the faster we scale.” And it’s crazy. That can work.

Price 110

Price Product Start-ups Niche 110

SaaStr

APRIL 2, 2019

Join us for SaaStr Annual 2020. Now over the next couple of days, you’re going to hear some great talks about the founding story, and about that initial business success. And when we launched it, we put it on the market for $1,000 a month. Three times the price of our original product. FULL TRANSCRIPT BELOW.

Growth 91

Growth Appointment Launch Product 91

SaaStr

OCTOBER 3, 2019

Join us at SaaStr Annual 2020. Doug Pepper | Marketing Director @Shasta Ventures. It was admitting in some ways this defeat on the early go-to-market efforts and giving some people ammunition that maybe they were right to pass. We were trying to go public in 2013. Want to see more content like this? How are you?

Up-sell 67

Up-sell Launch Go To Market Start-ups 67

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Go-to-market teams should be hitting 60% attainment consistently as a baseline. Buyers are in control of the modern sales industry—they are increasingly gaining power and they care about consistent, value-adding experiences.

CRM 52

CRM Territory Sales B2B 52

SaaStr

JULY 24, 2020

Satya Patel of Homebrew shares his expert advice on how to raise seed capital in 2020. There is a ton of capital committed to the seed asset class, and because we’re investing at the earliest stages of the market, there’s only so much price compression that investors can expect.

Finance 72

Finance Pitch Government Start-ups 72

SBI

FEBRUARY 25, 2020

At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. Improve customer experience throughout the full lifecycle.

Customers 49

Customers Cross-sell B2B Strategize 49

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core.

Growth 119

Growth Cross-sell Start-ups X-functional 119

SaaStr

FEBRUARY 18, 2020

Join us at SaaStr Annual 2020. So how do you put a price on that? So in our case, the price was about a million bucks of net spend. It’s just agreeing that we’re going to target agreeing to those goals and then each presenting a plan saying, “Hey, this is how we want to get there.” CMO @ Anaplan.

Pipeline 106

Pipeline Trust Growth B2B 106

SaaStr

JUNE 11, 2019

Join us at SaaStr Annual 2020. Lloyed : And so maybe one of the things in the early days is I need to get the produce market fit, or maybe I need to get the two million ARR. And then you identity I’m missing someone on the go-to-market or growth side. Join him as he shares his top lessons in building great teams.

Engineering 108

Engineering Growth Promote B2B 108

SaaStr

JUNE 10, 2021

This episode is an excerpt of Mårten’s session at SaaStr @ Home 2020. Because the packaging and pricing and thinking of the product will radically influence how successful you can be. Marten Mickos: We heard here that the cloud business has a combined market cap already of over a trillion dollars.

Customers 61

Customers Price Contract Objectives and Key Results 61

SaaStr

JUNE 3, 2020

It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution.

Trust 91

Trust Technology Technology Government 91

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. But it’s also undeniable that going up market means your company will get pulled. You may actually have to pricing differentiate. You may actually need to build a sales team that can serve up market. Want to see more content like this? Yamini Rangan | CCO @ Dropbox.

Cross-sell 67

Cross-sell Sales Support Growth Up-sell 67

SaaStr

JULY 17, 2020

353: Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. But that’s more the exception than the rull of the go to market for many companies. This episode is sponsored by Lightmatter. 2X instead of 3X.

E-commerce 85

E-commerce Retail Real Estate Growth 85

SaaStr

JULY 2, 2019

Join us at SaaStr Annual 2020. Dannie Herzberg, Head of Mid-Market Sales @ Slack. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. We had all the pricing information, we had all the techniques for integrations and so forth. Want to see more content like this?

Follow-up 64

Follow-up Go To Market Meeting Start-ups 64

Sales Hacker

AUGUST 18, 2020

That means we need new pricing models, we need to figure out new delivery mechanisms for our data, so on and so forth. We burned through a tremendous amount of cash on things like marketing and scaling up the team, but the revenue wasn’t growing as quick as the spend, and so that was quite challenging for us.

Start-ups 113

Start-ups Consult Campaign Up-sell 113

SaaStr

JULY 11, 2019

Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets. And then I want to have some, really dig in, substantively, on going up market. Because we all go … most of us in this room are going to go up market, we’re going to raise our prices.

Launch 108

Launch Technology Technology Up-sell 108