Gong.io

DECEMBER 27, 2021

To help you get the most out of your year end, I pulled together the 5 best data-backed tips of 2021. . The due diligence crowd : Budget approvers, legal/contract reviewers, and procurement analysts . The post These are the 5 best data-backed sales tips of 2021 appeared first on Gong. Why did we do it? Share ‘em. (I

Negotiate 127

Negotiate Price Contract Sales 127

Hubspot

SEPTEMBER 12, 2024

I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. B2B buyers view their providers as potential partners, and as such, they’ll perform a much more thorough evaluation of all the pros and cons before they commit to a potentially lengthy contract.

B2B 81

B2B B2C Tradeshows Contract 81

Sales Hacker

JUNE 16, 2021

Shortlist and evaluate vendors: Set up demos and trial accounts, ask for social proof that their product is effective and start negotiations for a contract. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. What are your budget limitations? What is your timeline?

GTM 121

GTM Contract Quota CRM 121

SaaStr

MARCH 5, 2025

So Snowflake looked immortal in 2021, looked a little more mortal in 2024 … and is now, like many of the best in Cloud and B2B, reacclerating in 2025! 26% for the year 126% NRR It’s not 2021. And come meet and hear from CEO Sridhar Ramaswamy LIVE at 2025 SaaStr Annual, May 13-15 in SF Bay!! No, it’s 2025.

Contract 70

Contract Price Growth B2B 70

Sales Hacker

JANUARY 28, 2021

These are our best LinkedIn profile tips for 2021. Here’s an example from Devin Reed , Content Strategy Manager at Gong, where he highlights how sales reps can get contract approvals over the line during the holiday season. The post 10+ LinkedIn Profile Tips to Stand Out in 2021 appeared first on Sales Hacker.

Pitch 129

Pitch Networking Up-sell Prospecting 129

SaaStr

OCTOBER 23, 2024

So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer. How to Make an Acquired Second Act Work In 2021, BILL completed its acquisition of Divvy , a Leader in Spend Management for SMBs.

Customers 123

Customers Networking UX Engineering 123

SaaStr

JANUARY 15, 2021

— Jason BeKind Lemkin (@jasonlk) January 15, 2021. Turns out though, that in the vast majority of six-figure contracts, virtually every seven-figure contract, and quite a few five-figure contracts … there’s always a services component. — Aquilino Peña (@Aquilino) January 15, 2021.

Service 138

Service Contract Price Negotiate 138

Sales Hacker

NOVEMBER 9, 2020

So, whether you’re starting your sales stack from scratch or just trying to update yours for 2021, here are some of the key trends that have emerged in the last 12 months to help you nail it. This means responding with greater flexibility, offering shorter billing cycles, subscription pauses, or creative discounts for longer contracts.

Contract 132

Contract Sales Consult Represent 132

SaaStr

OCTOBER 14, 2022

And generally Series A on, the VCs and attorneys generally read your top contracts to see that they are “real”. At least, they did outside of the crazy times of late 2020 and 2021. Even in the earlier stages, founders sometimes claim pilots are real contracts, unsigned deals are signed, etc. Fraud is always possible.

Contract 124

Contract Gaming Presentation 124

SaaStr

MARCH 8, 2023

Marketing contracts are short, typically less than 1 year. NRR has dropped to a still strong 119% — from an insane 171% in 2021. The company sells Marketing Solutions and Hiring Solutions — just like LinkedIn, but just for Doctors. Hiring Solutions deals are usually 1 year at a time. #5. And a few extra notes: #6.

Contract 137

Contract Growth Networking Up-sell 137

SaaStr

OCTOBER 14, 2021

— GitLab (@gitlab) October 14, 2021. GitLab China is a new independent company formed in 2021, both SaaS and self-managed, available only in China, Hong Kong and Macau. And 100 by 2020 and 200 by 2021. Most customers under contract pay annually or multi-year. GTLB at @Nasdaq pic.twitter.com/Tix2iaEqAr.

Contract 26

Contract Price Closing Engineering 26

SaaStr

OCTOBER 22, 2021

— Jason BeKind Lemkin (@jasonlk) October 18, 2021. but it’s growing from 9% in 2019 to 11% in 2021. Annual contracts used to be cancelable, now aren’t. Interestingly, Expensify allowed customers to cancel annual contracts until May 2020. * 60% growth in Year 13 at $140m+ ARR!! * 119% NRR from SMBs!!

Contract 130

Contract Launch Legal Growth 130

SaaStr

DECEMBER 9, 2021

After 18 months building, things just took off when they launched, going from $0 in 2017 to an incredible $500m in ARR in 2021, in just 5 years. — Jason BeKind Lemkin (@jasonlk) November 19, 2021. Having customers sign 3-5 year contracts (see below) helps Samsara amortize the hardware costs over a lengthy period.

Transportation 117

Transportation Contract Growth Represent 117

SaaStr

FEBRUARY 27, 2024

The average SaaS public company is now at $300k in revenue per employee, up from less than $200k in 2021. Will it damage the social contract? Perhaps the social contract in tech between company and employee is long gone. Perhaps even Quit Quitting started it, and 2021 fueled it. Today, it’s the New Normal. Perhaps not.

Contract 104

Contract Start-ups Growth 104

SaaStr

OCTOBER 29, 2021

They were founded in 2011 and IPO’d ten years later in 2021 at $150,000,000 in ARR, growing 57%, and have rocketed to a $7B+ valuation. From 41% in 2020 to 51% in 2021! Use overages to renegotiate contracts, not charge per event. 5 Interesting Learnings: #1. We don’t see this that often. This is rare. 119% NRR.

Contract 123

Contract Growth Engineering Product 123

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. It all sounds a bit harsh at first — compared to the Go Go days of the 2021 or so. In any event, that’s good median data.

Sell 133

Sell Quota Commission Contract 133

SaaStr

FEBRUARY 8, 2021

— Jason BeKind Lemkin (@jasonlk) February 6, 2021. “When on New Year’s Eve, customers kept sending us signed contracts.” “When on New Year’s Eve, customers kept sending us signed contracts.” — Zanele Abraham Matome (@zanele_matome) February 7, 2021. 20% conversion.

Hospitality 138

Hospitality Healthcare Contract Represent 138

SaaStr

OCTOBER 9, 2024

Typically Sign 3 Year Contracts, First Year Paid Upfront This isn’t uncommon in the enterprise, but it’s a very classical approach to software contracts. Back in 2021, 94% of Zscaler’s revenue came in part or in whole from channel partners , from SIs at the high end to VARs at the low end. It works for Zscaler. #8.

Non-Profits 122

Non-Profits Contract Growth Closing 122

SaaStr

SEPTEMBER 11, 2024

So there have only been 3 SaaS IPOs since 2021. Most Contracts Are Multi-Year Deals Not a surprise, just a reminder of how common this is in bigger enterprise deals with a trusted vendor. #7. Note: Rubrik’s ARR and growth numbers remain a bit confusing as it transitions 100% to SaaS-based revenue).

Contract 122

Contract Growth Pitch Trust 122

SaaStr

FEBRUARY 27, 2021

— Jason BeKind Lemkin (@jasonlk) February 26, 2021. It has to be a 1+ year contract. Your Top 10 customers will ask for a lot of stuff that seems custom. Basically never seen the Next Top 10 Customers not want to use at least some of those "custom" feature. Even just a little bit into bigger deals. Trust me.

Customers 120

Customers Contract B2C Gaming 120

SaaStr

DECEMBER 27, 2020

For years, many developer-focused companies have migrated customers to fixed-price contracts once API usage hit certain levels, to better look like their B2B SaaS companies and have “repeatable revenue” But in many cases, this just isn’t how folks want to pay for an API. It can be a bit scary to move from fixed contracts.

Contract 136

Contract Cross-sell Price Growth 136

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. 80% of customers sign multi-year contracts. It’s cash-flow positive, and … it only burned $14,000,000 to get there. That’s right. It burned just $14m to get to $145m in ARR and a $1.1 Billion Market Cap.

Contract 140

Contract Price Growth Service 140

SaaStr

APRIL 13, 2023

Things are great at Asana, but still harder than it was at the peak of 2021 craziness as for most of us. In 2021, everyone was just buying everything. 5k+ customers are now 73% of revenue — up from 62% in 2021. 5k ACV is their line for a material customer, and what they see as a “larger” contract.

Contract 122

Contract Growth Pipeline Engineering 122

Martech

OCTOBER 27, 2021

Salesforce completed the acquisition of Slack in July, 2021. DocuSign CLM (contract lifecycle management) will be available in Salesforce Field Services in 2022. This will be available in 2022.

Strategic partnership 106

Strategic partnership Contract Strategize Technology 106

SaaStr

JUNE 22, 2023

There’s a contract in venture-backed startups, and it’s not an easy one to meet. Don’t sign up for this contract and journey if it’s not for you. Startups seemed like No Risk, All Return in 2021. I’ve founded several and invested in 25+, including 6 true unicorns. We’ve done incredible things. It was a Unicorn-a-Day back then.

Contract 113

Contract Quota Growth Meeting 113

SaaStr

MARCH 26, 2024

For a while, the 2021 Go Go Days masked everything. If contracts were claimed to be closed that weren’t quite closed. So when I started writing venture checks in 2013, I didn’t know what I was doing, but I had a strong start: First was Pipedrive co-leading seed, then acquired for $1.5B cash Second was Algolia leading U.S.

Contract 130

Contract Start-ups Closing 130

SaaStr

JANUARY 15, 2021

Only annual contracts, and plenty of professional services (25% of revenue). 99% of its customers are on annual contracts, and 25% of its revenue is from professional services. From $35m in revenue in 2012 to $800m in 2021, leveraging 120% NRR. Just think about that for a minute. About $250,000 revenue per employee.

Contract 124

Contract Growth Up-sell Service 124

SaaStr

FEBRUARY 28, 2023

But the 110%+ NRR Zoom had from SMBs through 2021 didn’t last. Put differently, that +24% growth from the enterprise is being almost fully offset by -35% to -40% annual contraction in its smallest customers. Let alone the crazy peak of Nov 2021. It probably couldn’t last.

Growth 109

Growth Contract Engineering Customers 109

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. DocuSign isn’t built to be a complete contract solution in the same way that GetAccept (or PandaDoc ) tries to be. is focused on the final stage of the contracting process: Signature creation.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. DocuSign isn’t built to be a complete contract solution in the same way that GetAccept (or PandaDoc ) tries to be. is focused on the final stage of the contracting process: Signature creation.

Contract 52

Contract Price Account management Process 52

SaaStr

FEBRUARY 9, 2021

From just 8% growth in ’18 to ’19 — hyper-mature — to a stunning 59% growth rate after Covid and to almost 100% year-over-year growth at the end of 2021. While many Zoom customers still pay monthly, more enterprise ON24 is almost entirely annual contracts — or longer. 23% of revenue from international.

Contract 113

Contract Territory Growth Contact 113

SaaStr

JUNE 29, 2023

Data Security : Oates reveals that “Costs have risen for cyber attacks by 80% since 2021, and the frequency of those attacks continues to rise. There has been a 29% increase in ACV in Q1 of 2023 compared to Q1 of 2021. They want to maximize dollar value and limit contracts to renew. So, what’s driving these purchasing trends?

Price 117

Price Contract CRM Engineering 117

InsightSquared

MAY 25, 2021

Despite the growing pressure on CROs and RevOps leaders to accurately predict growth and confidently report to the board, The 2021 State of Sales Forecasting reveals only nine percent of respondents are achieving a forecast accuracy of five percent or better,” said Todd Abbott, CEO of InsightSquared. About InsightSquared.

CRM 62

CRM B2B Contract Sales 62

Xant

MAY 11, 2021

SILICON SLOPES, Utah, May 11, 2021 / PRNewswire / — XANT, the enterprise leader in Guided Sales Engagement, announces the release of PeopleFinder, a Playbooks feature that identifies buyer behaviors and recommends additional ideal contacts for reps to engage so they can stop guessing and focus on selling.

Contact 105

Contact Contract CRM Up-sell 105

SaaStr

SEPTEMBER 22, 2021

— Ari Levy (@levynews) September 22, 2021. 114% in not bad, and consistent with restaurants signing 1-3 contracts. Was $5 billion right before the pandemic. Last April, the company slashed half its workforce as restaurant sales dropped 80% [link]. Toast … we’ve all used it in a restaurant or 10 by now.

Contract 130

Contract Price Growth Start-ups 130

SaaStr

NOVEMBER 4, 2020

Phase 2 of the E2EE rollout will occur in 2021, Zoom says.” In fact, they may even forget about ever turning on the feature in practice after they Adobe Sign the contract. ” Let’s look at that list. No cloud recording? Huge bummer for us. No breakout rooms? Because the trade-offs in the end aren’t worth it.

Contract 133

Contract Meeting Sell Customers 133

SaaStr

NOVEMBER 1, 2021

The average discount for Annual contracts is 10%. More here: 2021 SaaS Survey Results – Part 2. Less than I would have expected. Take all these metrics a just a bit of a grain of salt, since the response pool is large, but not vast in each individual segment. Still, it’s great to see this data.

Price 96

Price Contract Customers 96