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. 1,200 total paying customers, with 300 of them at $100k ARR and 22 at $1m ARR. From 41% in 2020 to 51% in 2021! But Amplitude has 51% growth in paying customers on top of 57% overall growth.

Contract 124

Contract Growth Engineering Product 124

SaaStr

SEPTEMBER 11, 2024

So there have only been 3 SaaS IPOs since 2021. Note: Rubrik’s ARR and growth numbers remain a bit confusing as it transitions 100% to SaaS-based revenue). Our outstanding second quarter results show fast growth at scale and business momentum, highlighting the demand by our customers for complete cyber resilience.

Contract 124

Contract Growth Pitch Trust 124

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 But strong, strong growth paired with a reasonably efficient model.

Non-Profits 124

Non-Profits Contract Growth Closing 124

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

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 127

Contract Sales Consult Represent 127

SaaStr

DECEMBER 27, 2020

Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually. It’s a reminder why there is such a premium paid from VCs and others for growth today. And why VCs don’t really want to fund folks with good-but-not-great growth anymore. This means New Relic trades at just 6.6x

Contract 136

Contract Cross-sell Price Growth 136

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 134

Sell Quota Commission Contract 134

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

SaaStr

APRIL 13, 2023

Impressive, although as an overall barometer for tech and tech spending, it’s important to note that while growth is still very strong, it’s down substantially from a stunning 70% at $400m in ARR. Things are great at Asana, but still harder than it was at the peak of 2021 craziness as for most of us.

Contract 124

Contract Growth Pipeline Engineering 124

SaaStr

JANUARY 15, 2021

Like Atlassian, Qualtrics bootstrapped all the way to the growth stage, and did it outside of the SF Bay Area. 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. Just think about that for a minute.

Contract 126

Contract Growth Up-sell Service 126

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 105

Contract Start-ups Growth 105

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. I can’t imagine another SaaS leader has even gone from super slow growth to hyper growth at this scale (almost $100m+ ARR).

Contract 115

Contract Territory Growth Contact 115

SaaStr

SEPTEMBER 20, 2023

While we’re still a ways from the high valuations of 2021, we are seeing valuation multiples normalize closer to the range of what we saw for long-term pre-pandemic averages. There’s been a pivot from growth at all costs to driving profitability. It’s still in favor of growth, but it’s more balanced today.

Growth 124

Growth Negotiate Finance Contract 124

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 72

GTM Growth Profit margin Contract 72

SaaStr

JUNE 22, 2023

There’s a contract in venture-backed startups, and it’s not an easy one to meet. It’s to do everything humanly possible to achieve hyper-growth. Don’t sign up for this contract and journey if it’s not for you. Startups seemed like No Risk, All Return in 2021. We’ve done incredible things.

Contract 115

Contract Quota Growth Meeting 115

SaaStr

SEPTEMBER 23, 2022

To illustrate the turbulence, consider the following metrics: The BVP NASDAQ Emerging Cloud Index (the public benchmark of software performance) has contracted by more than 40%. Cloud 100 multiples have fallen in 2022 –– ARR multiples rose nearly fourfold from 9x in 2016 to 34x in 2021 and down to 30x in 2022.

GTM 123

GTM Contract Growth Follow-up 123

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 119

Price Contract CRM Engineering 119

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

OCTOBER 4, 2023

Everyone spent way too much money in 2021. A few things happened on the B2B side that show a cautious recovery… Klaviyo filed its S1 — the first great SaaS IPO since December of 2021 at $650M in ARR, growing almost 60% and profitable. It’ll never be like 2021, but outside of spot issues for leaders, hiring is slowly resuming.

Non-Profits 115

Non-Profits Growth Contract Up-sell 115

SaaStr

SEPTEMBER 22, 2021

— Ari Levy (@levynews) 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? 114% in not bad, and consistent with restaurants signing 1-3 contracts. Now with a $30B (!)

Contract 131

Contract Price Growth Start-ups 131

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

JULY 29, 2021

SalesLoft, the First Ecosystem Partner of SaaStr Annual 2021 Conference . SAN FRANCISCO, CA – June 22nd, 2021 – SaaStr Annual , the world’s largest non-vendor B2B software conference, is proud to announce that SalesLoft will be joining the conference this year as a partner exhibiting the first ecosystem in the conference’s history.

Promote 111

Promote Government Contract B2B 111

SaaStr

MARCH 26, 2024

App contraction is still happening, and AI is absorbing all of the energy in the industry. If you’re at $100M or $200M of revenue and your growth is facing a decline into the single digits, pricing stuff is super important. In 2021, anyone growing decently was funded. Growth capital won’t dry up because it has to go somewhere.

Price 121

Price X-functional B2B Growth 121

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 Growth 62

Martech

FEBRUARY 6, 2023

This was a significant jump from 225 in 2021. in 2021 to $28.4B This would certainly have increased the overall numbers for 2021 and 2022 but may not have impacted the relationship between the two years. in disclosed purchase amounts compared to 196 in 2021 for a higher total value of $101B in disclosed purchase amounts.

Objectives and Key Results 98

Objectives and Key Results Technology Technology Contract 98

SaaStr

AUGUST 13, 2024

Back in the Adobe EchoSign days, they were all SMBs and coming up on a million in revenue, but growth wasn’t fast enough, and they were running out of money. It’s especially important if you’re doing annual contracts because it could take two years to realize. You can’t get growth back by spending more. It doesn’t work.

Growth 124

Growth Quota Niche Finance 124

Salesforce

SEPTEMBER 27, 2021

Recognize the upsell opportunity in an extreme growth scenario. In April 2021, when Coinbase went public, it became the largest crypto exchange in the United States with 68 million users. In April 2021, when Coinbase went public, it became the largest crypto exchange in the United States with 68 million users. Sing up now.

Closing 98

Closing Contract Legal Cross-sell 98

SaaStr

NOVEMBER 12, 2022

Later, once you past $20m ARR, and later — if your growth is strong, everyone probably wants to invest. And in the Boom Times of 2021 and such, VCs took a lot more risk across the board. Other VCs believe capital can accelerate growth. (I Or their friends got 7 term sheets with good-but-not- as -good companies.

Networking 137

Networking Growth Price Engineering 137

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. I’ve contracted accounting help. The same is true for taxes, US GAAP, contracts, HR… Don’t panic.

Finance 133

Finance Contract X-functional Start-ups 133

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 Customers Sell 133

SaaStr

DECEMBER 7, 2020

We understand a lot is evolving when it comes to product best practices and product-led growth initiatives. At Gainsight, we are helping product leaders from companies of all sizes turbocharge their 2021 product strategy. . No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 75

Contract Growth Start-ups Closing 75

Martech

OCTOBER 18, 2022

We doubled down on programmatic, we employed programmatic resources to move [ad] schedules easily without a lot of contracts and a lot of humans from where people were not to where they were,” said DPAA President & CEO Barry Frey. That became our superpower. Digital and offline experiences.

Retail 126

Retail Drivers/motivators Legal Contract 126

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”.

GTM 104

GTM Price Promote Commission 104

SaaStr

SEPTEMBER 13, 2023

But there are a lot of companies where there’s still deferred pain — the ones who raised huge rounds in 2021 especially and have been burning too much. So even startups good at getting renewals were getting seat contractions. Most folks with a good business aren’t saying anything is getting worse. They’re fine. That’s still happening.

Finance 115

Finance Up-sell Contract B2B 115

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

APRIL 2, 2023

Later on, when we thought a new acquisition of raw technology was ready to scale (it wasn’t – it is now) In 2022 (like many companies), when we misread the “COVID bump” of 2021 for a secular change in software In each case, the mistake wasn’t being aggressive. Eventually, you end up with 2000 contract types for 1000 customers.

X-functional 132

X-functional Clients Growth Start-ups 132

SaaStr

AUGUST 7, 2023

As we transition from the exuberance of 2021 into 2023, marketers have become super short-term focused. A Niche Metric For SaaS For Long Term Health An interesting niche metric to pay attention to in SaaS is the ratio of revenue growth to new customer growth on a percentage basis. Investors like to see at least a 2:1 ratio.

Finance 98

Finance Manufacturing Niche Growth 98