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

SaaStr

MARCH 8, 2023

That’s 12x ARR even with fairly mature growth. This turbocharged Doximity’s growth, but truly hitting 80% of your ecosystem has lead to slowing growth as they approach $500m in ARR. #2. Marketing contracts are short, typically less than 1 year. It’s called Doximity and it’s worth $6.5

Contract 107

Contract Growth Networking Up-sell 107

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. The amount of revenue growth you could see with more efficient reps.

GTM 105

GTM Contract Quota CRM 105

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 108

Sell Quota Commission Contract 108

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 80

Contract Start-ups Growth 80

SaaStr

DECEMBER 9, 2021

But Samara’s incredible growth makes it look that way. 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. Multiple Products and Applications are Key to Growth at Scale.

Transportation 96

Transportation Contract Growth Represent 96

Sales Hacker

JANUARY 28, 2021

These are our best LinkedIn profile tips for 2021. While LinkedIn does have a specific profile section for endorsements, we also like what Ramli John , Host of the Growth Marketing Today podcast, did with his summary section on LinkedIn. The post 10+ LinkedIn Profile Tips to Stand Out in 2021 appeared first on Sales Hacker.

Pitch 125

Pitch Networking Up-sell Prospecting 125

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 129

Contract Price Growth Service 129

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.

Growth 91

Growth Contract Pipeline Engineering 91

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 102

Contract Growth Engineering Product 102

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 94

Growth Negotiate Finance Contract 94

SaaStr

JUNE 26, 2024

A lot of the funding rounds for AI feel like 2021 again, but only for this subset of people. Growth is still good for them, but they had no net new customers last quarter. Deals are contracting, not because of layoffs, but because people are managing budgets so tightly. In 2021, they had 110% NRR. And there’s AI.

B2C 56

B2C Non-Profits Contract Growth 56

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 90

Non-Profits Growth Contract Up-sell 90

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 91

Objectives and Key Results Technology Technology Contract 91

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 83

Contract Quota Growth Meeting 83

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 123

Contract Sales Consult Represent 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 92

Price Contract CRM Engineering 92

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 96

Growth Quota Niche Finance 96

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 91

Price X-functional Growth B2B 91

PandaDoc

MAY 25, 2021

Salesforce is being used as a sales tool to manage leads, opportunities, contracts. We integrate with DocuSign to manage contracts inside the Account and Contract objects. The post Top 7 enterprise software companies to adopt in 2021 appeared first on Blog. Keep workflows simple with PandaDoc’s document automation.

Contract 52

Contract Non-Profits Territory CRM 52

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 115

Contract Cross-sell Price Growth 115

PandaDoc

MAY 25, 2021

Salesforce is being used as a sales tool to manage leads, opportunities, contracts. We integrate with DocuSign to manage contracts inside the Account and Contract objects. The post Top 7 enterprise software companies to adopt in 2021 appeared first on Blog. Keep workflows simple with PandaDoc’s document automation.

Contract 52

Contract Non-Profits Territory CRM 52

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

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 88

Contract Territory Growth Contact 88

PandaDoc

MARCH 24, 2021

PandaDoc Forms is best known for its diverse range of contract, proposal, and document automation solutions. 9 Best Online Form Builder Apps in 2021. The platform is surprisingly easy to use with handy features businesses can use to measure growth , drive innovation, and interpret the feedback they get from their forms.

Price 52

Price Objectives and Key Results Contact UX 52

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 91

GTM Contract Growth Follow-up 91

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 98

Contract Growth Up-sell Service 98

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 96

Promote Government Contract B2B 96

SaaStr

SEPTEMBER 25, 2024

On the one hand, you have new business and expansion ARR; on the other, you have contraction and churn. A combination of growth and efficiency, with growth being number one. If you’re at $5M-$10M, usually, it’s still 2x year-over-year growth. One thing to include for SaaS is what’s called the MRR or ARR movement.

Pitch 70

Pitch Pipeline SQL GTM 70

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 64

Contract Growth Start-ups Closing 64

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 75

Meeting Contract Legal Trust 75

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 136

Networking Growth Price Engineering 136

Hubspot

MARCH 25, 2024

Dan led growth at Codecademy from $10m to $50m ARR. He’s now sharing battle-tested growth wisdom at Subscription Index. First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. Amazon bought PillPack for $1B in 2018.

Price 61

Price Niche Contract B2B 61

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 71

Finance Manufacturing Niche Growth 71

SaaStr

OCTOBER 23, 2024

” Investing for growth has been pretty flat year over year for SMBs, which means there is money there, but they’re holding onto it. 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.

Customers 103

Customers Networking UX Finance 103

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 103

Contract Price Growth Start-ups 103

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 83

Finance Up-sell Contract B2B 83