SaaStr

NOVEMBER 17, 2024

So the other day on Workshop Wednesday Andy Wilson, founder CEO of Logikull , and I did a deep dive on what it’s really like selling your company to Private Equity for almost $300,000,000! But growth slowed around $10m ARR to almost zero. You Need 3 Strong Quarters in a Row to Sell to Private Equity.

Legal 119

Legal Cross-sell Negotiate Growth 119

SaaStr

NOVEMBER 6, 2023

If you’re selling software to SMB merchants and outside of tech like Shopify and Toast and Monday , things are pretty, pretty good, if in some ways still harder than before. If you’re selling sales and marketing software, like Zoominfo, it can seem a lot tougher than 12-18 months ago. So where does this all net out?

Cross-sell 124

Cross-sell Price Growth Gaming 124

Heinz Marketing

JANUARY 25, 2022

According to Forrester , the average B2B customer retention rate in 2021 was between 76% and 81%. This will help solidify their trust in your partnership, productively solve problems as they emerge, and give opportunities for upselling and cross-selling. That is a huge chunk of business.

Growth 92

Growth Customers Repeat business Cross-sell 92

SaaStr

DECEMBER 20, 2023

Growing Almost 50% as Approaches $2B in ARR The exact growth rate is based on an The Information report from a few weeks ago, and it seems about right looking at their published metrics. Importantly, growth has accelerated this year. They crossed 60 million users about two years ago — and have almost tripled since then. #3.

Cross-sell 124

Cross-sell B2C Growth B2B 124

SaaStr

MAY 24, 2023

So it’s tougher out there for many of us, but many Cloud and SaaS leaders are still growing at epic rates, even if not quite at the torrid rates of 2021. It’s crossed $640,000,000 in ARR, growing a stunning 50%! Product expansion key to its growth — its new Sales CRM already seeing very rapid adoption.

Cross-sell 131

Cross-sell Represent CRM Growth 131

SaaStr

JANUARY 26, 2023

Dear SaaStr: Can Founders Still Sell Some of Their Shares in Venture Rounds in 2023? Up until say 2017–2018 or so, in SaaS, there was a rough rule: a relatively small amount of secondary liquidity ($1m-$2m) would be offered by growth investors in top VC rounds once a startup crossed $10m ARR or so.

Sell 23

Sell Cross-sell Growth Up-sell 23

SaaStr

NOVEMBER 17, 2023

So one thing that has exploded in SaaS in the past decade is the role of Private Equity buying both public SaaS companies (to take them private, “fix” some metrics, and IPO or sell them again), and generally later-stage private SaaS companies. They are generally looking for good but not great deals. So what do they pay on average?

Cross-sell 128

Cross-sell Price Growth Closing 128

SaaStr

JUNE 16, 2021

It’s growth is strong, but it was never crazy Clubhouse strong, just consistently strong, and it took a little while to hit the first $1m in ARR. And it sells to the same classic customer base most of us do. Going upmarket is key to growth — customer count is flat. through 2021 (for 500+ employee customers).

Cross-sell 121

Cross-sell Legal Growth Service 121

SaaStr

JANUARY 12, 2021

We last checked in at Xero when it crossed $650m in ARR. and (y) a complex sales process with sales reps selling to very small businesses not paying all that much. has since grown substantially to $200m ARR , but they got all the way to $500m+ ARR selling mainly in Australia+NZ. — Xero (@Xero) January 11, 2021.

Non-Profits 115

Non-Profits Cross-sell Niche Growth 115

Salesforce

SEPTEMBER 14, 2021

To succeed in today’s digital-first world, you need to market, sell, and engage audiences from anywhere. 3 Steps to Driving Growth with Marketing Analytics. Take the Marketing Cloud Dreamforce 2021 companion trailmix in Trailhead to get a primer on some of the event’s hottest marketing topics. 22 — Get More from Digital.

Growth 98

Growth Cross-sell Customer Relationship Management Retail 98

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually.

Contract 136

Contract Cross-sell Price Growth 136

SaaStr

JUNE 19, 2024

Monday.com sells mainly to folks outside of tech — and because of that, it’s on fire. Falling from 115% NRR to 102% in less than 24 months cuts growth by -13% a year alone. That’s selling to tech — in many cases — today. In 2021, selling to “tech” was the hottest segment of all.

Non-Profits 96

Non-Profits Cross-sell Growth Up-sell 96

SaaStr

FEBRUARY 14, 2021

Let’s take a look what’s trending there: #1. “From Freemium to Explosive Growth in a Crowded Market – 8 Years of Learnings with CEO of Zoom” This SaaStr classic is a great one to catch up, right around when Zoom finally had really pulled ahead of the pack … but before the Covid Boost changed everything. .

Cross-sell 97

Cross-sell Price Campaign Up-sell 97

SaaStr

JUNE 7, 2023

As a result, growth has radically slowed for the first time ever, to just 15% at $4 Billion in ARR. From 48% growth to 15% in just 12 months. Twilio is the same great company it was in 2022 and 2021, but it’s also been the segment where buyers have cut back perhaps the most. 5 Interesting Learnings: #1. Go Global! #5.

Non-Profits 95

Non-Profits Cross-sell Growth Up-sell 95

Martech

APRIL 22, 2024

I call this audience-based planning — a way to take what your sales team wants to sell and to whom and pair it with what your data can tell you about that target audience’s interests, pain points and journey stage. What clients might be a fit for cross-serve or upsell on this service? What messaging is most likely to resonate?

B2B 136

B2B Cross-sell Campaign CRM 136

SaaStr

JULY 8, 2022

A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School. How Leveraging Partnerships Can 2x Your Growth with Gorgias CEO Romain Lapeyre. What’s Changed in Product-led Growth with Calendly CMO Patrick Moran. #14. State of the Cloud 2021 with Bessemer Venture Partners. #22.

Cross-sell 111

Cross-sell Niche Growth Engineering 111

SaaStr

OCTOBER 16, 2024

To set the stage, if you talk to any VC out there today, they will tell you that half of their investments which were growing at epic rates in 2021 are barely growing today. For the first time, Salesforce has fallen to single-digit growth, while MongoDB recently announced they’re seeing more pressure on workflows.

B2B 128

B2B Legal Cross-sell Growth 128

Martech

JUNE 3, 2022

That represents a compound annual growth rate of 13.7% Email growth continues to chug along because it delivers consistent and impressive results. The company didn’t have ROI numbers for 2021 due to the uniqueness of the year.). over that period. Many developments are changing the data landscape, especially in data collection.

E-commerce 142

E-commerce Technology Technology Retail 142

SaaStr

APRIL 20, 2022

Let’s look at some numbers: Number of job openings in December 2021: 12 million. Number of people who quit their jobs in December 2021: 4.3 One challenge Twilio faced was balancing the scaling efforts of the organization and building a world-class team to support their growth ambitions—in a virtual environment.

Cross-sell 111

Cross-sell Networking Sales Drivers/motivators 111

Highspot

JANUARY 26, 2021

As businesses begin the new year, many have learned that the rapid changes implemented in response to the COVID-19 pandemic are now an important part of their growth strategy in 2021. Tight alignment allows for the creation of seamless customer journeys amid an increasing amount of online channels, as virtual selling is here to stay.

B2B 52

B2B Customers Cross-sell Trust 52

Partners in Excellence

OCTOBER 21, 2022

It seems everything in my feed is dominated by “SaaS Selling.” It seems everything I read is about “SaaS selling.” It seems that everything new about selling, everything about sales performance really focuses on SaaS selling. ” Is there selling life outside SaaS. Why is this important?

Cross-sell 103

Cross-sell Quota Sales Up-sell 103

SaaStr

JANUARY 16, 2021

Love email mktg at scale – Sr AE: Make real $$ selling to CMOs – Head Digital Events: love ‘em now? — Jason BeKind Lemkin (@jasonlk) January 16, 2021. Our podcast is up, we’ve crossed 1.2m This role is idea for an experience digital marketer / growth hacker that wants to work at scale. Here’s the thing.

Cross-sell 118

Cross-sell Up-sell Start-ups Follow-up 118

Hubspot

APRIL 19, 2021

Here, I'll share my lessons for how I achieved that growth. I then cross-referenced the players I downloaded with the audience application report from Megaphone. Here's an example: HubSpot's Skill Up podcast presents … “How a Sales Manager at LinkedIn Builds a Buyer-first Selling Strategy”.

Cross-sell 100

Cross-sell Promote Up-sell Campaign 100

SaaStr

MARCH 15, 2024

They sell a lot into internal video, which is employee engagement. The whole thing about PLG is that it is challenging because it’s highly cross-organizational. Most companies aren’t good at cross-organizational in a single GTM mode, but you have to be. In 2021, revenue per employee was around 80k to 100k.

GTM 111

GTM Cross-sell Start-ups Growth 111

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

Cross-sell 111

Cross-sell Account management Clients Growth 111

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. He helps showcase these errors and advises on how to stop them from crippling a business’s growth. . As scaling occurs, the question of expanding beyond your initial selling borders will naturally come up. Don’t simply hire and hope for continued growth.

Cross-sell 104

Cross-sell GTM Finance Growth 104

Martech

APRIL 12, 2023

In 2021, there were approximately 135.2 As a growth-focused business, MetLife saw a significant opportunity to expand the pet insurance division. It really does require a cross-functional team.” ” Sebastian confirmed that they’re selling more policies now than they ever have. million U.S.

Cross-sell 111

Cross-sell Education Sales Government 111

Martech

SEPTEMBER 16, 2022

About 91% of companies said they achieved some level of success with content marketing in 2021, according to Semrush’s 2022 State of Content Marketing Report. Customer experience: Content helps reduce customer churn and drive upsells/cross-sells by keeping customers engaged post-purchase.

E-commerce 138

E-commerce Cross-sell Drivers/motivators Prospecting 138

SaaStr

JULY 5, 2024

GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. You can’t go public or be acquired on 10% growth. Let’s jump right in.

GTM 84

GTM Cross-sell X-functional Pipeline 84

Sales Pop!

JANUARY 6, 2022

Jay is one of the most visible and respected thought leaders in global channels, having been named 2021 Channel Influencer of the Year by Channel Partners Magazine. Top Contributor, Brian Sullivan is an enterprise selling expert, best-selling author, and Chief Sales Strategist at System Soft Technologies. Certainly, Brian.

Sell 98

Sell Cross-sell Niche Growth 98

Salesforce

JANUARY 11, 2022

During 2021’s Cyber Week alone, global online spend reached $275 billion. Looking for more commerce insights to drive growth? When cross-functional teams work from a single source of truth, the customer benefits through seamless interactions, faster service, and an experience that makes them feel understood.

Retail 88

Retail Service Cross-sell Trust 88

Sales Hacker

FEBRUARY 2, 2024

If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever. If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Meaning, revenue is a team sport.

GTM 102

GTM Pipeline SQL UX 102

ConversionXL

OCTOBER 16, 2022

Table of contents What is customer acquisition, and how does it support growth? What is customer acquisition, and how does it support growth? For a company selling high-ticket products, like cars, the same purchase frequency indicates repeat business instead. Education app Headway knows its followers care about personal growth.

Customers 129

Customers Retail Cross-sell Follow-up 129

SaaStr

OCTOBER 10, 2020

It was an A+ conversation on, in particular, how to do product extensions and sell a second product, and where product development overall is today: A few take aways: Why extend a top brand in customer success into product? How do you cross-sell multiple products in SaaS? Are customers happier in 2020 and 2021?

Customers 83

Customers Cross-sell Up-sell Product 83

Search Engine Land

MAY 7, 2024

selling over 400,000 eBikes in the last four years. Figure 1: Brand and non-brand keywords overview (Source: Semrush) Figure 2: Organic traffic growth (Source: Semrush) Figure 3: Brand search and traffic (Source: Semrush) Non-brand keyword CTR Ranking in the top three positions in Google generates the vast majority of clicks (Figure 4).

CTR 83

CTR Electricity Real Estate X-functional 83

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. In 2021, the average base salary for an account manager. using Zoom, Skype, email, and CRM).

Commission 94

Commission Territory Finance Inside sales 94