Cerebral Selling

AUGUST 8, 2022

In July 2022, over 30,000 tech workers were let go. According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. History tells us massive inflation and uncertainty follows explosive economic growth.

Sales 220

Sales Contract Clients Quota 220

SaaStr

JULY 27, 2022

MSFT Q4 2022 – Revenue up 12% to $51.9 — Emil Protalinski (@EPro) July 26, 2022. 5 Interesting Learnings: #1. $MSFT Q4 2022 – Revenue up 12% to $51.9 — Emil Protalinski (@EPro) July 26, 2022. While slightly down from the prior quarters of 50% growth, Cloud is still on an incredible tear. #2.

Contract 120

Contract Growth Gaming B2B 120

SaaStr

MARCH 3, 2021

And Zoom has seen growth in SaaS like we’ve never seen before. A stunning 369% growth from a $188m quarter a year ago … to an $882m quarter just now!! On the one hand, Zoom added 1,000 more $100k+ ACV customers in the past 12 months — simply incredible growth of 156%: #3. Double woah. Zoom doesn’t. #7.

Contract 140

Contract Growth Customers Product 140

SaaStr

OCTOBER 18, 2023

After decades running SaaS companies, it was time for a break in 2022, and Josh eventually stepped down as CEO. So in 2023, Josh came back as CEO again to return the company to growth. Josh is Spending a Ton of Time on the Road With Customers to Get Back to Growth. 30% of the Sales Team Churned in 2022.

Contract 117

Contract Price Growth Launch 117

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 Still, it’s still very efficient, and far more so than 2020-2022.

Non-Profits 120

Non-Profits Contract Growth Closing 120

SaaStr

OCTOBER 5, 2022

In a volatile economic climate and market, founders must employ smart growth strategies while focusing on efficiency. Combine product-led and enterprise-led growth. Combining product-led growth (PLG) with enterprise sales is a multiplier effect. Maximize growth while increasing efficiency.

Contract 98

Contract Growth Promote Start-ups 98

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. So quotas are relatively well understood, if sometimes complicated to get right in practice.

Sell 132

Sell Quota Commission Contract 132

SaaStr

DECEMBER 21, 2023

If you look at the period on the chart, between April 2020 and the start of 2022, you can see how anomalous that was when it comes to public valuations relative to the history of software valuations since a lot of software valuations are tied to interest rates, and at that time they went to nearly net zero. Why is that?

Growth 111

Growth Intrinsic Real Estate Start-ups 111

SaaStr

MAY 23, 2022

But you can’t cut your way to growth. — Sam Blond (@samdblond) May 19, 2022. No matter what the contract says, get the renewal invoice out at least 60 days prior to expiration and ask for payment no later than the contract end date. Without making any other real changes, and without impacting growth at all.

Contract 126

Contract Negotiate Growth Price 126

SaaStr

JUNE 29, 2022

Once it goes private again later in 2022, Zendesk won’t publish many metrics anymore. Fast forward to today, and its still that — but even more, it’s an enterprise CX solution with $250k+ deals driving growth. #3. And signing longer contracts (19 months) with higher retention and lower churn. #5.

Drivers/motivators 114

Drivers/motivators Contract Growth Price 114

SaaStr

SEPTEMBER 20, 2023

The Macro Impact On Public Cloud Software Over The Past Year Cloud stocks dropped in 2022 in a severe market pullback event that Bessemer Venture Partners call The SaaSacre. While 2022 was a gloomy year, the skies are parting in 2023. There’s been a pivot from growth at all costs to driving profitability. Let’s find out.

Growth 119

Growth Negotiate Finance Contract 119

SaaStr

JANUARY 4, 2023

They had a bit of dip in growth as they worked to integrate the mega-acquisition of Auth0 — but then went right back to growth. Then it quickly reverted to the same growth as before. 100k+ Customers Fuel Growth. Slowing headcount growth — like lots of others. Average contract length of 2.5

Contract 122

Contract Outside Sales Growth Service 122

SaaStr

MARCH 30, 2023

We’ll see 2,500+ of the best SaaS founders, execs, and VCs June 6-7 at 2022 SaaStr Europa ! PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. Grab tickets here.

Negotiate 106

Negotiate Contract Price Strategize 106

SaaStr

SEPTEMBER 3, 2023

But late 2022 and 2023 was different: we enforced more revenue from the base. It gets you to build that new edition, go upmarket, add more value, compete in new market segments. When you have to earn more revenue from the base. We didn’t earn it. We forced it.

Customers 114

Customers Price Contract Growth 114

Hubspot

AUGUST 23, 2022

Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022. Prospecting 34.75%. AI CRM Tools.

Contract 69

Contract Pipeline Cold Call Pitch 69

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 67

GTM Growth Profit margin Contract 67

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 25, 2023

But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. The Big Growth Today is In $50k+ and $100k+ Customers. In 2022, they had negative free cash flow of -3%. So much wasted energy getting them there. #3.

Cross-sell 114

Cross-sell Contract Price Growth 114

SaaStr

NOVEMBER 15, 2022

In 2022, founders and investors must be ready to pivot strategy at any moment. For many, it’s proven to be a year of growth and resiliency. However, it’s growing more apparent in recent years that this monolith does not accurately measure every company’s growth and efficiency. The Evolution of Language For SaaS Business.

Drivers/motivators 107

Drivers/motivators GTM Contract Growth 107

Martech

FEBRUARY 6, 2023

2022 saw notably less funding for marketing technology than previous years, but there were significantly more new product announcements, feature updates and M&A activity throughout the year. What follows are the key findings from our 2022 year-end report. This was a significant jump from 225 in 2021. in 2021 to $28.4B

Objectives and Key Results 98

Objectives and Key Results Technology Technology Contract 98

SaaStr

NOVEMBER 1, 2022

22 Things We Learned at SaaStr 2022. India’s founders were out in full force at SaaStr 2022. Three key themes emerged: SaaS continues to be a fertile ground despite the 2022 ‘SaaS-acre’. SaaS has never been bigger, and growth is secular. Most companies expect to miss 2022 targets but it is far from a doomsday. .

GTM 114

GTM Niche Cross-sell Contract 114

Martech

NOVEMBER 9, 2023

The map, which started in 2011 with only 150 companies listed, now contains over 11,000 companies* — a ridiculous growth rate of over 7,000%! With investments bringing generative AI into every marketing area imaginable, it seems certain that next year’s map will continue on the same growth trajectory. But that may not be the case.

Contract 113

Contract Technology Technology Clients 113

SaaStr

NOVEMBER 12, 2022

— Jason Be Kind Lemkin (@jasonlk) November 10, 2022. Later, once you past $20m ARR, and later — if your growth is strong, everyone probably wants to invest. Other VCs believe capital can accelerate growth. (I Some VCs will pay up even for very little growth and revenue so long as the management team is strong.

Networking 136

Networking Growth Price Engineering 136

SaaStr

NOVEMBER 8, 2023

In SaaS, we talk a lot about hyper-growth, uber-successful companies, but many founders, including hyper-growth founders, make mistakes over and over. In 2022, misreading the “COVID bump” for a secular change. You should be flexible unless you’re an Atlassian who doesn’t have contracts or negotiations. It’s a trap.

X-functional 111

X-functional Contract Quota Growth 111

SaaStr

OCTOBER 4, 2023

What happened was everyone got more conservative in 2022, cutting back on spend. This chart for net new ARR peaked in Q2 of 2022. Is it epic, and will it return to triple-digit growth? Samsara is a quiet but big vertical, and they hit a low point earlier than ZoomInfo in Q2 of 2022. But it bounced back. There’s no excuse.

Non-Profits 111

Non-Profits Growth Contract Up-sell 111

Hubspot

NOVEMBER 22, 2024

ChartMogul's 2022 SaaS Growth Report finds, “The top quartile of SaaS companies reactivate close to a quarter of their lost customers.” Here's how Freelance Growth Manager Boris Malinov uses AI to re-target churned customers. However, the human touch is still very much needed in the content creation process.

Lead generation 50

Lead generation B2B Sales Campaign 50

SaaStr

JANUARY 5, 2023

Founded in 2019, Laika (an enterprise-ready compliance platform) closed a $50MM Series C by the summer of 2022. Looking back on its explosive growth, however, the company realized just how badly it needed the valuable services of a Chief Financial Officer (CFO).

Contract 19

Contract Pipeline Growth Strategize 19

Martech

SEPTEMBER 14, 2023

What I have observed over the past two years is that, while cutbacks in marketing may reduce customer acquisition cost, they can also deliver a considerable hit to annual contract value — as much as a 45% fall-off. “We The decision can create significant downward bottom-line margin pressures rather than fuelling recovery and growth.

GTM 129

GTM Market share Growth Technology 129

SaaStr

SEPTEMBER 19, 2021

But maybe even up to $20m ARR, the biggest downside of recurring revenue is that you only get to recognize 1/12th of your ACV (annual contract value) each month. The Good News: It’s not Too Late for 2022 — but it’s close. Now that’s magic. But that’s for suckers. That, and of course, someday, profits.

Referrals 111

Referrals Contract Closing Start-ups 111

Martech

OCTOBER 17, 2023

2022 was a revelation, with B2B diving headfirst into influencer partnerships. Negotiate contracts that align payment with deliverables, ensuring you’re getting value at every step. Legally sound contracts Update contracts to reflect the ever-evolving digital landscape. And, oh boy, did it pay off!

B2B 119

B2B Niche Contract Campaign 119

SaaStr

APRIL 30, 2024

How to build operational excellence into your organization at different stages of the growth curve. 2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. Ways to scale that don’t include rampant inefficiency and burn.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

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 130

X-functional Clients Growth Start-ups 130

Hubspot

APRIL 9, 2025

Some started as lawyers, others as marketers or financial experts, but at some point, they found themselves making high-level decisions, driving business growth, and taking on more responsibility than ever before. They oversee operations, hiring, strategic growth, and decision-making.

Strategize 41

Strategize Legal Finance Growth 41

Search Engine Land

NOVEMBER 17, 2022

Case in point: looking at an ecommerce brand that literally sells bacon online, I compared September 2022 vs. September 2009 website traffic by device and found that: . In 2022, mobile makes up 49% and desktop makes up 46% (total visitor growth increased by 504%). In 2009, mobile made up less than 1% and desktop made up 99%.

CTR 98

CTR Campaign Engineering Contract 98

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. Most reps will focus on expanding companies to, “Make their growth your growth.” I hate to ask, but with demand cool off, how are you planning to sustain that growth?”. ‘Tis the season for reflections and resolutions. And adds an extra zero to my commission….

Negotiate 115

Negotiate Price Sales Up-sell 115

SaaStr

MAY 27, 2022

Should sales just disappear once the contract is signed? #5. Almost no one has found hiring to be any easier in 2022. But you can’t cut your way to growth. #11. 41% of you have sales do some customer onboarding, not just CS or other specialists. Only 23% of you are reducing budgets due to market turmoil.

Price 134

Price Niche Up-sell Contract 134

Salesforce

NOVEMBER 15, 2023

Consistent sales growth and a happy team, not to mention sizable commissions and happier, more loyal customers. According to our 2022 State of Sales Report , 82% of sales reps say “they’ve had to adapt quickly to new ways of selling,” while still being held to their targets. The result?

Objectives and Key Results 111

Objectives and Key Results Sales Technique Inside sales 111