SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. Customers often sign 3+ year contracts, and architect their entire business processes around ServiceNow. Raising prices and making threats at renewals helped a bit in 2023. The post Product-Led Growth Is Great.

Product 128

Product Growth B2C Contract 128

Sales Hacker

JANUARY 12, 2023

Multiply, add, and subtract your way into a dreamy 2023. The good people at Sales Hacker were kind enough to let me share some of the more interesting points I learned from the contributors along the way, with the goal of helping you find a few unconventional practices to borrow for your 2023. And adds an extra zero to my commission….

Negotiate 115

Negotiate Price Sales Up-sell 115

SaaStr

FEBRUARY 28, 2023

While Zoom Enterprise is growing at a healthy clip, churn is over 3% a month for its SMB customers As a result, it’s now predicting 1% growth next year 1% pic.twitter.com/i2k2W9QbVX — Jason Be Kind Lemkin  (@jasonlk) February 27, 2023 So Zoom has just been the craziest story of all time in SaaS.

Growth 111

Growth Contract Engineering Customers 111

SaaStr

JUNE 22, 2023

SaaStr events couldn’t happen without our partners, and we wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2023. Rattle’s revenue acceleration platform enables teams to increase efficiency, transparency, and growth across their revenue funnels. appeared first on SaaStr.

Contract 97

Contract Engineering Trust Technique 97

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. Today, it’s on track to generate $181,000,000 in EBITDA in 2023. It’s called Doximity and it’s worth $6.5

Contract 137

Contract Growth Networking Up-sell 137

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

OCTOBER 18, 2023

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. Much Lower So Far in 2023. 67% of Customers on Multi-Year Contracts, And Going Up, This certainly helps slow down churn, even if it really just masks it in the end. #7.

Contract 122

Contract Price Growth Launch 122

SaaStr

JANUARY 17, 2024

But the bigger ones are the ones driving revenue growth at scale. Driving ACV Up 16% Key To Growth Smartsheet has driven its core customer ACV up from $7,951 in 2023 to $9,225 — that’s +16% in a little more than a year. That’s been critical to them maintaining revenue growth. #5. million in ARR.

Entertainment 123

Entertainment Government Contract Growth 123

Iannarino

MARCH 2, 2023

You are responsible for getting this right, and you worry that a wrong decision will harm your position, embarrass you, and cause you to miss out on growth opportunities. Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over. Hope your competitors’ discovery is weak.

B2B 284

B2B Contact Clients Entertainment 284

SaaStr

JUNE 29, 2023

Vendr SaaS Consultant Katie Oates and Vendr Vice President of Customer Team Jeff Swank share eye-opening data and insights into buyer trends from 2023. SaaS Market Snapshot In Q1 of 2023, Vendr gathered data on SaaS Spending and yielded some pretty interesting results. They want to maximize dollar value and limit contracts to renew.

Price 119

Price Contract CRM Engineering 119

SaaStr

JANUARY 11, 2023

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. 80% of customers sign multi-year contracts. No Year of 100% Growth After $10m ARR. Yes, you can.

Contract 140

Contract Price Growth Service 140

SaaStr

DECEMBER 14, 2023

Even if a contraction in buying more SaaS products really was a far bigger issue than interest rates in reality the past 18-24 months. Seat contractions and app layoffs are behind us. 2024 may not be great, but for folks who are leaders in their categories, everyone likely will point to some quarter in 2023 as the low point.

Contract 126

Contract Growth Contact B2B 126

SaaStr

AUGUST 7, 2023

Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday.com, and the founder of SaaStr. As we transition from the exuberance of 2021 into 2023, marketers have become super short-term focused. You can still measure something in the funnel. The takeaway?

Finance 98

Finance Manufacturing Niche Growth 98

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 112

Contract Technology Technology Clients 112

SaaStr

JULY 13, 2023

Q: What Does It Take To Write A Great Cold Email In 2023? One audience member shared how they raised a series B before growth stalled out. The goal of these functions has been corrupted from when capital was free in 2021, and it was ok then if previously efficient functions only enabled faster growth.

X-functional 96

X-functional Closing Growth Contract 96

Sales Hacker

DECEMBER 20, 2022

Even if you might go bankrupt in one month, you should still be out there signing contracts, hiring people, and building a business because things sort themselves out if you’re doing a good job. Sam Jacobs: How are you planning for 2023? In the wake of all the volatility and economic uncertainty, are you still focused on growth?

Growth 100

Growth Up-sell Start-ups Follow-up 100

SaaStr

SEPTEMBER 6, 2023

Everyone has spent the past year managing their budgets more carefully, but the awesome force of simply running more workflows in the Cloud has still pulled growth forward. But, growth it still 26% at almost $600,000,000 in ARR. Strong, although down significantly from 51% growth at $400m in ARR. And That’s OK.

Contract 119

Contract Growth Start-ups Customers 119

SaaStr

MARCH 12, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long (Updated) The 8 Signs of a Failing Sales Rep. LIVE Workshop Wednesday with ICONIQ: Building Resilience through Efficient Scaling in 2023 4.

Contract 104

Contract Growth Sales Product 104

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. Freshworks has 51,700 customers at around $2k ARR, with a quick close of just 25 days.

Cross-sell 119

Cross-sell Contract Price Growth 119

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. Analyze lead source data.

Lead generation 50

Lead generation B2B Sales Campaign 50

Sales Hacker

DECEMBER 1, 2023

Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X with great economics. Not to mention, many other highlights.

GTM 121

GTM Contract Represent CRM 121

SaaStr

APRIL 3, 2023

It was end-of-quarter pressure at a leading public SaaS company whose growth had dramatically slowed. We had never used 46 seats, nor asked for a 48-month binding contract extension. – Forced into 48 month auto-renew contract at higher per seat price than monthly on credit card. It’s hardly the only case in 2023.

Contract 102

Contract Price Sales Drivers/motivators 102

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

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. But as founders, we value everything as ARR growth. ARR, changed from forcing payments upfront to flexible terms, and growth skyrocketed almost 200% while a competitor in the space grew 54%. #3:

Contract 115

Contract Price Healthcare Commission 115

SaaStr

JANUARY 13, 2023

— Cynthia Hollen / Omnitail … OnMyWay Commerce (@cynthiahollen) January 9, 2023. I asked him why his 3-month contract wasn’t renewed. So the market is flooded with folks that are now “Fractional CROs” and “Fractional CMOs”. We’ve had Fractional CFOs for a very long time, and perhaps they inspired the trend.

Finance 131

Finance Contract Pipeline Consult 131

SaaStr

NOVEMBER 8, 2023

“I don’t know about you, but I fail a lot,” Nick Mehta, CEO of Gainsight, says as his opener at SaaStr Annual 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. As a desperate entrepreneur, you say yes to these deals.

X-functional 115

X-functional Contract Quota Growth 115

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 128

GTM Market share Growth Technology 128

Martech

MAY 30, 2023

It’s a new paradigm in 2023, supported by research. Google campaigns resulted in a 700% growth in ROAS and a 65% decrease in customer acquisition cost (CAC). Although the exact results are not disclosed, Zingtree got a prospect from paid social under contract within their first 30 days of using MetaMatch.

Sports 133

Sports SQL CTR Entertainment 133

SaaStr

FEBRUARY 14, 2024

You Mon Tsang, CEO and co-founder of ChurnZero, Colleen O’Sullivan, VP of Integrated Customer Experience at Hubspot, and Jason Lemkin, SaaStr founder and CEO, give their take on where the customer success industry is headed and shares data from the Customer Success Leadership Study done by ChurnZero at the close of 2023.

Customers 121

Customers Cross-sell Drivers/motivators Gaming 121

SaaStr

DECEMBER 27, 2023

Instead, it was growth at all costs. Between 2016 and 2023, you see the ACV (average contract value) going up and up. As a result, the contracts got bigger because they were working with bigger companies. So, you need to get hyper-selective in who you hire at critical growth stages.

Real Estate 113

Real Estate Contract Start-ups Growth 113

Martech

JANUARY 20, 2023

Or is an annual contract required? Is there a short-term contract or an “out” clause if things don’t work out? Cisco’s Annual Internet Report found that internet-connected devices are growing at a 10% compound annual growth rate (CAGR) from 2018 to 2023. What data security regulations does the platform comply with?

Customers 110

Customers Contract Quota Price 110

Search Engine Land

SEPTEMBER 1, 2023

Average contract value is then the same as in AOV for ecommerce. Average contract value is then the same as in AOV for ecommerce. So, based on the amount of SQLs, calculate how many leads might close and how much those contracts are worth, subtract operational costs, and then you’ve got the estimated gross revenue generated from SEO.

CTR 122

CTR X-functional Profit margin Contract 122

SaaStr

OCTOBER 4, 2023

All the way down, and Q1 of 2023 was tough. Is it epic, and will it return to triple-digit growth? They came down to Earth from high flyer growth but are slowly re-accelerating over the last four quarters. Monday saw seat contraction but didn’t miss a beat because only 30% is to tech, and 70% is to normal businesses.

Non-Profits 115

Non-Profits Growth Contract Up-sell 115

SaaStr

APRIL 30, 2024

How to build operational excellence into your organization at different stages of the growth curve. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. last year while operating at an LTV CAC of four and a half to one, and the growth rate was better in Q4 of ’23 than in Q1. They grew 2.5x

Go To Market 122

Go To Market GTM X-functional Objectives and Key Results 122

Martech

FEBRUARY 13, 2022

Or is an annual contract required? Is there a short-term contract or an “out” clause if things don’t work out? Cisco’s Annual Internet Report found that internet-connected devices are growing at a 10% compound annual growth rate (CAGR) from 2018 to 2023. What data security regulations does the platform comply with?

Customers 98

Customers Contract Government Quota 98

Martech

MAY 2, 2023

Whether you’re applying lead-to-revenue, account-based marketing (ABM), product-, partner-, community-led growth strategies or a combination thereof, a practical yet overlooked step is getting the company talent and resources more involved. Today, revenue and customer generation must be a team sport. Here is how a $1.4 Here is how a $1.4

Finance 111

Finance Sports B2B Contract 111

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” The category creation aspiration failure Popularized by evangelists from high-growth point solutions, this advice to create a new category was both the least achievable and most costly.

Go To Market 108

Go To Market GTM Strategize Growth 108