Martech

AUGUST 19, 2024

That means there’s an increased likelihood of terminating the contract because the tool is no longer needed and/or its champion is gone. When businesses are trying to build a customer base, they often undercut the existing players in price. Flexible contract terms and proactive support can help too.

B2B 120

B2B Contract Consult Price 120

SaaStr

MAY 12, 2023

Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR. We tend to intuitively think annual contracts help combat churn, but they really don’t — they just defer it. Let customers buy the way they want to buy. #2. This data confirms that.

Contract 145

Contract Closing Customers Sales 145

Veloxy

DECEMBER 21, 2021

Maximizes Selling Time : By automating non-selling activity, you’re giving your sales team more time to spend with their customers. By automating Salesforce, individual salespeople see a 124% increase in customer engagement ! This is where the real impact on revenue comes to play. inbox activity, content engagement, etc.).

Tradeshows 348

Tradeshows Contract Sales Contact 348

Sales Hacker

OCTOBER 11, 2024

But when it comes to those lengthy security questionnaires, the endless back and forths between you, your security team, and the customer can often cause deals to stall out, leaving your deal at risk and dollars on the table. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed.

GTM 117

GTM X-functional Pipeline Construction 117

SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. Technical customers report that tasks that previously took weeks are now completed in hours. I really liked this one and wanted to write up a few more learnings.

GTM 97

GTM Territory Pipeline Growth 97

Martech

JANUARY 14, 2025

Her team stopped hiding behind automation and started engaging in real customer conversations. Another cut content production in half yet doubled its effectiveness by focusing on what customers actually need. When marketing helps close eight-figure contracts, budget conversations become much easier.

Pipeline 126

Pipeline Contract Growth Campaign 126

SaaStr

MAY 8, 2021

Bigger customers usually leave simply because your product doesn’t do enough. An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now!

Contract 125

Contract Legal Commission Finance 125

Martech

SEPTEMBER 12, 2024

Some interesting AI data points in the news: AI marketing assistant is the fastest-growing job in marketing with 21% projected job growth, according to a Linkee.ai Brightcove’s Brightcove AI Suite handles video content creation, audience growth and engagement.

Cross-sell 114

Cross-sell Construction Legal Contract 114

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. In the Winter ’25 release, we are expanding new functionality in Account Engagement to all customers on Growth, Plus, Advanced, and Premium.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

Salesforce

AUGUST 15, 2024

Keep an eye on your financial progress, get a better understanding of your customer’s behavior, and use dashboards to track key performance indicators (KPIs) — all in real time. Remote, hybrid, and onsite teams can operate smoother, respond to customer needs quicker, and achieve better results with less effort. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. Whether thats adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. Dig deeper: How to align sales and marketing for revenue growth 2. This isnt just a sales problem, either.

CRM 124

CRM Follow-up Sales Prospecting 124

SaaStr

OCTOBER 17, 2022

Customer Success isn’t just for established leaders; it also helps growth-stage companies compound their growth through retention, upsell and expansion. ChurnZero Chief Customer Officer Alli Tiscornia explains why earlier is better, and how to build a CS team that scales for the future.

Growth 98

Growth Customers Negotiate Contract 98

Martech

FEBRUARY 21, 2025

If youre evaluating and selecting a marketing mix model solution, make sure to: Engage stakeholders across marketing, finance, data management, supply chain and executive partners to document data and output requirements, securing enterprise-wide buy-in before contract execution. Processing.

Finance 121

Finance Drivers/motivators Technique Contract 121

Search Engine Land

JULY 25, 2024

But if you fail to support brands or examine how your core customers’ needs evolve, you will likely jeopardize your medium to longer-term performance. In 2024, it is estimated that overall advertising spending growth in the U.S. Compare this to an average growth of 23.3% They speak with customers and potential buyers often.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

SaaStr

APRIL 14, 2023

cons is closer to 16% growth — Jordan Novet (@jordannovet) April 13, 2023 So Amazon came out with its latest annual shareholder letter and it was even more cautious on AWS growth than I was expected. AWS said they weren’t going to push folks to sign punitivate contracts, or block downgrades, etc. Growing, yes.

Growth 113

Growth Contract Customers Sales 113

Salesforce

MARCH 13, 2025

The total addressable market, or TAM, refers to the total number of customers who could possibly use your product or service. This is why TAM is expressed as either the number of customers or as potential revenue. Learn more The importance of finding your TAM Your TAM indicates the size of an opportunity for revenue or new customers.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

SaaStr

JANUARY 5, 2022

Since then, their growth has been impressive, but it hasn’t always been steady. Especially with the coronavirus pandemic, Box—like many other SaaS companies—saw a decline in growth year over year. But this year, they’ve had three consecutive quarters of growth. How did they turn their growth rates around?

Growth 120

Growth Contract Up-sell Product 120

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Marketing. Customer Success. Product Design.

Cross-sell 115

Cross-sell Customers Growth Contract 115

SaaStr

APRIL 14, 2025

For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Focus on landing the logo first, then build expansion metrics into your sales comp plans to drive growth within the account. While Zoom works for smaller deals, in-person meetings build trust and help you close larger contracts faster.

Closing 65

Closing Contract Pitch Finance 65

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 126

GTM Intrinsic Customers Contract 126

SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. and so deeply embedded in the fabric of our customers’ businesses that they’d never churn. And then sort of throw Customer Success at it. The post Product-Led Growth Is Great. But far from all.

Product 127

Product Growth B2C Contract 127

SaaStr

NOVEMBER 2, 2021

Her company had been acquired, and the acquirer cancelled the contract, due to a feature gap in the new company’s business process stack. It never feels good to lose a customer. But Lesson #2 was that Customers for Life isn’t just a tagline. So what are the lessons learned in the 11 year, Million Dollar Customer?

Customers 125

Customers Contract Launch Prospecting 125

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. Because you already know what your potential B2B customer needs to do to improve their results, you can easily start a conversation about the problems and pain points.

B2B 286

B2B Contact Clients Entertainment 286

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 124

GTM Growth Referrals Contract 124

Search Engine Land

JULY 22, 2024

Your email campaigns apply to all holiday customers, so there is less design work, split testing and fewer deadlines. You want to meet the potential customer in their current mental state.) Look at the top counties and, ideally, ZIP codes your customers live in and segment out the top 30 to 100 or more if you can.

Niche 98

Niche Retail Promote Follow-up 98

Sales Pop!

DECEMBER 23, 2021

For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process. These digital documents can even allow team members to seamlessly process customer orders from around the world. Yet, your hybrid sales team has plenty of room for growth.

Sales 234

Sales Contract Drivers/motivators Growth 234

SaaStr

SEPTEMBER 3, 2023

If your customers love and trust you, they buy more from you More products, more seats, bigger editions, more use cases Seen this in every single SaaS company I've ever worked with Few do everything they could here — Jason ✨Be Kind✨ Lemkin  (@jasonlk) August 27, 2023 In simpler times, this thinking is a positive.

Customers 117

Customers Price Contract Growth 117

SaaStr

MARCH 5, 2025

Snowflake is on a tear again: $4B ARR (just about) 28% revenue growth 44% free-cash flow last quarter (WOW!), 11,159 Customers — So An Average of $360,000 Per Customer Snowflake solves enterprise-grade problems around data management — and it charges prices commensurate with that. No, it’s 2025. ” #3.

Contract 70

Contract Price Growth B2B 70

Sales Pop!

JULY 14, 2022

Holding on to the thought that attendance is a prerequisite to participation, I’d like to talk about everybody’s favorite selling topic – account growth. It’s almost as if retention is a passive function as opposed to the mightily active growth activity. Holding Long-Term Contracts. Forecasting Account Revenue Growth.

Clients 212

Clients Contract Up-sell Growth 212

Sales Pop!

JULY 19, 2024

Second Story Cheryl could not be with us on vacation due to contracting a bad episode of COVID. Improvement in communications draws people in and can dramatically improve sales and business growth. They accepted the explanation and backed off and walked away. She now knows to select her verbiage carefully.

Government 204

Government Referrals Contract Technique 204

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. They also know that customer trust can lead to more sales.

Service 105

Service Growth Cross-sell Appointment 105

SaaStr

JANUARY 30, 2021

They just crossed 1,100+ $1m ACV customers! But bigger customers sure do. 1,100 $1m+ ACV customers — and the customer count here is still growing 23%. Not only has ServiceNow crossed 1,100 customers paying $1m a year or more … but the momentum is still continuing. $1m+ There’s a reason.

Contract 141

Contract CRM Growth Presentation 141

Martech

JANUARY 20, 2023

When it comes time to purchase or upgrade a customer data platform (CDP) for your organization, the demo can be the best way to really understand what a particular vendor offers. Explore platform capabilities from vendors like Blueconic, Tealium, Treasure Data and more in the full MarTech Intelligence Report on customer data platforms.

Customers 115

Customers Contract Quota Price 115

Hubspot

AUGUST 27, 2024

Up to 5% margin growth. Increased Conversions AI-powered pricing strategies can help increase online conversions from browsers to buyers by predicting what a customer will pay based on their previous purchasing behaviors. Up to 40% decrease in promotional spend.

Price 72

Price Profit margin Contract Retail 72

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. It probably couldn’t last.

Growth 109

Growth Contract Engineering Customers 109

Martech

JULY 16, 2024

Customer data platforms (CDPs) are not immune from this hype and excitement. Since a CDP can collect and consolidate customer data from many sources, AI’s role in CDPs certainly doesn’t go unnoticed. It can enhance personalization, making customer experiences more tailored and relevant. Then there is automation.

SQL 62

SQL Contract Customers Conversion 62

Sales Hacker

MARCH 28, 2023

Your ideal customer profile (ICP). Define exactly who you’re selling to, and you’ve got a solid foundation for growth. What is an ideal customer profile (ICP)? Ideal customer profile example: This template gives you an idea of the information you might include. Why is a customer profile important?

Customers 117

Customers Contract Up-sell Territory 117