Sales Gravy

FEBRUARY 4, 2025

This scenario appears in industries like construction, engineering, software licensing, and more. Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale.

Sell 82

Sell Customers Contract Construction 82

SaaStr

JANUARY 22, 2021

But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. You may need solutions architects, more sales engineers, more support. Your engineers can build complex features that only a handful of customers use.

Contract 108

Contract Engineering Account management Up-sell 108

SaaStr

APRIL 2, 2025

Biggest Growth in $50k+ Customers, Who Are 50% of Revenue The fact that NRR is flat even with $50k+ customers being the biggest driver of growth implies some contraction in smaller customers. You really have to earn it in SaaS these days. #4. In any event, like many from Zoom to Asana, the growth is mostly in bigger customers today.

Drivers/motivators 107

Drivers/motivators Contract B2B Growth 107

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Where your problem areas lie.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Sales Hacker

OCTOBER 11, 2024

We teamed up with him to break down the framework he uses to turn sales teams into predictable, high-performing revenue engines – let’s get into it. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. You can’t change what’s already happened.

GTM 116

GTM X-functional Pipeline Construction 116

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. By collaborating with our procurement team, we negotiated a delayed contract start date while signing in time to secure the incentives. It also signaled that we valued them as partners. Brilliance is all around us. Processing.

Contract 96

Contract Non-Profits Hospitality Negotiate 96

SaaStr

OCTOBER 23, 2024

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. This fundamental technology will be even more integrated into all of BILL’s platforms, customer service touchpoints, and engineering.

Customers 121

Customers Networking UX Engineering 121

Search Engine Land

JULY 22, 2024

SEO Search engines have entered the shopping process. Keep your data feeds up-to-date, submit them to s earch engines like Google , ensure they’re working, and make sure local retail locations are doing the same. Most of the year, a good affiliate manager works on building evergreen content that brings top-funnel traffic to the site.

Niche 98

Niche Retail Promote Follow-up 98

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). How to build a pipeline engine. Your pipeline engine needs to have all cylinders firing. Tip 2: Understand each of the functions that make up your pipe engine. Salesforce's Eric Stahl explains how to build a pipeline engine.

Pipeline 98

Pipeline Engineering Growth Territory 98

Hubspot

SEPTEMBER 12, 2024

B2B buyers will look at their business requirements and a product’s technical specifications to determine the initial fit, and they’ll sign contracts based on potential ROI, provider reliability and post-sale support, and the flexibility of pricing terms. B2C Buyers Who Are Your B2B Buyers?

B2B 81

B2B B2C Tradeshows Contract 81

Search Engine Land

JULY 16, 2024

While some authors and news media are fighting back with lawsuits against AI, others are establishing contract agreements for fair use of content. Independent content creators face significant challenges, including declining organic reach, evolving search engine algorithms and the rise of AI-generated content.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Google and the other search engines will continuously update during this period. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Sales Pop!

JULY 9, 2024

With potential clients increasingly turning to search engines like Google to find legal representation, search engine optimization (SEO) has become a critical tool for law firms to attract and engage new clients. What Is Your Policy on Contract Length and Cancellation? Are there any penalties or fees involved?

Legal 130

Legal Contract Clients Campaign 130

Sales Hacker

MARCH 21, 2025

Inbound requests for larger contracts and enterprise agreements. Product & engineering trade-offs: PLG requires simplicity, while enterprise customers demand customization. Define your Product-Qualified Lead (PQL) criteria Reverse-engineer signals from past enterprise deals to define high-potential PQLs.

Growth 81

Growth GTM Product Government 81

SaaStr

MARCH 5, 2025

Very Profitable Now, But Still Hiring Snowflake has become a cash-generating engine, with 26% free cash flow for the past year and a stunning 44% (!) Customers Typically Sign a 3 Year Contract, Billed Annually Upfront Not a total surprise in $1M+ deals, and takes some of the variability out of pricing as well. #7. ” #3.

Contract 69

Contract Price Growth B2B 69

Martech

SEPTEMBER 11, 2023

The Justice Department’s antitrust case against Google and its search engine dominance is set to begin Tuesday. Google , focuses on the company’s popular search engine, alleging Google used its 90% market share to illegally throttle competition in both search and search advertising. The case, U.S. Why we care.

Government 123

Government Contract Engineering Presentation 123

Search Engine Land

SEPTEMBER 11, 2023

The Justice Department’s antitrust case against Google and its search engine dominance is set to begin Tuesday. Google , focuses on the company’s popular search engine, alleging Google used its 90% market share to illegally throttle competition in both search and search advertising. The case, U.S. Dig deeper.

Government 120

Government Contract Engineering Presentation 120

Sales Pop!

DECEMBER 19, 2022

The legalization of marijuana in Canada, some US states, and other countries have created a demand for search engine optimization (SEO) services for dispensary websites. SEO is the process of optimizing a website to get organic traffic from search engines like Google, Yahoo, and Bing. Step 2: Ask Questions.

Contract 130

Contract Price Legal Clients 130

SaaStr

OCTOBER 22, 2021

Sometimes, the self-serve / PLG engine stalls out at a certain scale. Fintech is the engine of growth at scale. Expense reports are the core product and growth engine, but moving money is the growth vector at scale, (which grew 2.5x Annual contracts used to be cancelable, now aren’t. Oftentimes, even.

Contract 129

Contract Launch Legal Growth 129

Search Engine Land

SEPTEMBER 29, 2023

The tech giant’s CEO of Advertising and Web Services, Mikhail Parakhin, said he offered Apple more than 100% of the revenue or gross profit to make Bing its default search engine – but the proposal was rejected because of the company’s deal with Google. Why we care. Better offer than Google. SUBSCRIBE See terms.

Territory 133

Territory Negotiate Contract Engineering 133

SaaStr

MARCH 6, 2024

Founder CEO Todd McKinnon was VP of Engineering at Salesforce and left to start Okta in the depths of the last downturn. Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2.

Contract 111

Contract Engineering B2B Growth 111

SaaStr

APRIL 7, 2020

Being so loyal, so happy, that they keep your engine going. So even if other parts of your engine are struggling a bit, here are 14 basic things you can do right now to be more customer-centric: Launching new features that matter every quarter — that they don’t have to pay more for. No rip-off contracts. That they keep renewing.

Customers 121

Customers Contract Price Engineering 121

PandaDoc

MARCH 25, 2025

Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. Smaller teams with heavier workloads Enterprise teams have dedicated proposal writers, contract specialists, and sales engineers. The result?

E-commerce 52

E-commerce Contract Legal Price 52

Partners in Excellence

FEBRUARY 28, 2024

I then studied Electrical Engineering at the Swiss Federal Institute of Technology, specializing to the max. As a student, I had to buy my first scientific HP calculator not in a shop but directly from a sales engineer at the local HP office. I can understand the treatment I received, being a tiny fish for the sales engineer.

Customers 139

Customers Contract Consult Up-sell 139

Search Engine Land

AUGUST 19, 2024

Operations The operations manager handles the machine and ensures it runs smoothly, including contracts, staff wages, HR, etc. In the not-too-distant future, AI can reverse engineer precisely what you need to rank simply by observing sites in every niche and the changes that lead to better results.

Account management 84

Account management Clients Gaming Drivers/motivators 84

Veloxy

JUNE 23, 2021

You’ve already likely heard of a few standard roles such as Account Executives or Sales Engineers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. 4: Sales Engineer. This is where sale engineers come in to bridge the gap for Account Executives.

Inside sales 232

Inside sales CRM Sales Pipeline 232

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. There are I think strong arguments that even today, SaaS companies are overvalued, and I get it. I predict the same as interest rates fall.

Contract 123

Contract Growth Contact B2B 123

SaaStr

NOVEMBER 9, 2022

Annual contracts, though, can certainly mask some of this for another few quarters. #3. Lower Gross Margins Compress Amounts to Spend on Sales, Marketing, and Engineering. To get profitable, Five9 is only spending 10% of its revenues on R&D, i.e. engineering, much less than the 15%-20% others do.

Contract 24

Contract Growth Engineering CRM 24

Search Engine Land

AUGUST 5, 2024

If your engineering team leader agrees to carry out the output of the upcoming SEO audit, then you won’t have to fight for that resource when needed. Expertly documenting your strategy could be the difference between getting more budget or a canceled contract. Get the newsletter search marketers rely on.

Objectives and Key Results 85

Objectives and Key Results Clients Strategize Contract 85

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

SaaStr

OCTOBER 29, 2021

Use overages to renegotiate contracts, not charge per event. 245 employees in Sales & Marketing — vs. 101 in Engineering / R&D. The engineering team is also surprisingly lean. #7. But Amplitude has 51% growth in paying customers on top of 57% overall growth. They’re growing even faster at scale.

Contract 121

Contract Growth Engineering Product 121

Search Engine Land

FEBRUARY 23, 2024

Within the legal documents, Google argued that its position as the world’s leading search engine results from its “unceasing hard work” and contended that if it lost the antitrust trial , the verdict would contradict U.S. SA360 is a platform for managing large search marketing campaigns across multiple search engines.

Legal 111

Legal Government Manufacturing Contract 111

Martech

FEBRUARY 26, 2024

Within the legal documents, Google argued that its position as the world’s leading search engine results from its “unceasing hard work” and contended that if it lost the antitrust trial , the verdict would contradict U.S. SA360 is a platform for managing large search marketing campaigns across multiple search engines. antitrust law.

Government 109

Government Legal Manufacturing Contract 109

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 123

GTM Growth Referrals Contract 123

Veloxy

AUGUST 17, 2022

You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. From contracts to questionnaires, and kick of meetings to checkups, you can have the peace of mind that everything will go according to plan after a closed deal. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

JANUARY 9, 2020

So to keep the engine going, the leaders have to be asking themselves if they can leverage the SaaS / application layer to win overall in Cloud. The Cloud wars are brutally competitive, but the Salesforce core engine is very mature and working, and growing 20%-30%+ a year. Look at the JEDI contract.

Contract 119

Contract Engineering Trust Market share 119

Gong.io

SEPTEMBER 9, 2021

Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . The right person to do that might be you, but it might be a sales engineer or someone from customer success. But your engineers? Each of those groups can easily include five or more people. Depends on the scenario. .

Closing 162

Closing Sports GTM Legal 162