SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. Pricing is always evolving. Be willing to iterate and push the envelope on pricing, and make sure your pricing lines up with your sales process. Get great at list building.

Non-Profits 127

Non-Profits Price Contract Start-ups 127

SaaStr

SEPTEMBER 5, 2022

Secret #2: Pricing. Many product-led companies do not go to market with the right pricing. These pricing frameworks can seem appealing, but they fail to capture the appropriate value in the heavy usage of a product. Each rep is probably sending out multiple contracts per week. Secret #3: Growth & NRR.

Contract 99

Contract Price Growth User Experience 99

Salesforce

SEPTEMBER 27, 2021

Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 58

Go To Market Electricity Healthcare Education 58

CloserIQ

APRIL 8, 2019

Most startups spend more time thinking about the color of their logo than how to price their product. This might sound harsh, but here’s the truth: The color of your logo will not save you if you price your product wrong. Pricing is one of the most important parts of a startup’s sales strategy, but it’s often overlooked.

Price 59

Price Finance Sales Contract 59

Sales Hacker

OCTOBER 11, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. For example, when a rep improved ACV by 36% by packaging pricing differently, we didn’t stop there.

GTM 98

GTM X-functional Pipeline Construction 98

SaaStr

DECEMBER 11, 2024

AI can help discover preferences in contracts, understand how legal teams like to negotiate and implement that automatically in the software. One example from Ironclad, but something we all experience as a SaaS company is contract negotiation. This is where AI can come in.

B2B 95

B2B Contract Negotiate Legal 95

SaaStr

SEPTEMBER 12, 2023

Jason discusses two successful cold emails that he received and then funded – one from Mapistry that summarized the opportunity, customers, and growth profile, and one from Talkdesk that highlighted metrics, case studies, and go-to-market strategy when they were at $1M in ARR. But Not Lower Prices, Usually. Integrations 6.

Price 91

Price Contract Territory Quota 91

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 83

GTM Negotiate Profit margin Contract 83

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . The life of a CRO is all about results.

Drivers/motivators 108

Drivers/motivators Trust Legal Finance 108

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.

GTM 92

GTM Product Price Contract 92

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. However, a certain small subset of companies do run pricing of standard deals through the deal desk as well. What is a Deal Desk?

Legal 79

Legal Contract Price Negotiate 79

Hubspot

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products. Can I Afford To Be Patient?

Price 77

Price Niche Contract B2B 77

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Gatekeeper.

B2B 104

B2B E-commerce Cold Call Represent 104

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. The Takeaway There’s only so much you can cut.

GTM 70

GTM Growth Profit margin Contract 70

SaaStr

APRIL 5, 2024

How to Deal with Pricing in a Hyper-Competitive Environment If you’re in a crowded space, it can feel like a race to the bottom on pricing, but it doesn’t have to be. Do you need to discount to match competitors or buy them out of contracts to compete in this space? Instead, they’re pricing based on the value they provide.

Sell 76

Sell GTM Price Up-sell 76

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Average Selling Price (ASP). Average Selling Price is defined as the average value of your closed won deals. Infographic).

GTM 73

GTM Education Sales Contract 73

Sales Hacker

FEBRUARY 7, 2018

There are three clear tell-tale signs; INCREASE IN PRICE – Instead of $24,000 in ARR you start winning clients at $48,000 ARR. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. Pursue new accounts for example from SMB to Mid Market to Enterprise.

Growth 93

Growth GTM SQL Strategic partnership 93

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Price and product are only two of many operational GTM levers.

GTM 125

GTM Market share Growth Technology 125

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market. Where you end up on this continuum largely depends on your product, pricing, market, and buyer preferences.

Product 102

Product SQL Contract Sales 102

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 64

Product Contract Cross-sell Account management 64

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Be sure to offer growth-friendly plans in the form of tiered pricing models (usage or rolling seats) to accommodate their future growth. It’s no longer just an idea.

Sell 86

Sell Minimum Viable Product Objectives and Key Results Cross-sell 86

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). The ICP determines decisions across the company from the go-to-market to product strategy. Pricing and Packaging. Product usage. Revenue number.

Cross-sell 88

Cross-sell Legal Contract Price 88

Hubspot

NOVEMBER 29, 2022

Pricing is available upon request. Prices start at $25 per user each month. The best thing about this enterprise tool is the pricing part, which is more reasonable than other CRMs in the market plus the features are amazing, no less than the overpriced tools. Prices start at $12 per user each month. Aviso Predict.

Pipeline 87

Pipeline Price CRM Quota 87

SalesHandy

MAY 4, 2020

With the current economic landscape in view, you’ll probably need to redo your offerings and pricing structure to suit the needs of your new customers. While the targets might be met, you could end up sacrificing short term cash flow from selling products with delayed payments and lower pricing. Stay Safe and Healthy! Best, XYZ.

Pipeline 81

Pipeline Campaign Price Up-sell 81

SaaStr

DECEMBER 7, 2020

With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify. No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 67

Contract Growth Start-ups Closing 67

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. It was all about getting the contract.

Growth 82

Growth Cross-sell Contract X-functional 82

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. This is an example just of the oil market compared just from April 2019 to April 2020. Many of you may have noticed this past week, actually oil future prices went negative. So people were paying people to take their futures contracts.

Finance 81

Finance Government Price Contract 81

SaaStr

NOVEMBER 1, 2022

Pricing/Packaging (PP) is a key component of GTM. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. This community accelerates learning, shortens feedback cycles and helps build a world-class org. Proximity to customers helps too.

GTM 87

GTM Niche Cross-sell Contract 87

Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Essentially, what we do is we present each traveler with a price to beat. If they go below that price, they keep half the savings and the company keeps half the savings.

Contract 69

Contract Drivers/motivators Sales Price 69

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. Average Selling Price (ASP). The average selling price is the value of all closed deals. For recurring revenue businesses, ABSD is more cost-effective when the product or service has a higher price point. Target Addressable Market (TAM).

GTM 52

GTM Price Contract Sales 52

Lead Fuze

JANUARY 1, 2022

Who currently have job openings for marketing help. Understanding OEM software Pricing Models. OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. Pricing models. With the role of HR Manager. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. This changed the conversations with customers.

Growth 76

Growth Cross-sell GTM Up-sell 76

ConversionXL

APRIL 7, 2021

In that case the amount of money a customer pays you is low, but you sell at a higher volume so you sell more but at a lower price. The way you sell & market will be different. In this scenario, the customer is paying a few hundred thousand ($100,000+) but you have a low volume, high ticket price + addons.

GTM 98

GTM CRM Cross-sell Cold Call 98

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is. Key Takeaways.

Legal 52

Legal Prospecting Customers Contract 52

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52