Sales Hacker

SEPTEMBER 17, 2024

With a background leading marketing technology teams at high-growth startups like Ramp, Branch, and mParticle, Austin brings a wealth of expertise on the evolving MarTech and RevTech landscape. The post GTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin Hay appeared first on GTMnow.

GTM 125

GTM Contract CRM Technology 125

SaaStr

APRIL 2, 2025

So Freshworks started off as a low-end Zendesk competitor (Freshdesk), but relatively early expanded into a whole suite of related products for service and support, and most of its growth today is fueled by its lower-end competitor to ServiceNow, it’s “EX” products. Their EX Product is Primary Driver of Growth, Growing 33%.

Drivers/motivators 108

Drivers/motivators Contract B2B Growth 108

Sales Hacker

OCTOBER 11, 2024

Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines. 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. Document Crunch – announced a $21.5M

GTM 117

GTM X-functional Pipeline Construction 117

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. Dig deeper: How to measure what matters in account-based marketing The free trial user There are certain categories of technology where many vendors use a product-led growth (PLG) strategy.

B2B 116

B2B Contract Consult Price 116

Veloxy

DECEMBER 21, 2021

Not to mention the rapid results we received once we deployed Veloxy—300% funnel size growth in the first month, 400% sales growth by the second month.” signNow – Get it now here : Non-selling activity tied to proposals and contracts account for over 180 hours every year per salesperson. The contract was signed?

Tradeshows 348

Tradeshows Contract Sales Contact 348

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. Create environment for sales success The formula is simple: Existing revenue + Product-market fit + Growth + Unmet demand = Attractive opportunity for top sales talent.

GTM 97

GTM Territory Pipeline Growth 97

Martech

JANUARY 14, 2025

Dig deeper: Measuring marketings impact: From metrics to growth The new CMO playbook: Driving growth without the bloat What sets thriving CMOs apart in this budget crisis? When marketing helps close eight-figure contracts, budget conversations become much easier. The new model is about investing directly in revenue growth.

Pipeline 122

Pipeline Contract Growth Campaign 122

Search Engine Land

JULY 16, 2024

Provide strategies for reassessing digital businesses in the AI era to achieve long-term sustainable growth through ethical AI practices. While some authors and news media are fighting back with lawsuits against AI, others are establishing contract agreements for fair use of content.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

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 111

Cross-sell Construction Legal Contract 111

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

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. In sales, recency bias often influences how we evaluate leads.

Intrinsic 342

Intrinsic Clients Contact Contract 342

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 117

Finance Drivers/motivators Technique Contract 117

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. Dig deeper: How to align sales and marketing for revenue growth 2. And make digital signature tools like DocuSign or Adobe Sign your go-to for contracts. Unfortunately, as we learned in science class, of friction slows acceleration or can stop it altogether.

CRM 120

CRM Follow-up Sales Prospecting 120

Salesforce

AUGUST 15, 2024

How small business tools drive growth About 93% of today’s small business owners report using at least one technology platform to help run their businesses, according to a study by the U.S. Conga Contracts : Close deals faster with automated contract creation, controlled negotiations, eSignatures, and streamlined reporting.

Product 88

Product E-commerce CRM A/B testing 88

SaaStr

FEBRUARY 7, 2025

Its all flowing into AI and Growth, but its back. With AI Agents that do work for people, from coding to reviewing contracts, these are brand new dollars in software spend that didnt exist before. But without more growth, it usually gets you nowhere in the end. Its over if there was one at all in your category. But so what?

Legal 93

Legal Contract B2B Growth 93

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? Key takeaways.

Growth 120

Growth Contract Up-sell Product 120

Search Engine Land

JULY 25, 2024

In 2024, it is estimated that overall advertising spending growth in the U.S. Compare this to an average growth of 23.3% But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. will increase by approximately 10%. prior to 2020. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

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. The post Product-Led Growth Is Great. Or at least, they hoped so. What if we just add a Free edition?

Product 127

Product Growth B2C Contract 127

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

SaaStr

MARCH 13, 2025

Heres what Id look at: Pipeline Growth : Have they increased your pipeline metrics? Are there more demos, more contracts being drafted, and more deals in the works? Revenue Impact : Have they driven revenue growth? Waiting another 6-9 months will only cost you a year of growth. But are more good deals in in the funnel?

Pipeline 67

Pipeline Contract Quota Growth 67

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 Pop!

JULY 14, 2021

Your accountant could offer insights, but there are growth specialists who can help you give you the pros and cons of expanding at this very moment and if you can handle it. Leasing will save you lots of headaches, put less pressure on your monthly finances, and allow you to pick up a new lease at the end of your contract.

Profit margin 246

Profit margin Finance Negotiate Contract 246

SaaStr

AUGUST 15, 2023

How are CEO contracts typically structured? How are CEO Contracts Typically Structured? Dear SaaStr: What are the typical components of a CEO’s compensation? I’ll answer this from a start-up perspective, and assume you mean bringing in an outside CEO to run your start-up. appeared first on SaaStr.

Contract 98

Contract Start-ups Up-sell Sell 98

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

Sales Pop!

DECEMBER 23, 2021

For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process. Yet, your hybrid sales team has plenty of room for growth. As such, you can use these tips to drive sales and revenue growth across your hybrid team.

Sales 234

Sales Contract Drivers/motivators Growth 234

Salesforce

MARCH 13, 2025

Finding it can help your teams prioritize their efforts, guide how you invest resources, and measure actual success against your potential for growth. Knowing your SAM and TAM helps you plan realistic growth targets, so you can confidently expand your distribution and increase production. Sign up now Thanks, you’re subscribed!

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. Paired together, monetizing every field service visit while leaning into that customer trust sets the stage for revenue growth. Include sales expectations as part of your employment contracts.

Service 105

Service Growth Cross-sell Appointment 105

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 286

B2B Contact Clients Entertainment 286

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 109

Growth Contract Engineering Customers 109

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

SaaStr

DECEMBER 21, 2023

Median Revenue Multiples and Growth Rate is Down This chart is similar to the previous one but without the 10-year rate. Now, a light blue line shows the median consensus NTM growth rate for that same 100 software companies. By comparison, the median growth rate for these businesses from 2015-2017 was 27%. Why is that?

Growth 113

Growth Intrinsic Real Estate Start-ups 113

Search Engine Land

JULY 22, 2024

Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. By implementing the above strategies and remaining flexible, you can turn the challenges of the 2024 holiday season into opportunities for growth.

Niche 98

Niche Retail Promote Follow-up 98

SaaStr

MARCH 5, 2025

Snowflake is on a tear again: $4B ARR (just about) 28% revenue growth 44% free-cash flow last quarter (WOW!), And it promises a strong run of growth for Snowflake in the coming years. And a great deep dive with Snowflake’s CMO at last year’s SaaStr Annual on how they planned for 2025 growth: No, it’s 2025.

Contract 70

Contract Price Growth B2B 70

SaaStr

JANUARY 30, 2021

New Products and Workflows Fuel Growth After $1B in ARR. The “core” product often takes you quite far — farther than you’d think — but as some side of $1B in ARR, you need another product to fuel growth from the customer base. Now as we’ll see below, they do sign 3+ year contracts :).

Contract 141

Contract CRM Growth Presentation 141

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? It was inevitable. This is important.

Growth 103

Growth Cross-sell GTM Up-sell 103

SaaStr

OCTOBER 23, 2024

” Investing for growth has been pretty flat year over year for SMBs, which means there is money there, but they’re holding onto it. 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.

Customers 123

Customers Networking UX Engineering 123

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. In the wake of all the volatility and economic uncertainty, are you still focused on growth? That’s my key takeaway.

Growth 101

Growth Up-sell Start-ups Follow-up 101