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 122

Growth Contract Up-sell Product 122

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 308

Intrinsic Clients Contact Contract 308

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

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 110

Growth Contract Engineering Customers 110

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

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. Optimize your hiring plan for the fact that your CS team should have some commercial term experience as they’ll be negotiating contracts.

Growth 98

Growth Customers Negotiate Contract 98

SaaStr

NOVEMBER 30, 2024

While it feels risky to make a change quickly, waiting 6-9 months to see if things improve will cost you an entire year of growth. The 90-Day Revenue Test While 30 days is enough to evaluate their hiring decisions, you should see clear revenue improvements within 90 days (or one full sales cycle).

Pipeline 122

Pipeline Contract Sales Growth 122

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 115

Growth Intrinsic Real Estate Start-ups 115

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 276

B2B Contact Clients Entertainment 276

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

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 101

GTM Growth Referrals Contract 101

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 102

Growth Cross-sell GTM Up-sell 102

Martech

NOVEMBER 7, 2024

The not-so-hidden high costs and long contracts ABM platforms are expensive. Many providers require long minimum contracts, often locking companies into a year or more of service with six-figure annual fees. Agency partners Consider working with an agile and modern agency partner specializing in ABM.

B2B 133

B2B Contract GTM CRM 133

Veloxy

FEBRUARY 15, 2024

These podcasts cover a diverse range of sales topics, including mastering the sales funnel, customer relationship building, sales psychology, leadership, personal growth, and the latest sales trends and innovations. Real Sales Talk is an excellent resource for individuals seeking modern techniques and business growth tips.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

MARCH 6, 2024

Billion, ARR, so at the edge of still being in growth mode. 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. Their multi-million dollar contracts are 30%. #5.

Contract 112

Contract Engineering B2B Growth 112

Martech

OCTOBER 19, 2023

To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500. This means that your revenue from the last year is $157,500. My advice is to monitor this metric in dynamics compared to the previous period.

Product 136

Product Contract Drivers/motivators SQL 136

SaaStr

OCTOBER 9, 2024

Wiz’s epic growth — and saying No to Google’s $22B offer — gets the attention. or 10x ARR a wildly successful and committed repeat founder CEO who did it again , just much bigger Growth isn’t quite as crazy as it was at $1.5B But strong, strong growth paired with a reasonably efficient model.

Non-Profits 124

Non-Profits Contract Growth Closing 124

Salesforce

SEPTEMBER 19, 2024

Earlier this year, Salesforce launched the Marketing Cloud Growth Edition , a version of our product that is designed with the challenges and goals of small businesses in mind. What you will learn in this blog What is Marketing Cloud Advanced Edition and how does it differ from Growth Edition? Fewer employees, tighter budgets?

Territory 126

Territory Launch Growth Contract 126

SaaStr

DECEMBER 27, 2020

Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually. It’s a reminder why there is such a premium paid from VCs and others for growth today. And why VCs don’t really want to fund folks with good-but-not-great growth anymore. This means New Relic trades at just 6.6x

Contract 136

Contract Cross-sell Price Growth 136

SaaStr

JUNE 29, 2022

Fast forward to today, and its still that — but even more, it’s an enterprise CX solution with $250k+ deals driving growth. #3. Going beyond “ticketing” has been key to growth — its Suite editions, with voice, forums, routing, etc. At 30% annual growth, this higher NRR is a key driver of growth at well.

Drivers/motivators 119

Drivers/motivators Contract Growth Price 119

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. Marketing contracts are short, typically less than 1 year. It’s called Doximity and it’s worth $6.5

Contract 133

Contract Growth Networking Up-sell 133

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. For example, if you’re trying to drive user growth, you want the least amount of pricing friction.

Price 105

Price Growth Objectives and Key Results Cross-sell 105

SaaStr

SEPTEMBER 11, 2024

Note: Rubrik’s ARR and growth numbers remain a bit confusing as it transitions 100% to SaaS-based revenue). Our outstanding second quarter results show fast growth at scale and business momentum, highlighting the demand by our customers for complete cyber resilience. Most likely because it’s not cash flow positive yet.

Contract 122

Contract Growth Pitch Trust 122

SaaStr

OCTOBER 16, 2020

No one ever got fired here for deploying a market leader … Long-Term Contracts. But getting customers to sign 3+ year contracts does work. You can buy out these contracts, and break them. But 3-year contracts are a partial moat. No Contract At All. Yes, a long-term contract is a “stick” moat.

Contract 145

Contract GTM Trust Customers 145

SaaStr

DECEMBER 9, 2021

But Samara’s incredible growth makes it look that way. 0-$500m in ARR in 6 years 72% growth rate at $500m ARR From 64 $100k+ customers in 2019 to 715 today LTV:CAC ratio over 8x pic.twitter.com/lIN3PE1Ehw. Multiple Products and Applications are Key to Growth at Scale. Adding $100k+ customers has been key to growth.

Transportation 119

Transportation Contract Growth Represent 119

SaaStr

MAY 23, 2022

But you can’t cut your way to growth. No matter what the contract says, get the renewal invoice out at least 60 days prior to expiration and ask for payment no later than the contract end date. Without making any other real changes, and without impacting growth at all. So what should a CEO do? A few simple thoughts: 1.

Contract 129

Contract Negotiate Growth Price 129

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 126

B2B Contract Consult Price 126

SaaStr

MARCH 3, 2021

And Zoom has seen growth in SaaS like we’ve never seen before. A stunning 369% growth from a $188m quarter a year ago … to an $882m quarter just now!! On the one hand, Zoom added 1,000 more $100k+ ACV customers in the past 12 months — simply incredible growth of 156%: #3. Double woah. Zoom doesn’t. #7.

Contract 140

Contract Growth Customers Product 140

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. History tells us massive inflation and uncertainty follows explosive economic growth.

Sales 214

Sales Contract Clients Quota 214

SaaStr

FEBRUARY 1, 2022

Asana’s biggest growth is in its $50k+ deals, but its ACV is still just $3,600 … or $300 per month. Pretty amazing to see end-users without budget using a Free edition still driving the majority of growth at $150m+ ARR. And they don’t push annual contracts. Not pushing annual contracts helped MongoDB scale.

Contract 145

Contract Cross-sell Price Growth 145

Martech

MAY 15, 2024

Over the years, when adding tools to my marketing departments, I always run through a basic checklist to confirm scalability and flexibility: How will this tool accommodate growth as our business expands? Does the contract allow for additional licenses and/or products to be purchased as the business ebbs and flows?

Contract 121

Contract Objectives and Key Results Technology Technology 121

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Save them for when growth truly slows. “1 year contracts for enterprise software. Jason, ed. :

Price 130

Price Contract Referrals B2B 130

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 125

Contract Growth B2B Contact 125

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.

Contract 140

Contract Price Growth Service 140

SaaStr

NOVEMBER 8, 2022

For years, it was Growth, Growth, Growth. Not, for the first time in a long time, it’s Growth + Profits. Now once you hit say, $5m ARR, and the renewals kick in (which rain cash), and the pre-paid annual contracts kick in … you should be able to pull in 120% of your MRR even month in cash, possibly even more.

Quota 119

Quota Contract Price Growth 119

Cerebral Selling

MARCH 18, 2024

This creates unnecessary tension and leads to decreased team morale and loyalty, ultimately limiting your growth and development as a leader. As a sales leader, it’s essential to recognize the delicate balance between helping your team and hindering their growth.

Objectives and Key Results 175

Objectives and Key Results Legal Negotiate Trust 175

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. 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. 5 Interesting Learnings: #1.

Contract 120

Contract Price Growth Launch 120