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. You can download it here. And as time goes on, that doesn’t really help you much.

Contract 145

Contract Closing Customers Sales 145

SaaStr

FEBRUARY 8, 2025

At Slack, they completely reimagined CS as a growth engine. Their unique contract structure, where additional seats came at no extra cost during the contract term, meant CS could focus entirely on driving valuable adoption that would translate into massive expansion revenue at renewal time.

Customers 105

Customers Government Contract Strategize 105

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 122

GTM Contract CRM Technology 122

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 117

B2B Contract Consult Price 117

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 113

GTM X-functional Pipeline Construction 113

SaaStr

JANUARY 15, 2025

.” Fast forward to today, and six years later, Marchelle has built a 25+ person SMB sales team handling both high-volume inbound and outbound that has helped Mangomint achieve its incredible growth. ” From growth teams, to support teams, Mangomint’s standard it turning its own employees into product experts.

Contract 107

Contract Sales Cold Call Trust 107

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

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 123

Pipeline Contract Growth Campaign 123

Iannarino

JULY 28, 2021

The Gist: Teaching salespeople to avoid making cold calls stunts their growth and development. The ability to have a synchronous conversation is also the key to acquiring the other benefits, some of which may seem counterintuitive but will still enhance your professional growth and development. Eliminating Fear of Your Client.

Cold Call 352

Cold Call Clients Contract Meeting 352

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 116

Finance Drivers/motivators Technique Contract 116

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 112

Cross-sell Construction Legal Contract 112

SaaStr

JANUARY 25, 2025

Flexible Payment Terms Are Your New Secret Weapon The old way of rigid annual contracts isn’t cutting it anymore. A Key Learning: Growth vs. Pragmatism The “growth at all costs” era is over. The new playbook is about pragmatic growth.

Contract 93

Contract Growth Pipeline CRM 93

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 66

Pipeline Contract Quota Growth 66

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 110

Growth Contract Customers Sales 110

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 332

Intrinsic Clients Contact Contract 332

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 89

Product E-commerce CRM A/B testing 89

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 121

CRM Follow-up Sales Prospecting 121

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 91

Legal Contract B2B Growth 91

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 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 117

Growth Contract Up-sell Product 117

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Instead, they should be recognized as strategic thinkers, relationship builders, and growth drivers. Sales champions are key contributors to a sales teams success. You know this.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

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 124

Product Growth B2C B2B 124

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 120

GTM Growth Referrals Contract 120

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

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 68

Contract Price Growth B2B 68

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

Partners in Excellence

MARCH 7, 2025

They sold very complex configurable systems, so time had to be spent with experts configuring them, pricing them, developing contracts. In young high growth organizations, we spend the time because there is no one else, but as the organization grows and people can do those functions, too often, we keep doing what we’ve always done.

Contract 62

Contract Legal Represent Meeting 62

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 282

B2B Contact Clients Entertainment 282

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 107

Growth Contract Engineering Customers 107

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

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

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 111

Growth Intrinsic Real Estate Start-ups 111

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. So then it can help them to really move to be more digital and accelerate their growth as well. Fred Viet: Yeah. Partnership is a fun beast.

GTM 114

GTM Sell Customers Cold Call 114

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

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 120

Customers Networking UX Engineering 120

Hubspot

AUGUST 27, 2024

Up to 5% margin growth. AI pricing helps to maximize revenue and profitability while ensuring that prices remain competitive and aligned with market trends. Benefits of Applying AI to Pricing According to Accenture, AI pricing strategies such as personalized and dynamic pricing can generate outcomes such as: Up to a 15% increase in revenue.

Price 72

Price Profit margin Contract Retail 72