Martech

JULY 3, 2023

Below, I share some of the strategies and tactics that were once popular in a well-funded environment, but which are no longer sustainable or deliver reduced returns. Making marketing an afterthought When marketing is done incorrectly, you can severely injure your brand. Of course marketing budgets will fluctuate.

Go To Market 109

Go To Market GTM Strategize Growth 109

SaaStr

JULY 29, 2021

The strength of our growth comes from our ability to create loyal and highly satisfied customers,” said Sydney Sloan, CMO of SalesLoft. “By Partner ecosystems are having incredible growth as brands seek to compete for differentiation and market share,” added Jason Lemkin, SaaStr’s CEO & Founder. Yes, I want a demo.”

Promote 111

Promote Government Contract B2B 111

Search Engine Land

OCTOBER 17, 2023

Consider a blog on why {client} customer service is key to their growth. Reddit If you’re a challenger brand trying to take market share from a bigger fish, you may find that the brand itself has its own subreddit (as in this NerdWallet example ). Poor customer service? Missing a key feature that users are craving?

Angle 117

Angle Strategize Strategic planning Territory 117

SaaStr

AUGUST 16, 2023

So Toast has significant market share, but it hasn’t tapped it out yet at $1.1 Going Multi-Product is the Key to Growth at Scale. Customers are SMBs But Still Sign 1-3 Year Contracts. While numbers vary, the number of restaurant locations in the U.S. is likely around 750,000. Billion in ARR. #3. But the U.S.

Contract 98

Contract Up-sell Market share Growth 98

Salesforce

OCTOBER 12, 2021

The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Growth isn’t just describing the financial valuation of a business anymore. It’s a broader term, inclusive of growing talent, market share, brand relevance.

Gaming 98

Gaming Cross-sell Sales Finance 98

Search Engine Land

NOVEMBER 17, 2022

In 2022, mobile makes up 49% and desktop makes up 46% (total visitor growth increased by 504%). As mobile internet usage has grown over the past 10+ years, so has it increased from the perspective of search market share. Get the daily newsletter search marketers rely on. Why doing PPC by device is important. Performance.

CTR 98

CTR Campaign Engineering Contract 98

Sales Hacker

AUGUST 7, 2020

They also have well-developed workflows for lead-processing and drafting and revising of contracts. As the company scales up due to growth, more formalized procedures and processes will be put in place. Start-ups often develop informal workflows from “scratch.” There is no “ we have always done it this way. Sales Support.

Start-ups 110

Start-ups Non-Profits Territory Sales 110

PandaDoc

AUGUST 23, 2024

You can streamline your sales documentation process with PandaDoc , which caters to the needs of SalesOps and RevOps by automating proposals, contracts, and e-signatures. Objective Drive overall revenue growth and improve the customer experience by enhancing collaboration and leveraging data insights.

Strategize 52

Strategize Contract Territory CRM 52

SBI

DECEMBER 28, 2020

It’s a very powerful combination that will enhance our customers’ abilities to use our purchase intent data to grow their revenues and increase their market share.” It allows us to increase our original content, grow our opt-in audience of registered members and add a material amount of proprietary first-party purchase intent data.

Closing 50

Closing Finance Contract Cross-sell 50

SaaStr

NOVEMBER 19, 2019

WebPT achieved 30% market share and transformed an entire vertical with a purpose-built solution in a tech-averse industry. Fast forward today, as Becky mentioned, we have almost 13 thousand practices using our platform, which equates to just shy of 40% market share, and over 65 thousand users hitting our platform every single day.

Closing 74

Closing Customers Niche Cross-sell 74

Search Engine Land

JANUARY 7, 2023

2014: Ad network Chitika released a new tool that provided a user percentage or traffic market-share breakdown of PC operating system and search usage on a state-by-state basis. Apparently In Limbo, As Contract Running Out. Summly was acquired by Yahoo in March 2013 for an estimated $30 million. Where’s AP In Google News?

Engineering 91

Engineering Non-Profits Electricity Networking 91

Openview

APRIL 3, 2018

You need to decide what you are optimizing for – new logo acquisition, deal size, multi-year contracts, payment terms, etc. For example, as an early stage startup, your goal may be coverage – you need to land as many logos as you can to beat out your competitor and grab market share.

Commission 72

Commission Account management Quota Sales 72

Highspot

AUGUST 18, 2024

Example impact questions are: Are these challenges impacting your revenue or market share? They could be upcoming contract expirations, budget cycles, or regulatory changes. Are there any contracts or vendor agreements expiring soon? What would resolving this issue mean for your team’s productivity?

GTM 52

GTM Retail Drivers/motivators Contract 52

SaaStr

NOVEMBER 26, 2019

We ended up capturing 92% of this health care market share within the state of Michigan. We ended up creating a healthcare app that connected all the substance abuse manage care agencies with their providers, and their payers, and the state system. It was truly the time of my life. I mean, who wants to sell old stuff?

Inside sales 118

Inside sales Sales Up-sell Pipeline 118

SaaStr

JUNE 2, 2021

And you’re always up against an incumbent or competitor that has more market share. And I can’t make out a single logo, which of course is purposeful, just to show how crowded marketing tech is. And why do they do that? Well, hybrid matters because SaaS today, is so mature. Looker is kind of similar.

Sales 98

Sales Up-sell Price Start-ups 98

Gong.io

AUGUST 15, 2022

Why is analyzing it so crucial to continued business growth and success? Every percentage point you can bring churn down has massive implications for future revenue growth. Analyzing recurring revenue from existing customers shows opportunities for revenue growth and helps establish a company’s valuation. Conclusion.

Non-Profits 62

Non-Profits Clients Education Start-ups 62

Highspot

JANUARY 14, 2024

Clarify the Virtual Selling Process There may be apprehensions about information security and contract signing for customers new to online sales interactions. Competitors using these modern platforms may outpace you, potentially capturing your market share.

Quota 52

Quota Sell Sales Contract 52

ConversionXL

NOVEMBER 17, 2022

The more you know about your customers and market, the more effectively you can run your business. Digital analytics helps drive growth by using what’s happened in the past and what’s happening in the present to improve what happens in the future. Learn how to measure your conversion rate to accurately calculate growth.

A/B testing 106

A/B testing UX Objectives and Key Results Non-Profits 106

SalesHandy

JULY 12, 2022

Here are a few criteria you can use to identify your best customers: Most loyal customers (ones that have stayed with you the longest) Most profitable deals Customers that have brought in the most amount of referrals Customers with the most upsells/cross-sells Most satisfied customers Customers with the most number of contract renewals.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

JULY 29, 2022

Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product. In other words, is it make sense to just try to grab market share and go free and then try to cash in revenue later?

Price 111

Price Product Start-ups Niche 111

Cience

JANUARY 10, 2020

We have adjusted our marketing, SEO, and online advertising to reflect the different value of our mobile traffic. ”. Ottomatias Peura Head of Growth at Speechly. Considering the growth of mobile traffic, mobile search has been overtaking desktop. Marketers weren’t eager to share their conversion rates with us.

B2B 54

B2B B2C Retail Clients 54

Cience

JANUARY 10, 2020

We have adjusted our marketing, SEO, and online advertising to reflect the different value of our mobile traffic. ”. Ottomatias Peura Head of Growth at Speechly. Considering the growth of mobile traffic, mobile search has been overtaking desktop. Marketers weren’t eager to share their conversion rates with us.

B2B 52

B2B B2C Retail Clients 52

ConversionXL

APRIL 24, 2019

A mid-season trade for a player in the final year of a contract provides a short-term roster boost. But it delivers year after year of new talent—talent that’s under contract for years to come. That cost creates inertia that keeps users on an existing network and slows the growth of new ones. Network effects. Image source ).

Hospitality 122

Hospitality Non-Profits Networking Electricity 122

SaaStr

AUGUST 19, 2022

And we now got to this point of one to $2 million in ARR across about 50 to 60 contracts. So the new sales leader is trying to figure out, can we go further up market? And so, eventually, the growth plateaus. You need to be honest, if you have product market fit. The ROI is amazing. It’s working well.

Niche 110

Niche Follow-up Start-ups Closing 110

Gong.io

FEBRUARY 9, 2019

Our reps search for the company on LinkedIn, and learn more about the account: They see a wealth of information: growth rates, employee count, even the number of employees in sales: This gives our reps the “ammo” they need to predict this company’s pain points. Start Your Meeting with an “Upfront Contract”.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Hubspot

OCTOBER 28, 2019

This immediately boosts both revenue and profit, which the company can utilize to expand marketing and distribution, as well as cover R&D costs. When price skimming is their tactic, companies know that their market share will be small to start. Doesn’t make sense: contracting, consulting, and professional services.

Price 60

Price Profit margin B2B Entertainment 60

Spiro Technologies

DECEMBER 2, 2022

Which is how we’re managing through the change at retail, by increasing our market share because everybody is under pressure. Everybody is under pressure, and we’re just widening our market share. Adam Honig: Some guy it was when he saw the sign on the building for another guy’s when he had a signed contract.

Closing 52

Closing Retail Manufacturing Up-sell 52

SaaStr

JUNE 28, 2019

Harry Stebbings: So first I want to start on the matter and if we hear ACV so much, average contract value, just how important is it and is it the most important metric? They are profit, cash, growth, and market share. If we look at our growth rate, well that’s really funnel metrics.

Price 55

Price Cross-sell Up-sell Start-ups 55

SaaStr

JUNE 7, 2019

Learn what he did differently the second time around and the specific decisions he made to drive growth among B2B companies with Brex. We weren’t optimizing for prices, we’re in uncharted water, we’re creating a new category, and for us it was like market share and creating a new space as quickly as we can.

Price 63

Price Contract Up-sell Product 63

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Hence the importance of pragmatists as a market segment. Indeed, they are the ones primarily responsible for dragging companies back into the chasm.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

MARCH 15, 2025

So when growth slows, the conversations change. Forcing customers to buy multi-year contracts. You start to hear a lot of excuses for underperforming management when growth slows. That energy has to go into winning, into gaining market share, into getting back to growth. Deleting low-end and free editions.

Growth 66

Growth Contract Price Market share 66

SaaStr

FEBRUARY 10, 2025

25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. CEO Tim Zheng came to SaaStr Annual to share the deep dive on the journey from SLG to PLG here: Initial Challenges and Market Position In 2019, Apollo.io

Growth 66

Growth Product A/B testing Strategize 66