SaaStr

DECEMBER 16, 2021

How do you take good revenue growth to great revenue growth? Intercom CEO Karen Peacock reveals the top strategies that accelerate revenue growth and the steps to take your business to the next level. . Yet your top-level numbers may actually obscure critical information that could help with company growth.

Growth 109

Growth B2C Contract Price 109

SaaStr

JANUARY 1, 2022

Dear SaaStr: What is a Good Refund Policy for a SaaS Product? SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. And no refund for any part of an annual, signed contract. You signed the contract”. Take a reserve.

Product 115

Product Contract Commission Customers 115

Iannarino

MARCH 2, 2023

The good news is, by helping your buyer with problems related to making a purchase decision and implementing change, you increase your chances of solving the other problems that cause a prospective client to buy your product or service. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 276

B2B Contact Clients Entertainment 276

Sales Pop!

AUGUST 20, 2022

For major accounts are ecosystems of growth and with the business won, your ability to deliver with excellence sets the stage for long-term growth. In my discussion with the CSO, we focused on just how to make that long-term growth happen by focusing on the teaming of sales and delivery. That’s the major account world.

Growth 98

Growth Pharmaceutical Contact Referrals 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

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. Waited to monetize platform, like Shopify.

Contract 141

Contract CRM Growth Presentation 141

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. Supercharge field service with AI Learn what high-performing service teams are doing with AI and automation to boost field service productivity. Include sales expectations as part of your employment contracts.

Service 105

Service Growth Cross-sell Appointment 105

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 111

Growth Contract Engineering Customers 111

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

Salesforce

JUNE 2, 2022

People often ask me how Salesforce drives revenue growth the way we do. Salesforce’s revenue has been on a firm upward trajectory for years, and every year we see terrific growth. Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). This keeps our focus on continued growth.

Pipeline 98

Pipeline Engineering Growth Territory 98

SaaStr

JULY 25, 2022

FastSpring’s VP Product, Strategy, and General Manager of IQ, Kurt Smith, explores evidence-based principles to help SaaS companies avoid common pricing mistakes without getting lost in analysis and data. Pricing is generally considered one of the most impactful drivers of business growth. link your value metric to customer success.

Price 111

Price Product Drivers/motivators Contract 111

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 109

Price Growth Objectives and Key Results Cross-sell 109

Veloxy

JUNE 23, 2021

Sure, it may seem challenging at first, but assembling a winning sales team is key to bolstering the growth of your business. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Martech

AUGUST 19, 2024

Robinson described the churn problem as a result of being “in a high churn product category with a high churn buyer persona.” I knew about high-churn products. They tend to be relatively inexpensive and easy to deploy, usually project-based tools or products that are relatively easy for competitors to replicate.

B2B 126

B2B Contract Consult Price 126

SaaStr

JULY 31, 2020

The economy has contracted at a record rate of -33%. IT budgets come from the cash generated from selling end products to people. But they also both warned of potential lower growth during the rest of 2020. Azure and Google Cloud also saw growth begin to slow. As it should be, when the economy contracts 33%.

Contract 138

Contract Growth Closing Sell 138

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.

Growth 104

Growth Cross-sell GTM Up-sell 104

Cerebral Selling

AUGUST 8, 2022

And in times of crisis, two things can happen: Fear and distraction give way to diminished revenue production, quota attainment, and rash decisions to leave for greener pastures (which we know don’t often exist). History tells us massive inflation and uncertainty follows explosive economic growth. The experience is the product.

Sales 214

Sales Contract Clients Quota 214

ClickFunnels

OCTOBER 12, 2021

A lead is a potential customer who has: Expressed an interest in your product or service. Meaning: Someone who hasn’t expressed an interest in your product or service but whose contact details you have somehow obtained isn’t a lead (e.g. You offer the potential customer your least expensive and least valuable product.

Lead generation 244

Lead generation Contact Contract Price 244

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. They are the same product but with different tiers of functionality. What is Marketing Cloud Advanced Edition and how does it differ from Growth Edition?

Territory 126

Territory Launch Growth Contract 126

SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Many product-led companies do not go to market with the right pricing.

Contract 116

Contract Price Growth User Experience 116

SaaStr

MARCH 6, 2024

Then, they brought out a competing product :). 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.

Contract 114

Contract Engineering B2B Growth 114

SaaStr

SEPTEMBER 11, 2024

Note: Rubrik’s ARR and growth numbers remain a bit confusing as it transitions 100% to SaaS-based revenue). The demand for cybersecurity products that work remains unbowed! 120% NRR Fuels 35% Growth It’s hard to keep growth above 30% if your NRR is suffering. .… Rubrik’s isn’t. Go Rubrik, Go!

Contract 123

Contract Growth Pitch Trust 123

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

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 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!! Zoom’s second big product, Phone is important. Just about everyone needs a second core product after $1B ARR. Double woah. Phone is Zoom’s. #2.

Contract 140

Contract Growth Customers Product 140

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? When implementing a new tool, avoid going from zero to 60 out of the gate by purchasing all the bells and whistles and product add-ons.

Contract 121

Contract Objectives and Key Results Technology Technology 121

Veloxy

DECEMBER 28, 2023

Download Now: The Big Blue Book of Field Sales Outside Sales Reps — flip to the chapters on outside sales productivity, mastering the art of in-person selling, and how to shorten your sales cycle. and embark on this journey to master the art of field selling together! Grab a warm coffee or tea and let’s get started!

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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. The main reason seems to be to ensure they put in the work to deploy SmartSheet into production.

Contract 145

Contract Cross-sell Price Growth 145

Salesforce

JUNE 21, 2022

To increase productivity, managers need to ask their teams how they want to work — and support that. autonomy, productivity goes up, burnout decreases, and wellbeing increases,“ said Carson Tate, managing partner at Working Simply , a consulting and executive coaching firm. Explore Slack. Do a meeting audit.

Product 98

Product Consult Contract Meeting 98

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. You should stand behind your product and sign up for those until you have a real brand in the space. I had to try. .

Price 130

Price Contract Referrals B2B 130

SaaStr

APRIL 10, 2024

Fast forward to today, it’s settled into a very mature leader, with slow growth but impressive efficiency … at a stunning $2.4 Operating Margins are a wildly impressive 33%, but revenue growth has slowed to a very mature 6%, and paid customer count actually dropped last quarter. It wants efficient growth.

Drivers/motivators 120

Drivers/motivators Price Contract Growth 120

SaaStr

DECEMBER 9, 2021

But Samara’s incredible growth makes it look that way. Multiple Products and Applications are Key to Growth at Scale. Multiple Products and Applications are Key to Growth at Scale. So without doubling its product footprint, Samsara would be less than half the size it is today. And a few more: #6.

Transportation 119

Transportation Contract Growth Represent 119

Salesmate

FEBRUARY 11, 2020

Here are the 7 steps of the Sandler sales method: Bonding and rapport Up-front contracts Pain Budget Decision Fulfillment Post-sell. Basically, the sales rep will communicate to build a relationship, not to sell a product. This bond will eventually lead the prospect to buy the product in the future. Up-front contracts.

Cross-sell 136

Cross-sell Contract Sales CRM 136

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. We of course help them with this endeavor, but after deep analysis, we almost always observe a large untapped opportunity for growth within their current customer base.

Cross-sell 112

Cross-sell Customers Growth Contract 112

SaaStr

JANUARY 15, 2021

Like Atlassian, Qualtrics bootstrapped all the way to the growth stage, and did it outside of the SF Bay Area. Only annual contracts, and plenty of professional services (25% of revenue). 99% of its customers are on annual contracts, and 25% of its revenue is from professional services. Just think about that for a minute.

Contract 126

Contract Growth Up-sell Service 126

SaaStr

OCTOBER 29, 2021

There, Amplitude has become part of the core product stack for many SaaS and software leaders for product analytics. But Amplitude has 51% growth in paying customers on top of 57% overall growth. Having that high a ratio is a strong sign of future growth, and something important to track. #3. More on that here.

Contract 124

Contract Growth Engineering Product 124