SaaStr

MAY 1, 2021

In scaling the cash-flow side of SaaS, there’s almost nothing more powerful than a nnual contracts combined with prepaid cash. At Adobe Sign / EchoSign, half the reason we went cash-flow positive at about $5m in ARR was prepaid annual and multiyear contracts. It’s just such a huge benefit. A great example is Zoom.

Contract 114

Contract Trust Price Up-sell 114

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 94

GTM Territory Pipeline Growth 94

SaaStr

MARCH 31, 2020

In today’s crazy world, more and more vendors are seeing customers that want to cancel annual or longer contracts. The simple answer “of course” in that yearly contracts can’t be canceled — per se. That’s the whole point of whatever explicit or implicit discount you give for doing a yearly contract (vs. What should you do?

Contract 123

Contract Customers Service Process 123

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

Veloxy

DECEMBER 21, 2021

Salesforce is meant to be used collaboratively across the whole organization, from Sales to Marketing, and Human Resources to Customer Service. 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.” The contract was signed?

Tradeshows 348

Tradeshows Contract Sales Contact 348

SaaStr

MAY 8, 2021

An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now! Annual contracts require P.O., Don’t force annual contracts where they don’t fit.

Contract 122

Contract Legal Commission Finance 122

Salesforce

AUGUST 15, 2024

For sales and service teams, customer relationship management (CRM) software is an essential part of the puzzle. Customer support The tool you choose should have easily accessible help resources for your customers, including live chat, email and phone support, or chatbots and self-service options. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

Martech

DECEMBER 1, 2022

Sendoso, the corporate branded gifting service, this week announced the launch of a freemium offering, Sendoso Express. With no contracts, subscriptions or fees, it is aimed at the SMB market. Sendoso Express is intended, of course, to make SMBs aware of Sendoso’s paid services. ” Why we care. An onboarding strategy.

Launch 125

Launch Service B2B Contract 125

Martech

FEBRUARY 21, 2025

Self-service mix model: This model supports organizations desiring granular control over model specifications, focusing on data scientist adoption and complex analytics. House of brands: Designed for organizations seeking to standardize and scale their MMM approach across multiple brands, emphasizing data management and media optimization.

Finance 118

Finance Drivers/motivators Technique Contract 118

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.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

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. Delivering a Variety of Products/Services. Holding Long-Term Contracts.

Clients 213

Clients Contract Up-sell Growth 213

SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. Look at $100B market cap Service Now , which is very, very enterprise. Customers often sign 3+ year contracts, and architect their entire business processes around ServiceNow. The post Product-Led Growth Is Great.

Product 124

Product Growth B2C Contract 124

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. And getting it right during the lean years, Bain reports , has a massive impact on companies’ growth rate after things improve: ( Image source ). Tim Stewart, trsdigital. But nothing gets better if we stand still.

Growth 121

Growth Non-Profits Price Promote 121

Hubspot

AUGUST 27, 2024

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. Up to 5% margin growth. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market.

Price 72

Price Profit margin Contract Retail 72

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 285

B2B Contact Clients Entertainment 285

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. They need to be able to, I would say, build services on top of the software. And it’s not my business to do, I would say, professional services.

GTM 118

GTM Sell Customers Cold Call 118

Search Engine Land

JULY 22, 2024

Track which products are expected to have high conversions and work with your PR and affiliate teams to get your products and services listed at the top. 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.

Niche 98

Niche Retail Promote Follow-up 98

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

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

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. In the Winter ’25 release, we are expanding new functionality in Account Engagement to all customers on Growth, Plus, Advanced, and Premium. Cross-Object Merge Fields.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help. This involves tailoring your offer.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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

Sales Pop!

MAY 20, 2023

One of my core principles is that a good sales contract, at the end of the day, hurts both sides just a little bit—not too much on one side or the other, but just a little bit on both. In today’s business, the ultimate goal is only “growth, growth, growth!” This is the very definition of fairness.

Appointment 243

Appointment Education Sales Contact 243

Sales Pop!

APRIL 18, 2024

Digital Innovation: Catalyst for Change Digital innovation encompasses a wide array of technologies and practices aimed at improving processes, products, and services through the use of digital technologies. Finance: Blockchain revolutionizes financial services by enabling faster, cheaper, and more transparent transactions.

Technology 130

Technology Technology Healthcare Government 130

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

FEBRUARY 1, 2022

60% of Asana’s customers come from self-service, 40% from sales. 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. It has both (x) 1.5m

Contract 145

Contract Cross-sell Price Up-sell 145

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. There are some obvious levers for growth in this stage of the sales pipeline. If you are providing a service, offer at least three price options to a potential client.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

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. Has provided you with their contact details (typically their email address).

Lead generation 244

Lead generation Contact Contract Price 244

Martech

OCTOBER 19, 2023

It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches. 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.

Product 131

Product Contract Drivers/motivators SQL 131

PandaDoc

MARCH 25, 2025

Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. Smaller teams with heavier workloads Enterprise teams have dedicated proposal writers, contract specialists, and sales engineers. The result?

E-commerce 52

E-commerce Contract Legal Price 52

Sales Pop!

JANUARY 8, 2024

In this article, we’ll focus on virtual data room providers overview , offering an overview of their services and guiding you in making an informed decision for secure data management. Precision in data management empowers businesses to base decisions on facts, optimize operations, and unearth avenues for growth and innovation.

Government 130

Government Contract Negotiate Legal 130

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.

Contract 122

Contract Growth Up-sell Service 122

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. 7% of Revenue from Professional Services — down from 12% in 2018. Just under 7% of their revenues come from services. #4. 80% of customers sign multi-year contracts.

Contract 140

Contract Price Growth Service 140

ClickFunnels

SEPTEMBER 27, 2021

Note that someone who simply expressed interest in your services by, say, visiting your law practice website, is not a lead unless they have also provided their contact details. Analyze what traits your existing clients have in common, then use that information to target people who might benefit from your services.

Referrals 237

Referrals Legal Lead generation Non-Profits 237

Martech

FEBRUARY 7, 2025

Done right, its your catalyst for sustainable growth, propelling you to long-term profitability and customer success. The ICP is a foundational concept, not an intellectual exercise, that aligns resources organization-wide The C-suite, marketing, sales, service and CX. What truly sets you apart is your ideal customer profile (ICP).

GTM 73

GTM B2B Drivers/motivators Manufacturing 73

Search Engine Land

JUNE 26, 2024

If you’re ready to realize the full potential of links for your brand or business, this guide will show you the best link building services to watch in 2024. What are reputable link building services? A reputable link-building service also: Conducts competitor research. So let’s get to it! And that’s just the beginning.

Service 73

Service Real Estate Strategic partnership Niche 73

Sales Hacker

NOVEMBER 9, 2020

Among those that we looked at, sales coaching and sales performance management showed the largest surge across a number of KPIs such as web presence, user reviews, and employee growth — with adoption being the highest at 77%. Within CPQ, Oracle’s implementation is significantly dependent on the Oracle service team and third-party consultants.

Contract 133

Contract Sales Consult Represent 133