Martech

JULY 3, 2023

Making marketing an afterthought When marketing is done incorrectly, you can severely injure your brand. When a brand is complacent about marketing, the energy needed to engage customers diminishes. As experiential muscles atrophy, you can see a loss of market share. What to do instead… It was a good attempt.

Go To Market 112

Go To Market GTM Strategize Growth 112

SaaStr

AUGUST 16, 2023

So Toast has significant market share, but it hasn’t tapped it out yet at $1.1 Customers are SMBs But Still Sign 1-3 Year Contracts. Restaurants are one of the largest segments of our economy, enabling Toast to still grow “logo” count at an impressive rate after $1B in ARR. is likely around 750,000.

Contract 98

Contract Up-sell Market share Growth 98

SaaStr

AUGUST 13, 2024

. #4: You may be falling out of product market fit. You should determine if you’re gaining or losing market share every month, if you can, every quarter, at minimum. This is a proxy for whether you’re falling in or out of product market fit. At best, it takes quarters to see the decay of product-market fit in B2B.

Growth 125

Growth Quota Niche Finance 125

Hubspot

OCTOBER 16, 2017

Increase average contract length. You can pay: when the customer signs the contract. If you’re a subscription business, it can still disrupt your cash flow; after all, if you give a rep commission on the entire contract when you get the first check, you’re paying in advance of the customer’s subsequent payments.

Commission 101

Commission Quota X-functional Non-Profits 101

SaaStr

JULY 29, 2021

Partner ecosystems are having incredible growth as brands seek to compete for differentiation and market share,” added Jason Lemkin, SaaStr’s CEO & Founder. Yes, send me the contract.” . “By leveraging strong partnerships, we are creating first-class customer experiences that exceed our customers’ expectations.”.

Promote 112

Promote Government Contract B2B 112

SaaStr

FEBRUARY 16, 2021

Churn-and-burn contracts. If you hire reps from companies that dominate their market (80%+ market share), they usually lack the toolkit to compete with other vendors. You have to make sure your reps are saying the right things. Especially if you aren’t training them well. Hiring folks that can’t do competitive sales.

Quota 114

Quota Commission Sales Contract 114

Search Engine Land

OCTOBER 17, 2023

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 ). Executed well, those initiatives will put you and your team in a great position when it’s time for performance reviews or contract renewals.

Angle 117

Angle Strategize Strategic planning Territory 117

Search Engine Land

JANUARY 6, 2023

Report: Yahoo Search Share Up After Firefox Deal. 2015: Yahoo saw a nearly 2 point search market share gain in the U.S. Google Confirms Layoffs Of Contract Employees. 2009: Google released “a substantial number” of its contract and temporary employees, but the exact number wasn’t known. year vs. year.).

Sports 114

Sports Gambling Manufacturing Launch 114

Search Engine Land

NOVEMBER 17, 2022

As mobile internet usage has grown over the past 10+ years, so has it increased from the perspective of search market share. Sorry tablet, but with your market share contraction since 2019, you get rolled in with desktop in my opinion). Get the daily newsletter search marketers rely on. 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. They will often sell to as many customers as possible to quickly capture market share, rather than spending time on pre-sale activities. Start-ups often develop informal workflows from “scratch.”

Start-ups 110

Start-ups Non-Profits Territory Sales 110

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 89

GTM Negotiate Profit margin Contract 89

Pointclear

MAY 15, 2012

It’s a simple formula that jump-starts a discussion with sales management and helps C-Level types understand that this magic of marketing is more science than magic when it comes to lead generation. Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota.

Quota 66

Quota Contract Follow-up Pipeline 66

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. 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.

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

FEBRUARY 7, 2018

In 2015 Randy had kept pace with the growth in the market. Competitors were increasing their market share and Randy was falling behind. FIND PRODUCT MARKET FIT. Randy was let go in July. However, the growth accelerated substantially in 2016. Impact of sales hacking visualized. Such a deal will offset all other deals.

Growth 101

Growth GTM SQL Strategic partnership 101

Martech

OCTOBER 23, 2023

Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. 12 John Schmidtlein, lead lawyer for Google, claims the company dominates the search market due to being a superior product.

Trust 92

Trust Objectives and Key Results Engineering Negotiate 92

Hubspot

OCTOBER 3, 2013

Worse, because Google has 80% of the search market in the United States, and even greater market share in other parts of the world, marketers can''t just stop dealing with Google. The full video is embedded below, and it’s a must-view for all marketers.). “However, this is not the case, nor is it planned.

Engineering 78

Engineering Commission Referrals Contract 78

Hubspot

JUNE 3, 2016

We'll order airline tickets over the network, make restaurant reservations, and negotiate sales contracts. 6) "There's no chance that the iPhone is going to get any significant market share. He argued the iPhone might end up with "2% or 3%" of the market share, but no more. that market share figure jumps to 40%.

Negotiate 53

Negotiate Contract Networking Market share 53

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

PandaDoc

MAY 13, 2024

At the bottom, closers will handle objections and get customers to sign contracts. Tactics There are many differences when it comes to sales vs marketing tactics too. Sales teams might also use document workflow software, such as PandaDoc, to provide seamless contract and invoice generation.

Contract 52

Contract Legal A/B testing Teamwork 52

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

Lead Fuze

JUNE 27, 2023

Here’s what they do: Tasks Performed by Influencer Marketing Agencies An influencer marketing agency undertakes several tasks that facilitate successful collaborations between brands and influencers: Sourcing relevant influencers: The agency identifies content creators whose followers align with the brand’s target market.

Negotiate 52

Negotiate Contract Campaign Contact 52

Search Engine Land

JANUARY 24, 2023

Competition also keeps prices down and helps to ensure that no one search engine has too much market share or power. By creating a more competitive market, search marketers can benefit from better search options and more competitive pricing. This means Microsoft is driving higher quality leads than Google.

Campaign 86

Campaign Networking B2B Price 86

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

SBI

MARCH 4, 2015

It’s not unreasonable or uncommon for people to use new products as the trigger to re-think their sales and marketing process, handoffs, and KPIs. Budgets are suddenly open to re-tooling and even organizational responsibilities are reshaped, all in support of the new product’s promise for revenue, market share and higher margins.

Sales 54

Sales Contract Engineering Drivers/motivators 54

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

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

Search Engine Land

DECEMBER 28, 2023

Microsoft Microsoft’s Performance Max launched in open beta in July, with select marketers able to access its full inventory and serve ads across its network. The new Bing failed to take any market share from Google after six months. Microsoft introduced AI-generated headlines and descriptions for ad campaigns in August.

X-functional 116

X-functional Retail Launch Non-Profits 116

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. And that’s the meat of this.

Sales 98

Sales Up-sell Price Start-ups 98

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. You get access to 1000s of proposal templates, a central hub for document storage, and features like automated contract renewals.

Strategize 52

Strategize Contract Territory CRM 52

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Licensing OEM software Sellers. New OEM Software Structure. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

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

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

Gong.io

AUGUST 15, 2022

Analyzing customer churn can provide you with some much-needed insight into essential business metrics, allowing you to identify issues that lead to clients leaving early or not renewing contracts. . Some important indicators for SaaS companies would be low NDR (net dollar retention) or GRR (gross retention rates).

Non-Profits 62

Non-Profits Clients Education Start-ups 62

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

Gong.io

JUNE 8, 2022

Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.). Here’s what this discovery-oriented sales process uncovers about each one: Metrics : This focuses on the economic impact of your solution.

Process 62

Process Objectives and Key Results Quota Sales 62

ConversionXL

NOVEMBER 17, 2022

These extras come at a hefty cost: $150,000 per year, billed monthly at $12,500 with an annual contract. Although, you do get access to 360 versions of other products in the Google Marketing Platform. The above sample dashboard, for example, provides an instant overview of company market share, product volume, sales, and sentiment.

A/B testing 106

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

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