SaaStr

FEBRUARY 27, 2023

To buy potential customers out from long-term contracts they’ve already signed and paid for with the competition. It’s that simple: A customer 6 months into a 12-month contract? Well, then give them 18 months for the price of 12. Buy-out contracts. In fact, in many cases, you should. What did it do?

Contract 115

Contract Commission Price Sales 115

Iannarino

DECEMBER 29, 2022

If you performed well, your contact would sign a contract. While you could expect objections and a negotiation over price, selling was relatively straightforward. As a salesperson, you might have called on a decision-maker once or twice. Often, you and your contact were the only people in the room.

Sell 243

Sell Negotiate Contract Contact 243

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? ” 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. .” Jason, ed. :

Price 120

Price Contract Referrals B2B 120

SaaStr

MARCH 23, 2024

Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially? Yes, most of us at first under-price and then slowly raise prices as we gain confidence. Founders know the value of a key logo can be 10x-100x the value of the contract itself. Most especially in the early days. But maybe not in the beginning.

Price 105

Price Contract Closing Customers 105

Martech

JULY 12, 2023

Salesforce is increasing its prices by an average of 9% next month, the company announced yesterday. This is the company’s first price hike in seven years. Dig deeper: Salesforce: AI is the new UI The new pricing will go into effect globally for new customers and existing customers purchasing new clouds in August 2023.

Price 96

Price Negotiate Contract CRM 96

SaaStr

JULY 25, 2022

SaaS pricing can be overwhelming when there are unlimited paths and opportunities that exist. Even though most companies acknowledge its importance, SaaS founders often choose a simplistic approach to pricing—that is, if they don’t choose to ignore it altogether. Making pricing work for your business.

Price 99

Price Product Drivers/motivators Contract 99

SaaStr

FEBRUARY 4, 2022

Q: Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS contract Paid Upfront? They’ll say never allow refunds in a multi-year contract: Sales will hate it, especially if there is an explicit or implicit clawback if they do. The post Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS Contract Paid Upfront?

Contract 99

Contract Finance Closing Product 99

Iannarino

JULY 19, 2021

Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract. Presentation and Proposal. ” You need to make sales.

Conversion 316

Conversion Clients Sales Presentation 316

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. In this article, we’ll help you find answers to the most important questions that all business owners and salespeople should have in their arsenal when negotiating prices with their customers. Don’t focus on the price either.

Negotiate 98

Negotiate Price Gaming Contract 98

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. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market.

Price 72

Price Profit margin Contract Retail 72

SaaStr

APRIL 24, 2021

It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. We could have picked many B2D services, like Twilio or others, too, which have primarily or substantial transaction pricing too.

Contract 143

Contract Price B2B Contact 143

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. ” Pricing is also more than just the bottom-line price level. ” So, How Should You Price?

Price 108

Price Growth Objectives and Key Results Cross-sell 108

ClickFunnels

OCTOBER 12, 2021

The price itself also varies depending on the business type, company size, industry, and other factors that affect the cost per lead metric. What matters, though, isn’t the price tag itself, but whether the lead generation agency can bring in leads at a cost that allows you to stay profitable. It depends. And that costs money.

Lead generation 244

Lead generation Contact Contract Price 244

SaaStr

JANUARY 15, 2021

Turns out though, that in the vast majority of six-figure contracts, virtually every seven-figure contract, and quite a few five-figure contracts … there’s always a services component. I remember the first time I experienced this confusion myself, on one our first high-five figure contracts.

Service 123

Service Contract Price Negotiate 123

SaaStr

MAY 27, 2022

Should sales just disappear once the contract is signed? #5. 59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. The related question then becomes do you raise prices on existing customers — or just new customers? and North America.

Price 117

Price Niche Up-sell Contract 117

SaaStr

MARCH 26, 2024

In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding. App contraction is still happening, and AI is absorbing all of the energy in the industry. Q: What’s The Best Advice for Overcoming Aggressive Renewals and Huge Price Increases?

Price 101

Price X-functional Growth B2B 101

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. There are always leaders who prioritize low prices over the value products provide. The churn for this persona is high because they are likely to switch to lower-priced providers.

B2B 119

B2B Contract Consult Price 119

Veloxy

OCTOBER 24, 2022

Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. When speed to close is essential in a competitive profession, you need the ability to generate and send contracts in one click, one minute. PandaDoc has four pricing levels. Highest Rated Feature.

Quota 147

Quota Contract Account management Price 147

SaaStr

APRIL 15, 2021

For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). The effective price would have to be 60% of what we’d been discussing for the past 8 months. But at that price point, I couldn’t stay in business. They agreed to the original pricing we discussed, as is.

Contract 124

Contract Finance Negotiate Price 124

SaaStr

APRIL 8, 2020

Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. Make pricing < $50,000 at least as simple and transparent as possible. Your customers should know pricing isn’t a rip-off. And price it that way. Such is the way as you grow. Especially now.

Product 131

Product Contract Construction Negotiate 131

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Go here to learn everything you need to know about Salesforce Automation. Docomotion.

Appointment 147

Appointment Territory Cross-sell Contract 147

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Find out what happens to service-level agreements (SLAs), pricing terms and licensing agreements.

Contract 108

Contract Legal Price Technology 108

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

Contract 127

Contract Legal Negotiate CRM 127

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. Making a proposal is more than just sending the prospect your standard product menu and price list. If you are providing a service, offer at least three price options to a potential client.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Sales Hacker

AUGUST 14, 2020

A misrepresentation happens when the numbers in a contract or offer are incorrect. This usually comes from a sudden change of revenue or a sudden change in prices of the products or services needed to deliver on the offer. WGA renegotiates their contracts. …A price reduction of less than 2%. Prepare in advance.

Contract 125

Contract Legal Represent Price 125

SaaStr

MAY 25, 2020

In your pricing. In your contracts. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 137

Closing Process Contract Price 137

SaaStr

FEBRUARY 1, 2022

And until it started to go upmarket after $125m+ ARR, it never really raised prices. BigCommerce is #2 to Shopify and essentially has adopted identical pricing. Removing pricing as a reason to choose one or another can, at least sometimes, remove friction from sales. Because it’s not about price.

Contract 137

Contract Cross-sell Price Growth 137

Search Engine Land

JUNE 26, 2023

Influencing decision-making Leadership support facilitates decision-making processes, obtaining approvals, securing partnerships, negotiating contracts, prioritizing SEO initiatives, and leveraging leadership influence to drive successful implementation and maximize SEO tool impact.

Process 101

Process Negotiate Contract Legal 101

Martech

SEPTEMBER 2, 2022

If you’re one of those shoppers (like me) who looks at the price first, deciphering customer data platform (CDP) pricing will frustrate you. CDP pricing is complicated for two reasons. CDPs have different “origin stories,” and their pricing is often a relic of what they used to be and do. Their services.

Customers 122

Customers Price Contract Service 122

Martech

OCTOBER 19, 2023

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. This means that your revenue from the last year is $157,500. So, your ARR will be $100,000 × (12/60) = $20,000.

Product 133

Product Contract Drivers/motivators SQL 133

Gong.io

MAY 31, 2021

Pricing options. Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. Pricing: Oh, so important. Pricing sheet.

Territory 118

Territory Objectives and Key Results Contract Price 118

SaaStr

SEPTEMBER 5, 2022

Secret #2: Pricing. Many product-led companies do not go to market with the right pricing. These pricing frameworks can seem appealing, but they fail to capture the appropriate value in the heavy usage of a product. Think of a team of five to ten recruitment representatives who need to send out contracts for signature.

Contract 105

Contract Price Growth User Experience 105

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. They define relationships, outline rights and responsibilities, and spell out the details of any sale, including price, timing, payment terms, warranties, and more. In fact, contracts govern most B2B business deals. Contracting barriers affect both sales and legal teams.

Legal 111

Legal Contract Negotiate Government 111

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Raise prices tomorrow. 18 in marketing? Get your ACVs up.

Quota 119

Quota Contract Price Growth 119

SaaStr

DECEMBER 27, 2020

New consumption pricing model has increased revenue 15% where rolled out. Done right, this sort of anti-SaaS pricing model can lead to significantly more revenue. It can be a bit scary to move from fixed contracts. If New Relic makes this work, it will be a great case study. This is a big deal in B2D/API companies.

Contract 122

Contract Cross-sell Price Growth 122

SaaStr

FEBRUARY 28, 2021

My point is, it’s “easy” (relatively speaking) to get a six-figure contract in larger companies if you solve a real, painful business process problem. An example of the difference, for us: Adobe Sign is both a tool that lets you sign a contract on the internet. That’s the kiss of death.

Product 124

Product Contract Sales Price 124

SaaStr

JANUARY 11, 2023

And while it’s stock price is down from its 2021 peaks, it’s still up 2x since its 2020 IPO. Docebo’s pricing is on the “corporate” side of LMS. It doesn’t compete at the bottom of the market, and targets top logos with a reasonably priced product. 80% of customers sign multi-year contracts.

Contract 134

Contract Price Growth Service 134