SaaStr

APRIL 30, 2021

Salespeople pushing you to sign multi-year contracts you don’t want. Not being able to do a free trial, or even really try out a product first. Traditional SaaS sales is incented to close 1+ year contracts without no outs as quickly as possible, and where possible, for every possible seat you might ever use in Year 1.

Contract 116

Contract Price Closing Gaming 116

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. And price it that way. Without drama.

Product 145

Product Contract Construction Negotiate 145

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. .” And it was early.

Price 130

Price Contract Referrals B2B 130

SaaStr

MARCH 11, 2021

A lot of SaaS pricing originally comes from classic enterprise software. Fast forward to 2021, and many SaaS and similar products don’t really charge upfront fees: 50% of Zoom customers pay monthly. Vertical SaaS leader for construction Procore at $500m ARR charges per project volume and per product, not per seat.

Contract 114

Contract B2C Construction Price 114

SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. It will make your product better and easier to use, if nothing else. But with everyone discussing PLG, there just isn’t enough discussion in B2B of Product-Led Retention. Or at least, they hoped so.

Product 128

Product Growth B2C Contract 128

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. Stand behind your product, and yourself. Let me add a slightly controversial answer.

Contract 115

Contract Finance Closing Product 115

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches.

Product 136

Product Contract Drivers/motivators SQL 136

SaaStr

MARCH 21, 2022

Q: Dear SaaStr: When should a SaaS Company allow Month-to-Month contracts vs requiring 12-month commitments? Annual contracts combined with prepaid cash are a huge benefit. Bigger companies want to sign annual contracts, especially in exchange for discounts. This is probably the most important thing on pricing terms.

Contract 105

Contract Price Trust Up-sell 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 98

Price Negotiate Contract CRM 98

Iannarino

JULY 19, 2021

Having established that your company was a perfect fit for the prospective client, the next step is to inform your prospective client about your products or services. Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. Our Solution. Discover a Problem.

Conversion 319

Conversion Clients Sales Presentation 319

SaaStr

JANUARY 15, 2021

If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation? Doesn’t it sort of say your product is Old School? I remember the first time I experienced this confusion myself, on one our first high-five figure contracts. It sure did to me. For support?

Service 138

Service Contract Price Negotiate 138

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

SaaStr

MARCH 26, 2024

In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding. 95% of the folks I talk to don’t understand the product themselves,” Jason says. We don’t need mediocre CSMs making $100k a year who don’t know the product or take forever to get back to you.

Price 121

Price X-functional Growth B2B 121

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

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? Fix this, and watch sales go up. #16.

Price 135

Price Niche Up-sell Contract 135

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. With Almost the Exact Same Core Product.

Product 124

Product Contract Price Sales 124

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

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

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

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 109

Price Growth Objectives and Key Results Cross-sell 109

SaaStr

MAY 12, 2022

Their specific and single pricing and packaging model was no longer supportable or sustainable. There are times when customers will need a lot of support because they are trying to get a product to market. They need specific features built into the product in order to close the deal, and they need these features fast.

GTM 105

GTM Product Price Contract 105

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 144

Contract Price B2B Contact 144

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. Secret #2: Pricing. Secret #1: Born, not made. Secret #3: Growth & NRR.

Contract 116

Contract Price Growth User Experience 116

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Don’t let the potential end product decide what you need to do. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Product roadmap. Know what you need and why.

Contract 116

Contract Legal Price Technology 116

Sales Hacker

SEPTEMBER 2, 2021

“But we’re product-led. Our product is self-serve. Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. What does it mean to be product-led?

Product 103

Product SQL Contract Sales 103

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

JUNE 29, 2023

As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. The Year of the Price Hike In 2023, companies face a hard reality –– SaaS prices are rising. Why are SaaS Prices Increasing? Why is this?

Price 119

Price Contract CRM Engineering 119

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 145

Contract Cross-sell Price Growth 145

SaaStr

APRIL 30, 2022

If you kind of that question, thinking about the stakeholders and the decisions and companies of using SaaS products, there’s kind of three types. Customers love SaaS products and tools because it simply works. The other piece of it is there’s a perception that SaaS products are less expensive. One is customers.

Price 98

Price Launch X-functional Contract 98

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. Webchat, perhaps with a live demo of your product, are other options. Making a proposal is more than just sending the prospect your standard product menu and price list. Making a Proposal.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Inside sales. Low-touch sales. No-touch sales.

Inside sales 118

Inside sales Cold Call Contract Price 118

SaaStr

MAY 25, 2020

At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. “Short video overview of the product and a free trial without a credit card” — Muthu Kumar, CEO Eventzilla. In your pricing. In your contracts. “Simplicity. In your website.

Closing 137

Closing Process Contract Price 137

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%. The response?

Contract 127

Contract Legal Represent Price 127

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. I love finding the latest and greatest Salesforce Automation tools on the AppExchange. Docomotion. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Veloxy

JUNE 23, 2021

One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

SEPTEMBER 8, 2024

If you are not familiar with Flexport, they are a licensed customs brokerage and freight forwarder built around a modern web application that helps brands move products around the world. Are you selling a product in a well defined category with other direct competitors? Pricing is always evolving.

Non-Profits 130

Non-Profits Price Contract Start-ups 130

SaaStr

APRIL 10, 2024

Many in SaaS have found a way to drive their ACV and ARPU up over the past 18-24 months with price increases, more products, and more. Still, at this maturity, even a modest increasing in ARPU makes a difference, and pricing is up 4%. But then growth slowed as it became, in many ways, just a single-product company.

Drivers/motivators 120

Drivers/motivators Price Contract Growth 120