Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. From corner office strategy sessions to product development sprint huddles, business and tech leaders are exploring how to build, transform and add a PLG strategy to their business.

Growth 111

Growth GTM Product Cross-sell 111

Heinz Marketing

FEBRUARY 15, 2022

McClure knew a thing or two about growing a product quickly. During that time, he identified the critical metrics for product-driven companies. In this post, we’ll look at the specific metrics within the framework that are the most important to watch if you’re focusing on a product-led strategy. Product Sign Ups.

Growth 98

Growth Product Referrals A/B testing 98

SaaStr

MAY 7, 2021

Revenue growth accelerated from 32% to 41% * And new customer growth accelerated to a crazy 45% YoY * All while keeping ACVs constant at ~10k. We last checked in with HubSpot as they crossed $1B ARR , and ordinarily, it would be a little quick to check back in. HubSpot keeps adding new core products to fuel growth.

Growth 144

Growth Customers Cross-sell Up-sell 144

Martech

NOVEMBER 3, 2021

“Year over year we’ve seen marketing analytics at the top of marketing budgets,” said John Hurley, Head of Product Marketing at Amplitude, in his recent MarTech session. Digital is dominating marketing spend in this cross-channel environment. ” Digital products fuel digital experiences.

Product 124

Product Cross-sell Growth Up-sell 124

Sales Hacker

MARCH 8, 2024

If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now. The smartest companies are embracing Ecosystem-Led Growth, or ELG. Why Ecosystem-Led Growth for GTM? Let’s break it down Why ecosystem-led growth? So this week’s breakdown on ELG has been a longtime coming. Let’s get into it.

GTM 104

GTM Growth Referrals Cross-sell 104

Martech

MARCH 10, 2022

E-commerce has been on the rise for years but has had explosive growth during the pandemic. What was already a high-growth industry has catapulted into hyper-speed as the world adapted to changing regulations, societal norms and customer needs. We will continue to see large upticks in e-commerce growth worldwide in two to three years.

E-commerce 116

E-commerce Growth Cross-sell Objectives and Key Results 116

SaaStr

FEBRUARY 20, 2023

Pleo’s VP of Product Growth, Haresh Baraj, and Commercial Director, Aiyana Scully Moorhead, share their stories on breaking down barriers to build trust and empathy that enable collaboration and push. Product vs. commercial In most companies, product-led growth is determined by how aligned teams are across an organization.

Product 98

Product Growth Cross-sell Trust 98

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

Martech

JANUARY 11, 2024

In the first article of this three-part series, we looked at the importance of data in making customers aware of our products and services and educating them on our key points of differentiation. Provide concise yet compelling product information to empower customers to make informed choices. Boosted AOV and revenue.

Growth 100

Growth Cross-sell User Experience Technique 100

SaaStr

SEPTEMBER 27, 2024

At this year’s SaaStr Annual, Rippling’s CRO, Matt Plank, chats with Sam Blond, host of the SaaStr CRO Confidential and former CRO at Brex, about Rippling’s top 3 growth tactics, which have led to the Rippling becoming a $14B company with several hundred million of ARR. From there, inbound SDRs would engage them.

Growth 128

Growth Quota Account management Cold Call 128

Veloxy

NOVEMBER 30, 2023

Download Now: The Big Blue Book of Field Sales Sales Managers — be sure to read the 3 chapters on sales productivity and sales acceleration! This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. Grab a warm coffee or tea and let’s get started!

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

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

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Some companies go really hard,” he shares.

Go To Market 96

Go To Market Growth GTM X-functional 96

Iannarino

JUNE 24, 2021

Here are five better ways to enhance your success without selling your soul. Often the issue is relevance, especially for salespeople who try (in vain) to locate value in their company, their products, or their solutions. Invest More in Personal Development. Increase Your Activity.

Sales 283

Sales Cross-sell Clients B2B 283

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

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

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

Growth 120

Growth Hospitality Cross-sell Territory 120

SaaStr

MAY 30, 2024

With a PLG-heavy background, first working at Microsoft Azure and again with Atlassian, the PLG pioneers, he gives insights into leveraging PLG for the growth of your organization. It’s an end-user-focused growth model where your product drives acquisition, activation, expansion, and retention. The last is product-led.

Cross-sell 121

Cross-sell Customers Pitch Drivers/motivators 121

Heinz Marketing

JUNE 30, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the ever-evolving landscape of B2B business, customer-led growth has emerged as a powerful approach to drive sustainable success. To truly understand the significance of metrics in B2B customer-led growth, let’s consider an example.

B2B 104

B2B Growth Customers Cross-sell 104

Martech

AUGUST 26, 2024

And smooth our selling process — their buying process — to its digital best. Traditionally, only simple products were suited to “mail order” (now ecommerce); products like copier paper and replacement parts. But B2B companies have been experimenting for decades with lower cost methods to reduce selling expense.

B2B 137

B2B X-functional Cross-sell B2C 137

SaaStr

SEPTEMBER 29, 2023

One of the open secrets behind a lot of great SaaS companies is going multi-product. Jack Altman, CEO and co-founder of Lattice, firmly believes that many more companies should be multi-product, and many should go multi-product earlier than they think. Think of the user journey and the people who are using your products.

Product 115

Product GTM Cross-sell Commission 115

ClickFunnels

JANUARY 28, 2022

A lead is a potential customer who has: Expressed an interest in your product. Someone whose contact details you have somehow obtained but who hasn’t expressed any interest in your product isn’t a lead either. You offer the potential customer your least expensive and least valuable product. Gave you their contact details.

Lead generation 217

Lead generation Cross-sell Profit margin Contact 217

ClickFunnels

OCTOBER 26, 2021

Middle of the funnel (potential customers): You get them interested in your product. Bottom of the funnel (existing customers): You persuade them to buy your product. Here at ClickFunnels, we believe that the most effective way to sell online is… The Value Ladder Sales Funnel. Add Downsells, Upsells, and Cross-sells.

Consult 201

Consult A/B testing Cross-sell Sales 201

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. This keeps our focus on continued growth. Cloud Sales are dedicated to a specific product (for example, Salesforce Service or Platform).

Pipeline 98

Pipeline Engineering Growth Territory 98

Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. The post GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl appeared first on GTMnow. The impact of AI on GitHub’s business and the future of software development.

GTM 110

GTM Engineering Growth Cross-sell 110

Martech

FEBRUARY 21, 2024

This can involve offering loyalty programs, providing exceptional customer service and offering relevant product recommendations. Identify patterns and trends in customer purchases to optimize product offerings and pricing strategies. Product usage data (frequency of use, duration of use, etc.)

Growth 102

Growth Cross-sell Promote Price 102

Heinz Marketing

JANUARY 25, 2022

Intent data can also provide insights to identify if and when a customer is actively considering or looking to re-purchase your (or a competitor’s) products or solutions. Do your customer-facing teams have an active plan to ensure that your customers are happy with your product or service?

Growth 96

Growth Customers Repeat business Cross-sell 96

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

Heinz Marketing

MAY 20, 2024

Every interaction a customer has with your brand – from initial awareness to post-purchase interactions – defines how your customers experience your product. Customer success proactively identifies upsell and cross-sell opportunities, ensuring continued satisfaction and maximizing the lifetime value of high-value accounts.

B2B 118

B2B Cross-sell Customers GTM 118

ClickFunnels

OCTOBER 18, 2021

Has a huge impact on whether that potential customer buys your front-end product. Impress them and they will want to check out your paid products. Of course, this doesn’t necessarily mean that you need to outsource its production. You offer the potential customer your least expensive and least valuable product.

Lead generation 219

Lead generation Cross-sell Start-ups Campaign 219

SaaStr

NOVEMBER 13, 2024

So the latest SaaS leader to cross $1B ARR is Klaviyo. 54% Growth in $50k+ Customers Like Shopify, Klaviyo is firmly SMB overall. But its bigger customers are key to fueling growth, as they are at Shopify, too. Just not as quickly as overall revenue growth. #4. It was the only SaaS IPO on 2023. The only one!

Cross-sell 122

Cross-sell Growth Price Up-sell 122

SaaStr

MAY 19, 2021

Pretty incredible for a product that just launched in 2014. This is a super-helpful breakdown for anyone selling to customers both smaller and larger. So those seem like good yardsticks to shoot for if you sell to SMBs of all shapes and sizes and are somewhat like Monday. But bigger customers fueling the most growth.

Legal 144

Legal Cross-sell Government Launch 144

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

Martech

OCTOBER 22, 2024

Email interaction Opening emails is valuable, but actions like clicking through to your site or engaging with a product demo indicate stronger intent. In the same way, those with job titles that are relevant to your product offering should be prioritized. Growth trajectory Companies on a growth trajectory (e.g.,

Cross-sell 128

Cross-sell Lead generation GTM Territory 128

SaaStr

DECEMBER 19, 2019

Especially as they gear up to cross $1 billion in ARR in 2020. If you have something great in SaaS, never sell ??. 60% of Hubspot’s customers are still starting off in a free trial or free product. International is 40% of revenues today and a growth accelerator. Growth is 30%+ at almost $1b ARR.

Cross-sell 145

Cross-sell Price Growth Up-sell 145

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. Cross-selling : Offering customers related or complementary products.

B2B 136

B2B Cross-sell Pharmaceutical Account management 136

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98