SaaStr

APRIL 10, 2023

B2B SaaS companies often aim to land large enterprise clients that can bring with them long relationships and large deals. Often, startups are lumped in with small businesses, yet this approach fails to recognize what motivates and attracts these early-stage companies. Why Seek Out Startups?

Startup 209

Startup Scale SMB Venture Capital 209

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: And for companies with over a thousand employees, that’s over $158 million of spend.

Scale 203

Scale Marketplace as a Service Cloud SaaS Payments 203

SaaStr

APRIL 27, 2022

It’s important that we remain humble and learn from each other, lean on each other, and join hands as we work towards the same goal. The mobile ecosystem was and still is moving quickly, so it was an “innovate-or-die” situation for us. Building an $8 billion company. Like us, many SaaS founders will underestimate their budget.

Outsourced Development 233

Outsourced Development Mobile Pricing Software Development 233

Buffer Resources

OCTOBER 24, 2023

Yet here I am, with a (small) content marketing agency, selling services to companies, including series A startups and tech enterprises, and making a six-figure dollar income each year.  After all, most leads consume three to four pieces of content from a vendor before engaging with their sales team. 

Outsourcing Services 113

Outsourcing Services Scale Outsourced Development Underperforming Technical Team 113

User Pilot

MAY 8, 2023

While product growth may seem as simple as “attract customers to your Software-as-a-Service solution” there are countless SaaS challenges and customer issues that you’ll need to overcome along the way. As the number of software tools and subscriptions increase, so too do the expectations of SaaS customers.

Software Review 94

Software Review Outsourcing Services SaaS Sales Hiring 94

Totango

AUGUST 23, 2022

B2B customer journey touchpoints mark the roadmap toward successful outcomes for clients and CS teams. By charting the points in your SaaS customers’ journeys, you can plan how to deliver clients’ desired outcomes and satisfying experiences that promote subscription renewals and higher revenue. Blog content. Tech support.

B2B 115

B2B Payment Methods Payments SaaS Payments 115

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. We move boxes around the world for our customers.

Scale 199

Scale Sales Hiring Sales Recruiting Scaling 199

OPEXEngine

DECEMBER 13, 2022

Most SaaS executives can relate to a friendly debate they’ve had at a board or leadership team meeting about what percentage of revenue should come from “upsells” to existing customers or what is “healthy churn.” When these SaaS “rules of thumb” are shared and used in this way, there is a real risk of making the wrong decisions.

Benchmarks 52

Benchmarks Scale Headcount Software Review 52

User Pilot

FEBRUARY 25, 2024

From marketing funnel analysis to review funnel analysis, this article shows you the most important funnels for SaaS. Funnel analysis allows you to: Measure company performance. Five funnel examples to extract actionable insights: Marketing and sales funnel. Visualize the journey with a funnel analysis chart. Activation funnel.

SaaS Payments 93

SaaS Payments Payment Services Payment Methods Payment Solutions 93

Kellblog

DECEMBER 27, 2021

A lot of Californians have moved to Texas, Arizona, and Nevada — but a lot have also moved to California (i.e., ” Towards that end, revenue multiple is a better bubble indicator than share price, so let’s take a look at the latest from Jamin Ball at Clouded Judgement. Are multiples down? .”

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

Intercom, Inc.

JANUARY 16, 2020

We chatted about the company’s evolution from RealtimeBoard, a tool beloved by the UX community, to Miro – a rapidly growing SaaS innovator that boasts Dell, Netflix, Ikea, and Spotify amongst their steadily growing roster of clients. Miro has made the move from product to platform. A virtual whiteboard on steroids.

Consulting 249

Consulting Marketplace as a Service Scale Development 249

SaaStr

NOVEMBER 9, 2022

So if you are in the support space, or CRM, or just generally sell into mixed enterprise-mid market, Five9 is a good one to follow. The company has been around for decades in the call center and contact center space, but after rebuilding around a web-native platform, saw a rebirth. 134+ $1m customers, 86% enterprise.

SMB 52

SMB Cloud Engineering Enterprise 52

Totango

DECEMBER 3, 2020

As compared to 2019, companies are increasingly growing their Customer Success teams to maximize retention and drive growth from existing customers. . CS professionals now attest that their bonus structures are tied to company performance, renewals, net retention, upsells, and account health. .

Customer Success 64

Customer Success Compensation Scale Onboarding 64

SaaStr

DECEMBER 26, 2019

But with the seemingly endless options, how do companies navigate what to handle in-house and what to outsource? The way that CMOs are reacting, this is 2018 Gartner data, is that the budgets of CMOs are shifting from every category towards MarTech. And we’re currently looking to move to an actual CRM in the next month or so.

Sales Hiring 150

Sales Hiring Payment Methods Payment Solutions Marketing 150

OPEXEngine

JUNE 8, 2021

In the movie Glengarry Glen Ross, Blake, a successful salesperson, visits the real estate sales team and gives them a blistering motivational speech that has gone down in history as one of the best of all time. But in the world of enterprise SaaS, it’s not accurate. Today’s enterprises, by definition, are complex.

Enterprise 52

Enterprise Underperforming Technical Team SaaS Sales 52

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. This episode is an excerpt from a session at SaaStr Summit: Enterprise.

Payment Solutions 149

Payment Solutions Pricing Payments Payment Services 149

ProfitWell

MARCH 3, 2020

Then, we hear from Kyle Poyar over at OpenView on bringing sales into a self-service business. And finally, the evolution of B2B SaaS billing. And here's what he's encouraging: Research how other companies are responding to the virus. Sales in a product-led initiative: feat. Now Hire Sales. For CEOs, it’s a choice.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

Neil Patel

MARCH 9, 2021

Whether you’re running a corporate startup marketing campaign or moving your local business into the digital age , you can’t afford to waste time and money on weak leads. That’s why I’m going to introduce you to the world of lead scoring and help you understand what it takes to build an effective lead scoring model for your business.

Scale 115

Scale Underperforming Technical Team Metrics B2B 115

ChurnZero

OCTOBER 15, 2021

Customer Success gradually, then suddenly, became essential to SaaS companies. Businesses were forced to wise up to this fact during the pandemic when new sales shriveled. Twenty years ago, when I did my first big round of funding for a different company, NRR was an “Oh, by the way” metric. We negotiated.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

SaaStr

DECEMBER 31, 2019

With the complexity of multiple stakeholders and the increasing purchasing influence of end users, the bar is higher than ever for enterprise UX as companies pioneer business models beyond traditional SaaS. Very excited to talk to you today about building consumer grade products for the enterprise. Shanee Ben-Zur.

Enterprise 132

Enterprise Underperforming Technical Team Scale B2B 132

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. In Today’s Episode We Discuss: * How Bob made his way into the world of SaaS and came to found Crossbeam. * Why is this? What did he mean by this?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaStr

SEPTEMBER 12, 2019

I say investment strategy, but really it’s like how do you build a company that’s focused on product-led growth? Parse is my favorite company I’ve worked on because I put so much heart and love into that thing, and it was really truly product driven. I obviously am used to being in the first 10 to 20 of a company.

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

SaaStr

JUNE 10, 2020

I’ve advised more than 25 companies, seven of which have been acquired in the last two years and three of which have gone out of business. But one thing I know through pattern recognition, there’s a lot of similarities across startups and companies as they go through the different stages. Every company is different.

Travel 176

Travel Marketing Scale Outsourcing Services 176

Totango

OCTOBER 13, 2020

Customers who become advocates stimulate enterprise growth and drive value. Each of these people might have different goals, which is why strong customer relationships and leveraging Voice of Customer information to create customer advocacy is critical. The Impact of Turning Customers Into Advocates. Get started for free today. .

Strategy 62

Strategy Scale Software Review Customer Success 62

Chart Mogul

SEPTEMBER 15, 2023

For years we have been reading and hand-picking the best SaaS blog posts to share with 24K+ SaaS Roundup subscribers. Subscriber or not, anyone who wants to increase their SaaS knowledge will benefit by reading the curated posts below. In all seriousness though, that’s kinda what Horizontal SaaS promises (or tries) to be.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Chargify

APRIL 23, 2019

It came up because people regularly refer to Chargify as a startup, but our company has been around since 2009. There are specific stages a software-as-a-service (SaaS) company moves through during its life cycle. Do you really need to know what phase your company is in?”. Are we still a startup? Pre-Startup.

Scale 74

Scale SaaS Payments Scaling Payment Services 74

Totango

JANUARY 26, 2021

Read on to learn what churn is, how an attrition analysis can help you pinpoint why you’re losing customers, and what steps you can take to prevent customer churn. When you know why customers are leaving you, you can develop appropriate preventive measures. Churn analysis helps you identify why your customers are leaving.

Churn 89

Churn Retention Underperforming Technical Team Technical Review 89

SaaStr

SEPTEMBER 27, 2019

268: Ryan Bonnici is the CMO @ G2, the company that allows you to get the right software and services for your business with over 897,000 user reviews to help you make smarter buying decisions. Before Hubspot, Ryan was Head of Marketing @ Salesforce (APAC) where he led his team to achieve 227% YoY net-new sales sourced through marketing.

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

Aaron Beashel

MAY 5, 2014

These days we have more access to great information on marketing our SaaS products than ever before. How do I design a growth engine for my SaaS product? It’s important to note that SaaS is a product delivery model, not a business model. It’s just unrealistic.

Engineering 100

Engineering Scale SaaS Acquisition 100

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Finding Product Market Fit — Typically has a marketing or sales leader, or you’re doing founder-led sales and product engineering and building.

Enterprise 231

Enterprise B2B Scale SMB 231

OpenView Labs

JULY 18, 2019

The advent of the SaaS model fundamentally changed how software companies approach customer service. When each piece of software was sold as a high-priced package, the emphasis was on traditional sales tactics: stress the positives, gloss over the negatives, make the sale and move on — make it past your refund period, and you’re safe.

Merchant Services 41

Merchant Services Marketing SaaS Software Review 41

CustomerSuccessBox

NOVEMBER 1, 2018

Tj Randall , VP of Customer Success at XebiaLabs says, “Customer Success means everything post sales”. So, the biggest thing to remember is when we are talking about the enterprise, we are talking about thousands of employees, many different technology stacks and lots of complexity. Parent Company. Business Unit.

Customer Success 40

Customer Success Outsourced Development Entrepreneurship Enterprise 40

Baremetrics

JANUARY 24, 2021

Anyone managing a SaaS or subscription business is aware of customer churn. The Problem In January of 2020, we realized that one of the major problems holding back our company was a customer churn rate of 19%. The benchmark customer churn for SaaS for SMBs is 5%. The benchmark customer churn for SaaS for SMBs is 5%.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

OCTOBER 25, 2023

Each year, tens of thousands of SaaS fans attend SaaStr Annual. For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Should you sprinkle it in to compete?

Scale 245

Scale Sales Hiring AI Sales Recruiting 245

SaaStr

JUNE 1, 2021

There are rules in starting an enterprise software company. Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 The problem is that he was in business school, working towards an MBA.

Part-Time VPE 224

Part-Time VPE Technical Cofounder CTO Hire New CTO 224

OpenView Labs

JUNE 3, 2019

The vast majority of SaaS companies are missing out an important growth opportunity. Recent research found that one of the things the top 10% of SaaS companies have in common with each other is a retention rate that’s 20% higher than the median. Done right, the onboarding experience is a gold mine of opportunity.

Onboarding 40

Onboarding Retention Engineering Education 40