SaaStr

FEBRUARY 28, 2020

Another vendor that I loved asked me to do a case study. It was a busy time with Annual coming up, but I loved the product, so not only did I carve out a full hour for the case study, but I had to rearrange my whole afternoon. So I really lost a half day to do this case study. I prepped. ” Dude.

Scale 244

Scale Onboarding Pricing Customer Support 244

SaaStr

NOVEMBER 20, 2021

The best reps tailor the pitch, the demo, the functionality shares, the case studies, etc. The post The 9 Qualities of a Great Sales Rep appeared first on SaaStr. Great salespeople learn their prospects’ needs, issues and pain. They can adjust the pitch and story to suit the prospec t. Every prospect is a bit different.

Sales 341

Sales SaaS 341

Blulogix

MARCH 22, 2024

Value Proposition Articulation: Clearly communicate the tangible benefits and ROI of adopting additional services, supported by data and case studies , to make a compelling case for expansion. These narratives can serve as powerful testimonials to encourage others to explore additional services.

B2B 96

B2B Subscription Payment Features Consulting 96

Intercom, Inc.

JANUARY 21, 2020

I studied the first screen of 25 popular iOS apps to determine how much text they use. I examined the first screen that loaded in 25 popular iOS apps across a variety of use cases (such as social media, retail, services, personal finance, and more). See the full study and results for all 25 apps.

Mobile 291

Mobile PayPal Social Media Underperforming Technical Team 291

SaaStr

SEPTEMBER 7, 2022

At first, because it was one of the early DevOps tools that both broke out and that lots of folks in tech had heard about. And then, post-IPO, it became a fascinating case study. A case study of a SaaS company that IPO’d and crossed $125m ARR being very SMB-focused, but then later became very enterprise-focused.

SMB 216

SMB Enterprise Revenue Scale 216

SaaStr

MAY 21, 2022

But let’s step back a bit … the damage hasn’t been even, and capital-efficient SaaS stocks in many cases have held up pretty well. A few case studies: * Sprout Social IPO’d in December 2019 at an $800m market-cap. ZoomInfo was the first post-Covid IPO in June 2020, and it priced at $8.3 appeared first on SaaStr.

AWS 216

AWS SaaS Cloud Scale 216

SaaStr

OCTOBER 1, 2022

Let me use myself as a case-study. The First VC nevertheless wrote me a term sheet at a lower valuation. The First VC also wrote in this term sheet granting his firm 3/5 of the Board seats at Series A. The First VC then left to go vacation on Some Expensive Island. appeared first on SaaStr. I told him.

254

254

SaaStr

FEBRUARY 21, 2024

So an interesting case study is Blackline. And a great deep dive with founder CEO Therese Tucker on truly going long here: The post 5 Interesting Learnings from Blackline at $600,000,000 in ARR appeared first on SaaStr. Only a founder CEO knows the why. Only a founder CEO is always, forever, a founder. Jobs come and go.

Payment Features 203

Payment Features Scale Enterprise Software 203

Tom Tunguz

DECEMBER 14, 2023

But it’s one of the most important & least well-studied forces in economics. Captain Cook deployed reversed psychology to convince his sailors to eat sauerkraut to avoid scurvy, by reserving it as a food first served to offices to change his mariners’ perception of it.

Education 168

Education Branding Engineering Scaling 168

SaaStr

OCTOBER 18, 2023

So Domo is an interesting case study on SaaS entrepreneurship. Founder Josh James had one of the earliest $1B+ exits in SaaS when Adobe bought his first start-up, Omniture, for $1.8 The post 5 Interesting Learnings from Domo at $320,000,000 in ARR appeared first on SaaStr. Billion way back in 2008.

Entrepreneurship 239

Entrepreneurship Enterprise Pricing Churn 239

SaaStr

MAY 21, 2021

I also think, as a case study, @jenntejada is a great example of CEO that adds value to the product itself like @levie. Yes you can win in many cases by remaining “hidden” as CEO — but the more enterprise your customer base is, the more important getting out there and being out there is. Yes for sure.

Enterprise 331

Enterprise SMB Scaling Revenue 331

SaaStr

MAY 4, 2022

Samara launched a new product each of its first 3 years in market, and importantly, by the time it IPO’d, two of its major products each did $200m in ARR. Box is a dramatic case study of going mulit-product late. The post When to Go Multi-Product in SaaS appeared first on SaaStr. Each did 40% of its revenue.

Scale 251

Scale SaaS SMB Scaling 251

Trint

JANUARY 25, 2022

Capturing footage Being in front of the camera is never easy, and as much as we'd love to get it right on the first take, that is rarely the case. Customer case studies , for example, are often unscripted, and there may be many powerful moments through the footage, but it can be a time-consuming process creating a story from it all.

Technology 238

Technology Strategy Marketing Business 238

SaaStr

MARCH 29, 2023

how some ones you are doing that you might know less well are doing, like Doximity , Bill (when we first profiled), … and then how some you may have even forgotten about are doing. Blackbaud is in some ways a case study of the perils of vertical SaaS. Like Blackbaud. It’s a real oldie in educational and nonprofit software.

Education 182

Education Scaling Acquisition Pricing 182

SaaStr

MARCH 6, 2021

And at least in this case, in this case study, the difference to me is clear: the Better Positioned $1m ARR SaaS Start-Up Knew Its Customers From Day 1. But it’s the right number: You need the First 5 Interviews just to truly understand the white space and the current opportunity. appeared first on SaaStr.

Interviewing 352

Interviewing Startup SaaS Enterprise 352

SaaStr

JANUARY 12, 2021

Go back to our case study of Marketo vs. Eloqua vs. Pardot here. The post Why VCs Need Unicorns Just to Survive appeared first on SaaStr. For VCs that manage a fund any bigger than $150m or so though (which is relatively small for a VC) — there really is only one way. note: an updated SaaStr Classic post).

Venture Capital 361

Venture Capital Acquisition Business Model Investment 361

SaaStr

OCTOBER 26, 2020

I was reminded of this the other day, just a smidge, when I got a marketing pitch from a SaaS company with a case study about one of their customers … who also happens to be a customer back. First, I was worried that we often had multiple customers in the same vertical (e.g., We are all buying from each other.

Revenue 273

Revenue SaaS Marketing Sales 273

SaaStr

MARCH 18, 2023

emphasis added) This requires further study, but our hypothesis is that it is still easier to build trust in person and that those relationships help us work more effectively. I’m not sure that alone is the root cause, in any case, a reminder that the issues here are nuanced and complicated. appeared first on SaaStr.

Engineering 210

Engineering Data 210

User Pilot

JANUARY 8, 2024

Promote your case studies with paid ads on social media Case studies make a good customer acquisition strategy because they showcase how your best customers reached business success with your tool. Potential users will see themselves in the case studies and be encouraged to use your solution.

Acquisition 106

Acquisition Strategy Social Media Underperforming Technical Team 106

SaaStr

JUNE 30, 2020

Both finally updated their marketing sites after a long time (24 months in both cases), with somewhat similar changes … and saw widely different outcomes. The first startup saw conversions double after they changed their site: Explained the product served more customer categories than the original narrower site said.

Scale 198

Scale Marketing Startup Enterprise 198

SaaStr

JULY 12, 2023

One reason to do a deep dive on Matterport is as a case study fo the pro and cons of “SaaS + Services” models. The post 5 Interesting Learnings from Matterport at $160,000,000 in ARR appeared first on SaaStr. These hybrid models have exploded over the past few years.

Subscription 160

Subscription Payment Features Revenue Software 160

The Daily Egg

JANUARY 8, 2019

The major misconception about generating website traffic is that you need to create […] The post How I Increased My Website Traffic by 80% in 6 Months [Case Study] appeared first on The Daily Egg. And as we know, poor conversions generate low revenue, leaving your business with little to no profit.

Revenue 277

Revenue Business Strategy Marketing 277

SaaStr

MAY 18, 2022

RingCentral is a very interesting case study in SaaS of starting very SMB, way in the early days of SaaS in 1999, keeping at it … and then tilting upmarket to going much more enterprise post-IPO. The post 5 Interesting Learnings from RingCentral at $2 Billion in ARR appeared first on SaaStr. It can take a while.

SMB 258

SMB Enterprise Scaling Revenue 258

Predictable Revenue

JULY 8, 2019

We’ve made updates and improvements throughout the book, including adding entirely new chapters, case studies, and critical sales concepts. The post The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips appeared first on Predictable Revenue.

Sales 177

Sales Revenue B2B Marketing 177

SaaStr

DECEMBER 4, 2023

They wanted to quantify this trend of a longer sales cycle, so they commissioned a study of 500 revenue leaders in the U.S. If you don’t have flexible terms, you may have to wait while the business builds a feasible use case, or you may ultimately lose the deal. to find out what was going on.

SaaS Payments 216

SaaS Payments Payment Services Payments Payment Features 216

Blulogix

JANUARY 27, 2024

Case Study: How One Company Transformed with BluIQ By BluLogix Team In the dynamic world of Managed Service Providers (MSPs) , maintaining competitiveness and optimizing revenue generation often presents a significant challenge. The company in this case study was facing a common challenge in the industry—consumption leakage.

Subscription 52

Subscription Payment Features Innovation Trends 52

SaaStr

AUGUST 13, 2021

Lead with trailing and projected MRR first. Strong Case Studies. But if you’re raising venture capital, you probably have at least 10 customers Present the best case studies so it’s clear what you are saying is true in practice. Bookings second. And no crazy aggregated quarterly metrics.

Scale 281

Scale Sales Hiring Venture Capital Headcount 281

SaaStr

AUGUST 24, 2021

Aim for high connect rates in most cases. You can mix it up with customer case studies, “how to” sessions, and more. The post 10 Marketing Tactics That Always Work for Early-Stage SaaS StartUps appeared first on SaaStr. Challenge yourself. If so, your connect rates will be high. A related post here.

Scale 338

Scale Startup Marketing SaaS 338

Sales Hacker

JULY 18, 2022

Subject: Greenhouse Case Study. Hi Kristina, I was checking out one of Greenhouse’s case studies – It was really cool to read about how the MLB was able to attract the best and highest quality talent while using Greenhouse. Subject: question re: MLB case study. Subject: The MLB Case Study.

Growth Marketing 88

Growth Marketing Engagement Sales Management 88

User Pilot

JUNE 28, 2023

In this guide, we’ll look at eight user onboarding case studies that can provide inspiration for your own onboarding flows! This marked a 75% increase in CV upload volume within the first two weeks of leveraging Userpilot. TL;DR The Room increased user activation by 75% using driven action UI patterns. Get a demo now!

Onboarding 97

Onboarding SaaS Payments Payment Services Payment Solutions 97

Intercom, Inc.

NOVEMBER 24, 2021

The first is identifying what information to use as inputs to the decision; the second is improving the way our decisions influence outcomes. We learn far more by studying the decision itself”. We learn far more by studying the decision itself and questioning (independent of the outcome) whether the best decision was made at the time.

Underperforming Technical Team 257

Underperforming Technical Team Construction Benchmarks Data 257

SaaStr

MARCH 9, 2022

But it’s a great case study on how nailing a niche, and staying focused on a core ICP in a huge market, can pay off. Digital Ocean, even with customers that pay in many cases less than $50 a month, has maintained 100%+ NRR. So DigitalOcean is the quiet Cloud platform that keeps on growing.

Azure 212

Azure AWS SMB Cloud 212

SaaStr

JUNE 22, 2022

HashiCorp has plenty of room to run in the enterprise, and is a great case study of land-and-expand. And a look back at how they got here with CEO David McJannet: The post 5 Interesting Learnings from HashiCorp at $400,000,000 in ARR appeared first on SaaStr. Operating losses are still growing for now. #5.

Scale 240

Scale Cloud Scaling Revenue 240

SaaStr

AUGUST 2, 2023

Sprinklr is a great case study of going enterprise in a space that starts off simpler and becomes a rich workflow and AI-enhanced engine. The post 5 Interesting Learnings from Sprinklr at $700,000,000 in ARR appeared first on SaaStr. Sprinklr doesn’t close 300+ new customers a day. It closes that many a year.

Social Media 174

Social Media Enterprise Scaling AI 174

SaaStr

MAY 30, 2019

Several years back, Aaron Ross combined some of the best SaaStr content with great new content and case studies into our book, Impossible to Inevitable. Some of the case studies need some fresh names, and we needed to add a bit more of the science and technology from the past few years in sales and marketing to the content.

Sales Hiring 137

Sales Hiring Scale Churn Scaling 137

Payrix

APRIL 17, 2024

For example: How many new customers do you want to onboard in the first 60 days? Your business objectives Before you begin your marketing campaign, it’s important to identify your business and marketing objectives. How many existing customers do you want to migrate, and how many new leads do you want to generate?

Payments 130

Payments Embedded Payments Merchant Services SaaS Payments 130

SaaStr

MARCH 13, 2023

The hospitality industry makes for a good case study on how this works. In a rare case, a customer requested pizza and cookies on the wish page. For word-of-mouth marketing to be an effective strategy, your users must be motivated to take the initiative, which is why user delight is essential.

Growth Hacking 214

Growth Hacking Social Media SaaS Business 214