Sales Hacker

DECEMBER 3, 2021

If you want to expand into new markets, you will need to do a lot of prep work to get a solid understanding of what this sort of market expansion entails. You are paving the way for even more expansion and more financial gains. Minimizing your risks and maximizing your potential is key to choosing the right market for your expansion.

Innovation 94

Innovation Strategy Business Outsourced Development 94

Chargify

NOVEMBER 23, 2021

In this article, you’ll learn what an MRR expansion rate is, how to calculate it, and the expansion growth percentages you need to know. The post What is a Good MRR Expansion Rate? appeared first on Chargify.

Forecasting 92

Forecasting Finance Revenue Data 92

ChurnZero

APRIL 15, 2022

Like a magician flexing their psychic power, pinpointing the most ideal time to present your customer with an expansion opportunity can’t be left to intuition. But knowing when customers are primed for expansion isn’t always obvious. And how can you apply the same strategies to your own expansion pathways?

Payments 98

Payments SaaS Payments Payment Methods Payment Services 98

Baremetrics

AUGUST 24, 2021

When considering expansions and offering customers upgrades, two things need to be considered: What are the best ways to shift product offerings and pricing? In this article, we’re going to talk about just that: how can you best monitor expansion for customer upgrades in Stripe. As my dad says, “Well that’s not hard to take.”

Subscription 97

Subscription Payment Features Software Review Payments 97

Tom Tunguz

DECEMBER 11, 2018

Mining the existing customer base for customer expansion seems very logical. But at the early stages, investors value new logo acquisition more than customer expansions by investors. Best in class companies typically achieve 120% negative net expansion. Plus, the strategy is successful in practice. There are three reasons.

Scale 145

Scale Acquisition Startup Scaling 145

Chargebee

MARCH 16, 2022

Our latest updates solve for compliance heavy-lifting during market expansion. Introducing industry-first eInvoicing compliance capabilities for Europe & India.

compliance 105

compliance Business Marketing 105

IT World

MARCH 16, 2022

billion on additional projects that include expansions of its existing fabrication facilities in the Republic of Ireland, a new R&D plant in France, and additional build-outs of several kinds of plants in Poland, Italy and Spain. Intel will spend €17 billion (US$18.6 billion) on the new fabrication plants, as well as up to a further €16.5

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Kellblog

SEPTEMBER 9, 2022

Just a quick post to share the slides I used at a recent SaaStock member workshop on Rising to the Challenges of US Expansion. This material is based on the series of posts I wrote for the Balderton Build site on US expansion, the first post of which is linked to here.

Startup 65

Startup Marketing Strategy Management 65

ChurnZero

DECEMBER 17, 2021

Customer acquisition and customer retention are cornerstones of building and maintaining revenue , but customer expansion — and a robust customer expansion strategy — can also be pillars of success. What is a Customer Expansion Strategy ? Why is Customer Expansion Important for SaaS Businesses? Clarity is key.

Strategy 52

Strategy Management Churn Pricing 52

Totango

JANUARY 9, 2020

Companies today are instead looking to implement a customer expansion strategy. Customer expansion isn’t about pushing current customers to spend more; rather, it’s about creating extra value that customers will benefit from. What is a Customer Expansion Strategy? . Tips for Improving Your Customer Expansion Strategy.

Strategy 65

Strategy Onboarding Customer Success Business Model 65

Totango

JULY 24, 2020

Client expansion is the bird-in-the-hand approach to B2B enterprise growth. The best B2B client expansion strategies achieve this by creating more value for customers — value that they will be willing to pay for. What Is Client Expansion? Client expansion is a way of maximizing your existing assets. Show Value Quickly.

B2B 62

B2B Strategy Software Review Customer Lifetime Value 62

Sales Hacker

JANUARY 8, 2021

As we continue to weather the impact of COVID-19 and as countries open and close at different intervals, global expansion allows your team to minimize risk by not putting all your eggs in one basket. But as you likely know, global expansion isn’t easy. Elements of Successful Global Sales Expansion. “Be Expansion is a Marathon.

Sales Hiring 82

Sales Hiring Sales Recruiting Sales Technical Review 82

SaaSX

JULY 12, 2020

Determining if sales or customer success should own customer expansion and renewals is the age-old SaaS question. You can be successful when sales owns expansions & renewals, and you can be equally successful having customer success own it. Farmers for renewals and expansion. Sales owns expansion and renewal.

Sales Recruiting 90

Sales Recruiting Sales Hiring Sales SaaS 90

ChurnZero

MARCH 20, 2023

If you want to keep the peace at the dinner table, three things should never be discussed: religion, politics and who owns customer renewals and expansions. GRR excludes expansion revenue which can mask churn and the true performance of the Customer Success team. Who owns customer expansions? Who owns customer renewals?

Customer Success 52

Customer Success Management Sales Leadership 52

ChurnZero

MARCH 20, 2023

If you want to keep the peace at the dinner table, three things should never be discussed: religion, politics and who owns customer renewals and expansions. GRR excludes expansion revenue which can mask churn and the true performance of the Customer Success team. Who owns customer expansions? Who owns customer renewals?

Customer Success 52

Customer Success Management Sales Leadership 52

User Pilot

AUGUST 18, 2021

Measuring customer engagement helps improve retention , account expansion , and product advocacy. In general, measuring engagement gives you a lot of insights into three key areas: retention or churn, account expansion , and product advocacy. Improve account expansion. Zoom uses add-ons for account expansion.

Engagement 98

Engagement Retention Software Review SaaS 98

Chart Mogul

FEBRUARY 9, 2018

Highly successful SaaS businesses exhibit very strong customer expansion and as a result, negative churn. But it's possible to dig deeper basic expansion rate to better understand how and when customers upgrade. Expansion rate in SaaS is an oft-overlooked metric that can uncover a lot of insights about the health of your business.

SaaS Payments 69

SaaS Payments Payment Solutions SaaS Payments 69

OpenView Labs

NOVEMBER 12, 2020

When we were preparing the 2020 expansion SaaS benchmarking survey, our biggest question was: “How did COVID-19 and the economic downturn affect private SaaS companies?” Respondents were primarily CEOs (38%) and CFOs (29%) at expansion stage software companies with $1 to $20MM in annual recurring revenue (57%).

Benchmarks 52

Benchmarks Scale Technical Review SaaS 52

Sixteen Ventures

AUGUST 8, 2018

And the first order of business is understanding the difference between Sales and Expansion and why knowing the difference is so important. But, when it comes to operationalizing account growth, where do you draw the line between sales and expansion? – are the things that will absolutely KILL a real Expansion strategy.

Sales 69

Sales Government Churn Customer Success 69

Tom Tunguz

NOVEMBER 27, 2016

As a SaaS startup begins to reach critical mass, the business generates more of its revenue from upsells and expansions, reaching about 30% at between $40-75M in revenue, which is in line with some of the models we’ve created. Expansion 0.20 How should SaaS startups compensate their sales teams for upsells and expansions?

Compensation 100

Compensation Scale Sales SaaS 100

The SaaS Garage

SEPTEMBER 25, 2020

Deutsches Conversation Intelligence Startup bao solutions erhält eine Millionen Euro für weitere Expansion MUENCHEN, September 24, 2020 ( spotfolio ) — Nach zwei Jahren Bootstrapping hat das Münchener Start-up bao solutions nun eine Seed-Runde finalisiert.

Startup 75

Startup Software Management Sales 75

Chargebee

DECEMBER 27, 2023

Scaling a business to new heights involves navigating a myriad of challenges depending on company size, regions they operate in, and so on. The journey is complex, with many strategies available to grow and diversify revenue, like venturing into new geographies, expanding the product line, and launching new business models.

compliance 52

compliance Payment Features Business Business Model 52

Chargebee

DECEMBER 27, 2023

Scaling a business to new heights involves navigating a myriad of challenges depending on company size, regions they operate in, and so on. The journey is complex, with many strategies available to grow and diversify revenue, like venturing into new geographies, expanding the product line, and launching new business models.

compliance 52

compliance Payment Features Business Business Model 52

Sixteen Ventures

SEPTEMBER 5, 2019

How can we hold Sales accountable for the customers they bring in – getting them Onboard and setup for long-term success (and expansion!) – without them owning the customer post-sale? The post TTFV as a Sales KPI to Drive Engagement and Expansion appeared first on Customer-centric Growth by Lincoln Murphy.

Engagement 70

Engagement Sales Compensation Onboarding 70

Tom Tunguz

JULY 25, 2022

The trick: compensate AEs on expansion at the same rate as initial land. Typically, companies discount expansion quota retirement or commissions to around 25-75% of a new customer dollar. When deliberately underselling, the company should value the expansion dollar equally to a new customer dollar.

Compensation 333

Compensation Sales Customer Success Retention 333

Sixteen Ventures

NOVEMBER 15, 2018

So take the customers that are not successful out of the contact list for Expansion (until they’re successful again); you weren’t gonna get the sale anyway, and now the damage will be avoided. Remember, expansion is simply part of the customer’s journey toward success.

Customer Success 63

Customer Success Churn Engineering Revenue 63

Tom Tunguz

NOVEMBER 23, 2014

The recent 2014 SaaS benchmark survey aggregated by Pacific Crest and Matrix indicates that expansion revenue accounts for between 8-26% of total annual bookings, increasing as the company scales. There are many different ways of achieving this kind of account expansion. new customer sales people to 1 account expansion salesperson.

Startup 100

Startup Sales Hiring Scale Benchmarks 100

SaaStr

SEPTEMBER 16, 2022

After finding success in their home country, many SaaS founders begin to think globally, considering expansion into the international markets. Consider why you have thought of expansion. Could you reach a large, sustainable TAM within your own market without the headache of expansion? Do you have the right team?

Scale 240

Scale Scaling Sales Hiring Marketing 240

ProfitWell

JUNE 26, 2019

This week, Ed Laczynski from Zype asks us a key question to understand an important mechanism in growing a subscription company: How do you increase expansion revenue, and quickly? Yet, expansion revenue isn’t the easiest metric to increase, so to answer this question we looked at just under four thousand subscription companies.

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Revenue Subscription Payment Features Benchmarks 45

OpenView Labs

SEPTEMBER 18, 2019

Our 2019 Expansion SaaS Benchmarks are live! The post OpenView’s 2019 Expansion SaaS Benchmarks [Podcast] appeared first on OpenView. This year we surveyed over 500 companies, ranging from pre-revenue to $150M+ ARR with nearly half of respondents coming from outside the U.S. Follow along here. ?. Prefer to listen on iTunes?

Benchmarks 40

Benchmarks SaaS Revenue 40

Valuize Consulting

MARCH 23, 2020

SaaS expansion revenue is the economic lifeblood of recurring revenue for companies that wish to grow. What's more important in your company: landing that new prospect or expanding the revenue of that existing customer? As customer [.].

Revenue 52

Revenue SaaS Technology 52

SaaStr

NOVEMBER 29, 2023

High NRR and Account Expansion Source of All Revenue Growth Some basic NRR math — with essentially 0% customer growth, 114% NRR combined with an overall enterprise spend expansion of 5% translates into 18% revenue growth. And really the source of all its growth. #3. You get ~15% annual growth. #4.

Cloud 272

Cloud Enterprise Revenue Engineering 272

Sales Hacker

JUNE 16, 2021

The post Your Global Sales Playbook: How to Take on International Expansion appeared first on Sales Hacker. Join Globalization Partners’ CRO, Diane Albano, for this session where you will gain expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.

Sales 42

Sales Strategy Management 42

OpenView Labs

DECEMBER 9, 2019

As an expansion stage startup, your board of directors is an invaluable asset, meant to help and guide your company to its next level of success. The post Independent Board Members: Who to Hire at the Expansion Stage appeared first on OpenView. Your board, however, is only as good as the sum of its members.

Compensation 52

Compensation Leadership Interviewing Startup 52

SaaStr

NOVEMBER 18, 2022

41% of CS Teams Own Revenue Expansion — More Often Than Sales. I rarely see CS own expansion when it’s more than 10% of revenue, i.e. when it needs to be negotiated. I see them support expansion, but not own it, generally. Having it be somewhat automated by accounting is my favorite, when it works. #5.

Customer Success 332

Customer Success Headcount Churn Revenue 332