SaaStr

JANUARY 3, 2023

In the current economic climate, investors weigh profitability over growth. There’s a trend toward transitioning from growth at all costs to paths to profitability. Kate Ahlering, CRO at Calendly, shares how revenue operations are every CRO’s secret weapon to revolutionizing enterprise sales growth. .

Enterprise 217

Enterprise Sales Sales Funnel Compensation 217

SaaStr

SEPTEMBER 29, 2022

Product-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies. . Stage 2 Capital’s Co-Founder and Managing Director, Mark Roberge, breaks down what a consumer tech growth team looks like and how they operate. Free user acquisition.

Technical Review 233

Technical Review Technical Advisors Scale Compensation 233

SaaStr

NOVEMBER 25, 2023

Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex, share five tactical ways to get back to growing and hitting revenue targets. The days of working a little for big returns are behind us in the Boom of ‘21, so what can you do to start hitting revenue targets? #1: Revenue matters, too.

Sales Hiring 194

Sales Hiring Underperforming Technical Team Revenue Sales 194

SaaStr

MARCH 20, 2024

With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. And that’s what makes the bar that much higher.

Sales Hiring 245

Sales Hiring Sales Recruiting Scale Headcount 245

Chargebee

MARCH 6, 2024

Chargebee’s annual user conference, beelieve, buzzed with excitement as it brought together trailblazers and innovators from the subscription and revenue growth industry. Typeform’s big […]

Innovation 100

Innovation Leadership Subscription Payment Features 100

SaaStr

JANUARY 18, 2023

Growth coming down a bit, but still above 100% annually. But growth still remains on a tear, even if down from the 120%+ in many prior quarters. #4. But growth still remains on a tear, even if down from the 120%+ in many prior quarters. #4. International revenue is 36% of total, growing 124% a year. But it’s close!

Cybersecurity 225

Cybersecurity Scale Cloud Scaling 225

SaaStr

FEBRUARY 17, 2023

While the allure of customer acquisition can pull a founder’s attention, it’s equally important to dedicate resources to fighting churn and expanding revenue from existing customers. They discuss how Fox helped build a churn-fighting, upselling, and cross-selling machine that continues to generate revenue.

Retention 200

Retention Revenue Startup Sales Hiring 200

SaaStr

FEBRUARY 7, 2024

In today’s world, there’s a clear shift in what founders, boards, and investors are all after — scalable, low-CAC (customer-acquisition cost) growth strategies. Sales-assisted, product-led growth strategies that close Enterprise leads. How to use community as a driver of product-led growth. vs. $1.80, which is a big difference.

Scale 216

Scale Sales Hiring Strategy Marketing 216

SaaStr

SEPTEMBER 25, 2023

Theoretically, the relationship between sales and marketing should be easy –– after all, these teams are responsible for pulling in more business and increasing revenue. For example, Greenhouse aims to exceed 30% YoY growth at break-even. Unfortunately, this type of tension is all too common and plagues many companies.

Enterprise 251

Enterprise Marketing Sales SaaS 251

SaaStr

NOVEMBER 25, 2022

They demonstrate spectacular growth and expansion while revolutionizing and disrupting industries with new business models. Atlassian’s Chief Revenue Officer, Cameron Deatsch, walks us through how Atlassian grew over the course of 20 years and became one of the most successful startups today. Scale-ups are exciting.

Scale 214

Scale Scaling Marketplace as a Service Entrepreneurship 214

SaaStr

JANUARY 31, 2024

Early in their growth, they thought the primary responsibility for pipe generation fell with marketing, sales, and partners. If pipeline isn’t where it needs to be to sustain growth, you should see it coming because the data shows you that what you’re generating isn’t keeping pace with where you want to go.

Enterprise 236

Enterprise Scale Sales SaaS 236

SaaStr

MARCH 8, 2023

How did the largest product-led growth enterprise company in the world find success? Atlassian is trading at over $40B with revenue north of $3B. So what should earlier-stage companies do: immediately build out a big sales team or focus on product-led growth? Of course, they’ve never had triple-digit growth.

Sales Hiring 211

Sales Hiring Enterprise Headcount Scale 211

SaaStr

JANUARY 8, 2021

The exercise is: “How would you run your business if short-term revenues didn’t matter?” First, of course revenues matter, in the end, they (and profits) are all that matter, and in SaaS, you need short-term revenue to beget long-term revenue. And from that, you may even learn new avenues to growth.

Sales Hiring 272

Sales Hiring Engineering B2B Revenue 272

SaaStr

JANUARY 19, 2023

Foundries (North & Latin America and Caribbean), and Alok Kapur, Global VP of Strategic Partnerships and Business Development, share some essential tips on how growth companies can partner with large software companies to create powerful partnerships. In this session, Kange Kaneene, VP at SAP.iO

Technical Review 202

Technical Review Startup Scale Software Review 202

SaaStr

AUGUST 25, 2020

If you have 140% net revenue retention at, say, $100m ARR and want to grow 50% that year … well, 80% of that growth will come from your base and existing customers! As most SaaS companies scale, their existing customers often end up accounting for the majority of their revenue growth. But ultimately, things change.

Retention 281

Retention Scaling Churn Engineering 281

SaaStr

DECEMBER 14, 2022

An SMB had, on average, 248 business applications—a volume that proved necessary to keep up with the explosive growth of customers in the new digital era. Meanwhile, many of Hubspot’s smaller clients (the 1-10 segment) require product-led motions, where direct revenue may pile up slowly in the early days. Balanced Growth Drivers.

Scale 215

Scale SMB Scaling Innovation 215

SaaStr

MAY 13, 2022

There are many ways to track your marketing performance, but if you want to understand how effective it is, one metric reigns supreme: revenue. The most successful marketing strategies achieve short-term and long-term growth by driving revenue year after year. What is revenue marketing? Are you building?

Revenue 215

Revenue Scale Engineering Marketing 215

SaaStr

JUNE 22, 2023

Mercury also offers vibrant community programs that provide founders with the connections, advice, and resources to help them build the next great companies. At Rattle , we are redefining the way revenue teams and leaders interact with their go-to-market systems! Update your revenue data from anywhere, all within Slack or MS Teams.

Scale 182

Scale Banking compliance Forecasting 182

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? Sydney recommends looking at the balance of net new vs. growth revenue.

AWS 199

AWS Scale Sales Hiring Marketing 199

SaaStr

DECEMBER 30, 2022

DigitalOcean has done that and grown beyond $150M in revenue in Q3 2022. Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. . Both self-serve and sales-driven growth models have varying benefits.

Scale 189

Scale Scaling Revenue Enterprise 189

User Pilot

APRIL 8, 2024

Our guide explains what exactly bottom-up SaaS is and covers the main growth strategies and tactics used by bottom-up companies. Product-led growth is a well-known bottom-up approach that relies on the product for customer acquisition and revenue expansion. Bottom-up SaaS approaches: Product-Led Growth. Book the demo!

Strategy 84

Strategy Business SaaS Customer Lifetime Value 84

Stax

FEBRUARY 21, 2024

So, of course when it came to revenue-driving activities, Ford knew that success in marketing—and business—wasn’t about how much your marketing spend is, but how efficiently you spend it. Enter the SaaS Magic Number, which measures the return on sales and marketing spend in generating new subscription revenue.

SaaS Payments 88

SaaS Payments Payments Payment Services Stax 88

User Pilot

APRIL 22, 2024

In this article, we’ll share 17 best practices that you can implement today to increase retention , revenue, and engagement. Increased customer lifetime value (LTV) and revenue. Avoid customer frustration with self-service knowledge bases A great opportunity to offer a top-notch customer experience is through an in-app resource center.

Customer Success 83

Customer Success Retention Software Review Customer Lifetime Value 83

yoursales

JUNE 2, 2023

It empowers businesses to make informed decisions, allocate resources effectively, and achieve sustainable growth. It involves projecting future deals, sales volumes, analyzing customer demand, and predicting revenue streams within a given timeframe. Sales leaders’ primary concern revolves around accurately forecasting sales.

Forecasting 86

Forecasting Sales Sales Funnel B2B 86

User Pilot

MARCH 25, 2024

It uses revenue and operating costs to determine the company’s value. Revenue-based valuations are more suitable for SaaS startups because it doesn’t take into account upfront investment which affects SDE or EBITDA negatively. The multiple depends on numerous factors, like sustainability and transferability of revenue and growth.

SaaS 101

SaaS Customer Lifetime Value Acquisition Metrics 101

User Pilot

NOVEMBER 2, 2023

How is marketing-led growth different from product-led growth and sales-led growth? You will also learn how to choose the right growth strategy for your SaaS and how to leverage marketing-led growth to achieve your business goals. What is marketing-led growth? What are the benefits of marketing-led growth?

Strategy 101

Strategy Marketing Social Media AI Search 101

Totango

SEPTEMBER 22, 2023

we’re accelerating the motion to customer success-led growth by introducing two new partnerships and nine technology integrations into the Totango software and ecosystem. And, that growth comes from consistently and quickly delivering customer value. Announced during our flagship event, Totango Live!

Enterprise 113

Enterprise Revenue Scale Innovation 113

User Pilot

OCTOBER 26, 2023

What are growth initiatives? What do successful companies do to drive growth ? TL;DR Growth initiatives are strategies aimed at expanding a company’s customer base, market share, revenue, or profitability. To take full advantage of growth opportunities, use product analytics to inform product decisions.

Acquisition 103

Acquisition Scale Onboarding Marketplace as a Service 103

FastSpring

MARCH 3, 2023

This is one of the primary reasons why growth expert Fred Linfjärd encourages SaaS companies to consider using a merchant of record instead of a DIY solution. I saw the opportunity to outsource and free up resources by not dealing with taxes and whatnot, so we could focus on core product and core commercial operations,” Fred explained.

Merchant Services 131

Merchant Services Payment Services Outsourcing Services SaaS Payments 131

User Pilot

OCTOBER 26, 2023

We also look at examples of companies that have managed to ace product-led growth for complex software solutions. TL;DR Product-led growth is a strategy that uses the product as the main source of growth. What is the product-led growth strategy? What is the difference between product-led growth and sales-led growth?

Outsourcing Services 93

Outsourcing Services Onboarding Customer Support Customer Lifetime Value 93

Stax

APRIL 18, 2024

Independent Software Vendors (ISVs) and Software-as-a-Service Providers (SaaS) operate within the same market, thus creating a push-and-pull revenue dynamic. How companies price and distribute their solutions affects everything from revenue streams and customer interaction to product development and delivery methods.

Outsourcing Services 88

Outsourcing Services SaaS Payments Payment Services Payment Methods 88

User Pilot

APRIL 3, 2024

Read on to learn all about this product-led growth model. TL;DR Product-led innovation emphasizes improving the product to attract customers, reducing reliance on marketing for growth. PLG and SLG differ in focus: PLG centers on product appeal for growth, while SLG relies on sales strategies and personal interactions.

Innovation 96

Innovation Payments Strategy Payment Solutions 96

Blulogix

FEBRUARY 27, 2024

Here’s a glimpse of what to expect: Foundational Principles: Revisiting the core principles of agile monetization, the whitepaper lays the groundwork for understanding the shift towards more flexible, customer-centric revenue models.

AI Search 97

AI Search Machine Learning Artificial Intelligence Blockchain 97

User Pilot

NOVEMBER 24, 2023

Both are critical metrics to measure in your product, but is there an outright winning that you should solely focus on for your product growth ? TL;DR Customer acquisition attracts and converts new customers through marketing and sales efforts to expand the customer base and drive revenue growth. What is customer acquisition?

Acquisition 101

Acquisition Retention Customer Lifetime Value Churn 101

Andreessen Horowitz

SEPTEMBER 19, 2023

Over time, Instacart planned to build out an advertising revenue stream with CPG companies, offering them effective performance marketing with a primed, high-intent audience. The company’s early performance was impressive, and even more impressive was that almost all of the consumer-side growth was organic. Remember Webvan and Kozmo?

Marketplace as a Service 142

Marketplace as a Service Scale Underperforming Technical Team Construction 142

User Pilot

NOVEMBER 27, 2023

There are two types of churn to look out for: customer churn and revenue churn. A good SaaS churn rate varies by industry and growth stage, but generally, a 5%-7% annual churn is acceptable for established companies. Inevitably, this hits your bottom line, and your revenue decreases. How to calculate the churn rate?

Churn 89

Churn Retention Benchmarks Customer Lifetime Value 89

User Pilot

SEPTEMBER 25, 2023

And how can your SaaS business use them to facilitate product growth ? TL;DR A PLG motion is a growth strategy focused on using the product itself as the main driver of growth. For example, the sales could own the revenue metrics like MRR or CLV. What is a product-led growth (PLG) motion? Let’s dive in!

Acquisition 100

Acquisition AI Search Onboarding Churn 100