Kellblog

OCTOBER 30, 2022

Forecast 2022 ARR growth of 36%, so they’re planning to accelerate. Gross churn of 14%, in line, perhaps a tad high, relative to my guess. Gross churn of 14%, in line, perhaps a tad high, relative to my guess. Sales and marketing (S&M) expense of 40% of revenues. Everyone’s an optimist. blended, 1.8

Metrics 135

Metrics SaaS Benchmarks Churn 135

SaaSOptics

MARCH 16, 2022

2022 B2B SaaS Trends [Webinar Recap]. That’s why we sat down with SaaSOptics and Chargify executives Caitlin O’Neil, CFO , and Matt Downs, CRO , to weigh in on the biggest trends of 2022. However, 64% of these participants considered expansion into new pricing models in 2022. Sales-negotiated.

Trends 98

Trends B2B Scale Payment Features 98

OpenView Labs

DECEMBER 14, 2021

It’s December – your 2022 budget is drafted, circulated, revised, completed and board approved… right? Whether it’s complete or not, there is a 100% chance that the budget will be adjusted over the course of 2022. Whether it’s complete or not, there is a 100% chance that the budget will be adjusted over the course of 2022.

Scale 80

Scale Sales Benchmarks Finance 80

SaaStr

DECEMBER 27, 2023

Digital Ocean is only growing 16% now at $700m ARR, and churn is up and NRR down. Still Pushing ARPU Up, Churn Stable — But NRR Way, Way Down This Year Digital Ocean has small customers and tiny ARPUs, but pushing the ARPU up a bit has a huge impact on a percentage basis. Churn Stable. It’s gotten crazy good.

Scale 224

Scale AWS Azure Cloud 224

SaaStr

OCTOBER 18, 2023

After decades running SaaS companies, it was time for a break in 2022, and Josh eventually stepped down as CEO. 30% of the Sales Team Churned in 2022. 67% of Customers on Multi-Year Contracts, And Going Up, This certainly helps slow down churn, even if it really just masks it in the end. #7.

Entrepreneurship 236

Entrepreneurship Enterprise Pricing Churn 236

Kellblog

DECEMBER 27, 2021

Hit, depending on what you mean by “top” [3], but my real point was the NDR would replace churn rates as a method for valuing the installed base and I think it has. Kellblog Predictions for 2022. Well, here we go with our predictions for 2022. Net dollar retention becomes the top SaaS metric. Partial hit.

Blockchain 142

Blockchain Technical Review Venture Capital Sales Hiring 142

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Now, in 2024, we’re in the age of efficiencies, and we’re rethinking whether we should put more people on it or tolerate more churn and issues because we want to be cash flow positive. Sales grew a little less.

Sales Hiring 244

Sales Hiring Customer Success Scale AI 244

SaaStr

JUNE 2, 2022

You can see here even in June ’09, the peak of that recession arguably, we doubled sales over ’08: #2. Two things though did get hit harder — SMB Churn and Upsell s. Customers kept buying more SaaS than ever, which masked all-time high churn in SMB accounts. So churn was up in ’09, but so was sales.

SMB 299

SMB SaaS Churn Enterprise 299

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold.

Sales Hiring 251

Sales Hiring Sales Recruiting Scale Headcount 251

ChurnZero

DECEMBER 21, 2022

2022 was a tireless year. WIth that, here are ChurnZero’s top five most-attended and most-watched webinars from 2022. But in reality, it’s 45% expansion hiding 20% churn. If you have a really long sales cycle—let’s say six to 12 months—then you have about half of that time—say three to six months—to deliver value.

Customer Success 98

Customer Success Scale Underperforming Technical Team Benchmarks 98

Intercom, Inc.

MARCH 28, 2022

Third, the lines between sales, marketing, product, and support are blurring. When a customer reaches out with a question while they’re on a free trial, is that a support issue or a sales issue? From both the customer and business perspective, the lines between sales, marketing, product, and support are blurring. Read more ?.

Scale 228

Scale Engagement Technical Review Business 228

OpenView Labs

JANUARY 13, 2022

This year we look back at 2021 and forward to 2022, measuring how our past predictions have stood up to another tumultuous year and laying out what you can expect in 2022. Science, conscious consumers, and next-gen founders will drive ESG’ innovation in 2022. Join Steven’s research, take a short survey Growth Strategies in 2022.

Pricing 82

Pricing Payment Services SaaS Payments Payment Solutions 82

ChurnZero

NOVEMBER 11, 2022

Download your full copy of the 2022 Customer Success Leadership Study here. Overall, the industry’s top five measurements of success are NRR, gross revenue retention (GRR), churn rate, logo retention rate and expansion revenue—while “softer” metrics like NPS appear only further down the list. report to the CEO, 17.1%

Leadership 98

Leadership Trends Customer Success Investment 98

SaaSOptics

FEBRUARY 13, 2022

Getting SaaS Accounting and Financial Operations Right in 2022. For example, when you go to Macy’s to buy a shirt, Macy’s recognizes the revenue from that shirt sale as soon as you fork over your credit card. And this trend will continue. This means that revenue is recognized at the time of the transaction.

Payment Features 105

Payment Features Outsourced Development SaaS Software Review 105

SaaStr

JUNE 26, 2022

Big Companies Don’t Churn. SaaStr 567: 16 Ways to Level Up in 2022 with SaaStr Founder and CEO Jason Lemkin. 16 Ways to Level Up in 2022 with SaaStr Founder and CEO Jason Lemkin. AngelList: Seed Rounds Have Fallen 50% in Volume Since March. They Quit You. 5 Interesting Learnings from Sprout Social at $240,000,000 in ARR.

CTO Hire 219

CTO Hire CTO Sales Hiring Scale 219

SaaStr

MARCH 19, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Three Valuation Lows in SaaS: 2013, 2016, and 2022 5 Interesting Learnings from Doximity at $450,000,000 in ARR Is Cold Calling Dead? SaaStr 642: Founder-Led Enterprise Sales: Failure Points on the Path to $100m ARR  2. 74% of You Say No!

Scale 203

Scale Enterprise Churn Startup 203

CustomerSuccessBox

APRIL 12, 2022

Here we have jotted down the essential strategies to be included in your Customer success checklist for the year 2022. Points to Ponder on making customer success plan for the year 2022. Better sales and Customer success alignment. The post Customer Success Checklist for 2022 appeared first on.

Customer Success 52

Customer Success Artificial Intelligence Machine Learning Construction 52

Tom Tunguz

MAY 15, 2022

The y-axis is sales efficiency: a proxy for product-market fit (PMF). Go Big or Go Profitable : customers want the product and the company has faith that bookings and churn won’t suffer in a downturn. An essential ingredient to deciding 2022 strategy is the answer to: will our business be impacted by a US recession?

Startup 342

Startup Outsourced Development Scale Banking 342

SaaStr

MAY 22, 2023

The best of us kept growing , albeit with elevated churn through 2010: What Really Happened to SaaS in the ’08-’09 Recession And to those of us who have been doing SaaS a long time … 2023 just feels Like it Used to Be. Sales is hard again. 2022 was harder, but it took a while to see it wasn’t transitory.

SaaS 242

SaaS Churn Sales Software 242

Intercom, Inc.

NOVEMBER 30, 2021

Juggling outdated, disjointed tools is a recipe for team burnout, customer dissatisfaction, and ultimately, churn. It also integrates with other tools in your business’s tech stack so you can work seamlessly with other customer-facing teams – like marketing, sales, and product – to help, delight, and retain customers all from one inbox.

Technical Review 249

Technical Review Customer Support Payment Methods Payment Solutions 249

SaaStr

NOVEMBER 11, 2022

At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. What I mean is Ben broke the rule that he didn’t care what NRR and churn were. They have service and all this, but the second cloud for them was sales. Your core models for sales, for marketing spend, for hiring and engineering and product.

Outsourcing Services 178

Outsourcing Services Banking CTO Hire New CTO 178

SaaStr

JULY 10, 2022

A great VP of Customer Success in just a quarter or so decreases churn and increases account revenue growth. Sales growth slowly declines as she struggles to bring in enough reps. Sales growth slowly declines as she struggles to bring in enough reps. Churn slowly increases. jasonlk) July 9, 2022. This is hard.

Sales Recruiting 183

Sales Recruiting Sales Hiring Scale Churn 183

CustomerSuccessBox

APRIL 18, 2022

Here’s a simple curated list of Top 10 SaaS conferences of 2022 that you can add to your calendar and learn from the best! Silicon Valley, online event: 12 – 13 April 2022. Think 2022, IBM. Virtual Global event: 10 – 11 May 2022. Austin, Texas: 18 – 19 May 2022. Startup Grind. CXO Summit.

Technical Review 52

Technical Review Scale SaaS Systems Review 52

SaaStr

JANUARY 4, 2023

A nice sweet spot for a mix of inside and outside sales. #3. Okta is seeing higher SMB churn and more ROI scrutiny, but is also benefitting from some customers wanting to centralize on fewer core vendors. Okta has done an excellent job at keepings its NRR at 122%-123% all the way to $2B in ARR. And that’s up from 118% at IPO. #2.

Scale 280

Scale Headcount Sales Hiring SMB 280

SaaStr

AUGUST 28, 2022

So in many ways we use SaaStr itself as sort of a lab to try sales and marketing experiments. We have a world-class sales team now that does $20m a year, with just 6 sales execs, so I’ve learned a lot about efficiency there. They churn at the highest rate. And they often distract the sales team from bigger deals.

Scale 237

Scale Sales Hiring Pricing Churn 237

CustomerSuccessBox

MAY 18, 2022

Here is the list of 10 Customer Success blogs to follow and save in your digital library in 2022! You should definitely check out the resources they offer on eliminating churn, advocacy, and expansion selling strategies if customer success is something that you read about to elevate your career! CustomerSuccessBox. CX Accelerator.

Customer Success 52

Customer Success Scale Technical Review AI Search 52

SaaStr

DECEMBER 29, 2022

The Best in SaaS are still growing at incredible rates, but the overhang from the crazy multiples and VC funding run of late 2020-early 2022 will hang over our heads for the rest of the year. A great VP of Sales. Worst case, they still use it and are happy, and churn less. But 2023 is so … unique. Go Hire That Missing VP!

Sales Hiring 228

Sales Hiring Venture Capital Healthcare Communication 228

SaaStr

MAY 1, 2022

Don’t Hire a VP of Sales Everybody Loves. Are You Fundable in 2022? SaaStr 548: How to Build a Super High-Retention Sales Team with Twilio SVP & GM of North America Sales, Alice Katwan. It’s a Lot Harder to Build a SaaS Decacorn Than It Used To Be. A 4 Point Test To Know If You Are Ready to Hire BigCo Folks.

Sales Hiring 199

Sales Hiring Leadership Innovation Retention 199

SaaStr

OCTOBER 14, 2022

It’s no secret that 2022 has brought market shifts that even the previous two years lacked. But in 2022, there is a new focus on efficiency. This metric reveals how long it takes to earn back your sales and marketing spending, which is highly relevant when factoring into efficiency. Key Takeaways.

Startup 192

Startup SaaS Metrics Churn 192

SaaStr

MAY 16, 2024

But if you know what success looks like in sales, support, engineering, etc., 2022 was a knife falling in terms of public companies. Half of sales and marketing resources might not exist in 24 months. As a manager, you have to do things differently. It might actually help them learn new things they wouldn’t learn on the job.

Sales Recruiting 222

Sales Recruiting AI Search B2B Sales Hiring 222

SaaSOptics

MARCH 10, 2022

As the world’s #1 CRM platform, Salesforce can do everything from providing more insight into customers or sales to improving inter-company communication for better customer service. Pipedrive allows companies to visualize their sales pipeline with an interface that has been hailed as the easiest to use in the sales industry.

Payment Services 87

Payment Services SaaS Payments Payments Payment Solutions 87

SaaStr

AUGUST 8, 2022

But in 2022, you need your VPs to work together like a tightly oiled machine, and trust us when we say, the ones that started since 2020 are not as dialed-in with the rest of the exec team. . . >>>Team Your Sales leaders get the playbook from Lattice, Calendly, Snowflake, Confluent, Brex and So. Back in ye-olde-days (i.e.

VPCs (Virtual Private Cloud) 221

VPCs (Virtual Private Cloud) Scale Sales Hiring Scaling 221

CustomerSuccessBox

MARCH 2, 2022

The global customer success software market share will rise in 2022. These help in reducing churn and monitoring of customer health scores, and of course the arrival of cloud deployment. Suggested Read : Customer Success defining trends in 2022. It will grow from 978.22 million in USD (2020) to 3,538.03 million in USD (2026).

Software Review 52

Software Review Customer Success Software Transportation 52

SaaStr

SEPTEMBER 3, 2023

But then 2022 hit, and things changed for some companies. Founders Remain Extremely Optimistic About Raising Future Capital Even after the downturn of 2022, founders remain extremely optimistic about raising future capital at higher valuations. Founders view 2022 as an anomaly, which is a mistake.

Sales Hiring 222

Sales Hiring Headcount Finance Technical Review 222

SaaStr

MAY 23, 2022

Let go of your bottom 20% of sales reps, concentrate leads in the best reps. — Sam Blond (@samdblond) May 19, 2022. Relatively speaking, the easiest sales are from your existing customers. Make sure your sales comp plan rewards the high performers. So many of you will want to manage the burn more carefully.

Sales Hiring 275

Sales Hiring Management Airlines Venture Capital 275

SaaStr

JANUARY 19, 2023

We’ll see 2,500+ of the best SaaS founders, execs, and VCs June 6-7 at 2022 SaaStr Europa ! You also get access to our drag and drop, visual integration builder, allowing sales teams to directly create integrations for clients, or marketing teams to create actionable content that can easily be shared and installed.

Sales Hiring 205

Sales Hiring Scale Cloud Churn 205

CustomerSuccessBox

DECEMBER 13, 2021

Customer Success has gained importance globally and has been the first line of defense to boost conversions, drive retention, reduce churn and drive advocacy. Customer Success Leadership Roundtable: Owning Renewals – Sales or CS? Wednesday, January 12, 2022 |. Future of the Contact Centre Conference 2022 |.

Customer Success 52

Customer Success Leadership Interviewing Innovation 52