SaaStr

DECEMBER 29, 2023

It can replace humans for those companies that can’t find someone to send emails, update the website, or do sales. Q: As you scale, how metrics-oriented should the company be? ARR asks Jason how he sees the best companies steering into metrics and KPIs to drive performance at a leadership level. The market wants it.

Scale 226

Scale Sales Hiring Customer Success AI 226

SaaStr

JANUARY 20, 2022

We wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2022. For the Executives, we deliver the deep analytics, metric and reports to provide a comprehensive view of the health of their SaaS business. Join these incredible companies to experience all the value of SaaStr! Every day, all day.

DevOps as a Service 202

DevOps as a Service AI Search Cloud compliance 202

Intercom, Inc.

DECEMBER 28, 2022

We’ve made it to the end of 2022 – 12 months in which everything changed for the tech industry. In this post, the Intercom Content Team picks our highlights from a busy 2022 – we published over 150 pieces of content, including guides about customer support and customer retention. 2022 has provided us with some truly great series.

Technical Review 118

Technical Review Scale ChatGPT Innovation 118

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

SaaStr

OCTOBER 5, 2022

Combining product-led growth (PLG) with enterprise sales is a multiplier effect. When engineered right, combining PLG motions with enterprise sales accelerates growth by engaging with different customers in precisely the way they want. Most companies, however, think they must choose between product-led and enterprise sales.

VP of Engineering 187

VP of Engineering Scale Scaling Sales Hiring 187

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

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. But many of the metrics of those days didn’t really make much sense, with hindsight. 40% attainment?

SMB 276

SMB Sales Hiring Enterprise Metrics 276

Kellblog

OCTOBER 13, 2022

And what’s the impact on your other SaaS metrics? If ARR is a forward-looking metric [6], what do ARR-based metrics like net dollar retention (NDR) mean [7] in a world without fixed forward commitments? In the trailing year (2022), he spent $1,131. What’s your churn rate? What Does Recur Mean?

Metrics 131

Metrics SaaS Payments SaaS Payment Features 131

SaaStr

OCTOBER 28, 2022

Conversations about the state of the SaaS market in 2022 are everywhere, and it can seem overwhelming for entrepreneurs and business leaders to make sense of everything. In 2021, there was much less focus on efficiency and more on revenue metrics like ARR. The 2022 Economic Climate, Barriers to Growth, and Recruitment.

Sales Recruiting 197

Sales Recruiting Sales Hiring Leadership Interviewing 197

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. 1/ Crash course in Customer Success and SaaS metrics. Many people think of SaaS and CS metrics as black and white. But the truth is, there are many ways to calculate and interpret—and game—metrics.

Customer Success 98

Customer Success Scale Underperforming Technical Team Benchmarks 98

Chart Mogul

JUNE 1, 2023

faster than their peers in 2022. So if you are keeping a close eye on your retention metrics this year, you’re not alone. Retention is one of the most important metrics when building a successful SaaS business. faster than their peers in 2022. Companies with best-in-class retention grew at least 1.8x What happened?

Retention 90

Retention Metrics Benchmarks SaaS 90

ChurnZero

JUNE 24, 2022

2022 continues to be a grave reminder that change is constant. In our webinar, 2022 SaaS retention benchmarks , SaaS Capital Manager Director Rob Belcher shares the results from their 11th annual B2B SaaS benchmarking survey. Those are the types of things that you can use as KPIs, on the way to the ultimate metric which is NRR.

Benchmarks 98

Benchmarks Retention Software Review Technical Review 98

ChurnZero

NOVEMBER 11, 2022

Download your full copy of the 2022 Customer Success Leadership Study here. The top metrics in CS are all revenue metrics. NRR, which tracks the percentage of recurring revenue retained from existing customers, is now the top metric for CS teams in almost every revenue band. report to the CEO, 17.1%

Leadership 98

Leadership Trends Customer Success Investment 98

Kellblog

DECEMBER 27, 2021

Net dollar retention becomes the top SaaS metric. Kellblog Predictions for 2022. Well, here we go with our predictions for 2022. I think 2022 will be the year we stop thinking in pre-Covid and post-Covid terms, and accept that Covid-19 will become endemic. It’s exciting to watch. But back to our prediction.

Blockchain 142

Blockchain Technical Review Venture Capital Sales Hiring 142

Tom Tunguz

APRIL 1, 2024

y/y, estimated sales efficiency is 0.11, & contribution margins are negative : Rubrik sells $1 of subscription software for $0.88. The contribution margin has improved from -117% in 2022, to -38% in 2023, to -12% in 2024. 41% of new bookings derives from those new customers. But overall revenue is growing 4.5%

Data 191

Data Subscription Payment Features Cloud 191

Tom Tunguz

AUGUST 26, 2023

On Friday, Klaviyo filed their S-1 - one of the first software companies to do so since the beginning of the economic downturn in late 2022. ” The PLG efficiency is tremendous both in cash & sales efficiency, which tops the charts of public software companies at 1.03 For 2022, approximately 10.6% for the last 6 months.

Benchmarks 172

Benchmarks Venture Capital Marketing SMB 172

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

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. If there were one or two metrics or data points that Nick learned at Gainsight by sitting in on board meetings, what were they? Sales grew a little less. From 2022 to 2023, it grew 0%.

Sales Hiring 244

Sales Hiring Customer Success Scale AI 244

SaaStr

JUNE 30, 2022

June seems to show no signs of slowing down but we’re monitoring demand metrics like a hawk to see when or if we’ll experience a slow down. — Kyle Porter (@kyleporter) June 28, 2022. jasonlk) June 1, 2022. — RowanTrollope.eth (@rowantrollope) June 29, 2022. Ended May $1.7M ahead of plan and growing ARR @ 53%.

B2B 280

B2B SaaS Branding Metrics 280

SaaStr

JANUARY 28, 2024

Dear SaaStr: Is There Any “Con” In Giving Our Sales Tool For Free to Early-Stage Startups? That’s a real issue with sales tools per the question. Sales reps and SDRs really have almost no budget. Sales may not like it. Free of course can real work, done right.: Very free, in fact. Support may have it.

Strategy 213

Strategy Onboarding Enterprise Startup 213

Tom Tunguz

AUGUST 26, 2023

On Friday, Klayviyo filed their S-1 - one of the first software companies to do so since the beginning of the economic downturn in late 2022. ” The PLG efficiency is tremendous both in cash & sales efficiency, which tops the charts of public software companies at 1.03 For 2022, approximately 10.6%

Benchmarks 158

Benchmarks Venture Capital Marketing SMB 158

SaaStr

NOVEMBER 16, 2022

At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. And when I first wrote this on LinkedIn, I got a hundred comments with everyone telling me who their magical sales rep is too. ” He’s grabbing me, this tall 6’6 sales guy. This episode is the second half of the session. I love Joe.”

Sales Hiring 216

Sales Hiring VP of Engineering Payment Methods Scale 216

SaaSOptics

FEBRUARY 13, 2022

Getting SaaS Accounting and Financial Operations Right in 2022. One challenge is how software providers manage their order to cash process and capture, share, and use financial metrics internally. According to Gartner, the SaaS industry is projected to grow to a staggering $121B in 2021, a 15% increase from 2020. The worst part?

Payment Features 105

Payment Features Outsourced Development SaaS Software Review 105

Tom Tunguz

NOVEMBER 18, 2021

Sales Efficiency. -. in revenue in fiscal year 2020, to $432m in the first three quarters of fiscal 2022. The company’s metrics all recorded positive gains including gross margin moving from 60% to 70%, which is impressive for a business providing hardware. Revenue, $M. Revenue Growth. -. Gross Margin. Net Income Margin.

CTO Hire 356

CTO Hire CTO Coach Benchmarks Scale 356

SaaStr

JULY 21, 2023

Vendr has its latest SaaS trends report out here and one metric I find very helpful is the State of Discounting. A good reminder that while discounting is often a necessary part of the sales toolkit, over-discounting helps no one. It confuses the market and the prospects, and is a sign of a weak sales team.

Trends 194

Trends SaaS Metrics Data 194

Intercom, Inc.

DECEMBER 20, 2022

 We’re not going to lie, 2022 was a challenging, nerve-racking, gripping beast of a year, but here we are at the end of it – and there’s plenty to be thankful for. This is our last episode of 2022. Des Traynor: One of the things we sat down to do at the very end of last year was plan out 2022.

VP of Engineering 118

VP of Engineering Technical Review Software Review Scale 118

SaaStr

MAY 4, 2023

The toughest metric is new customers. But new business is a lot tougher than 12 months ago, let alone 24: Founder CEO Matthew Prince was refreshingly honest about what was happening in sales. The reps that you hired as order takers in 2021, even 2022 … often aren’t selling anything at all today. Billion in ARR !

Sales Hiring 258

Sales Hiring Scale Cloud Sales 258

SaaSOptics

FEBRUARY 11, 2022

If a customer’s average Days Sales Outstanding ( DSO ) is on the rise, it’s probably time to evaluate the terms of their payment. How to Calculate Accounts Receivable Metrics. A major metric which would indicate receivables aging is an increase in the Days Sales Outstanding (DSO).

Payment Methods 85

Payment Methods Payment Features Payment Solutions Payment Services 85

SaaStr

NOVEMBER 2, 2022

While the average Cloud stock has fallen almost 50% in 2022, Duolingo’s has stayed up, and is down just 10% in the past 6 months. The core product is very B2C, but the upgrade to paid has very SMB B2B metrics, and 80% of the revenue is subscription based. So it’s doing what Wall Street wants today. But is Duolingo SaaS?

Scale 299

Scale B2C SMB B2B 299

SaaStr

NOVEMBER 13, 2022

SaaStr 607: AMA with SaaStr Founder & CEO Jason Lemkin at SaaStr Annual 2022 – Part 1. ? ?. SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin. SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin.

Sales Recruiting 220

Sales Recruiting AWS Compensation Enterprise 220

ChurnZero

OCTOBER 15, 2021

Where is Customer Success Headed in 2022? Businesses were forced to wise up to this fact during the pandemic when new sales shriveled. In this article, we share three Customer Success trends to look out for in 2022: NRR becomes red hot (watch out). Within the last 36 months, NRR claims the top spot as a qualifying metric.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Intercom, Inc.

NOVEMBER 30, 2021

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. Here’s an example of key goals and metrics to consider. CRM: Salesforce. Automate.io.

Technical Review 249

Technical Review Customer Support Payment Methods Payment Solutions 249

SaaStr

AUGUST 9, 2022

Investments I've made that didn't work out: – Momentum investment – CEO a bit of bulls**t artist – CEO good at sales but weak product team / CTO. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) August 6, 2022. Some sales-y, some very technical. Some very transparent, some guarded.

Investment 263

Investment Sales Recruiting CTO Startup 263

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. To keep tabs on your efficiency, be mindful of these helpful metrics: Burn Multiple. As always, investors still have high-growth expectations, which have not changed.

Startup 192

Startup SaaS Metrics Churn 192

SaaStr

SEPTEMBER 20, 2023

Discover Bessemer Venture Partners’s annual State of the Cloud report, going through trends, benchmarks, and metrics that underpin the Cloud economy. The Macro Impact On Public Cloud Software Over The Past Year Cloud stocks dropped in 2022 in a severe market pullback event that Bessemer Venture Partners call The SaaSacre.

Cloud 242

Cloud Payments Software Review Payment Solutions 242

SaaStr

NOVEMBER 11, 2022

At the end of Day 3 of SaaStr Annual 2022, Jason opened up the mic for an AMA. They have service and all this, but the second cloud for them was sales. They wanted to sell the Amplitude product, I forget, to sales or somebody else, and that was their mistake. This episode is the first half of the session. Setting goals.

Outsourcing Services 178

Outsourcing Services Banking CTO Hire New CTO 178

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. It will go a long way in putting together the usage metrics about active users and letting CSMs know which features are adored by customers.

Customer Success 52

Customer Success Artificial Intelligence Machine Learning Construction 52