SaaStr

JULY 21, 2022

We’re less than 60 days away from SaaStr Annual 2022! Scaling Revenue in 2022: What’s the Same and What’s Different? From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy. Fully vaxxed.

Venture Capital 312

Venture Capital Enterprise Cloud Pricing 312

SaaStr

FEBRUARY 2, 2022

SaaStr Europa 2022 is a go!! Grab ‘em here before prices go up at end of the month! Take a look back at the last amazing Europa here: The post SaaStr Europa 2022 is a GO in Barcelona June 7-8!! We’ll be in Barcelona this year, 7-8 June, so we can maintain the primarily outdoors / open air setup from 2021 SaaStr Annual.

Pricing 318

Pricing SaaS Sales 318

Tom Tunguz

AUGUST 7, 2022

Seven months into 2022, these figures exceed last year’s totals, something I wondered about last month. But no relationship exists between the Nasdaq’s price level & multiples. The data suggests the market has attained a pricing floor. Growth Rate. FCF Margin. I’m at a loss to explain this relationship.

Acquisition 324

Acquisition Pricing Startup Software 324

SaaStr

NOVEMBER 10, 2022

And importantly, in the boom times of late 2020-early 2022 … in many cases, all hiring discipline was lost: Everyone lowered the hiring bar, which reduced efficiency. And all of this will surface a ton of inefficiency that grew up in tech and SaaS and Cloud in 2021 and early 2022.

Sales Hiring 325

Sales Hiring Pricing Cloud Startup 325

SaaStr

DECEMBER 19, 2024

And yet, many are still struggling to get over the Crash of 2022. Raising prices may or may not work for you. So we have a classic set of New Year’s Resolutions in SaaS that we update every year. Over the years, so much has changed in SaaS. The best grow faster than ever. Not yet, at least. All the best are now multi-product.

Sales Hiring 286

Sales Hiring SaaS Venture Capital Healthcare 286

SaaStr

DECEMBER 27, 2024

.” The SaaS Market Has Turned a Corner According to Brian, who sees the market through multiple lenses as HubSpot’s Chairman and through his role at Sequoia Growth and Propeller VC, the SaaS downturn that dominated 2022-2023 ended recently. “It felt like we came out of the recession in Q3 of 2024,” Brian noted.

AI 291

AI Marketing SaaS Interviewing 291

SaaStr

JANUARY 3, 2022

With the rise of “Product Led Growth” as such a key concept in SaaS, it brings up an age-old question in business software: Should all pricing be transparent? Can you even have a mostly self-service motion in PLG with “Contact Me” in your pricing? But how common is Contact Me in 2022? It’s a mix.

Pricing 306

Pricing Enterprise Cloud B2B 306

SaaStr

JUNE 3, 2022

We’re so close now to the official start of SaaStr Europa 2022 on 7-8 June in Sunny Barcelona! Kick off to SaaStr Europa 2022 with SaaStr CEO Jason Lemkin. From $0 to $400+M: 10 Mistakes the CEO and Founder of ZoomInfo Made on His Journey to IPO (and Beyond) – The 2022 Edition. SaaStr Europa Networking. See you soon!

Mobile 279

Mobile Scale SMB Travel 279

Tom Tunguz

AUGUST 18, 2022

Venture capitalists have continued to invest at similar prices & similar round sizes in the most sought after companies. A single player sets the price for a startup round, rather than a collection of buyers & sellers in the public markets. Market prices accelerate faster with single-winner auctions.

Pricing 270

Pricing Startup Investment Technology 270

SaaStr

JUNE 24, 2022

There is a lot more elasticity in pricing than one might expect. If you try to increase your prices and no one is willing to pay, that’s a flag that your product isn’t providing enough value. You also have to be very careful about raising prices for current customers. Double Your Pricing. #8.

Sales Recruiting 288

Sales Recruiting Sales Hiring Scale Customer Success 288

Tom Tunguz

SEPTEMBER 17, 2022

At the inaugural DuneCon , Dune ’s first conference, I shared a presentation on the state of crypto in 2022. Trading volumes are down 60% which is mostly driven by asset price reductions. I aimed to characterize the health of the crypto ecosystem at the most basic level. DEX average transaction size declined from $8k to $1.4k.

Data 279

Data Blockchain Software Review Outsourced Development 279

Tom Tunguz

JANUARY 4, 2022

Deltas between the figures provide insight into which sectors' tokens investors price at relatively elevated multiples. In reality, the markets are still so new, valuation mechanisms so novel, and price swings driven by social signals that it’s spurious to apply this way of thinking to an embryonic market. revenue share but 1.7%

Payments 364

Payments Revenue Payment Solutions Blockchain 364

SaaStr

AUGUST 25, 2022

We wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2022. Maxio provides subscription and revenue management solutions that help growing subscription businesses offer flexible pricing and packaging—without the financial headaches. appeared first on SaaStr.

Cybersecurity 275

Cybersecurity Scale compliance Subscription 275

SaaStr

APRIL 12, 2022

Raise prices on existing customers, Doesn’t help if you are growing quickly. Raise prices on new customers, Forces you to deliver more value. jasonlk) April 7, 2022. Dear SaaStr: How Do You Change the Price of Your SaaS Product Without Upsetting Existing Customers? My vote: don’t raise prices for existing customers.

Pricing 265

Pricing SaaS Revenue Customer Success 265

SaaStr

JULY 24, 2023

So price increases have been the name of the game in SaaS for the past 12 months, in many (not all) cases to help make up for slowing growth: Zendesk up 16% Salesforce up 9% Google Workspace up 20% HubSpot up 12% Webflow up 16% Shopify up 33% Slack up 10% And some of them like Slack and Salesforce hadn’t raised list prices in quite some time.

Pricing 246

Pricing Software Review Churn SaaS 246

SaaStr

AUGUST 29, 2022

We’re 15 days away from SaaStr Annual 2022, and we are excited to feature hundreds of speakers, sharing their knowledge and experience with you! Scaling Revenue in 2022: What’s the Same and What’s Different? So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?

Scale 291

Scale Sales Hiring Marketplace as a Service B2B 291

SaaStr

MAY 27, 2022

59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. The related question then becomes do you raise prices on existing customers — or just new customers? Almost no one has found hiring to be any easier in 2022. and North America. Don’t fear it.

Sales Hiring 340

Sales Hiring Pricing Scale Interviewing 340

Tom Tunguz

MAY 4, 2022

I wrote down five data points that struck me: Q1 2022 was the most active quarter ever in Angellist history, and likely venture history. late-stage market prices have declined about 30%. late-stage market prices have declined about 30%. AngelList published their quarterly state of venture report. Startup valuations.

Data 247

Data Marketing Healthcare Construction 247

SaaStr

JULY 18, 2022

Gartner: businesses will spend $100,000,000,000 more on software in 2023 than 2022. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 15, 2022. As of July 2022, Gartner predicts: Overall business software spend will still grow a stunning 11.8% in 2022, to over $900 Billion. Yes, $100B more in 2023.

Venture Capital 347

Venture Capital Software Cloud Forecasting 347

Tom Tunguz

MAY 30, 2022

This Friday, June 3rd at 10:30am Pacific/1:30pm Eastern, I’ll be hosting Office Hours to review the 2022 Market Conditions Market Survey results. how will fundraising prices change, according to founders? If you’d like to attend, please register here.

Marketing 209

Marketing Pricing Data Sales 209

Tom Tunguz

JANUARY 4, 2023

The US startup M&A market in Q4 2022 was one of the quietest in the last 20 years. in Q4 2022. A $22m median M&A price implies most of these transactions were acquihires - acquisitions that value a company for its team. It’s no surprise Q4 2022 acquisition value plummeted. in Q4 2021 to a paltry $2.1b

Startup 327

Startup Marketing Acquisition Technology 327

SaaStr

MARCH 11, 2022

Put differently, if you look at multiples of revenue for top SaaS and Cloud companies above from 2014-2022, you could come to one of (at least) two conclusions today: Conclusion #1: Q2’20-Q4’22 Cloud Revenue Multiples Were a Covid Anomaly. — Vivek Goyal (@Goyal_Vivek) March 11, 2022. appeared first on SaaStr.

Scale 330

Scale SaaS Cloud Pricing 330

SaaStr

JUNE 27, 2022

Not only were the prices basically identical, but so were a few other facts: Both had a nice, roughly similar premium price (usually necessary to get a deal done to acquire a public company): Anaplan a 41% premium to their trade price, and Zendesk 34%. jasonlk) June 26, 2022. Anaplan sold for 14x ARR — Zendesk for 6x.

Acquisition 339

Acquisition SaaS Pricing Revenue 339

SaaStr

APRIL 5, 2022

Between Facebook costs going way up, and being harder to target; Apple blocking more mobile access; and the continued escalation of AdWords prices in crowded category, it’s harder and harder to get ROI here. Real-world events should have a huge 2022 and 2023.

Scale 325

Scale Mobile Cloud Pricing 325

SaaStr

JULY 29, 2022

— Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 28, 2022. Most VC funds “carry” startup investments at their last round price, unless their value has been materially impaired. And even leverage these times to get a lower 409a valuation to price options lower. The public markets are down 50%+.

Startup 331

Startup Venture Capital SaaS Cloud 331

SaaStr

JUNE 17, 2022

And even those prices are often higher than public market comps. FWIW, I think this understates valuation drops a bit because some “seeds” here are extensions at a price from last year. — Parker (@pt) June 17, 2022. Per AngelList: About this market data.

Pricing 351

Pricing Investment Data Marketing 351

SaaStr

OCTOBER 18, 2023

After decades running SaaS companies, it was time for a break in 2022, and Josh eventually stepped down as CEO. 60% more users log-in to accounts with consumption-based pricing, and 50% of new customers are choosing consumption-based pricing. #4. 30% of the Sales Team Churned in 2022. 5 Interesting Learnings: #1.

Entrepreneurship 306

Entrepreneurship Enterprise Pricing Churn 306

Tom Tunguz

MARCH 27, 2023

The average startup saw a 24% increase in sales cycle from early 2022 to 2023. And yes, enterprise focused companies with usage based pricing models have borne the greatest overall increase of 44%. Sales cycles shifted dramatically in 2023. Slower sales cycles create pipeline shocks & startups are feeling the impacts.

Startup 350

Startup SMB Headcount Sales 350

SaaStr

JULY 21, 2022

— Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) July 19, 2022. First, many potential acquirers own stock prices are way down. Second, it’s easier to pay up when your own stock price is on a tear. And third, many folks just don’t want to sell when prices are down.

Marketing 317

Marketing Scale Acquisition Pricing 317

SaaStr

APRIL 26, 2023

Most of the website / presence growth came from price increases, which saw limited churn as a result. Churn was modest from their price increase, leading to material growth. Relatively inexpensive products selling to SMBs that are truly valuable don’t see much increased churn from moderate price increases. #3.

Scale 298

Scale SMB Churn Pricing 298

SaaStr

NOVEMBER 14, 2021

KeyBanc: Only 41% of SaaS Companies Price By Seat Now. The Sales Playbook for 2022: A Deep Dive with Brendon Cassidy + Jason Lemkin. 30+ Founders and Execs Share Pricing and Billing Practices … That Just Weren’t Worth It. The Biggest Problem With Mediocre VPs? They Spend All The Money.

Technology 279

Technology Pricing SaaS Sales 279

SaaStr

NOVEMBER 23, 2022

Early Bird tickets for all of them are on sale now as incredibly cheap prices (50% below cost) so pick up tickets for you and your team now! Barcelona in 2022 was really special and amazing, and the biggest and best Europa ever. Our 9th Annual will be even better than 2022, which had our highest NPS of all time. We’ll have.

Scale 299

Scale Cloud Scaling Pricing 299

SaaStr

DECEMBER 18, 2022

Where does that leave us, going into the end of 2022? Share prices not in the end budging for 3+ years when ARR in many cases has doubled or tripled is worse than the flat share prices reflect. Back to where we were in the markets at the end of 2019. At least, sort of.

Cloud 305

Cloud Pricing Metrics SaaS 305

SaaStr

JUNE 11, 2022

jasonlk) June 9, 2022. But with SaaS and Cloud stock prices way, way down, venture markets are reacting far more to that than epic revenue growth. — Jeff Richards (@jrichlive) June 11, 2022. . — Jason BeKind Lemkin #???????????? So what exactly is going on in SaaS?

Investment 350

Investment Cloud Startup Pricing 350

SaaStr

APRIL 25, 2022

jasonlk) April 25, 2022. were in process or even closed before February 2022. But with stock prices in the public markets for SaaS down 50% from their peaks in many cases, it seems much harder to make money in venture than just a few months ago. jasonlk) April 24, 2022. Seed investment isn’t slowing down.

Venture Capital 305

Venture Capital Investment Startup Pricing 305

SaaStr

OCTOBER 30, 2023

The past 18 months, it’s seemed like price increases and consolidation on core vendors has consumed more and more of SaaS IT budgets. In 2022, 30% of their platform spend went to New vendors. But different years and different times benefit different vendors. And the latest Vendr data confirms this. That plummeted to 19% in 2023.

Pricing 298

Pricing Enterprise SaaS Software 298

SaaStr

MAY 23, 2024

One piece I loved is how 2023 growth rates compared to 2022 for Top Quartile Software Startups. So Emergence Capital put together a great report here on B2B startups, “Beyond Benchmarks 2024” , with a ton of great data across 664 software startups.

Startup 342

Startup Benchmarks B2B Pricing 342