INDUSTRY INSIGHTS YOUR PEERS ARE READING
attrition churn customer acquisition renewals SaaS marketing MORE
What is your SaaS startup worth in an acquisition? What is your SaaS startup worth in an acquisition? The chart above shows the median multiple across all software acquisitions. This figure takes into account all acquisitions, including old and slow growing software companies. To answer that question, we can analyze the data set of all software companies acquired over the last six years and benchmark them by enterprise value-to-revenue multiples. MORE
How to think about costs in your customer acquisition strategy. If all you care about is optimizing for customer acquisition, you might think all five ads were created equal and allocate your budget accordingly. What is Customer Acquisition Cost (CAC)? MORE
trailing twelve months, the third highest multiple for large software acquisitions. In fact, relative to acquisitions of software companies growing at similar rates, at $4.75B, Third, the multiple expansion in the SaaS market continues, and it’s incredible. About two years ago, Marketo was publicly traded and valued at roughly $1.1B. Vista Equity paid $1.8B to take the company private, a 64% premium. MORE
Amazon’s acquisition of Whole Foods is notable for many reasons. Third, the acquisition underscores the importance of physical retail even to the largest American ecommerce giant. However, the most interesting part of this acquisition is that it marks the current apotheosis of technology’s impact in the broader economy. But, Amazon’s acquisition of Whole Foods is the reverse: a leading technology company buying a leader of a traditional industry. MORE
See an updated version of this post: Trends in the Startup Acquisition Market in 2015. I was curious how the strength of the IPO market has impacted the acquisition market. In particular, how the number and value of startup acquisitions has changed, and more specifically, whether there are any trends in the sizes of acquisitions. To get a better sense of these trends, I’ve analyzed the Crunchbase acquisition data for US tech companies over the last 4.5 MORE
The acquisition highlights a number of important strategic considerations for CRO’s and sales leaders everywhere. First, this acquisition highlights the need to be able to reach new verticals and new roles. Second, the acquisition highlights the increasing importance of data. MORE
Over sushi, a friend explained to me that this strategy might also extend to the way the company views acquisitions. Amazon operates its businesses at very close to break-even, zero net margin, to win the greatest share and prevent competition from undercutting them. MORE
We specifically wanted to pick her brain all about customer acquisition : just how does HubSpot do it, and what marketing tactics do they deploy? ” Emerging customer acquisition channels. And cost-per-acquisition itself is up 50% over the past five years. MORE
billion bid for Tableau Software has many organizations wondering how the proposed acquisition will impact their operations. Salesforce.com’s $15.7 According to industry analysts, it all depends on how your enterprise makes use of their respective platforms. MORE
An acquisition can make or break your startup. Take IBM’s recent purchase of RedHat to accelerate hybrid cloud adoption, or Salesforce’s acquisition of Mulesoft to coordinate, unlock, and integrate customer data better than any competitor. As a former M&A attorney and serial SaaS founder myself, I’ve experienced acquisitions from every point of view. Always always always check to make sure you have clean rights to an acquisition target’s technology. MORE
Over the weekend, IBM announced the largest software acquisition of Red Hat, an open-source software company, for $35B. It is the largest software acquisition in history, and the third largest technology acquisition (Dell/EMC at $67B and JDS/SDL for $41B were both larger hardware mergers). Three of the largest software acquisitions of the last ten years have been open source. Relative to other multiples paid this year, this acquisition price isn’t an extreme. MORE
For most SaaS companies, the customer acquisition costs will be the single largest on-going expense for their business. It's useful only in relation to costs, especially customer acquisition costs. MORE
SaaS customer acquisition should focus on maximizing available market penetration, not increasing available market size, and to do that you have to have a very clear picture of your target SaaS customers. SaaS businesses can be overwhelmingly complex. MORE
Another week, another software-as-a-service (SaaS) acquisition. To be more accurate, it's really "another week, another four SaaS acquisitions." Among the more prominent purchases, Oracle bought Vitrue, following its acquisitions of Taleo and RightNow. billion, while it's still digesting its earlier multi-billion acquisition of SuccessFactors. acquisitions customer acquisition organization SaaS marketing MORE
SaaS marketing professionals know that customer acquisition is the name of the game. What they generally don’t know is that sustainable SaaS growth requires accelerating customer acquisition. Every buyer bottleneck removed accelerates customer acquisition. MORE
Building your business through acquisition (either as the acquiree or acquirer) is a sound strategy. Use established businesses as a platform to bolster your industry presence. This article will show you how and why MORE
Having lived through several acquisitions during my career in technology companies, I have some idea of what the folks at SuccessFactors (acquired by SAP last year) and Taleo (acquired by Oracle a few weeks ago) are going through. One reason behind the acquisitions of software-as-a-service (SaaS) companies is the high cost of sales and marketing. Even well-established SaaS companies typically pay 40 percent or more of their annual revenue on customer acquisition. MORE
This time last year, I analyzed the state of the startup acquisition market. First, the larger acquisitions were becoming larger. Second, that the total number of acquisitions in 2014 would achieve a 5 year high. The median acquisition price for technology companies in Crunchbase’s data set is plotted above, bucketed by size. For example, the $500M bucket marked in yellow includes all acquisitions between $100M and $500M. MORE
Qualtrics Co-Founder and CEO Ryan Smith sits down with SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker’s acquisition by SAP this year. Here’s what Jason and Ryan talk about: Why did Qualtrics turn down a $500M acquisition offer in 2012? MORE
Top Image System and Nuance Document Imaging will enhance Kofax's SaaS and digital capture capabilities MORE
47 The startup acquisition market is off by roughly 35% year-over-year. If it does happen, and when acquirers do decide to pursue acquisitions, I suspect we will enter a very acquisitive environment for three reasons. First, the cash available to finance acquisitions on the balance sheets of public companies has grown by 20 X over the last 10 years and now totals more than $8.5 Why the decline? MORE
All future growth hinges on one thing – customer acquisition. While this may sound simple, it can be incredibly challenging to find new opportunities for growth and customer acquisition in an increasingly crowded marketplace. To help you understand and improve your customer acquisition, we asked SaaS leaders within and outside of Intercom to reveal their top customer acquisition tactics. Mobilize your influencers to drive customer acquisition. MORE
Thanks so much everyone for joining us for our fireside chat today, disrupting the desk phone: how and why we made a $50 million acquisition. And when I was at Google, we did a couple acquisitions. When the acquisition offer came, Craig and I were just talking about this. MORE
Cost-effective marketing is especially important for SaaS Most SaaS companies will find that their customer acquisition costs (sales & marketing) will account for the single largest portion of their expenses. See " Hyper-Spending on Customer Acquisition: The Wile E. MORE
To many who have used both products, this was a no-brainer and a welcomed acquisition. Beyond the obvious though, this is an important acquisition which signals and reinforces other trends for the sales industry: RELATED: Artificial Intelligence: The Sales Renaissance is Here. MORE
Last, M&A activity seems quite brisk with more than 30 $1B+ billion acquisitions in the last nine months alone. How do all these factors commingle to influence today’s acquisition environment? 2016 is on pace to match the past three years of software acquisition trends which vary from $64B-$70B. However, in 2016 the total number of acquisitions will likely fall by 40% from an average of 150 per year to 92. Fewer acquisitions at higher prices. MORE
If you manage a software-as-a-service (SaaS) company, at some point you'll be forced to make a tough decision about your customer acquisition process: Feed it or starve it? Cut sales and marketing headcount and scale back spending on customer acquisition programs. MORE
And their largest acquisition to date at the time was (drumroll, please) $15m. Not every company is acquisitive (see, e.g. Apple, Workday, etc). But most end up doing more and more acquisitions over time. MORE
For most of us, especially if the acquisition is after years of doing it “our way” — that can be very frustrating. The post What do founders need to know to successfully navigate a merger/acquisition? My #1 tip: Get Zen. Once you sell it, it is not yours anymore. MORE
Specifically, it illustrates the need for software-as-a-service (SaaS) companies to spend money - lots of it - on customer acquisition. times more on customer acquisition than annual revenues, and in 2007 it spent nearly 18 times more than annual revenues. MORE
Join Qualtrics Co-Founder and CEO alongside SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker’s acquisition by SAP this year. Ryan Smith: The backstory here is we turned down an acquisition offer for $500 million in 2012. MORE
But more on that later… Going into the acquisition, Manny Medina (the CEO of Outreach) and I knew how important it would be to let Sales Hacker continue operating independently. 12 months ago, Sales Hacker was acquired by Outreach. MORE
A few months ago we wrote about Zoominfo’s acquisition of Datanyze in an effort to strengthen its sales intelligence engine. In conclusion, we believe this acquisition is a healthy one for the ecosystem, despite the fact that it does produce some challenges as well. MORE
It’s a massive acquisition at a massive price relative to other software acquisitions. The Skype acquisition was also about identity, consumer identity. This acquisition capstones the commitment. Microsoft’s acquisition of Github is a bold strategic bet that will position Microsoft at the forefront of open-source and reinforce their strength in the Cloud Wars Last week, Microsoft acquired Github for $7.5B. MORE
What is customer acquisition? Customer acquisition is the process of gaining new customers. Customer acquisition is one of the most popular growth levers for SaaS businesses because it is the most literal way to grow your customer base. When is customer acquisition important? MORE
Most SaaS businesses begin their journey down the SaaS metrics path by tracking recurring revenue in relation to customer acquisition costs. SaaS profit = current customers x ( avg recurring revenue – avg recurring cost ) – new customers x avg acquisition cost. MORE
Let’s put this acquisition in context. First, it’s the third business intelligence related acquisition in the past month. Google announced the Looker acquisition last week. Yesterday, Salesforce announced it would acquire Tableau for $15.7B. MORE
When was the last time you invested money into Customer Acquisition? Tracking Customer Acquisition can solve all […]. Cet article Tracking Customer Acquisition in SaaS est apparu en premier sur Pierre Lechelle. Are you a CMO? MORE
The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part Two) appeared first on Sales Hacker. Choice Drift Partner Sales & Marketing Webinars MORE
The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part One) appeared first on Sales Hacker. Choice Drift Partner Sales & Marketing Webinars MORE
The post How to Supercharge Customer Acquisition with 4 Unconventional Outreach Tactics appeared first on Sales Hacker. Sales & Marketing Webinar Webinars MORE
Below are a few tips for operating your business so that you’re continuously ready for acquisition: 1) Have your house in order It is important that a potential buyer knows that your house is in order. Preparing to sell your company requires a lot of work. MORE
The best way to improve your customer acquisition is to have a set strategy – one where you know how you’re going to generate demand, what you’re spending on these efforts and how you’re going to convert visitors into paying customers. What is customer acquisition? MORE
Acquisition Related Topics 
Tom Tunguz
JUNE 11, 2019
Let’s put this acquisition in context. First, it’s the third business intelligence related acquisition in the past month. Google announced the Looker acquisition last week. Yesterday, Salesforce announced it would acquire Tableau for $15.7B.
SaaStr
FEBRUARY 12, 2019
An acquisition can make or break your startup. Take IBM’s recent purchase of RedHat to accelerate hybrid cloud adoption, or Salesforce’s acquisition of Mulesoft to coordinate, unlock, and integrate customer data better than any competitor. As a former M&A attorney and serial SaaS founder myself, I’ve experienced acquisitions from every point of view. Always always always check to make sure you have clean rights to an acquisition target’s technology.
SaaStr
MARCH 19, 2019
And their largest acquisition to date at the time was (drumroll, please) $15m. Not every company is acquisitive (see, e.g. Apple, Workday, etc). But most end up doing more and more acquisitions over time.
Chaotic Flow
JULY 21, 2015
SaaS customer acquisition should focus on maximizing available market penetration, not increasing available market size, and to do that you have to have a very clear picture of your target SaaS customers. SaaS businesses can be overwhelmingly complex.
ProfitWell
MAY 21, 2019
What is customer acquisition? Customer acquisition is the process of gaining new customers. Customer acquisition is one of the most popular growth levers for SaaS businesses because it is the most literal way to grow your customer base. When is customer acquisition important?
Inside Intercom
MARCH 19, 2019
The best way to improve your customer acquisition is to have a set strategy – one where you know how you’re going to generate demand, what you’re spending on these efforts and how you’re going to convert visitors into paying customers. What is customer acquisition?
SaaStr
MAY 22, 2019
For most of us, especially if the acquisition is after years of doing it “our way” — that can be very frustrating. The post What do founders need to know to successfully navigate a merger/acquisition? My #1 tip: Get Zen. Once you sell it, it is not yours anymore.
|
Chaotic Flow
JULY 9, 2013
SaaS marketing professionals know that customer acquisition is the name of the game. What they generally don’t know is that sustainable SaaS growth requires accelerating customer acquisition. Every buyer bottleneck removed accelerates customer acquisition.
SaaStr
APRIL 25, 2019
Thanks so much everyone for joining us for our fireside chat today, disrupting the desk phone: how and why we made a $50 million acquisition. And when I was at Google, we did a couple acquisitions. When the acquisition offer came, Craig and I were just talking about this.
Inside Intercom
NOVEMBER 7, 2018
How to think about costs in your customer acquisition strategy. If all you care about is optimizing for customer acquisition, you might think all five ads were created equal and allocate your budget accordingly. What is Customer Acquisition Cost (CAC)?
Practical Advice on SaaS marketing
SEPTEMBER 5, 2012
Specifically, it illustrates the need for software-as-a-service (SaaS) companies to spend money - lots of it - on customer acquisition. times more on customer acquisition than annual revenues, and in 2007 it spent nearly 18 times more than annual revenues.
SaaStr
FEBRUARY 26, 2019
Join Qualtrics Co-Founder and CEO alongside SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker’s acquisition by SAP this year. Ryan Smith: The backstory here is we turned down an acquisition offer for $500 million in 2012.
Pierre Lechelle
OCTOBER 18, 2016
When was the last time you invested money into Customer Acquisition? Tracking Customer Acquisition can solve all […]. Cet article Tracking Customer Acquisition in SaaS est apparu en premier sur Pierre Lechelle. Are you a CMO?
|
Tom Tunguz
SEPTEMBER 23, 2018
trailing twelve months, the third highest multiple for large software acquisitions. In fact, relative to acquisitions of software companies growing at similar rates, at $4.75B, Third, the multiple expansion in the SaaS market continues, and it’s incredible. About two years ago, Marketo was publicly traded and valued at roughly $1.1B. Vista Equity paid $1.8B to take the company private, a 64% premium.
IT World
JUNE 13, 2019
billion bid for Tableau Software has many organizations wondering how the proposed acquisition will impact their operations. Salesforce.com’s $15.7 According to industry analysts, it all depends on how your enterprise makes use of their respective platforms.
Divestopedia
APRIL 2, 2019
Building your business through acquisition (either as the acquiree or acquirer) is a sound strategy. Use established businesses as a platform to bolster your industry presence. This article will show you how and why
Tom Tunguz
OCTOBER 27, 2018
Over the weekend, IBM announced the largest software acquisition of Red Hat, an open-source software company, for $35B. It is the largest software acquisition in history, and the third largest technology acquisition (Dell/EMC at $67B and JDS/SDL for $41B were both larger hardware mergers). Three of the largest software acquisitions of the last ten years have been open source. Relative to other multiples paid this year, this acquisition price isn’t an extreme.
Inside Intercom
MAY 8, 2019
We specifically wanted to pick her brain all about customer acquisition : just how does HubSpot do it, and what marketing tactics do they deploy? ” Emerging customer acquisition channels. And cost-per-acquisition itself is up 50% over the past five years.
Practical Advice on SaaS marketing
MARCH 5, 2012
Having lived through several acquisitions during my career in technology companies, I have some idea of what the folks at SuccessFactors (acquired by SAP last year) and Taleo (acquired by Oracle a few weeks ago) are going through. One reason behind the acquisitions of software-as-a-service (SaaS) companies is the high cost of sales and marketing. Even well-established SaaS companies typically pay 40 percent or more of their annual revenue on customer acquisition.
Inside Intercom
JULY 13, 2018
All future growth hinges on one thing – customer acquisition. While this may sound simple, it can be incredibly challenging to find new opportunities for growth and customer acquisition in an increasingly crowded marketplace. To help you understand and improve your customer acquisition, we asked SaaS leaders within and outside of Intercom to reveal their top customer acquisition tactics. Mobilize your influencers to drive customer acquisition.
Practical Advice on SaaS marketing
JUNE 1, 2012
Another week, another software-as-a-service (SaaS) acquisition. To be more accurate, it's really "another week, another four SaaS acquisitions." Among the more prominent purchases, Oracle bought Vitrue, following its acquisitions of Taleo and RightNow. billion, while it's still digesting its earlier multi-billion acquisition of SuccessFactors. acquisitions customer acquisition organization SaaS marketing
Sales Hacker
JUNE 10, 2019
But more on that later… Going into the acquisition, Manny Medina (the CEO of Outreach) and I knew how important it would be to let Sales Hacker continue operating independently. 12 months ago, Sales Hacker was acquired by Outreach.
Sales Hacker
FEBRUARY 11, 2019
A few months ago we wrote about Zoominfo’s acquisition of Datanyze in an effort to strengthen its sales intelligence engine. In conclusion, we believe this acquisition is a healthy one for the ecosystem, despite the fact that it does produce some challenges as well.
SaaStr
MARCH 11, 2019
Qualtrics Co-Founder and CEO Ryan Smith sits down with SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker’s acquisition by SAP this year. Here’s what Jason and Ryan talk about: Why did Qualtrics turn down a $500M acquisition offer in 2012?
Practical Advice on SaaS marketing
APRIL 1, 2019
attrition churn customer acquisition renewals SaaS marketing
Tom Tunguz
JUNE 9, 2018
It’s a massive acquisition at a massive price relative to other software acquisitions. The Skype acquisition was also about identity, consumer identity. This acquisition capstones the commitment. Microsoft’s acquisition of Github is a bold strategic bet that will position Microsoft at the forefront of open-source and reinforce their strength in the Cloud Wars Last week, Microsoft acquired Github for $7.5B.
Cardin Partners
JUNE 19, 2017
Below are a few tips for operating your business so that you’re continuously ready for acquisition: 1) Have your house in order It is important that a potential buyer knows that your house is in order. Preparing to sell your company requires a lot of work.
Sales Hacker
DECEMBER 6, 2018
The acquisition highlights a number of important strategic considerations for CRO’s and sales leaders everywhere. First, this acquisition highlights the need to be able to reach new verticals and new roles. Second, the acquisition highlights the increasing importance of data.
Practical Advice on SaaS marketing
AUGUST 11, 2012
For most SaaS companies, the customer acquisition costs will be the single largest on-going expense for their business. It's useful only in relation to costs, especially customer acquisition costs.
Practical Advice on SaaS marketing
SEPTEMBER 9, 2009
Cost-effective marketing is especially important for SaaS Most SaaS companies will find that their customer acquisition costs (sales & marketing) will account for the single largest portion of their expenses. See " Hyper-Spending on Customer Acquisition: The Wile E.
Sales Hacker
JANUARY 4, 2018
The post How to Supercharge Customer Acquisition with 4 Unconventional Outreach Tactics appeared first on Sales Hacker. Sales & Marketing Webinar Webinars
Tom Tunguz
NOVEMBER 7, 2017
The startup acquisition market is off by roughly 35% year-over-year. If it does happen, and when acquirers do decide to pursue acquisitions, I suspect we will enter a very acquisitive environment for three reasons. First, the cash available to finance acquisitions on the balance sheets of public companies has grown by 20 X over the last 10 years and now totals more than $8.5 Why the decline?
Practical Advice on SaaS marketing
OCTOBER 9, 2012
If you manage a software-as-a-service (SaaS) company, at some point you'll be forced to make a tough decision about your customer acquisition process: Feed it or starve it? Cut sales and marketing headcount and scale back spending on customer acquisition programs.
Tom Tunguz
JUNE 29, 2015
This time last year, I analyzed the state of the startup acquisition market. First, the larger acquisitions were becoming larger. Second, that the total number of acquisitions in 2014 would achieve a 5 year high. The median acquisition price for technology companies in Crunchbase’s data set is plotted above, bucketed by size. For example, the $500M bucket marked in yellow includes all acquisitions between $100M and $500M.
Tom Tunguz
JUNE 18, 2017
Amazon’s acquisition of Whole Foods is notable for many reasons. Third, the acquisition underscores the importance of physical retail even to the largest American ecommerce giant. However, the most interesting part of this acquisition is that it marks the current apotheosis of technology’s impact in the broader economy. But, Amazon’s acquisition of Whole Foods is the reverse: a leading technology company buying a leader of a traditional industry.
Tom Tunguz
OCTOBER 16, 2016
Last, M&A activity seems quite brisk with more than 30 $1B+ billion acquisitions in the last nine months alone. How do all these factors commingle to influence today’s acquisition environment? 2016 is on pace to match the past three years of software acquisition trends which vary from $64B-$70B. However, in 2016 the total number of acquisitions will likely fall by 40% from an average of 150 per year to 92. Fewer acquisitions at higher prices.
ITPro
FEBRUARY 6, 2019
Top Image System and Nuance Document Imaging will enhance Kofax's SaaS and digital capture capabilities
Tom Tunguz
JULY 9, 2014
See an updated version of this post: Trends in the Startup Acquisition Market in 2015. I was curious how the strength of the IPO market has impacted the acquisition market. In particular, how the number and value of startup acquisitions has changed, and more specifically, whether there are any trends in the sizes of acquisitions. To get a better sense of these trends, I’ve analyzed the Crunchbase acquisition data for US tech companies over the last 4.5
Tom Tunguz
FEBRUARY 25, 2013
Over sushi, a friend explained to me that this strategy might also extend to the way the company views acquisitions. Amazon operates its businesses at very close to break-even, zero net margin, to win the greatest share and prevent competition from undercutting them.
Sales Hacker
OCTOBER 19, 2018
To many who have used both products, this was a no-brainer and a welcomed acquisition. Beyond the obvious though, this is an important acquisition which signals and reinforces other trends for the sales industry: RELATED: Artificial Intelligence: The Sales Renaissance is Here.
Sales Hacker
APRIL 5, 2018
The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part One) appeared first on Sales Hacker. Choice Drift Partner Sales & Marketing Webinars
Sales Hacker
APRIL 5, 2018
The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part Two) appeared first on Sales Hacker. Choice Drift Partner Sales & Marketing Webinars
Tom Tunguz
DECEMBER 6, 2016
What is your SaaS startup worth in an acquisition? What is your SaaS startup worth in an acquisition? The chart above shows the median multiple across all software acquisitions. This figure takes into account all acquisitions, including old and slow growing software companies. To answer that question, we can analyze the data set of all software companies acquired over the last six years and benchmark them by enterprise value-to-revenue multiples.
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