ChurnZero

AUGUST 11, 2020

Did you know that 60% of SaaS companies reported a negative impact on customer retention and upsell deals due to the pandemic? Customer retention, along with new customer acquisition, has been challenging for most companies when the pandemic hit. Customer Success Around the Web. I’m sure you have too.

Retention 97

Retention Strategy Underperforming Technical Team Software Review 97

OpenView Labs

JANUARY 29, 2020

HubSpot now offers freemium versions of their CRM, Marketing and Sales products. CEO Brian Halligan describes their revamped go-to-market motion as “ a flywheel where the customers are the main driver that pulls new prospects in ” and boasts that half of HubSpot’s new customers use the free product before they buy.

Pricing 82

Pricing Payments SaaS Payments Payment Solutions 82

OPEXEngine

JUNE 11, 2020

Software-as-a-Service (SaaS) encompasses both product, product delivery and financial/contractual aspects of the vendor/customer relationship. It changes sales and marketing organizations and their execution. The SaaS company needs to have the functional structures in place to support the full continuum of customer relationships.

SaaS Payments 52

SaaS Payments Payment Solutions Subscription Payment Features 52

SaaStr

SEPTEMBER 12, 2019

At GitHub, I was in the last 18 months coming into acquisition, which is a nightmare, but I was one of 5 people running the company. billion acquisition more so than GitHub. Its product drives the acquisition, retention and expansion. Atlassian famously does not have a sales team. They have a customer success team.

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

User Pilot

JANUARY 26, 2024

TL;DR Product-led growth (PLG) is a go-to-market strategy where the product is the main driver of customer acquisition , adoption, and account expansion. Referral schemes are an alternative method for driving customer acquisition. In contrast, in sales-led growth , it's the sales teams that drive sales.

SaaS 103

SaaS Acquisition Onboarding Retention 103

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Lifetime Value (LTV). Customer Acquisition Cost (CAC). & How much is a customer going to bring you over his lifespan using your product? Customer acquisition. Start with increasing the number of customers, getting more customers. Transcript.

SaaS Payments 235

SaaS Payments Metrics Payment Methods Scale 235

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. Four, people in the sale? Kristen Habacht: Well, there’s none in sales.

Merchant Services 185

Merchant Services Scale Sales Recruiting Sales 185

SmartKarrot

JANUARY 18, 2021

They are: Scaling Customer Lifetime Value. And to look further, their subcategories are the below ones: Scaling Increase number of customers Diversify products Lower customer acquisition cost Optimize online performance. Increasing the size of customer base. Reduce customer acquisition cost.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

User Pilot

APRIL 21, 2023

Product analysis benefits teams from across the organization, including your product , marketing , customer success , and UX design colleagues. To carry out product analysis, you need to track relevant product metrics , like Customer Acquisition Cost (CAC) and retention rate. Their choice depends on your goals.

Underperforming Technical Team 98

Underperforming Technical Team SaaS Onboarding Retention 98

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

JUNE 1, 2021

Hire the VP of Marketing, MBA, the VP of Sales, MBA, the VP of Customer, MBA, the VP of Engineering, MBA, and now, the odds of any semblance of survival, let alone success, are vanishingly small at this point. This is not a HubSpot sales pitch, so I’m not going to tell you about inbound marketing. Much appreciated.

Part-Time VPE 229

Part-Time VPE Technical Cofounder CTO Hire New CTO 229

OpenView Labs

FEBRUARY 3, 2022

As investors, we keep a close eye on customer acquisition cost (CAC) payback. This metric represents how long it takes, in months, to pay off the costs of acquiring a given customer on a gross margin basis. We use it as an indicator that a company has the right fundamentals in place to effectively ramp up customer acquisition.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. This is really founder-led sales. It is staggering.

Sales Hiring 160

Sales Hiring Scale Payments Cloud 160

Chart Mogul

DECEMBER 6, 2023

’ People will continue to invest in new software to grow productivity and especially to drive customer loyalty.” Because companies don’t have as much money as before, they’ll be cost conscious and will try to cut the excess, leading to more customized and granular pricing strategies being run.”

AI Search 52

AI Search SaaS Generative AI ChatGPT 52

Intercom, Inc.

JANUARY 24, 2019

Customer nurturing now starts from the first touch, and AI can help with that. Machine learning can get the right message or recommendation out in a responsive way – not just from the customer’s next best action, but from the sales perspective, too. There are plenty of companies that actually have that initial success.

Scale 151

Scale Machine Learning Artificial Intelligence AI 151

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Keys to success when scaling a company [10:56]. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. We’re on iTunes.

Scale 108

Scale CTO Hire Scaling CTO Coach 108

SaaStr

MAY 22, 2020

336: Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures, shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. So that breaks down into support, product, acquisition, contribution, engagement, and success.

Technical Advisors 216

Technical Advisors Engagement Startup Benchmarks 216

OpenView Labs

JUNE 25, 2019

Arguably the most important spend decision SaaS operators make is focused on acquiring customers. Collectively, these expenses are referred to as Customer Acquisition Costs, or CAC for short. While CAC is accepted as a cost of doing business, it should not be a blank check for your sales & marketing team.

Scale 40

Scale Development Team Review Software Review Benchmarks 40

SmartKarrot

JANUARY 18, 2022

Instead of marketing, Zoho invests in R&D and customer service. Found by Manohar Chapalamadugu in 2013, Agile CRM is an Indian SaaS company known for its sales and marketing solutions designed for SMBs. The company aims at providing a single platform for automated marketing, sales, and other services. Paperflite.

SaaS Payments 11

SaaS Payments Payment Solutions Payment Methods Payments 11

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Those on the front lines know that more competition means greater saturation of traditional marketing and sales channels, increasing customer acquisition costs (CAC).

Scale 70

Scale Startup Technical Review Software Review 70

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Those on the front lines know that more competition means greater saturation of traditional marketing and sales channels, increasing customer acquisition costs (CAC).

Scale 51

Scale Startup Technical Review Software Review 51

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Those on the front lines know that more competition means greater saturation of traditional marketing and sales channels, increasing customer acquisition costs (CAC).

Scale 40

Scale Startup Technical Review Software Review 40

SaaStr

OCTOBER 25, 2019

Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. In Today’s Episode We Discuss: * How Liat made her way into the world of SaaS and came to be VP of Customer Engagement at one of Silicon Valley’s hottest startups in Airtable. Loving our podcast content? Product roadmap? Pricing? *

Sales Hiring 109

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 109

SaaStr

MAY 21, 2019

78 times in the AWS … ADABAS was referenced in the Amazon press release and earnings announcement. If we think back on 2018 alone, over 90 billion dollars of acquisition activity, as the legacy vendors tried to buy their way into this space to catch up with the wave that the innovators have been leading. Twice for retail.

Cloud 171

Cloud Scale Finance Retention 171