The Angel VC

FEBRUARY 20, 2016

In it he argues that an eCommerce business with $10 to $20 million in revenues is not that hard to build and also not very valuable. At that point it becomes a lot harder because the next set of customer acquisition channels will likely be much more expensive. Call me when it scales.” Now let’s talk about SaaS.

Scale 192

Scale Scaling SaaS AWS 192

Intercom, Inc.

FEBRUARY 13, 2020

Alex has deep experience building market-leading companies, having been a major player at QuanticMind (where he helped grow ARR by 800%) and Salesforce, where he was part of a team that doubled revenue from $1.5 growth in the company’s annual recurring revenue. billion to $3 billion. During his tenure, he’s helped achieve 4.5x

Scale 181

Scale Marketing AWS Machine Learning 181

ChurnZero

MARCH 31, 2022

tech ops, AWS, technical support). the logo stays with you, but they consume less, so their monthly recurring revenue decreases)? Annual recurring revenue (ARR)-based churn (dollars renewed divided by dollars up for renewal) does not. Q: Do you ever see gross revenue retention without contractions? A: Yes, strongly.

Customer Success 98

Customer Success Metrics Technical Review Scale 98

Andreessen Horowitz

APRIL 30, 2024

But when you think about it that way, it was really kind of a legacy technology business on the technology side, coupled with good distribution or sales of their products and services outside the United States, but really sub-scale and kind of immature in terms of diversity of distribution inside the United States.

Payment Solutions 83

Payment Solutions Payments Payment Services SaaS Payments 83

OpenView Labs

JANUARY 29, 2020

HubSpot now offers freemium versions of their CRM, Marketing and Sales products. Not satisfied with reaching $1 billion in annual revenue, Atlassian furthered its commitment to product led growth by jumping on the freemium bandwagon. Freemium vs. Free Trial: How To Pick the Right SaaS Revenue Model in 2018. Freemium benchmarks.

Pricing 82

Pricing Payments SaaS Payments Payment Solutions 82

ProfitWell

SEPTEMBER 10, 2020

SaaS revenue is expected to reach $143.7 Running your own server to handle your customer's valuable data requires a huge investment to match the same level of security and reliability that comes baked into services like Amazon AWS and Microsoft Azure cloud. This means that growth can stagnate even with large acquisition numbers.

SaaS Payments 66

SaaS Payments Trends Merchant Services Payments 66

OPEXEngine

JUNE 29, 2020

If this is the first time you’re hearing about the Rule of 40, this financial framework helps you weigh up your revenue growth against your margins. Think of it this way: most SaaS companies have high customer acquisition costs, as you have to invest heavily in sales and marketing in order to realize high growth.

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

OPEXEngine

JUNE 11, 2020

It changes sales and marketing organizations and their execution. SaaS companies have to focus both on new customer acquisition as well as retaining and delighting customers throughout the customer relationship. The product is hosted by the vendor or a 3 rd party (like AWS). These terms affect revenue recognition.

SaaS Payments 52

SaaS Payments Payment Solutions Subscription Payment Features 52

OPEXEngine

OCTOBER 17, 2019

SaaS gross margins have been getting attention lately as investors dig into SaaS cost structures and revenue growth rates going into 2020. Gross margin is simply revenue minus cost of revenue, expressed as a percent. The average revenue for this group was $171M. Have SaaS Gross Margins Improved Over Time?

Scale 40

Scale SaaS AWS Revenue 40

OpenView Labs

FEBRUARY 2, 2021

Here’s why: PLG is an end user-focused growth model that relies on the product itself as the primary driver of customer acquisition, retention, and expansion. Content marketing will drive user acquisition. Examples of SaaS companies that have adopted this pricing model: HubSpot, Zocdoc, Salesforce, and AWS.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

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. Enterprise value per revenue is 10X. Atlassian famously does not have a sales team.

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

OpenView Labs

AUGUST 8, 2019

Freemium can be an amazing acquisition engine, opening the top of the funnel and halving your customer acquisition costs (CAC) during a period where the industry as a whole sees CAC on the rise. This can lead to a lack of focus and probably a decrease in sales effectiveness over time. You owe it to your team to do better.

Scale 40

Scale AI Search AWS Acquisition 40

OpenView Labs

FEBRUARY 11, 2021

At its core, gross margin (GM) speaks to the relationship between sales and its costs. Understand the levers of costs, also known as cost of goods sold (COGS) or cost of sales (COS). Now, for each segment, isolate its revenue and COGS. If revenue hides all sins, gross margin reveals them via segmentation.

Scale 52

Scale Payment Methods Payment Services Systems Review 52

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Acquisition Cost (CAC). & And basically SaaS revenue models is just magical for investors and for businesses. And you can basically predict revenue ahead of time and therefore raise money early on to grow even faster. Or annual recurring revenue for some types of companies.

SaaS Payments 238

SaaS Payments Metrics Payment Methods Scale 238

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 180

Merchant Services Scale Sales Recruiting Sales 180

SmartKarrot

JANUARY 18, 2021

And to look further, their subcategories are the below ones: Scaling Increase number of customers Diversify products Lower customer acquisition cost Optimize online performance. And the biggest onus of this goal comes onto the marketing and sales divisions. Reduce customer acquisition cost. Increasing the size of customer base.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

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 82

SaaS Acquisition Onboarding Retention 82

Outseta

AUGUST 23, 2017

We don’t have any agreed upon budgets, or any sales reps with quotas. Sales quotas and forecasts can hurt your business… and we’ve all seen it Let me start by saying that I live in the same world that you do, one where it’s nearly impossible to avoid being beaten over the head with messaging citing the importance of goal setting.

Forecasting 52

Forecasting Scale Underperforming Technical Team Technical Review 52

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

Intercom, Inc.

DECEMBER 13, 2018

I saw we had the opportunity to do that in London and to do something that will be new for Facebook, in the same way that AWS was a new business model and product line for Amazon and a bet that paid off very well. John: It sounds like you learned quite a bit about how to actually structure your sales team and who does what.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

SaaStr

MAY 14, 2019

And recently you released plans to reach a billion of revenue next year. We ended just shy of $600 million dollar in revenue for the year. So we feel very confident, increasingly confident, about getting to a billion dollars in revenue by 2020 and that’s gonna be a fun milestone, you know? Mikkel : 2020. Easy, easy, easy.

Cloud 187

Cloud Sales Recruiting Scale AWS 187

SaaStr

SEPTEMBER 13, 2020

If you look at the IAS vendors, they passed $130 billion revenue milestone this year. We’ve all seen AWS and what they’ve done with their platform. What that does is not only did it accelerate the top line revenue for Shopify, but it dramatically opened up their total addressable market on a revenue basis. .

Sales Hiring 159

Sales Hiring Scale Payments Cloud 159

SaaStr

JUNE 1, 2021

This is the revenue growth for HubSpot leading up to the IPO. 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. Double the revenue. Pro version. We were slow.

Part-Time VPE 226

Part-Time VPE Technical Cofounder CTO Hire New CTO 226

Mucker Capital

APRIL 6, 2023

If you have a very complicated product–for example you sell AWS or you sell Snowflake–those are infrastructure products. Today, a lot of the PLG SaaS tools require sales motion upfront because nobody understands those tools. Those types of tools actually require work in the initial days of the sales motion. That’s the success.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

OpenView Labs

FEBRUARY 3, 2022

To find out which of these features are most common, OpenView surveyed over 500 SaaS companies ranging from pre-revenue to $100 million in ARR. As investors, we keep a close eye on customer acquisition cost (CAC) payback. AWS and other infrastructure providers have been using UBP for nearly a decade. Here’s what we learned: 1.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

APRIL 24, 2020

As for John, prior to Domo he served as vice president for strategy and business operations for Adobe’s Digital Experience business, driving more than $3 billion in annual revenue. John Mellor: And that year, when I joined in 2003, Omniture did $8 million in revenue. billion in annual revenue. billion in annual revenue.

Scale 215

Scale Leadership Strategy Technology 215

User Pilot

APRIL 21, 2023

To carry out product analysis, you need to track relevant product metrics , like Customer Acquisition Cost (CAC) and retention rate. Product analysis is the process of collecting, filtering, and analyzing data regarding all aspects of product performance to inform decisions related to product development, marketing, and sales.

Underperforming Technical Team 93

Underperforming Technical Team SaaS Onboarding Retention 93

Chart Mogul

DECEMBER 6, 2023

Customers will expect AI that not only speeds workflows and reduces manual tasks, but is proven to uncover new opportunities and accelerate revenue growth fast.” We’ll also see a greater investment in sales talent upskilling, to help sales reps deliver excellence across the entire customer journey.”

AI Search 52

AI Search SaaS Generative AI ChatGPT 52

OpenView Labs

APRIL 24, 2019

As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. And I’ve seen many startups who fail to make this distinction create a cycle of diminishing returns that impacts the trajectory of their growth for the long haul… especially in enterprise sales.

Sales Recruiting 64

Sales Recruiting Sales Hiring Scale Sales 64

OpenView Labs

DECEMBER 15, 2020

Cloud marketplaces like AWS Marketplace, Azure Marketplace and Google Cloud Platform Marketplace are digital storefronts where companies can list their offerings for software buyers to find, purchase and provision software. . When it comes to the sales process, cloud marketplaces have clear benefits.

Marketplace as a Service 52

Marketplace as a Service Cloud Scale B2B 52

Outseta

JANUARY 20, 2020

In this post I’m going to share the most important lessons about growing a SaaS business that I learned at Buildium—collectively, these things had an awful lot to do with the company being valued so highly. When I left Buildium five years later we’d grown from a start-up to a business with more than 12,000 customers and $16M in revenue.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. What’s their acquisition channel? UiPath took 10 years to get to 1 million in revenue.

Sales Hiring 211

Sales Hiring Scale Sales Recruiting Scaling 211

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. 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. More sales meetings, start creating better sequences faster, go to go.regie.io

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SaaStr

JULY 20, 2021

It’s probably that you’re small, you have very little revenue, you have a couple of employees maybe, you’re probably struggling, maybe your bank accounts are stretched, you’re probably incredibly stressed. It’s a brutal, awful slog in the start. ” “The cameras are awful.”

Underperforming Technical Team 244

Underperforming Technical Team Sales Hiring AWS Business Model 244

Intercom, Inc.

JANUARY 24, 2019

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. If you’re a company that’s already building solutions in this space, your product organization and your sales organization is going to want to own everything.

Scale 151

Scale Machine Learning Artificial Intelligence AI 151

Tom Tunguz

NOVEMBER 4, 2014

Salesforce sells CRM seats based on an aggregate ROI of increased sales productivity for example. AWS, Twilio, Heroku, etc. To be effective, a startup’s pricing strategy must align with its marketing case studies, website messaging, PR releases and sales pitches. Many infrastructure as a service companies do this.

Pricing 120

Pricing Startup SaaS Payments Payment Methods 120

Baremetrics

FEBRUARY 19, 2018

The main accounts are: Cost of Revenue. Sales & Marketing. Cost of Revenue. First, let’s look at setting up your Cost of Revenue (sometimes called Cost of Sales, or Cost of Goods Sold ). If you have sales from Professional services, you’d want to create two sets of Cost of Goods Sold? Engineering.

Startup 81

Startup DevOps as a Service Customer Lifetime Value SaaS 81