SaaStr

SEPTEMBER 29, 2022

Product-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies. . He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG. Free user acquisition.

Technical Review 233

Technical Review Technical Advisors Scale Compensation 233

SaaStr

JULY 29, 2021

Marketing Solutions is their fastest-growing segment — up a stunning 97%, to $1B in revenue. B2B market is on fire. With B2B companies spending ~40% of their revenues on marketing, it only makes sense the leaders that provide marketing services and platforms should be growing like crazy. #2. A lot better.

B2C 318

B2C B2B Acquisition Cloud 318

Buffer Resources

JANUARY 15, 2024

Inaccurate, packed with "filler," or completely AI-generated — bad B2B (business-to-business) content is easy to spot and even easier to find online. But what makes B2B content good ? They actually produced an entire documentary called "We Sign Tomorrow," detailing their acquisition of ProfitWell.

B2B 55

B2B Technical Advisors SaaS Payments Underperforming Technical Team 55

SaaStr

JULY 10, 2022

Let’s take a look at 3 B2B acquisitions from a few years back as an example. Let’s first start with the $35m acquisition of TokBox after 11 years and the $220m acquisition of SpringCM after 13 years. talking about “tuck-in” acquisitions that can attach to existing revenue streams.

Venture Capital 354

Venture Capital Acquisition AI Pricing 354

Software Platform Consulting

MAY 8, 2019

Fleetcor (FLT) closed on its acquisition of privately-held nvoicepay on April 1, 2019. Fleetcor’s first quarterly earnings report since the acquisition provides insight into the economics of the B2B payments space. EPAY reports $265-$270 million in subscription and transaction revenue across several businesses.

Outsourcing Services 56

Outsourcing Services Payments Payment Services Payment Methods 56

SaaStr

FEBRUARY 4, 2022

25,000 total customers, but their 1,250 $100k+ customers are their core revenue engine. Data is both more valuable and less sticky than pure B2B workflow apps. Aggressively expanding its product portfolio — both organically and through acquisition. International Revenue is “Just” 11%.

Scale 224

Scale Acquisition B2B Engineering 224

SaaSOptics

MAY 19, 2022

What Is Customer Acquisition? Customer Acquisition is the process of acquiring new customers in a business. Not only is it one of the main drivers of revenue growth for early-stage companies, but it’s a primary goal for SaaS businesses across market stages. More customers = more revenue. Plain and simple.

Acquisition 59

Acquisition Scale Strategy Software Review 59

SaaStr

AUGUST 19, 2023

When put front and center, a community can be a great acquisition channel, product feedback mechanism, brand differentiator, retention lever, and growth moat. To learn more about Launch’s programs or the Canadian Startup Visa, visit [link] Content Allies helps B2B companies build revenue-generating podcasts.

Software 188

Software Business Social Media Government 188

Sales Hacker

DECEMBER 6, 2018

Forrester will help bring SiriusDecisions’ data and consulting tools to new verticals while SiriusDecisions will, in turn, add $100MM in revenue in 2019 and double Forrester’s potential market in strategy from $20B to $40B by opening up B2B industries. Second, the acquisition highlights the increasing importance of data.

Acquisition 45

Acquisition Revenue Healthcare B2C 45

SaaStr

SEPTEMBER 1, 2023

14 Month CAC CAC (Customer Acquisition Cost) is one of those metrics there are about 10,000 ways to calculate. Very Verticalized — 95% of Revenue in eCommerce and Retail Kalviyo focused on ecommerce, ecommerce, ecommerce and it’s paid off. 36% of Revenue Outside the U.S. And a few other interesting learnings: #6.

Scale 216

Scale SMB Sales Hiring Interviewing 216

Point Nine Land

APRIL 9, 2021

What does it take to raise capital, in B2B marketplaces, in 2021? This year, we’re shaking things up with our first ever B2B marketplace napkin! Having invested in 9 B2B marketplaces and gathered data from 20+ different investors, here are our findings on what it takes to raise money in 2021 for B2B marketplaces.

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

OpenView Labs

FEBRUARY 2, 2022

For most of my career, I’ve been trying to figure out how to get to a 1% conversion rate between somebody filling out a form and leading that to revenue. B2B SaaS marketers who’ve been in the same shoes can tell you that’s been a good conversion rate from marketing to revenue. It’s about users, growth, and revenue. .

B2B 59

B2B Scale Marketing Acquisition 59

Chart Mogul

MAY 3, 2023

There are multiple types of retention to consider: customer retention, gross revenue retention (GRR), and net revenue retention (NRR). Who owns retention in SaaS B2B Ownership of retention is hard to nail down to one person or team. Tools that don’t directly contribute to revenue or savings are less likely to be adopted.

Retention 52

Retention Trends B2B SaaS 52

Totango

APRIL 30, 2021

Comparing the cost of customer retention versus customer acquisition underscores why retaining clients is so important. Calculating the Cost of Customer Acquisition. To calculate your average CAC, total up all the marketing and sales costs that go into your acquisition efforts for a given period. The result is your average CAC.

Acquisition 63

Acquisition Retention Social Media Advertising 63

SaaStr

FEBRUARY 3, 2023

I didn’t fully understand it at the time, because viral coefficients are lower in B2B and our directly measured viral acquisition was maybe only 10%. We had so many leads from second-order revenue, viral, partners, etc. Probably a mistake, but it let us put that money into sales comp. This was too lean, however.

Sales Hiring 228

Sales Hiring Acquisition B2B Investment 228

Sales Hacker

MARCH 29, 2021

Building the right partner tech stack can dramatically increase the revenue flowing from your partners, even if your partnership team is small. The growing role of partnerships in driving revenue. An ecosystem of related products and channel partners exist around every B2B product. Partner acquisition.

Payments 100

Payments SaaS Payments Payment Solutions Payment Services 100

CustomerSuccessBox

SEPTEMBER 2, 2021

Customer Acquisition Cost (CAC) can be calculated by dividing all the Marketing and Sales costs required to acquire a new customer within a specific time. An average SaaS business spends 92% of their first-year revenue on customer acquisition. In other words, it takes 11 months to pay back their customer acquisition cost.

Acquisition 52

Acquisition Payments Scale SaaS Payments 52

OpenView Labs

OCTOBER 5, 2021

Even just comparing the differences between how growth works for B2C versus B2B at a very high level, it’s easy to see that there are differences at each stage of the customer journey. . Despite these differences, there’s a lot B2B and B2C can learn from each other when it comes to growth. . Acquisition. Defining Growth .

B2C 65

B2C B2B New CTO Acquisition 65

ProfitWell

MAY 7, 2020

Today on Recur Now, we look at the difficulties for a traditional SaaS company to be successful in today’s market—and what the next great B2B SaaS companies will actually look like. Listen wherever you get podcasts: How is B2B SaaS growth trending over time? ??7 How are churn and new revenue trending over time? 7 day +0.43% | ??

B2B 98

B2B SaaS Software Review Pricing 98

CustomerSuccessBox

MARCH 25, 2021

Unlike the traditional business model, where once the opportunity is marked closed-won, it’s time to celebrate, but when it comes to SaaS, the acquisition is not the end game. In B2B SaaS you spent anywhere between 1 – 3X times the Annual contract value (ACV) as your Cost of Acquiring the Customer (CAC). Wondering How?

Retention 52

Retention SaaS Payments B2B Business 52

SaaStr

JULY 21, 2022

It’s profoundly frustrating as revenue growth — hasn’t fallen. And some of the hottest B2B founders in unicorns and decacorns took $20m, even $100m out in some cases (!) M&A (acquisitions) is way, way down. Which makes acquisitions sometimes more expensive in terms of dilution, if not cash per se.

Marketing 252

Marketing Scale Acquisition Pricing 252

SaaStr

DECEMBER 27, 2020

Those of us who’ve been around a while think of New Relic as a freemium and almost SMB tool, but today 77% of their revenue comes from accounts greater than $100k. New Relic’s net negative churn / net dollar retention has dropped to 98% in the last quarter, despite a record 77% of revenue being from the enterprise.

Scale 291

Scale Outsourced Development SMB Cloud 291

OPEXEngine

AUGUST 17, 2021

If you fall into this camp or feel like your financial operations could use some help, we’ve found these best practices to work time and again for growing B2B SaaS businesses: Ditch the spreadsheets. Choose a solution made for B2B. There is a significant difference in managing the financial operations of a B2B vs. a B2C SaaS business.

Payment Services 52

Payment Services B2B SaaS Payments Payments 52

CustomerSuccessBox

OCTOBER 21, 2021

For so many years, SaaS has focused so strongly on the acquisition that they have been blind to other aspects of the customer journey. The subscription model has become the majority in the B2B SaaS industry. This is where customer success thrives and is so important for your B2B SaaS business. million dollars.

Payments 52

Payments Customer Success SaaS Payments Revenue 52

User Pilot

APRIL 8, 2024

Product-led growth is a well-known bottom-up approach that relies on the product for customer acquisition and revenue expansion. Bottom-up SaaS is a growth strategy used by B2B SaaS companies that focuses on individual users or teams to drive customer acquisition. Bottom-up SaaS tactics: Dropbox referral scheme.

Strategy 85

Strategy Business SaaS Customer Lifetime Value 85

SaaStr

FEBRUARY 23, 2022

An acquisition well done. International Revenue up to 34%, from 29% in 2019. Crossing borders with a communications product isn’t hard, but it is harder than a pure B2B product. A third of their revenue in now outside the U.S. #4. Messaging now just half their revenue. 240m ARR now from Segment.

Scale 199

Scale Cloud Scaling Acquisition 199

Chart Mogul

OCTOBER 3, 2019

The customer acquisition cost can help you create, measure, and improve a business model that will put your business on the path to profitability. This is where the value of subscription metrics comes to the fore — and specifically the customer acquisition cost (CAC) and the customer lifetime value (LTV). Gross margin = Revenue – COGS.

Acquisition 91

Acquisition Underperforming Technical Team Startup Customer Lifetime Value 91

SaaStr

FEBRUARY 7, 2024

In today’s world, there’s a clear shift in what founders, boards, and investors are all after — scalable, low-CAC (customer-acquisition cost) growth strategies. The data above shows it’s a customer acquisition cost on average of $1.05 In this playbook we’ll share: Automated outbound at-scale strategies.

Scale 216

Scale Sales Hiring Strategy Marketing 216

FastSpring

APRIL 26, 2022

“It’s likely that a finance or sales tools will be less susceptible to churn than a marketing tool, simply because it’s perceived to be more directly responsible for revenue.”. Because word-of-mouth for us is actually much bigger fuel than the revenue that we’re collecting or churning or dropping or whatever.”.

Benchmarks 114

Benchmarks Churn Payments SaaS Payments 114

Totango

JANUARY 22, 2024

In fact, 63% of CAB members said their top 2024 prediction was that businesses would put more strategic and bottom-line emphasis on expansion versus acquisition to drive revenue growth. Retention is the new acquisition. Most expect to see CS emerging as a growth engine. Additionally, our CAB members are buzzing about AI.

Customer Success 94

Customer Success Generative AI AI Scale 94

ChurnZero

OCTOBER 1, 2022

Even though CSQLs have a lower customer acquisition cost, faster rate of return, and high close-rate, says Tony D’Auria, industry principal at Valuize, a customer lifecycle consultancy. Q: Is there a difference in CSQL growth with B2B and B2C customers? Customer Success exists because of the B2B subscription economy.

Scale 97

Scale Customer Success Revenue Retention 97

Sales Hacker

JANUARY 22, 2024

Max Altschuler is the Founder and General Partner of GTMfund , an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders. Max’s 2024 predictions, from topics like remote work to the mergers and acquisitions. 09:34) Acceleration of mergers and acquisitions. (13:02)

Venture Capital 81

Venture Capital Technical Review AI Acquisition 81

Totango

NOVEMBER 27, 2023

With acquisition costs proving too high in today’s constrained environment, many businesses are finally putting greater focus on nurturing existing customer relationships to ensure retention and expansion. Enterprises have a better view of how CS efforts, such as prioritizing customer expansion and retention, directly link to revenue.

Trends 91

Trends Customer Success Machine Learning Artificial Intelligence 91

Sales Hacker

MARCH 6, 2024

Stephen Hakami is the Founder and CEO of Wiza – the most accurate way to find verified contact information for B2B prospects. The recent acquisition of Drift by Salesloft and the topic of consolidation in the sales tech stack. 31:55) One thing revenue leaders believe to be true that Stephen thinks is bull$. (34:26)

Entrepreneurship 90

Entrepreneurship Consulting Acquisition B2B 90

SaaStr

AUGUST 5, 2020

It was Salesforce’s second acquisition ever, and a huge opportunity for me to become the Salesforce CMO as we blasted through $1B in revenue and 10,000 employees.”. And yes, not much has changed since then in the B2B world. Then Swensrud and Whiteley would go on to launch GetFeedback, which was a survey platform for Salesforce.

compliance 222

compliance B2B Acquisition Cloud 222

Andreessen Horowitz

APRIL 23, 2024

The opportunity is to leverage that trust factor to drive customer acquisition, and it has worked for us. Immad: I find it funny that everyone complains about the difficulty of SMB and consumer customer acquisition, but ironically, SMB and consumer companies are some of the most valuable. Now we’re over a billion dollars.

Payments 105

Payments Forecasting Payment Services Payment Solutions 105

Tom Tunguz

DECEMBER 17, 2014

But great customer success organizations can meaningfully impact another critical part of the customer lifecycle, customer acquisition, by catalyzing evangelists to refer new customers. These are two fantastic benefits with meaningful return-on-investment. in aggregate. The best-in-class companies achieve 60 NPS scores.

Acquisition 100

Acquisition Customer Success B2B Churn 100