SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Scale 277

Scale Sales Hiring Sales Marketing 277

Baremetrics

AUGUST 1, 2021

So what works (and doesn’t work) as a SaaS acquisition strategy? In this article, you’ll learn 5 keys to building a purpose driven acquisition strategy for your SaaS and how to avoid common mistakes along the way. SaaS Customer Acquisition: Getting the basic right How to Build a Purpose-driven SaaS Customer Acquisition Strategy 1.

Acquisition 98

Acquisition Strategy SaaS Underperforming Technical Team 98

User Pilot

MARCH 23, 2023

What are the reasons for customer churn in SaaS? However, sometimes things don’t go as planned, and customers churn. By the end of this article, you’ll have a better understanding of the common pitfalls that lead to customer churn and how to avoid them. 5: Customers churn when they experience an unresolved product bug.

SaaS Payments 98

SaaS Payments Churn Underperforming Technical Team Payment Methods 98

Chargebee

DECEMBER 31, 2023

The success of any subscription-based business isn’t dependent solely on your customer acquisition efforts, but rather on the number of customers you retain. Your employees play a vital role in improving retention rates, from communicating value during the sales process to providing first-class customer service.

Retention 98

Retention Churn Acquisition Subscription 98

User Pilot

FEBRUARY 4, 2023

Using growth metrics helps you make better decisions that are data-driven, reduces churn, and improves customer experience, and it helps you identify high-value cohorts. There are three main growth metrics you should be tracking: monthly active users and daily active users, retention rate , and churn rate.

Acquisition 98

Acquisition Retention Churn Metrics 98

Chart Mogul

AUGUST 20, 2020

4x entrepreneur Andrew Gazdecki shares how you can better prepare yourself for your startup's acquisition, and make the journey a rewarding one. The better prepared you are for an acquisition, the smoother it’ll go, leaving you financially, operationally, and psychologically stronger during negotiations. Know your numbers.

Acquisition 105

Acquisition Startup Technical Review Scale 105

FastSpring

APRIL 26, 2022

In the language of SaaS, I churned. And the experience got me thinking: Was immediate removal of paid features the best chance to keep me from churning? When did I officially count as “churned”? Did they count me as churned on the day I canceled? In part one, we cover benchmarks and common churn formulas.

Benchmarks 141

Benchmarks Churn Payments SaaS Payments 141

Baremetrics

MARCH 23, 2021

Analyzing user behavior within a cohort is the starting point of a strategy to reduce churn. It is a steep challenge to generate sustainable, consistent profits from new customer acquisition alone. Typically, there are two types of cohorts: behavioral cohorts and acquisition cohorts. Want to learn more? Table of Contents.

Churn 98

Churn Retention Data Analysis Acquisition 98

SaaStr

APRIL 4, 2023

You’ll probably have a smaller lifetime customer value and customer budget for acquisition. Find The Balance Between CAC And LTV The achievable lifetime value defines your customer acquisition cost target. Every company is different and will have varying solutions, customer acquisition costs, and lifetime value.

Scale 239

Scale Strategy Scaling Outbound Sales Team 239

Chart Mogul

JULY 6, 2023

Churn, SaaS companies should avoid it like the plague. But is the term churn always bad? Say hello to negative churn, churn’s much more friendly sister metric. You won’t avoid negative churn, in fact, you should do everything in your power to achieve it. But is the term churn always bad?

Benchmarks 52

Benchmarks Churn SaaS Customer Lifetime Value 52

Sixteen Ventures

JULY 17, 2020

Is 5% a good monthly SaaS Churn Rate? Read on to learn the answer… As a consultant to SaaS and Cloud providers that are looking to grow, I get asked what an acceptable SaaS churn rate is all the time. ” In 2020 I just say, “let’s make churn a non-issue.” Monthly vs. Annual Churn Rates.

Churn 133

Churn SaaS B2C Pricing 133

SaaStr

JANUARY 17, 2023

Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer during this week’s Workshop Wednesday — held every Wednesday at 10 a.m. What’s his response to startups figuring out which strategy to begin with, product-led or sales-led? “It How do you achieve both?

Startup 241

Startup Sales Sales Funnel Education 241

SaaSOptics

MAY 19, 2022

What Is Customer Acquisition? Customer Acquisition is the process of acquiring new customers in a business. For subscription-based SaaS businesses, your customer acquisition metrics indicate how effectively you acquire new users via sales, marketing, or a product-led approach like a free trial. Plain and simple.

Acquisition 59

Acquisition Scale Strategy Software Review 59

Totango

JANUARY 26, 2021

Being proactive about churn prevention provides an antidote to customer attrition. Read on to learn what churn is, how an attrition analysis can help you pinpoint why you’re losing customers, and what steps you can take to prevent customer churn. What Is Churn Rate and How Does It Relate to Customer Retention?

Churn 89

Churn Retention Underperforming Technical Team Technical Review 89

SaaStr

JANUARY 24, 2024

How do you diagnose and solve churn? Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Can you start and stop a PLG motion?

Scale 243

Scale Sales Hiring Scaling Revenue 243

SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them.

Sales Hiring 205

Sales Hiring Scale Compensation Sales 205

SaaStr

NOVEMBER 4, 2021

2 drivers stood out as notable: Customer Acquisition Cost (CAC) and Churn. In terms of Customer Acquisition Costs, “Rule of 40” Qualifiers spent 31% less to acquire a new customer. In terms of Churn, “Rule of 40″ Qualifiers” had 29% lower Gross Dollar Churn. After all, 31% + 29% = 60%.

SaaS 281

SaaS Technical Review Benchmarks Azure 281

User Pilot

MAY 2, 2024

It’s crucial for SaaS businesses because it drives revenue growth, increases customer lifetime value , reduces customer acquisition costs , and fosters positive word-of-mouth marketing. Key metrics to measure customer retention include customer retention rate , customer churn rate , customer acquisition cost, and customer effort score.

Retention 111

Retention Metrics Strategy Scale 111

User Pilot

DECEMBER 10, 2023

Are you a product-led or sales-led kind of SaaS? Or perhaps you’ve managed to marry the two strategies and embraced product-led sales? Ben Williams talk on product-led sales. Ben Williams talk on product-led sales. In the sales-led model (SLG) , it’s the sales reps who nurture leads and close deals.

Scale 105

Scale Sales Software Review Retention 105

Baremetrics

JANUARY 24, 2021

Anyone managing a SaaS or subscription business is aware of customer churn. That means achieving any essence of “growth” requires replacing lost customers faster than the rate at which they churn. Managing churn is much like a constant game of plugging holes in a bucket so that you can eventually have a “rising tide” of water.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

Tom Tunguz

NOVEMBER 6, 2021

All of the sales and marketing dollars invested to obtain persuade the buyer to put digital ink to pdf have been recouped immediately. Especially if logo churn is low, account expansion is strong, and the sales cycles are brief. Especially if logo churn is low, account expansion is strong, and the sales cycles are brief.

Sales Hiring 330

Sales Hiring Scale Payments Payment Solutions 330

Sixteen Ventures

SEPTEMBER 10, 2020

It’s critical to understand why your customers churn, but if you’re relying solely on the reason the customer gives you for that churn, you’re definitely missing the actual reason. It’s easy, but it’s not going to get you the answer you need to keep future churn from happening. Churn: Syntax and Nomenclature.

Churn 131

Churn Customer Success Systems Review Outsourced Development 131

SaaStr

SEPTEMBER 17, 2023

LIVE from Annual Stage A Masters: How Revenue Leaders at Box, Calendly, and Lattice Created Sales Acceleration Moments The post Top SaaStr Content for the Week: Craft Ventures’ Founder & General Partner, QED’s Partner, Y Combinator’s Managing Director and lots more! The Next Best in About 5 Years.

Scale 233

Scale Management SMB AI 233

Practical Advice on SaaS marketing

AUGUST 1, 2018

Churn is bad for software-as-a-service (SaaS) companies. But knowing there’s a churn problem is one thing; fixing it is something else. To bring down churn, we need to understand what’s behind the numbers. Wrong customers Sometimes high churn happens when SaaS providers sell to the wrong customers.

Churn 122

Churn Metrics Compensation Software Review 122

Tom Tunguz

JANUARY 31, 2017

Growth or churn? Churn or growth? On the other hand, churn is a huge source of friction and raises questions of product market fit. Especially in the early stage, churn is the more important of the two priorities, and when founders ask me which to emphasize that the seed and series A, I’ll always respond churn.

Churn 100

Churn Scale Venture Capital Acquisition 100

Payrix

MAY 14, 2024

Adam Tesan, CRO at Worldpay for Platforms, is a seasoned executive leader with decades of experience in sales, marketing, and revenue in the software space. Adam, look, you’ve held a number of executive leadership positions across revenue, sales, and marketing within the world of software.

Payments 147

Payments Payment Services Payment Solutions SaaS Payments 147

SaaStr

APRIL 24, 2022

Don’t Hire a VP of Sales Everybody Loves. The Private Equity Math of 1+1=3 in SaaS Acquisitions. SaaStr 548: How to Build a Super High-Retention Sales Team with Twilio SVP & GM of North America Sales, Alice Katwan. Top Podcasts This Week: 1.

Sales Hiring 279

Sales Hiring Revenue Scale SMB 279

Chart Mogul

AUGUST 20, 2020

4x entrepreneur Andrew Gazdecki shares how you can better prepare yourself for your startup's acquisition, and make the journey a rewarding one. The better prepared you are for an acquisition, the smoother it’ll go, leaving you financially, operationally, and psychologically stronger during negotiations. Know your numbers.

Acquisition 52

Acquisition Startup Technical Review Scale 52

Chart Mogul

APRIL 15, 2021

Keeping your pace of growth while going through an acquisition is difficult. Acquisition by Sage. We asked Kaspars to tell us the story of how ChartMogul helps his team grow SageHR pre- and post-acquisition. A similar shift has also occurred in their strategy after the acquisition. What is Sage HR? Markets are different.

Acquisition 83

Acquisition Data Scale Banking 83

SaaStr

NOVEMBER 2, 2021

A little while back, I caught up with a great VP of Sales that had been using Adobe Sign / EchoSign for 11 (!) ” 11 years x $80,000 a year = $880,000 CLTV from that first sale. Yes, this customer churned after 11 years. But it was a reluctant churn. In that gap, customers with champion change churn.

Scale 297

Scale Churn Retention Acquisition 297

User Pilot

OCTOBER 5, 2023

TL;DR The CAC payback period measures the time it takes for a company to recover the money invested in new customer acquisition. This metric helps SaaS companies choose the most effective customer acquisition channels , diagnose inefficiencies in customer retention strategies , and inform pricing decisions.

SaaS Payments 105

SaaS Payments Customer Lifetime Value Acquisition Payment Solutions 105

CustomerSuccessBox

JUNE 8, 2022

The capacity to forecast that a specific customer is at a high risk of churning while there is still time to do something about it is a major new possible revenue generator for any company. We, at CustomerSuccessBox , spoke to some of the Top Customer Success Influencers to know how they manage churn! Q: Please introduce yourself.

Churn 52

Churn Management Systems Review Onboarding 52

User Pilot

SEPTEMBER 25, 2023

In contrast, a sales-led motion relies on sales teams to nurture leads and make deals. Even the most successful ones have sales teams to close deals with high-value customers. Users prefer the self-service model of PLG to the traditional sales-led approach. Product-led growth (PLG) vs. sales-led growth?

Acquisition 105

Acquisition AI Search Onboarding Software Review 105

SaaStr

FEBRUARY 17, 2023

While the allure of customer acquisition can pull a founder’s attention, it’s equally important to dedicate resources to fighting churn and expanding revenue from existing customers. They discuss how Fox helped build a churn-fighting, upselling, and cross-selling machine that continues to generate revenue.

Retention 225

Retention Revenue Startup Sales Hiring 225

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

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. Acquisition for a SaaS company means signing up new, paying customers.

Acquisition 70

Acquisition Retention Churn Pricing 70

Chaotic Flow

JULY 21, 2015

If the multi-tenant, cloud-based technology isn’t enough, there’s the recurring revenue model which creates all kinds of challenges from accounting to sales compensation to funding. Bad prospects waste precious sales cycles and marketing dollars, driving up your customer acquisition costs. Do they match?

Acquisition 133

Acquisition Scale SaaS Pricing 133