SaaStr

JULY 19, 2023

In a special workshop, Sam shares advice on how to spot bottlenecks, reallocate the right resources, and grow revenue in 2023. How many qualified opps are there per sales rep? Step Two: Diagnose the Bottleneck to Closing More Revenue When your company doesn’t hit target revenue, it can be tempting to zero in on conversion rates.

Revenue 197

Revenue Acquisition Technical Review Systems Review 197

SaaStr

APRIL 4, 2022

Jess Weimer, Senior Vice President of Revenue Marketing at Podium, discusses why it’s time to pivot from demand generation to revenue marketing and best practices for making that pivot. Pillars of Revenue Marketing . Scale your alliance and solution partner marketing portfolio to amplify net new acquisition. .

Scale 224

Scale Revenue Scaling Marketing 224

User Pilot

NOVEMBER 24, 2023

Which one is better, customer acquisition vs retention? This article will examine customer acquisition and retention and determine which one you should focus on. TL;DR Customer acquisition attracts and converts new customers through marketing and sales efforts to expand the customer base and drive revenue growth.

Acquisition 105

Acquisition Retention Customer Lifetime Value Churn 105

SaaStr

NOVEMBER 3, 2023

We’ll share the answers in today’s brand new episode of CRO Confidential, where our host Sam Blond, partner at Founders Fund, sits down with Toast CRO, Jonathan Vassil to talk about their proven customer acquisition strategies that led to its record-breaking growth. Jonathan joined Toast as the SVP of Sales in 2017.

Payment Methods 180

Payment Methods Acquisition Scale Payments 180

Subscription Flow

APRIL 18, 2024

How do you keep increasing your revenue in a marketplace that has reached its point of saturation? 3. Stability and Predictability in Revenue Streams In any business, consistency really is key. The sections are as follows: 1. Understanding the importance of engaging subscribers 2.

Engagement 94

Engagement Customer Lifetime Value Revenue Payment Features 94

SaaStr

JANUARY 24, 2024

Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. Key Takeaways Creating Sales Acceleration at Lattice There are a few takeaways from Dini’s time at Lattice. From a GTM execution standpoint, they weren’t focused.

Scale 209

Scale Sales Hiring Scaling Revenue 209

SaaStr

APRIL 20, 2024

Marketing hackers, sales hackers, product hackers. AI in Sales and Marketing AI is disrupting sales and marketing, particularly in support and SDR /BDR functions, due to the shortage of skilled workers and the potential for increased efficiency and cost savings. "We all need more hackers on our team. And so much more!

Sales Hiring 237

Sales Hiring Startup Marketing Technical Review 237

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. Co-founder and CEO of Insider , Hande Cilingir, talks about what it takes to write a successful revenue growth story. You could even try a mock role-play over a call to test their sales skills. “If

Scale 204

Scale Sales Hiring Revenue Marketplace as a Service 204

User Pilot

JULY 30, 2023

Customer retention vs acquisition cost: Which metric matters more? Thus, striking the right balance between acquisition and retention costs significantly improves profitability and sustainability. TL;DR Customer acquisition is the process of attracting and converting prospective users into paying customers.

Acquisition 98

Acquisition Retention Customer Lifetime Value User Experience 98

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. Revenue Marketing: Build for Scale with Podium’s SVP, Revenue Marketing Jess Weimer.

Sales Hiring 261

Sales Hiring Revenue Scale SMB 261

SaaStr

JULY 5, 2022

Usage was there, but revenue wasn’t tracking the usage growth. By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. And they probably needed to do this, to get the revenue engine going. The Long Tail : Distracts sales , with leads that never closes.

Scale 275

Scale Sales Engineering Acquisition 275

Totango

DECEMBER 7, 2023

Merging sales and customer success (CS) is a delicate art that is often challenging but necessary for driving business results and creating a frictionless customer journey. Foster cross-functional alignment through common customer goals Alignment is most frequently achieved when there’s clarity and commonality around insight and objective.

Revenue 89

Revenue Sales Customer Success Technical Review 89

SaaStr

SEPTEMBER 25, 2023

Theoretically, the relationship between sales and marketing should be easy –– after all, these teams are responsible for pulling in more business and increasing revenue. Reconciling the Past and Present Experience can be the best teacher, and Passi can draw on his past career as a sales leader at an early-stage company.

Enterprise 243

Enterprise Marketing Sales SaaS 243

SaaStr

NOVEMBER 14, 2023

Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. They reoriented their sales team and de-incentivized reps from making deals upfront. It was creating friction in the sales cycle. This is MongoDB’s approach.

Compensation 161

Compensation Sales Azure AWS 161

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 242

Scale Sales Hiring Sales Marketing 242

ProfitWell

SEPTEMBER 16, 2019

During our conversation, Hiten and I walk through how freemium acts as an acquisition strategy as opposed to a revenue driver, how product teams need to think about things differently, and why it’s important to understand customer psychology when building your own freemium product to make everything work together. Subscribe and Listen.

Acquisition 99

Acquisition Revenue Scale Retention 99

User Pilot

AUGUST 10, 2023

Are you trying to find your business’s average customer acquisition cost? And the customer acquisition cost (CAC) shows you how effective you’re with your sales and marketing efforts to acquire new customers. Offering personalized onboarding experiences to reduce the need for additional acquisition efforts.

Acquisition 96

Acquisition Benchmarks Customer Lifetime Value B2B 96

SaaStr

FEBRUARY 20, 2024

Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same.

Scale 195

Scale Sales Marketing Construction 195

SaaStr

JANUARY 31, 2024

Splunk is a 20-year-old Enterprise software giant that has accomplished many things — a 2012 IPO, a $28B+ Cisco acquisition in 2023, and $3.7 Over the years, Splunk has expanded its offerings through acquisitions and product development. No one person or sales rep owns a piece of the pipeline.

Enterprise 227

Enterprise Scale Sales SaaS 227

SaaStr

DECEMBER 13, 2023

Customer Count Growth Driven in Large Part by Acquisitions There are only so many big banks to sell to, and nCino’s core customer count has grow slowly but steadily from 335 in 2021 to 428 today. But new products from acquisition have fueled the overall customer count growth to 1,858. #2. Let’s dig in. A lot to learn!

Scale 287

Scale Banking Acquisition Cloud 287

SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. At this year’s SaaStr Annual , CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. Lay out the sales process early on.

SaaS Payments 200

SaaS Payments Payment Services Payments Payment Features 200

SaaStr

DECEMBER 30, 2022

DigitalOcean has done that and grown beyond $150M in revenue in Q3 2022. Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. . Self-serve vs. sales-driven product experience. Market understanding.

Scale 183

Scale Scaling Revenue Enterprise 183

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 193

Retention Revenue Startup Sales Hiring 193

SaaStr

JANUARY 8, 2021

In this guide, Sahir Azam, Chief Product Officer at MongoDB, and Javier Molina, SVP at MongoDB, share their journey to increasing company revenue through their cohesive sales and product relationship. When sales and product work together, amazing things happen. Inside Sales. Enterprise Field Sales. The Results.

Scale 260

Scale Sales Cloud Enterprise 260

User Pilot

FEBRUARY 4, 2023

Wondering how you can make the most of your growth analytics to boost average revenue per user, and retention, and drive product growth ? TL;DR Growth analytics looks at each pillar of growth and chooses the metrics that dictate product growth and revenue. The growth metrics you should be tracking.

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

Neil Patel

NOVEMBER 9, 2020

Micro startup acquisitions. But before we dive into that, we need to look into what micro startup acquisitions are and why you need to sit up and take notice. Micro Startup Acquisitions: What Are They, and Why Should I Care? Micro Startup Acquisition Trends. That’s an expensive mistake if you make the wrong investment.

Technical Review 144

Technical Review Payment Methods Acquisition Development Team Review 144

Tom Tunguz

JANUARY 4, 2023

The total quantity of acquisitions demonstrated greater resilience shrinking by 56%, while the median acquisition value tumbled from $81m to $22m (-72%). A $22m median M&A price implies most of these transactions were acquihires - acquisitions that value a company for its team. US venture-backed M&A fell from $34.6b

Startup 282

Startup Marketing Acquisition Pricing 282

SaaStr

MARCH 27, 2024

It sells sales, marketing, support and more tools. Revenue Growth is Up Just 24%. HubSpot’s revenue growth of 24% (21% in constant currency) is basically equal to its net new customer count. 40% of their revenue comes from agencies, partners, and others deploying HubSpot for small businesses.

Scale 224

Scale Cloud Pricing Scaling 224

Blulogix

FEBRUARY 9, 2024

How Recurring Revenue Sustains Modern Businesses Amidst Uncertainty By BluLogix Team The Vital Role of Recurring Revenue In an era marked by rapid technological advancements and shifting consumer preferences, recurring revenue models have become the lifeline for modern businesses.

Revenue 52

Revenue Business compliance B2B 52

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 Increase revenue.

Startup 209

Startup Sales Sales Funnel Education 209

Tom Tunguz

SEPTEMBER 23, 2018

At the time it was taken private by Vista, Marketo generated $241M in trailing revenue, growing at 35% annually. By the time of the sale, revenues had grown to $321M, growing at about 21% annually and profitable. trailing twelve months, the third highest multiple for large software acquisitions. Vista Equity paid $1.8B

Acquisition 110

Acquisition Trends Software Revenue 110

SaaStr

NOVEMBER 11, 2020

Such an acquisition model means shorter sales cycles and more efficiency in lead qualification, with complete emphasis on the customer experience. The quicker time to value creates sustainable growth and lowers cost to acquisition. But there is more to it than customer acquisition.

Scale 165

Scale Sales Acquisition Consulting 165

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

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. However, even the savviest entrepreneurs might be unaware of some of the blind spots that could be costing revenue. . Pothole #1 – Legacy Sales Commission Plans May Yield Low License Utilization.

Scale 176

Scale Sales Hiring Compensation Sales 176

SaaStr

MAY 10, 2023

In this week’s episode of CRO Confidential, host Sam Blond, Partner at Founders Fund, continues a mini-series on founder-led sales with Colin Zima, founder and CEO of Omni. They’ll be your best customer acquisition channel. Omni is trying to build the next-generation business intelligence (BI) platform.

Sales Recruiting 206

Sales Recruiting Sales Hiring Social Media Sales 206

Tom Tunguz

OCTOBER 14, 2023

Atlassian’s acquisition of Loom is also the first unicorn sale in about the same time frame. 5% When Loom raised its final round in mid-2021, the 75th percentile forward enterprise value to revenue multiple (EV/NTM Rev) for publicly traded software companies mounted to 21.2x. 0.95 -38% Klaviyo 9.5 58% Klaviyo 9.3

Acquisition 221

Acquisition Pricing Enterprise Startup 221