SaaStr

SEPTEMBER 12, 2023

A SaaS Founder’s Guide to PR Why PR works, when it doesn’t, and what to expect. Customer success teams are critical for SaaS companies as they own the customer relationship from start to finish, managing up to 75% of revenue through renewals and upsells. Competition In SaaS Leads to A Lot of Things. Or they fail.

Sales Hiring 233

Sales Hiring Technical Advisors Compensation Outsourced Development 233

SaaStr

JANUARY 31, 2023

So Zoom and Shopify are the latest SaaS leaders to do price increases — albeit very differently. Although it’s more impactful than it sounds, because that’s an almost 7% price increase. Bigger accounts and enterprise pricing in some cases is going up much more: Shopify’s increases are much, much bigger.

Pricing 248

Pricing Merchant Services Payment Solutions Payments 248

SaaStr

OCTOBER 30, 2023

So it can seem sometimes like SaaS spending has crashed recently, but really that’s not right. Every single year, SaaS spend goes up. Gartner is even predicting enterprise IT spend will accelerate in 2024. A lot, in fact. But different years and different times benefit different vendors. That plummeted to 19% in 2023.

Pricing 234

Pricing Enterprise SaaS Software 234

SaaStr

OCTOBER 11, 2023

One SaaS leader that’s accelerating again is Shopify. ▶️ Radically more efficient, $600m+ adj operating income run-rate ▶️ 29% of biz from enterprise (Plus) — Jason ✨Be Kind✨ Lemkin  (@jasonlk) October 10, 2023 5 Interesting Learnings: #1. Pricing Increases Really Boosted MRR. Software Important. Night and day.

Payments 244

Payments Merchant Services Payment Solutions Revenue 244

OPEXEngine

JUNE 11, 2020

Every few months I take a look at the top read blog posts on OPEXEngine, to make sure I have a solid understanding of the topics that you are looking for more insight on. As a result, I decided to share with you a few of our Not-to-be-Missed blogs. Best SaaS Blog Posts You Shouldn’t Miss.

SMB 59

SMB SaaS Benchmarks Subscription 59

SaaStr

JULY 24, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Gartner: Software Spend Will Still Grow by $100 Billion in 2023. SaaStr 569: Classic Episode: Succeeding As a Young Enterprise Founder with Front Co-Founder and CEO Mathilde Collin. A must listen / watch. . contact center leader.

Scale 244

Scale Sales Hiring Scaling Pricing 244

SaaStr

OCTOBER 31, 2023

With nine figures in revenue, Ariel and SaaStr founder and CEO Jason Lemkin talk about all things Navan, rebranding when you have brand equity, building B2B software for people, pricing and business models, and much more. They learned from some of the biggest in SaaS — Aaron Levie and Jeff Lawson. You need to price accordingly.

Payment Solutions 223

Payment Solutions Payments Travel Scale 223

SaaStr

DECEMBER 23, 2023

The Massive Push to Efficiency As almost every public SaaS company got cash-flow positive and radically more efficient, and most startups had to stretch their dollars much further — customer success took a lot of the brunt. Aggressive price increases across the board consumed much CS energy as well. #3. What happened?

Customer Success 252

Customer Success AI Pricing Enterprise 252

Subscription Flow

FEBRUARY 27, 2024

Subscription pricing with the help of automated billing software has transformed many industries and provided businesses with a dynamic way to generate revenue, especially in the SaaS space. Moreover, developing a profitable pricing strategy requires consistent model testing and compliance with international tax laws.

SaaS Payments 83

SaaS Payments Payment Services Payments Payment Solutions 83

SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. Our products in SaaS just don’t tend to automatically retain themselves. But in SaaS? Look at $100B market cap Service Now , which is very, very enterprise. Or at least, they hoped so.

Retention 272

Retention B2C B2B Churn 272

SaaStr

OCTOBER 24, 2023

SAP expects to close the year out with their Cloud and SaaS businesses at a $15 Billion run-rate. Now a lot of this stuff is very, very enterprise, with a big jump in their core enterprise ERP platform. And I have no doubt a material chunk is from price increases and the like. From a vendor they truly trust.

Cloud 236

Cloud Scale Sales Hiring Business 236

SaaStr

AUGUST 8, 2023

We’re doing a new series on SaaStr on what break-out SaaS startups, scale-ups and leaders are seeing out there and first up is Michael Grinich, CEO of WorkOS. You can dig in below now and soon on the pod: The post Michael Grinich, CEO of WorkOS: What It Takes To Sell In the Enterprise Today appeared first on SaaStr.

Enterprise 199

Enterprise Enterprise readiness Startup Pricing 199

SaaStr

FEBRUARY 1, 2022

We’ve been doing the 5 Interesting Learnings at SaaStr for quite a while, looking at many of the public SaaS leaders and pulling out the top learnings for founders and SaaS execs. And it’s the true magic in scaling SMB SaaS. Shopify isn’t getting more enterprise. Because it’s not about price.

Scale 348

Scale SMB SaaS Scaling 348

SaaStr

SEPTEMBER 19, 2023

So I’ve been doing SaaS for a while, and the costs of doing business have just gone up. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs. for non-enterprise sales. Salaries have gone up.

SMB 273

SMB Scale Sales Hiring Sales 273

SaaStr

FEBRUARY 15, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. Founders, Kevin Liu and Scott Woody learned from their own early career experiences that companies need an easier way to deliver flexible pricing and packaging to the market. #2.

Scale 236

Scale Software Review Payment Features AI 236

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. They offer all the features you need to sell to Enterprise customers. WorkOS is 4.5

Enterprise readiness 229

Enterprise readiness Payment Solutions Enterprise Payments 229

SaaStr

JANUARY 3, 2022

With the rise of “Product Led Growth” as such a key concept in SaaS, it brings up an age-old question in business software: Should all pricing be transparent? Can you even have a mostly self-service motion in PLG with “Contact Me” in your pricing? It’s a mix.

Pricing 242

Pricing Enterprise Cloud B2B 242

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? “[You] have to get some sort of dollar commitment for pilots in Mid Market and Enterprise deals. “Regular price increases for SaaS” — Benjamin Irvine. to grow deal size vs. blanket price increases.

Pricing 291

Pricing Scale Enterprise Onboarding 291

SaaStr

JANUARY 11, 2023

So there’s a quiet SaaS success story you probably don’t know much about, but can learn a lot from. And while it’s stock price is down from its 2021 peaks, it’s still up 2x since its 2020 IPO. Docebo’s pricing is on the “corporate” side of LMS. It’s Docebo. That’s right.

Scale 338

Scale Pricing Scaling Enterprise 338

SaaStr

JULY 26, 2023

Dear SaaStr: What’s the Average Deal Size for SaaS Companies? But here’s a deep dive on the average deal size for many top SaaS companies I did here: You can play with the data here Some of those numbers have changed a bit as the companies have grown, but not that much. It varies by industry — and by the focus of the company.

SaaS 194

SaaS Enterprise Pricing Data 194

SaaStr

JANUARY 10, 2022

Q: How can enterprise software (SaaS) pricing be optimally defined, taking into account that two of three versions of the software can be offered, e.g. ‘small’, ‘medium’, ‘large’? different enterprise products … each with different approaches to pricing! Not on pricing.

Pricing 228

Pricing Cloud Enterprise Software 228

SaaStr

JUNE 8, 2022

ARR, Zoom was an SMB powerhouse, with Enterprise growing. SMB is now saturated at $4B ARR and not growing, but Enterprise is picking up the slack and growing faster than ever. 5 Interesting Learnings: #1 Sales & Marketing Spend Still Tiny at 25%, But Up From 20% As Zoom Goes More Enterprise. It wasn’t natural.

SMB 281

SMB Enterprise Engineering Scale 281

SaaStr

AUGUST 29, 2022

10.000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 3 days of tactical content, networking, and epic evening events when the Cloud comes to San Mateo. If you haven’t already, sign up here for tickets before we sell out. In other words, companies need to sell a vision – not a product.

Scale 248

Scale Sales Hiring Marketplace as a Service B2B 248

SaaStr

JULY 14, 2022

If a SaaS company can double or even triple at $1m ARR, it’s on to something good. Today, it’s arguably the most advanced and full-featured enterprise contact management application, routinely closing seven-figure deals. Adding a team / enterprise / collaboration edition. Tweaking pricing. Something big.

SMB 309

SMB Enterprise Government compliance 309

SaaStr

APRIL 23, 2024

His role covered about 40% of the engineering roadmap, which was all things Enterprise-focused. Like many SaaS startups, Databricks had a big vision from the beginning, when people believed that no one cared about a unified data platform. These traits are an attribute of many successful SaaS Companies.

Technical Review 234

Technical Review Government Innovation Engineering 234

SaaStr

OCTOBER 27, 2021

Dear SaaStr: Why are pricing tiers so effective? I’m no pricing psychologist, but a few thoughts: Buyers like a >few< choices. Tiers have been established for decades and are a well-understood process for presenting options where pricing can be at least semi-transparent. The post Should You Have Pricing Tiers?

Pricing 252

Pricing Innovation Enterprise Product Marketing 252

SaaStr

OCTOBER 25, 2023

Moved to 71% Annual Contracts (From 54% in 2019) As Have Gone More Enterprise This is what I’d expect, but very helpful to see this data presented this way, as they’ve moved to half of their revenue from $50k+ deals, vs the $2k for smaller customers: And a few bonus learnings: #6. But a 3% price boost likely materially helped. #7.

SMB 252

SMB AI Onboarding Cloud 252

SaaStr

JULY 18, 2022

While hardware changes are coming in lower than expected, for SaaS and software overall — times are still very good. Cloud stock prices have still fallen 50%+ from their highs, venture capital funding is way down as a result, and many are getting nervous about things. In fact, it looks like the best year ever for SaaS and Cloud.

Venture Capital 332

Venture Capital Software Cloud Forecasting 332

SaaStr

JUNE 19, 2023

My list of top advice founders never hear: Thanks for reading Scaling SaaS — from SaaStr! More here: If You’re Going to Do a SaaS Start-Up … You Have to Give it 24 Months | SaaStr Bad investors really can hurt you. The pricing of comparable products. Identical pricing. You price higher than the comps.

Scale 216

Scale Pricing Innovation Revenue 216

SaaStr

JANUARY 5, 2022

The more established your brand, the more complex your pricing page can be. What makes for a good pricing page? A few thoughts at least — mainly about what to copy from the big leaders, and what to maybe not copy from them: The stronger the brand, the more complex the pricing page can be. You aren’t there yet.

Pricing 223

Pricing Enterprise Branding Innovation 223

SaaStr

AUGUST 30, 2020

For most of us, as we build up our confidence, the best initial pricing strategy to start is the Low End of Normal. There is no commodity pricing in SaaS. Price at 80% of that, to start. If that looks too low, raise the price a smidge. Other strategies include: Identical Pricing. A bit more on that here.

Pricing 262

Pricing Scale Enterprise Branding 262

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. What should you look for in an Enterprise rep vs. a Mid-Market rep?

Scale 231

Scale Sales Hiring Scaling Revenue 231

SaaStr

DECEMBER 29, 2023

In part one of this week’s Ask-Me-Anything (AMA) with SaaStr founder and CEO Jason Lemkin, he answered the community’s questions about whether all anyone cares about is AI anymore, investor appetites going into 2024, vertical SaaS, and thriving as a solo founder. The multiples fell off a cliff in 2022 for SaaS and remained crummy in 2023.

Scale 235

Scale Sales Hiring Customer Success AI 235

SaaStr

NOVEMBER 10, 2021

We just haven’t seen the type of acceleration at scale we’re seeing in SaaS leaders before. A reminder there is no ceiling to top tier NRR in SaaS and Cloud. A classic self-service + inside sales + enterprise sales model. And a dedicated enterprise team handles the largest ones. To 75% growth.

Scale 328

Scale Cloud Enterprise Scaling 328

SaaStr

JULY 24, 2023

Some SaaS and Cloud leaders have seen big impacts from the post-2020 hangover, but others keep accelerating. That’s about as good as it gets in SaaS and Cloud! While many less efficient public SaaS companies are trading at tough multiples of 3-4x ARR, and the average is about 6x ARR, MongoDB is almost 20x ARR.

Revenue 199

Revenue Scale Sales Hiring Cloud 199

SaaStr

JANUARY 15, 2021

25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. If you’re doing SaaS for the first time (or even the second), the whole idea of charging for “Services” may seem an anathema. I’m a SaaS company. SAP-level clunky? Same multiple.

Revenue 308

Revenue Pricing Enterprise SaaS 308

SaaStr

JUNE 21, 2022

Almost every category of SaaS exploded during the lockdown, but three saw just crazy boosts: Zoom went from $1B to $3.5B Incredible boosts, and their stock prices went on a tear. Fast forward to today: Zoom’s growth at $4B has slowed to 12% (with enterprise accelerating nicely). Still the Best of Times in SaaS and Cloud.

SaaS 298

SaaS Cloud B2B Enterprise 298