SaaStr

MAY 16, 2021

SaaS companies thrive on partnerships to share leads, mutually champion brands and collaborate on customer success efforts. The objective could be several things, from lead and revenue sharing, driving visibility or customer success. Manage Active Partners Like Customers. Then, examine your ecosystem.

Scale 244

Scale Sales Hiring Sales Funnel Consulting 244

SaaStr

SEPTEMBER 18, 2023

If you haven’t read it yet, head on over to Part 1 of Ask Me Anything with SaaStr founder and CEO Jason Lemkin to learn about sales in SaaS, how to create great SDRs and AEs, developing an impactful content strategy, and potential SaaS trends for the next 12-18 months. How can you stand out as an emerging vendor in SaaS?

Sales Hiring 252

Sales Hiring SaaS Banking AI 252

SaaStr

JANUARY 31, 2024

As Christian shares on the pod, the company’s current customer list includes many notable companies, with 92 of them being on the Fortune 100. As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales.

Enterprise 267

Enterprise Scale Sales SaaS 267

SaaStr

MAY 1, 2021

How does a SaaS company reach enterprise buyers? Zhao says, “Our business model is B2B SaaS, but our sales motion is similar to a consumer-like company…there’s a lot of B2C elements to it.”. Osunsade adds, “When you have a B2C angle, you’re actually getting a lot of those B2B leads from your happy B2C customers.”.

Enterprise 255

Enterprise Scale B2C SaaS 255

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. 2: Offer Flexible Payment Terms This is another debate going on in SaaS.

SaaS Payments 237

SaaS Payments Payment Services Payments Payment Features 237

SaaStr

DECEMBER 30, 2021

When you are getting your SaaS company going, first time founders may sort of Fear the CIO. Even in the early days, even if you have just a few customers — the CIO can be your key ally if you play it right. . I had to build personal relationships of trust with all our early CIO (and other key) enterprise customers.

Startup 257

Startup SMB Enterprise Innovation 257

SaaStr

DECEMBER 12, 2023

Where we see success is when a company has a sales process that starts with: How the buyer is thinking about it How they would purchase your product And then mapping the sales journey to that That’s the basics of how you’ll build your first GTM playbook. Let’s start at the beginning — with the customer. First, determine the right ICP.

Point of Sale 265

Point of Sale Forecasting Technical Review SMB 265

SaaStr

NOVEMBER 22, 2021

And in this podcast, Olivia Nottebohm, CRO of Notion ($10B valuation), will delve into the more complex aspects of product-led growth, and why they’re essential for building a successful business that will thrive for years to come. We found that growth predicts success. They made a decision about the SaaS software.

B2C 292

B2C Scale Consulting Software Review 292

SaaStr

MARCH 30, 2021

And as good as times seem to be in SaaS today, in some ways, they aren’t easier for fundraising. We invest outsized amounts in “customer success” — in our existing customers to get the best referrals and other customers from them. Make sure your existing investors are your champions.

Sales Funnel 363

Sales Funnel Investment Metrics Customer Success 363

SaaStr

AUGUST 15, 2020

Recently I was catching up with a good friend who used to be CEO of an enterprise-y SaaS social networking company — and the usage and engagement numbers of his business were just awful. Customers bought because they thought their organizations needed this functionality, and so they wrote the checks for Year 1, and even Year 2.

AWS 279

AWS Churn Enterprise Engagement 279

SaaStr

JUNE 13, 2020

A little while ago, I Zoomed with a good friend running a SaaS company doing about $4 million in ARR. A really good SaaS company. Don’t Overly Sweat the Competition — in the Short Term — in SaaS If You Are Growing at Least 50-60% YoY. Yes, competition can be brutal in SaaS. SaaS Evolves — and is a 7-10+ Year Journey.

Sales Hiring 296

Sales Hiring Scale Headcount SaaS 296

SaaStr

DECEMBER 8, 2022

In Episode 3 of the CRO Confidential Series, Sam Blond, partner at Founders Fund, sits down with the SVP of Sales at Gong, Jameson Yung, and CEO of SaaStr, Jason Lemkin, to share their decades of knowledge for those dreamers hoping to find rapid growth and success in today’s world. . How do you set the bar low for customers? .

Sales Hiring 236

Sales Hiring Sales Compensation Branding 236

SaaStr

JANUARY 12, 2022

On both SaaStr University and Twitter, we had 30+ founders, CEOs and execs share their top, tough learnings from losing one of their top customers. “For large enterprise customers, your stakeholder map is almost always too small” — Alex Farmer, VP CS, Cognite Data. We all underresource customer success vs. sales.

CTO Hire 298

CTO Hire Sales Hiring New CTO CTO 298

SaaStr

FEBRUARY 12, 2022

Scaling a business is difficult, and scaling a SaaS business can be even more of a challenge. However, there are practical methods you can use to acquire new customers, drive higher retention, and grow your company. . Lapeyre shares advice on how to use data to acquire more customers and increase ARR. . Measure Customer Success.

SMB 242

SMB Scale Data Scaling 242

ChurnZero

MAY 4, 2023

There’s a closely held growth secret among large B2B professional services firms, like consultants, accountants and law firms, that Customer Success Managers (CSMs) might appreciate: The more relationships a client has across a firm, the lower that client’s flight risk.

Development Team Review 98

Development Team Review Technical Review SaaS Scale 98

SaaStr

DECEMBER 26, 2022

Despite economic headwinds, SaaS spending continues to grow, with most companies having self-reported increasing or maintaining SaaS spending. G2 track, their proprietary SaaS spend management platform. This includes data from companies on how they utilize SaaS and their spending. The rise of third-party buying .

Software Review 211

Software Review Software Azure Cloud 211

SaaStr

APRIL 28, 2022

Every SaaS founder dreams of conquering the market and growing at a record rate. Says Carpio, “The key to [successful ABM] at Snowflake is really, really tight integration with our sales development team and our sales team. The ABM doesn’t stop after your lead moves through the funnel and becomes a customer. Key Takeaways.

Scale 267

Scale Education Strategy Engagement 267

Totango

APRIL 4, 2024

If you asked your customer success (CS) and sales leaders this question, what do you think each of them would say? Revenue retention hinges on the collaborative efforts of CS and sales teams as they collectively shepherd customers throughout the lifecycle journey, from acquisition to retention and expansion.

Customer Success 89

Customer Success Retention Revenue Sales 89

ChurnZero

DECEMBER 27, 2019

I f ChurnZero were to release a greatest hits compilation of our top content, milestones, and life events in 2019, this blog post would be it. With over 70+ published blogs this year, we whittled down our list to the ten most popular posts from the ChurnZero team and friends. . Top 10 Blog Posts from 2019 .

Technical Review 64

Technical Review Software Review Churn Customer Success 64

ChurnZero

FEBRUARY 21, 2022

Customers are more than just a source of revenue and profits for your company. That’s where a customer advisory board (CAB) can come into play. Cultivating a strong customer advisory board and implementing marketing strategies, like product-led growth , can send you well on your way to reaching new heights.

Underperforming Technical Team 98

Underperforming Technical Team Branding Advertising Retention 98

SaaStr

MAY 27, 2021

Although, in consultations with founders of many of these SaaS companies, I’m often caught by surprise to learn that they’ve made upward of a dozen hires, but zero are for customer-facing roles. A recent post by SaaStr Founder Jason Lemkin got me thinking more about this common blind spot for the founders of SaaS startups.

Sales Hiring 182

Sales Hiring Scale Venture Capital Sales 182

SaaStr

JUNE 3, 2019

A ways back on SaaStr, we wrote an important post on your customer success leaders — The 5+2 Rule. That every member of your CS team needs to visit 5 customers in person a month — and be issued 2 customer badges a year (because they visit in-person so often). For Your Customer Success Team — And You.

Customer Success 202

Customer Success Churn SaaS Management 202

ChurnZero

MAY 3, 2022

Whether you’re building your expertise in cooking, crocheting, coding, or Customer Success, YouTube is now the place to level up. Let’s explore five of the best Customer Success YouTube channels for learning how to fight churn, understand industry trends, and position yourself for professional success in CS.

Customer Success 98

Customer Success Scale Sales Hiring Leadership 98

SaaStr

AUGUST 18, 2019

And it enabled our more tech-focused customers to get comfortable trying on their own. It just created confusion as to why we had a free product, and also a product with $1m TCV customers. Because every trouble ticket, every tweet, every complaint from a free edition user just took time away from paid customers.

Compensation 203

Compensation Branding B2B Engineering 203

Sales Hacker

SEPTEMBER 22, 2023

Hubspot recently released a blog on how to effectively optimize the freemium conversion rate; see link/visual below: 5 key steps in the process: 1. Focus on customer success. You can read the full HubSpot blog here , encapsulating the entire scope on how to effectively take value from the freemium model.

Enterprise 87

Enterprise Scale Generative AI SMB 87

User Pilot

MARCH 6, 2024

How do you create a robust product funnel for your SaaS? TL;DR The product funnel is a framework outlining the stages of the customer journey , starting from its discovery and ideally leading to customer loyalty and advocacy. To find and remove friction points from the customer journey, conduct funnel analysis.

Social Media 88

Social Media Sales Funnel Acquisition Retention 88

SaaStr

MAY 26, 2021

Things you think are hard to recover from: – Losing a top customer – Not getting VC funding – Competitor winning key deal. 3 things you think are hard to recover from, but you’ll get right past them: Losing a top customer. Few things are more brutal than when the competition steals one of your top customers.

Startup 163

Startup Customer Success Scaling SaaS 163

ChurnZero

FEBRUARY 21, 2022

Customers are more than just a source of revenue and profits for your company. That’s where a customer advisory board (CAB) can come into play. Cultivating a strong customer advisory board and implementing marketing strategies, like product-led growth , can send you well on your way to reaching new heights.

Underperforming Technical Team 52

Underperforming Technical Team Branding Advertising Retention 52

The Angel VC

DECEMBER 27, 2016

As the year is coming to an end I’d like to share a few thoughts on what we’ll be looking for in the SaaS world in 2017. That means that as long as you have positive net churn, you’ll have to add an increasing amount of new MRR from new customers every month just to offset churn. I think that’s shortsighted for at least two reasons.

SaaS 183

SaaS Artificial Intelligence AI User Experience 183

Totango

JANUARY 26, 2021

Being proactive about churn prevention provides an antidote to customer attrition. Utilizing technology makes it one of the easiest ways to keep more customers. 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.

Churn 89

Churn Retention Underperforming Technical Team Technical Review 89

ChurnZero

JANUARY 25, 2024

How will customer success jobs, and the skills they require, evolve in 2024? With technology advancing and customer expectations rising, customer success has become an essential force driving business growth and customer loyalty within the SaaS industry.

Customer Success 52

Customer Success Sales Recruiting Sales Hiring Scale 52

SaaStr

JUNE 29, 2019

To Defining the Journey from Prospect to Champion with Kathy Lord, SVP Sales at Intacct. To Building a World-Class Customer Reference Program, with Talkdesk SVP CS Gillian Hentai. 50+ mentoring sessions and AMAs with top revenue, marketing and success leaders. To Scaling High-Performing Teams, with Gusto COO Lexi Reese.

Scale 127

Scale Sales Recruiting Scaling Growth Hacking 127

ChurnZero

MAY 3, 2022

Whether you’re building your expertise in cooking, crocheting, coding, or Customer Success, YouTube is now the place to level up. Let’s explore five of the best Customer Success YouTube channels for learning how to fight churn, understand industry trends, and position yourself for professional success in CS.

Customer Success 52

Customer Success Scale Sales Hiring Leadership 52

Totango

SEPTEMBER 30, 2020

Today we are releasing the Early Warning System SuccessBloc, which gives you instant visibility into customer signals and critical events, alerting you to proactively engage when needed. Champion Loss or Leadership Change. Let’s take a closer look at just some scenarios that this bloc is designed to handle….

Payment Solutions 62

Payment Solutions SaaS Payments Payment Services Marketplace as a Service 62

CustomerSuccessBox

AUGUST 1, 2019

Customer Success Managers (CSM) and Leaders in a B2B SaaS company who are handling medium to high-touch customers. Being a CSM, you might have faced the situation when you receive a call from your customer t o inform you that they will not be renewing their contract. How to define Customer Health?

Software Review 74

Software Review Payment Features B2B Churn 74

CustomerSuccessBox

DECEMBER 22, 2021

Quarterly Business Review (QBRs) are important touchpoints between you and your customers. If done right, they present an excellent opportunity for you to prove your commitments towards your customer’s success. In this blog, we answer a few pertinent questions-. Well, it is easier said than done. Read ahead to find out.

Business 52

Business Benchmarks B2B Customer Success 52

User Pilot

FEBRUARY 15, 2023

Are you in the process of implementing in-app onboarding and looking for successful product tour examples for inspiration? TL;DR A product tour demonstrates to your customers exactly how to use your product’s features. Tolstoy is a platform aimed at boosting digital adoption by leveraging video in customer onboarding.

Onboarding 92

Onboarding Education Engagement Social Media 92