ChurnZero

DECEMBER 29, 2020

Like a box of chocolates, you never know what you’re gonna get during life in the pandemic. Isolating at home felt like being stuck in your own glass case of emotion. Now, I’ll spare you my attempt at summarizing this last year because it looked different for all of us. Top 10 Blog Posts from 2020. Some of us slowed down.

Sales Hiring 98

Sales Hiring Scale Technical Review Software Review 98

SaaStr

JUNE 10, 2020

How much do you talk about Customer Marketing? While the concept may sound old hat to those that have been in the software business for a long time, in SaaS in particular, very little tools, processes, and software are applied to marketing to customers after they are closed. But what about your customer base?

Marketing 246

Marketing Retention Customer Success Content Marketing 246

SaaStr

DECEMBER 30, 2020

There’s a set of questions I get asked all the time: Should you pay sales reps on renewals? Should you pay sales reps on upsells a long time down the road? Should you pay sales reps on … ? At least, after you are past $2m or so and are ready to expand the sales team at least a tiny bit.

Scale 228

Scale Sales Hiring Sales Scaling 228

SaaStr

FEBRUARY 14, 2023

The current public market environment might look like a great SaaS crash for many people. As things appear to slow, how do we get back to the fundamentals, find the things that are great about SaaS that are measurable, and help people see the value in your business? The fundamentals make your business attractive.

Metrics 201

Metrics SaaS Marketing SMB 201

SaaStr

APRIL 28, 2022

Every SaaS founder dreams of conquering the market and growing at a record rate. But when you stick to traditional, siloed sales motions, you may prevent your goals from being met. Fortunately, with the right strategy, you can continue to grow with a funnel that stays fresh. Build Winning ABM Infrastructure.

Scale 236

Scale Education Strategy Engagement 236

SaaStr

DECEMBER 1, 2021

SaaS spending dipped in the first half of 2020 at the start of the pandemic but has since reaccelerated. As companies accelerate their digital transformations, the SaaS spend has exploded: In Q2 of 2021, G2 recorded the highest software spend per employee to date. “The Enter your email below for the latest SaaStr updates.

Software Review 231

Software Review SMB Enterprise Software 231

SaaStr

DECEMBER 5, 2023

By going upmarket, you can land bigger deals with more opportunities to upsell and lower churn. All of these components will ultimately drive your valuation. Let’s look at the why, the when, and a warning. The warning — You have to be patient. We’ve already mentioned the why. The solution for this challenge?

Scale 182

Scale Enterprise readiness compliance Enterprise 182

SaaStr

MARCH 7, 2021

Recently I put together a quick list on twitter of the Top 10 things that with hindsight, I could and should have done to get from $1m to $10m ARR faster — and with less stress. What makes it even worse is when you excuse it by doing it yourself and fixing it yourself. Yes, you can manage the sales team yourself.

Part-Time VPE 257

Part-Time VPE Sales Recruiting Sales Hiring Scale 257

SaaStr

APRIL 26, 2023

The customer marketing journey in SaaS is like rock climbing minus the risk of potential death. Jason Lemkin, CEO and Founder of SaaStr, said, “How much do you talk about Customer Marketing? It’s the #1 thing SaaS companies do the least of, that they should be doing far more of. What were you expecting?

Scale 206

Scale Strategy Marketing Education 206

SaaStr

JULY 13, 2022

First, you hire your sales team. Next, you enable them to sell your product. Finally, growth occurs when sales, product, and marketing can come together. Mistake 1: Not accepting your mistakes. Founders can be opinionated, and it’s hard to accept your mistakes. SaaS is a fast-paced industry.

Scale 212

Scale Sales Hiring Revenue Marketplace as a Service 212

Intercom, Inc.

APRIL 13, 2018

Great SaaS sales reps can change your entire business. So what is it about these SaaS sales reps that differentiates them from the rest? Let’s break down a few things that all the best SaaS sales pros understand. Upselling value to existing customers is key. Integrate the product into your efforts.

Scale 224

Scale SaaS Sales Sales Funnel 224

SaaStr

MARCH 9, 2022

Reaching the first billion is a milestone for every SaaS company, so what’s the best way to get there? Sometimes, it takes innovative thinking to pull more revenue out of a current customer base or business model. Once you’ve hit the $100 million mark, begin to consider the finetuning you can do to best attack your market.

Revenue 235

Revenue Sales Hiring Leadership Scale 235

SaaStr

JANUARY 24, 2022

Take a read if you are still running finance yourself, or just have an part-time outsourced resource. Companies grew more slowly, there was nothing for a CFO to really do for years, and you could sort of outsource everything and just keep an eye on the bank statement. I’ll give you a couple of examples. Your focus expands.

Finance 323

Finance Outsourcing Services Systems Review Technical Review 323

SaaStr

AUGUST 25, 2023

Hundreds of thousands of experts are telling you how to succeed in SaaS. 1 “Ask VCs for advice when you want money. Ask for money when you want advice.” To some extent, if you have the hottest startup in the world, the full package, you can play some games with investors. That often compounds.

Part-Time VPE 174

Part-Time VPE Scale Sales Hiring CTO Hire 174

SaaStr

JANUARY 8, 2021

When you’re trying to grow your SaaS business, the challenges can stack against you. How can you optimize your market reach while pushing product innovation to carry you into the future? When sales and product work together, amazing things happen. Transition to SaaS.

Scale 263

Scale Sales Cloud Enterprise 263

SaaStr

JANUARY 5, 2022

The more established your brand, the more complex your pricing page can be. You aren’t there yet. Your prospects may just move on if the pricing page makes it seem too … hard. Familiarity in your pricing schema is key to maximizing sales velocities with less well-known vendors. At least not in the early days.

Pricing 209

Pricing Enterprise Branding Innovation 209

User Pilot

FEBRUARY 26, 2024

Why should you conduct it? These are the key questions the article discusses, so if you're after the answers, you’re up for a treat! TL;DR Marketing funnel analysis is the process of evaluating how customers progress from the moment they learn about your product til they convert to paid accounts , and beyond.

Marketing 102

Marketing Sales Funnel Forecasting Customer Lifetime Value 102

SaaStr

MARCH 20, 2021

And there one key take-away: you really should aim for > 100% NRR, even from the smallest of businesses. And yes, there is far less to upsell at most tiny businesses. Traditionally, that has meant even 100% Net Revenue Retention can be tough when 20%-30% of your customers may be out of business in a given year!

SMB 248

SMB Churn Retention Enterprise 248

User Pilot

JUNE 8, 2023

Do you want to leverage event data to make data-driven decisions to enhance user experience? Event data allows you to understand your users’ behaviors and needs on a deeper level. As a result, you get the key that opens the door to a treasure of product growth insights for your SaaS business.

SaaS Payments 94

SaaS Payments Data Payment Solutions Payments 94

SaaStr

NOVEMBER 21, 2020

We’ve written a lot on SaaStr on how to increase the odds your first management team is a success. When to hire her (more here ). How to manage customer success. About recruiting and helping you scale. About letting you move from micromanager to manager. So you don’t have to. All good stuff.

Sales Hiring 352

Sales Hiring Scale Sales Recruiting Engineering 352

SaaStr

NOVEMBER 14, 2023

Moving from a traditional SaaS to a pure consumption model was a challenging but fun transition for MongoDB. You have to think about what behavior you’re trying to drive. If you want to get rid of the cobras, paying for every cobra killed clearly wasn’t the right behavior to compensate. You always have to stay engaged.

Compensation 164

Compensation Sales Azure AWS 164

User Pilot

MARCH 6, 2024

How do you create a robust product funnel for your SaaS? Why it is important for your product management efforts. 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. Its different stages.

Social Media 96

Social Media Sales Funnel Acquisition Retention 96

SaaStr

FEBRUARY 16, 2021

in ARR, “Initial Traction” That it takes longer than you think. That if you get 10 customers, you can get another 10, 100 , and so on. It’s when there isn’t enough revenue to make it, to get there. But there’s too much that you just can’t quit. You can’t.

Sales Hiring 300

Sales Hiring Scale Banking Engineering 300

SaaStr

MAY 14, 2021

No matter how well you are doing post-Initial Traction in SaaS … you can almost always do at least 10-15% better. Because there’s almost always more you can optimize, if nothing else. But it almost always can be done if you force yourself to work even that much smarter and harder. And SaaS is tiring.

Sales Hiring 270

Sales Hiring Scale Engineering Customer Success 270

Totango

AUGUST 25, 2022

Six Customer Engagement SaaS Strategies That Work. For software service providers, customer engagement SaaS strategies play a central role in a successful business model. Proactive interactions with your customers can increase satisfaction and retention, driving repeat business and referral revenue.

Engagement 96

Engagement Strategy SaaS Scale 96

SaaStr

NOVEMBER 1, 2022

Sequoia Capital’s India arm put together a terrific summary of all their learnings about SaaS and Cloud from SaaStr Annual this year. They also did an A+ session at Annual with several top India SaaS founders, which you can catch below! For those that didn’t attend – we got you covered. The Macro View Right Now.

Scale 207

Scale Sales Hiring Cybersecurity Underperforming Technical Team 207

Totango

APRIL 4, 2024

“What’s your company’s most important business outcome in 2024?” If you asked your customer success (CS) and sales leaders this question, what do you think each of them would say? Break down barriers: Give sales and CS clearly defined roles Silos lead to misunderstandings and the loss of winnable customers.

Customer Success 89

Customer Success Retention Revenue Sales 89

SaaStr

AUGUST 8, 2022

How do you create a product that becomes essential to your customers’ lives? In a special SaaStr Annual session, Brex CEO & Co-Founder Henrique Dubugras and Mutiny CEO & Co-Founder Jaleh Rezaei reveal the secrets to building a successful SaaS business based on a product that customers need and love.

Startup 180

Startup Consulting Product Marketing Revenue 180

Totango

AUGUST 23, 2022

B2B Customer Journey Touchpoints: A Guide for CS Teams. B2B customer journey touchpoints mark the roadmap toward successful outcomes for clients and CS teams. In this way, customer journey B2B touchpoints serve as a powerful tool for increasing the effectiveness of your customer success strategy.

B2B 115

B2B Payment Methods Payments SaaS Payments 115

User Pilot

JUNE 5, 2023

The SaaS conversion funnel adapts the traditional marketing funnel to the unique B2B SaaS environment. The SaaS funnel was designed to help SaaS business owners navigate the tricky world of a high-churn, often oversaturated B2B market. Likewise, how you optimize for success will differ from one stage to another.

SaaS 84

SaaS Sales Funnel Customer Lifetime Value Acquisition 84

User Pilot

JUNE 30, 2023

Content localization is absolutely essential for SaaS companies. Our article provides guidance for SaaS teams on how to effectively localize their content. TL;DR Content localization is the process of adapting your content so that users in different countries feel as if it was originally written for them.

SaaS Payments 93

SaaS Payments Outsourcing Services Payment Solutions Payment Services 93

User Pilot

MARCH 14, 2023

How do you boost your freemium conversion rate and accelerate your SaaS growth? However, before we dive into different techniques you can use to drive conversions and analyze some successful examples, we look at the upsides and downsides of using the freemium model along with some useful benchmarks.

SaaS 98

SaaS Onboarding Benchmarks B2B 98

ChurnZero

JANUARY 20, 2021

This is a guest blog post by Justine Dennis, Manager, Customer Success & Support at Fusebill. . Mattias Putman and Ewout Meyns launched PieSync in 2014 with a goal in mind: keep customers satisfied. Mattias and I are very aware that PieSync’s success depends on that of our customers. Dollars are dollars, right?”

Customer Success 98

Customer Success Scale SaaS B2B 98

User Pilot

JANUARY 17, 2023

Value realization can make the difference between a customer who unsubscribes and a customer who becomes a brand advocate. If you want to build a loyal customer base and nurture product growth , your focus should be spent on making users realize the value of your product as soon as possible—which might be trickier than you think.

Software Review 97

Software Review Technical Review Technical Advisors SaaS 97

User Pilot

JANUARY 31, 2023

Winning new business is critical for any savvy product manager: a new client onboarding checklist template can help you systemize your path to a successful customer onboarding process. Used correctly, this sort of customer onboarding checklist can become an invaluable tool for any product manager.

Onboarding 98

Onboarding Underperforming Technical Team Software Review Technical Review 98

User Pilot

FEBRUARY 3, 2023

The customer onboarding lifecycle is the ongoing process of educating users on your product and helping them achieve success with it. In SaaS, onboarding is the key to not only converting free users into paid customers but also driving long-term loyalty. You can use modals for this.

Education 98

Education Onboarding Customer Success Engagement 98

CustomerSuccessBox

JUNE 24, 2022

Every SaaS business lives and breathes by reducing churn and increasing recurring revenue. Monthly Recurring Revenue is a SaaS metric that you should be tracking in order to see where your SaaS business stands. Why you should invest in Customer Success? Number one growth driver.

Customer Success 52

Customer Success Revenue Onboarding Retention 52