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We’re living through the biggest transformation in B2B sales since the birth of SaaS itself. The latest from 2025 survey data by ICONIQ from 205 GTM executives across leading B2B SaaS companies The data tells a stark story. This isn’t about sprinkling ChatGPT into your sales process.
When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.
Today’s subscriptionbusinesses demand more than one-size-fits-all workflows. Software companies, SaaS platforms, mobile apps businesses, and AI solutions need flexible tools that adapt to their business.
Especially once the renewal cycle heats up and once you have a ton of customers to invoice. The right person to lead finance at a Series A company looks very different than the right person to lead finance at a true pre-IPO company (that is near an IPO). That has saved my bacon several times — jason, ed. It depends.
In 2023, companies are looking to improve their revenue and drive sustainable growth by scaling their subscription offerings, to increase the rate of growth and resilience by moving from one-time sales to recurring revenue.
Dear SaaStr: How Should I Build Our First Sales Comp Plan? Creating a sales commission plan is critical for motivating your team and aligning their incentives with your company’s goals. This can start off higher in the very beginning, but at scale is generally around 7%-10% of the deal.
Foreign exchange rates, regulatory rules, payment systems, various bank accounts, establishing entities in different countries, and tax collection and remittance are just a few of the concerns you’ll need to stay on top of as your business expands into more countries and regions.
More than that, how you can embed payments seamlessly inside your app to deliver a smooth user experience and open new revenue streams. Embedding payment functionality into your AI SaaS doesn’t have to be a massive, complicated project. Ask yourself: Are you charging a recurringsubscription or usage-based billing?
Fresh data from Ramp’s AI Index suggests that the meteoric rise in business AI spending might be showing signs of deceleration, raising questions about whether we’re witnessing market maturation or beginning to hit a potential adoption ceiling: The numbers tell a nuanced story. businesses has reached an incredible 41.7%
ServiceTitan, the operating system for the trades, continues to scale impressively, with $772M in FY25 revenue, $800m+ ARR and a clear path to $1B ARR. This shift has been critical to scaling beyond $500M ARR. Lesson for SaaS Founders : SMBs are a great starting point, but scaling to $1B ARR often requires moving upmarket.
A deep dive into one of SaaS’s most dramatic NRR transformations and what it teaches us about scaling retention in the SMB/mid-market When HubSpot filed for their IPO in August 2014, their S-1 revealed a sobering metric that would have made many investors pause: an 88.6% annualized subscription dollar retention rate. The result?
When leveraged strategically, these services can become a key driver of business growth. With the right provider, merchant services can improve your checkout experience, increase cash flow, and unlock valuable business insights. We’ll also outline how to choose the best payment solutions for your unique business needs.
Q1 ‘25 earnings season for cloud businesses is now behind us. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., As you can see from the data below most cloud businesses beat the consensus estimates for Q1.
Users describe desired outcomes in natural language: “Build me a SaaS tool for managing freelance projects with time tracking, client billing, and automated invoicing.” As AI reliability improves and enterprise features mature, we see business users creating applications that traditionally required IT department involvement.
Starting and scaling a software company was really hard. Starting and scaling a software company was really hard. If you wanted to scale users and growth, you needed to scale a physical data infrastructure footprint. ” This used to be how companies scaled! ” This used to be how companies scaled!
Our host, Ray Lau , VP of Marketing, led an insightful discussion with Jeremy Krahl , SVP of Payment Partner Growth; Fred Nelson , VP of Sales Enablement; and Brandon Ewell , Partner Growth Manager. What Exactly is Payment Attachment, and Why Does it Matter So Much?
In this article, we explore the concept of customer satisfaction – how to measure it, why it is important for your business, and how you can improve customer satisfaction levels. According to a Deloitte report , positive customer experiences can lead to a 140% increase in spending compared to negative ones.
But early in big transitions, TAM analysis often leads to the wrong conclusions. I’ve heard of sales, finance, and marketing folks using Claude Code or Cursor to write internal scripts, automate spreadsheet logic, or build simple workflows, tasks they’d normally hand off to engineering. The observability market is small."
When COVID-19 decimated business travel in 2020, Navan could have become another casualty. Instead, the company pivoted aggressively into expense management and payments, expanding beyond its travel roots. Chime’s strong debut particularly signals renewed appetite for profitable fintech companies with sustainable business models.
How many business applications does your company use? Most businesses use dozens of web applications and software to manage daily operations. Solutions to manage finances, communication tools, project management apps and many other solutions are used daily to keep your business in business.
By Inga Broerman Preparing for Regulatory Changes in Subscription Management The subscription economy is thriving, with businesses worldwide adopting models that offer flexibility, scalability, and recurring revenue streams. impose strict requirements on how businesses handle customer data.
You might be surprised to know that SaaS companies can learn a lot from their consumer subscription counterparts. When you sell to a business, the buyer might be thinking about the needs of the company, of their team, and of themselvesso you might need three value propositions! 5: Know how “free” works in your business.
By Inga Broerman Overcoming Revenue Leakage with Smarter Billing Practices Revenue leakage is one of the most insidious challenges subscription-based businesses face. In todays competitive subscription economy, addressing revenue leakage isnt optionalits critical for sustaining profitability and building trust with customers.
Small businesses in America and worldwide have to choose from a wide variety of accounting software solutions, and this range of choices can be overwhelming. Research shows that 64% of small businesses use accounting software and the market for accounting software solutions is projected to be worth $4.3billion by 2023. Quicken Inc.
I’ll dig in, but a really great deep dive with MongoDB’s head of sales ops here: Four Sales Compensation Tactics for Consumption-Based GTM with MongoDB’s SVP of Sales MongoDB us a blended commission model for their consumption-based GTM. Thats a disaster for your business. using 20 out of 25 features).
So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.
Whether you’re building your first product or scaling an established solution, understanding the SaaS platform model is essential for long-term growth. Top benefits of SaaS include low upfront costs, fast implementation, automatic updates, built-in security, and seamless accessibilityideal for remote teams and growing businesses.
By Kegham Khrigian The New Standard for Subscription Renewals: Intelligent, Automated, and Scalable For subscriptionbusinesses, renewals are the foundation of predictable revenue and long-term growth. Subscription models thrive on automation, accuracy, and data-driven decision-making and renewals should be no different.
Unlike traditional subscription-based models that offer predictable, fixed charges, consumption billing charges customers based on the actual use of services. It allows them to scale their service usage up or down depending on their needs, without being locked into a rigid, fixed-cost contract.
I used to believe pretty strongly in not overcapitalizing your business too early. I think there will be TONS of alpha in hiring the rising generation of sales leaders, marketing leaders, engineering leaders, etc who aren’t encumbered by the old way of thinking of things. Wait to hit milestones. Raise in steps. Spend in steps.
Efficient and reliable payment systems play a crucial role in maintaining vendor relationships, the backbone of every successful business. Digital disbursements have emerged as a powerful tool, not only streamlining payment processes but also fostering trust and collaboration between companies and their vendors.
By Inga Broerman Building a Competitive Edge Through Channel Partnerships In an increasingly competitive subscription economy, channel partnerships have become a beacon for businesses seeking scalable growth and sustainable revenue streams.
Even the nerd fight over AI scaling has calmed down for the moment. Look no further than the Grok 4 release from this week for another data point on scaling laws continuing to hold… So what could derail this move? The promise of SaaS is that growth in the early years leads to profits in the mature years.
TL;DR: More mobile apps are monetizing by selling subscriptions on their websites to drive user acquisition, keep more revenue, and own their user relationship, especially now that steering iOS users to your site is allowed in the US. What are Web Subscriptions? Why Should Mobile App Companies Offer Web Subscriptions?
From customer expectations, to market trends, to business operations, everything is evolving. Businesses following the right strategies are experiencing a growth boom. Businesses may never know how much revenue might be leaking from overlooked nooks and crannies. After all, no business wants its success to be short lived.
By Inga Broerman Why Billing Automation is the Foundation of Scalable Growth In the dynamic world of the subscription economy , businesses face increasing competition and mounting customer expectations. Schedule a Demo Today The Challenge of Scalability in Subscription Management Scaling a subscriptionbusiness is inherently complex.
If you’re searching for “survey examples”, you probably want to know: What do effective surveys from leading companies look like? The survey asks them how likely they are to recommend Wise to a friend on a scale of 010, which is quick to answer, making the feedback collection process frictionless. Was my guess right?
In an era when executives are bombarded with tech buzzwords, it’s vital to focus on real-world AI uses that deliver business impact. It also points out educational resources such as an AI for leaders program or an AI for business leaders course to help strategic teams get started.
Whether its adapting to customer demands, launching new pricing models, or scaling into new markets, agility enables growth. But for many SaaS businesses, legacy ERP systems create significant obstacles. If your business is still relying on an ERP to manage revenue operations, you may already feel the strain.
During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. The focus shifts from experimentation to execution, as companies must scale operations to meet increasing demand. Examples: Nosto is a SaaS-based personalization platform designed for e-commerce businesses.
By Inga Broerman Simplifying Complex Provisioning with Advanced Billing Systems In the fast-paced subscription economy , customer expectations are evolving rapidly. This shift has made complex provisioning a non-negotiable aspect of subscription billing. They want personalized, flexible offerings that deliver value.
Integrations +1 725-254-2694 Start Free Trial Login Log in Sign up REQUEST A DEMO --> Sales Management Atomic Habbits for Sales Chase Horn July 2, 2025 Transform your sales performance with small, consistent habits that lead to significant growth over time, backed by proven strategies.
By adopting these strategies, UCaaS providers can reduce administrative burden, minimize compliance risks, and scale their offerings confidently. Diverse Geographies: UCaaS companies often serve customers across multiple states or countries, each with its own telecom tax laws, VAT, sales tax requirements, and regulatory obligations.
By Kegham Khrigian Empowering Your Channel Partners: The Key to Revenue Growth For SaaS and MSP businesses, channel partners are more than just intermediariestheyre strategic assets that can significantly amplify your reach and revenue. These processes are time-consuming, error-prone, and difficult to scale as your channel network grows.
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