SaaStr

MAY 23, 2022

Let go of your bottom 20% of sales reps, concentrate leads in the best reps. This always gives you both a top-line boost (the top reps close more per lead), and gives you room to hire more reps at the same budget (to replace the 20%). They hire mediocre folks on their team. But you can’t cut your way to growth. More here.

Sales Hiring 316

Sales Hiring Management Airlines Venture Capital 316

SaaStr

MARCH 17, 2020

Hired talked about how they’re giving companies unprecedented flexibility for tech hiring. Go to Hired’s website to learn more about their news. Chargebee offers subscription billing and revenue operations for fast-growing B2B SaaS companies. Predictable Revenue. com/matched. ActiveCampaign . ProfitWell.

Sales Hiring 227

Sales Hiring Scale Payment Features Marketplace as a Service 227

SaaStr

JANUARY 24, 2024

How do you diagnose and solve churn? She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Key Takeaways Creating Sales Acceleration at Lattice There are a few takeaways from Dini’s time at Lattice.

Scale 268

Scale Sales Hiring Scaling Revenue 268

FastSpring

MARCH 3, 2023

Most billing and subscription management solutions let you: Build various trial and subscription models (e.g., free or paid trial and usage-based or fixed price subscriptions). Manage active subscriptions (e.g., Send invoices and/or payment notifications.

Payment Services 142

Payment Services Payment Features Merchant Services Payments 142

SaaStr

JULY 15, 2022

Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Jason Lemkin: I’ll answer it, but are you thinking more on sales or technology or broadly speaking in the question? That’s a great example.

Scale 286

Scale Outsourcing Services Sales Hiring VP of Engineering 286

Intercom, Inc.

FEBRUARY 11, 2020

Identify and solve the problems that caused churn. 2: Identify and solve the problems that caused churn. Many experiences can cause churn: inability to find the right product, struggles to get set up, a poor service experience, or changing business needs. 3: Proactively monitor and manage value.

Retention 282

Retention Sales Hiring Churn Onboarding 282

Chart Mogul

JANUARY 9, 2025

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.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Stax

APRIL 15, 2025

For subscription-based businesses achieving consistent and predictable revenue growth is the holy grail. In fact, monthly recurring revenue (MRR) is one of the most important metrics subscription businesses should be aware of. Talk to sales What is Monthly Recurring Revenue (MRR)?

Payments 88

Payments SaaS Payments Revenue Payment Services 88

SaaStr

JANUARY 5, 2022

We put a lot of focus on driving larger deals and big accounts. Companies that spend $500k with us in their first contract may or may not churn down the road, but companies that slowly increase their spend year over year are much more likely to stay with you in the long run, ultimately bringing you more revenue. Key takeaways.

Scale 294

Scale Scaling Sales Hiring Software Review 294

FastSpring

JANUARY 31, 2023

Paddle vs. FastSpring, this guide compares: What areas of the payment lifecycle each one provides a solution for (e.g., payment processing, gathering and remitting taxes, and subscription management) and what additional software you’ll need to add to your tech stack. B2B digital invoicing. Advanced fraud detection.

Payment Services 147

Payment Services Payment Methods Merchant Services Software Review 147

Chart Mogul

SEPTEMBER 17, 2020

While I was researching this topic, I reached out to our Customer Success and Sales teams to see if many customers were coming to them with questions about MRR. Because MRR is based on subscriptions, it has a strong forward-looking element. Example: A customer pays $60 for an annual subscription. How do you calculate MRR?

Payments 145

Payments Revenue Payment Features SaaS Payments 145

Totango

DECEMBER 13, 2022

As subscription models and recurring revenue become the norm for both SMBs and enterprise solutions, customer success is becoming an essential part of businesses across the globe. Speaking of the team, hiring presents a great opportunity to reassess the skills and expertise that will help you meet your goals. Let’s get aligned.

Sales Hiring 99

Sales Hiring Sales Recruiting Scale Customer Success 99

Clouded Judgement

JUNE 19, 2024

It is calculated by taking the annual recurring revenue of a cohort of customers from 1 year ago, and comparing it to the current annual recurring revenue of that same set of customers (even if you experienced churn). In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

Totango

OCTOBER 20, 2022

Hiring team members with the right customer success manager skills is critical for the effectiveness of your CS team and strategy. Here we’ve identified the 13 most essential qualities to consider when hiring a CS manager. What Skills Are Required for a Customer Success Manager? Persuasion Skills.

Sales Hiring 97

Sales Hiring Customer Success Sales Recruiting Technical Review 97

Stax

JUNE 3, 2025

Contact sales What is a SaaS Platform? SaaS operates on a subscription model, making it easier to manage cash flow and reduce upfront expenses. SaaS companies that invest in onboarding, customer education, and proactive support tend to see higher engagement and lower churn.

Payment Services 88

Payment Services DevOps as a Service SaaS Payments Payments 88

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Hire for Tomorrow, Not Today. Do Right By Customers.

Revenue 258

Revenue Sales Hiring Leadership Scale 258

Kellblog

JULY 8, 2020

” Mark’s been a startup CEO twice, selling two companies in strategic acquisitions, and he’s run worldwide sales and channels a few times. Thinking that your first VP of Sales will take you from $0 to $100M. Startups should hire the right person for the next 18-24 months; anything beyond that is a bonus. (DK:

Sales Hiring 145

Sales Hiring Startup Software Review Enterprise 145

Clouded Judgement

AUGUST 25, 2023

We built an application layer on top of our data layer, which provides a comprehensive set of tools and features that enable our customers to easily turn consumer learnings into insights and actions to drive revenue growth without the need to hire sophisticated and expensive in-house engineers.

Benchmarks 246

Benchmarks Artificial Intelligence Data Software Review 246

User Pilot

MAY 30, 2025

Chargezoom , a B2B invoicing platform, struggled to keep up with its ever-increasing customer base. To solve this, Chargezooms team leveraged Userpilots in-app engagement features to not only increase the efficiency of their process but to reduce churn by half while still growing the customer base. Cancellations were unnoticed.

Churn 66

Churn Scale Payment Features Sales Hiring 66

The Angel VC

MARCH 23, 2016

The original v1 model was a very simple plan for early-stage SaaS startups with a low-touch sales model. Therefore the key drivers of my imaginary startup are organic growth rate, marketing budget and customer acquisition costs, conversion rate, ARPU and churn rate.

SaaS Payments 217

SaaS Payments Headcount SaaS Payment Methods 217

Tom Tunguz

MARCH 8, 2016

Each startup will observe this revenue composition transition at a different point in its evolution because it’s a function of growth rate and churn rate. The business has just released its product and has one fully ramped account executive with a quota of $600,000. The company suffers a revenue churn of 0.5% Year 1 2 3 4.

Scale 140

Scale Startup Revenue Sales Hiring 140

SaaStr

SEPTEMBER 25, 2024

For somewhat later-stage companies or those that are more Enterprise-oriented with longer sales cycles, quarter-over-quarter numbers tend to work better. Then, you need to report and budget for logo and revenue churn. On the one hand, you have new business and expansion ARR; on the other, you have contraction and churn.

Metrics 177

Metrics Sales Hiring Retention Churn 177

Chaotic Flow

OCTOBER 8, 2013

Free trial facilitates product evaluation and shortens sales cycles. From the vendor’s perspective, a free trial offers huge increases in sales and service productivity through customer self-service–even if all your leads are outbound. It should not only support self-serve purchase, but sales assisted purchase.

SaaS Payments 200

SaaS Payments Payment Methods Payments Scale 200

Incredo

MAY 20, 2019

Choosing an outsource marketing company is just as important as hiring your own employees. Today, when a lot of marketing practices rely on industry tools and are very specific for a type of product or service, the choice of a partner becomes a cornerstone in managing your marketing. SaaS marketing is becoming a critical issue.

Outsourcing Services 220

Outsourcing Services SaaS Marketing Sales Hiring 220

InsightSquared

MAY 7, 2019

Sales is the Growth Engine. Sales is the engine driving SaaS company value. Top and bottom line performance are totally dependent on the sales organization and its performance. And sales expense is typically the largest expense item on a growth SaaS company’s income statement. Typical SaaS Sales Metrics.

Scale 102

Scale Sales Hiring Metrics Sales 102

ChurnZero

MAY 23, 2025

If youve come up in your career through sales, you’re used to living in a world defined by revenue metrics. But in a subscription economy, the reality is that its far more than that. It captures the total impact of customer expansion, contraction, and churn. Pro tip : Align your CS and sales teams around expansion plays.

Customer Success 52

Customer Success Metrics Revenue Scale 52

SaaSX

FEBRUARY 5, 2020

Here’s a super basic overview of the key P&L areas we typically use: Revenue Cost of Goods Sold (COGS) Sales & Marketing Expenses (S&M) Research & Development Expenses (R&D) General & Administrative Expenses (G&A). Not Utilizing a Proper SaaS Chart of Accounts. Setting Your Budget Equal to Your Sales Plan.

Finance 118

Finance Sales Hiring Headcount Scale 118

Chart Mogul

FEBRUARY 13, 2025

When and how to launch sales and marketing is a tough topic for most startup founders. But sales and marketing are the backbone of every successful go-to-market (GTM) strategy, and getting them right can be the difference between … When and how to launch sales and marketing is a tough topic for most startup founders.

Scale 52

Scale VP of Engineering Sales Hiring Startup 52

SaaStr

NOVEMBER 12, 2019

SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot. Let’s be 50/50 co-founders and let’s start a company in the sales space.” We knew we wanted to build something that had sustainable recurring value. With SalesLoft, we wanted to be in the sales software world.

Sales Recruiting 198

Sales Recruiting Scale Outsourcing Services Sales Hiring 198

Chart Mogul

JANUARY 27, 2020

Only after going through the whole ordeal they could see their MRR , churn , and other metrics. Whether you elect to build internally or hire a dedicated person who feels comfortable working with raw data and building models with it, you’re going to tie in resources that come out of your company’s bottom line.

Revenue 129

Revenue Sales Hiring Payment Features Subscription 129

ProfitWell

NOVEMBER 26, 2019

There are a lot of moving parts when it comes to ensuring your subscription business stays healthy. Find out why SaaS analytics are important, which to track, and which tools are best for your subscription business. Find out why SaaS analytics are important, which to track, and which tools are best for your subscription business.

SaaS Payments 85

SaaS Payments Payment Features Subscription Technical Review 85

Tom Tunguz

NOVEMBER 11, 2014

The modern SaaS startup asks marketing to fill the top of the funnel, sales to qualify and close leads, and customer success to retain customers. But sometimes, SaaS companies struggle with this model, particularly when churn rates increase in a business. Imagine a very effective sales team that is able to sell freezers to eskimos.

Customer Success 113

Customer Success Startup Sales Hiring SaaS 113

Clouded Judgement

OCTOBER 3, 2024

It is calculated by taking the annual recurring revenue of a cohort of customers from 1 year ago, and comparing it to the current annual recurring revenue of that same set of customers (even if you experienced churn). In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 167

Cloud Software Benchmarks Retention 167

Clouded Judgement

APRIL 11, 2024

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., The first few months of this year felt like a lot of churning in the market. In theory, any growth rate is possible with an unlimited budget to hire AEs. net retention and CAC payback).

Cloud 184

Cloud Software Azure AWS 184

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. Account Managers: They serve as the lead point of contact for all customer account management matters. Before the hiring process, take some time to decide on your current needs and hire as your company grows.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

Clouded Judgement

DECEMBER 21, 2023

It is calculated by taking the annual recurring revenue of a cohort of customers from 1 year ago, and comparing it to the current annual recurring revenue of that same set of customers (even if you experienced churn). In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 184

Cloud Software Benchmarks Retention 184

Clouded Judgement

SEPTEMBER 12, 2023

Extra pressures around optimizations still exist, however gross churn levels have stabilized, and commentary on earnings calls suggest conversations around new bookings are starting to pick up. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 176

Cloud Software Benchmarks Retention 176