SaaStr

APRIL 30, 2025

Churn and Expansion : For existing customers, analyze churn rates, upsell/cross-sell performance, and NRR (Net Revenue Retention). Compliance and Documentation : Check that all deals are properly documented and compliant with company policies. This includes contracts, pricing approvals, and any legal requirements.

Technical Review 179

Technical Review Sales Forecasting AI 179

USIO

JUNE 19, 2025

It’s a powerful value-add that makes your software more useful and opens up a new stream of revenue. The Hidden Revenue Machine: Payment Residuals Most SaaS platforms that offer payments earn what’s known as payment residuals , also referred to as revenue share. 0.6%) per transaction processed through their platform.

Payments 130

Payments SaaS Payments Payment Services Payment Solutions 130

SaaStr

JUNE 6, 2025

The Mega-Deal Era Is Over — Enterprise deals are clustering in the $100K-$150K range The Shift : Enterprise deals are clustering in the $100K-$150K range (down from ZIRP-era budgets) The New Model : 39% of buyers prefer pay-as-you-go pricing. Align sales comp with net revenue retention, not initial ACV 3.

AI Search 147

AI Search Technical Review AI Software Review 147

FastSpring

OCTOBER 16, 2024

You can’t get fast, meaningful revenue expansion with slow, piecemeal geographical expansion. Because an MoR already has the necessary infrastructure set up, it’s already a complete payment solution that lets you quickly outsource the entire checkout process, including fraud prevention, tax compliance, and even sales tax and VAT remittance.

Merchant Services 158

Merchant Services Payment Services Payment Methods Outsourcing Services 158

Stax

JUNE 18, 2025

Functionality Vertical solutions are built with industry-specific workflows and compliance needs in mind. With clearer value props, tailored pricing, and purpose-built features, your sales and marketing spend goes further. Horizontal SaaS, on the other hand, aims to serve a wide variety of industries with more general-purpose tools.

Merchant Services 167

Merchant Services SaaS Payments Payment Services Payments 167

SaaStr

FEBRUARY 26, 2025

Companies successfully implementing PLG are seeing dramatically lower customer acquisition costs as a percentage of revenue. Plus, these motions are creating more predictable, sticky revenue streams. This isn’t just theory – it’s showing up in the public filings. Who doesn’t want that?

Enterprise readiness 147

Enterprise readiness Enterprise compliance Acquisition 147

Clouded Judgement

JANUARY 24, 2025

For many current large language models, once they are exposed to domain-specific challenges or niche inquiries—like in-depth product troubleshooting or compliance-related questions—they can stumble. Revenue multiples are a shorthand valuation framework. Use cases for fine-tuned AI systems are remarkably diverse.

Enterprise 157

Enterprise AI Cloud Artificial Intelligence 157

Payrix

APRIL 10, 2025

Embedding payments and financial experiences is the next frontier for trade and field service software platforms looking to boost revenue while enhancing the customer experience. By taking control of your payment processing, platforms focused on the trades industry can unlock new revenue streams and gain a competitive edge.

Payments 100

Payments Payment Services Outsourcing Services Payment Solutions 100

Blulogix

DECEMBER 27, 2024

By Inga Broerman Overcoming Revenue Leakage with Smarter Billing Practices Revenue leakage is one of the most insidious challenges subscription-based businesses face. Whether through pricing errors, missed renewals, or incomplete billing processes, these small inefficiencies can add up to significant lost revenue over time.

Payment Features 52

Payment Features Revenue Scale Operational efficiency. 52

Subscription Flow

DECEMBER 12, 2024

Businesses may never know how much revenue might be leaking from overlooked nooks and crannies. The purpose of the revenue growth management strategy is to steer a business in an organized, and sustainable direction. In this blog, you will find out the meaning of revenue growth management, its importance, components, and challenges.

Payments 52

Payments Payment Services SaaS Payments Revenue 52

SaaStr

JUNE 29, 2023

As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. Many net-new purchases are for data security, compliance, risk management, and AI-powered tools. Why are SaaS Prices Increasing? SaaS buying has changed.

VP of Engineering 286

VP of Engineering Trends Sales Hiring Cybersecurity 286

USIO

MAY 16, 2024

Increased Revenue: Offering seamless payment solutions can boost conversion rates and customer retention. Security: Look for PCI-DSS compliance and other security measures to protect sensitive data Support : Ensure the organization provides ongoing developer support and merchant support. Ask about revenue share opportunities.

Payment Services 263

Payment Services Payments Merchant Services Payment Solutions 263

Tom Tunguz

OCTOBER 11, 2023

First, revenue is fuel. In the last ten years, with capital nearly freely available, many companies have decreased the priority of generating revenue, especially those using product-led growth techniques. The first is the clear demand from customers seeking security & compliance features.

Benchmarks 309

Benchmarks compliance Engineering Pricing 309

SaaStr

JANUARY 6, 2021

And when we wrote in 2014 that Box would surely cross $1B in ARR , many at the time didn’t quite get SaaS yet — or the power of recurring revenue. Box’s smallest channel yes, but still material even as revenue approaches $1B in ARR. Well, soon enough indeed, Box will be there. This surprised me a bit.

Scale 300

Scale compliance Enterprise Scaling 300

SaaStr

DECEMBER 22, 2022

Replace manual GRC efforts, reduce costs, and save time preparing for audits and maintaining compliance. Drata is the world’s most advanced security and compliance automation platform with the mission to help companies earn and keep the trust of their users, customers, partners, and prospects.

Scale 53

Scale Onboarding Government compliance 53

SaaStr

AUGUST 25, 2022

Ada is the brand interaction platform that helps you purposefully automate conversations with each customer and employee, saving costs and growing revenue without betraying the brand you promised to be. With our platforms, SaaS companies can manage any subscription model, calculate revenue, and generate custom reports that investors love.

Cybersecurity 264

Cybersecurity Scale compliance Subscription 264

SaaStr

JANUARY 24, 2022

Was it misunderstanding bookings vs. ARR vs. GAAP revenue, was that the issue? With early revenue, you start thinking about churn and scalability of every aspect of the business, including product, infrastructure, customer support, sales and marketing. Mistake #1: Bookings are not revenue. They didn’t make any sense.

Finance 328

Finance Outsourcing Services Systems Review Technical Review 328

Subscription Flow

OCTOBER 10, 2024

Some of the pitfalls that come with unplanned billing migration are faulty revenue reporting, data duplication, and customer churn. It does not support multiple payment gateways, and modern compliance standards. A system which supports recurring subscriptions, and advanced pricing strategies.

Payment Solutions 105

Payment Solutions Payment Services Systems Review SaaS Payments 105

SaaStr

SEPTEMBER 11, 2024

The PLG principles that are foundational to Lucid were defined, but what these customers needed was: An easy, fast path to user value Simple pricing and seamless expansion Widespread discoverability Lucid employs a freemium model, converting users to paid plans early on. Customers still needed simple pricing and seamless expansion.

Scale 300

Scale Scaling Sales Hiring Systems Review 300

Stax

MAY 20, 2024

When can revenue NOT be counted as revenue? The concept of unearned revenue can easily trip up SaaS companies that offer subscription services and products on a recurring basis. Unlike when selling ordinary products, you cannot recognize the revenue earned from a subscription all at once.

Payment Features 167

Payment Features Payments Payment Services SaaS Payments 167

USIO

JUNE 24, 2025

In 2025, choosing the right embedded payment processor is about more than just rates and APIs — it’s about revenue share potential, support quality, payout flexibility, and long-term partnership. Why Usio is #1: Revenue Share from Day One : Usio partners don’t need to hit huge volume to earn.

Payments 100

Payments Payment Services Embedded Payments Merchant Services 100

FastSpring

DECEMBER 16, 2022

One popular solution for managing and automating parts of the sales process is by using CPQ (Configure, Price, Quote) Software. CPQ (Configure Price Quote) is a type of sales software that allows sales reps to quickly and easily configure products and services, generate accurate pricing, and create quotes to be sent to customers.

Payment Services 148

Payment Services Payment Solutions Pricing Payments 148

SaaStr

MAY 4, 2022

As difficult as SaaS companies can be to build, that can go double for things like setting up billing systems and automating revenue. During my time at Stripe, I have seen how we’ve grown our product with SaaS in mind: not just for billing and invoicing, but for everything from revenue recognition, to tax, to identity verification. .

Payment Features 255

Payment Features Payment Services Outsourcing Services Payment Solutions 255

Stax

JUNE 3, 2025

Prioritize customer success, not just customer acquisition While getting new users in the door is important, retention is what drives predictable revenue and strong unit economics. Pricing is a living strategytest, iterate, and align it with your customer’s success.

Payment Services 88

Payment Services DevOps as a Service SaaS Payments Payments 88

FastSpring

OCTOBER 23, 2024

With the merchant of record model, you can let your MoR provider worry about payment processing , regulatory compliance, and global tax compliance , because the MoR will be the entity accepting global payments and selling the product. Tax Compliance Worrying about the international taxes that come with selling globally?

Merchant Services 148

Merchant Services Payments Payment Methods Payment Services 148

Blulogix

NOVEMBER 20, 2024

By BluLogix Team Best Practices for Revenue Management What are the best practices for effective revenue management to support growth and profitability? Schedule a demo with a BluLogix billing expert today and take the first step towards revolutionizing your revenue management.

Revenue 52

Revenue Management Underperforming Technical Team compliance 52

Clouded Judgement

DECEMBER 1, 2023

There were also quite a few questions around cost and compliance. And on the latter - there will be more guardrails and structure in place to appease some of the compliance questions. Revenue multiples are a shorthand valuation framework. This year, there was tons of experimentation. Overall Stats: Overall Median: 5.8x

AWS 299

AWS Cloud AI Search Cost optimization & reporting 299

SaaStr

JULY 1, 2024

Everything you have now will probably look different upmarket, including pricing. Pricing is a big one. You have your pricing strategy for down-market customers, such as how you price the bundle, packaging, etc. You want to test pricing by going to the market and seeing if it works. It’ll also likely be wrong.

Sales Hiring 293

Sales Hiring Scale SMB compliance 293

SaaStr

OCTOBER 15, 2020

For example, Sage Intacct is compatible with Salesforce1, allowing Sage to automate the SaaS subscription billing life cycle through features such as subscription changes, automatic billing, flexible pricing, and accurate revenue recognition. #3 If your team wasn’t spread out across the country before COVID-19, it probably is now.

Business 325

Business Marketplace as a Service AI Search compliance 325

SaaStr

JULY 14, 2022

Today, it’s a full featured revenue management suite, growing 55% at nine-figures in ARR. Because they want custom features, compliance, security etc. Tweaking pricing. But pricing tweaks don’t really do that. They may give you a revenue boost this year. That’s your call. Most new features.

SMB 325

SMB Enterprise Government Startup 325

Clouded Judgement

MARCH 22, 2024

Subscribe now ARR (Annual Recurring Revenue) vs ERR (Experimental Runrate Revenue) ARR (Annual Recurring Revenue) is one of the most popular SaaS (Non-GAAP) metrics. Many investors laugh (and some rightly so) at the fact that software companies’ valuations are often described as a multiple of revenue.

AI 190

AI Cloud Revenue Technical Advisors 190

SaaStr

AUGUST 21, 2024

May Habib, CEO and Co-Founder @ Writer.ai May Habib, CEO and Co-Founder @ Writer.ai May Habib, CEO and Co-Founder @ Writer.ai

CTO 277

CTO Scale Travel AI 277

SaaStr

JULY 20, 2021

Secrets to Aligning Marketing and Revenue Strategies with Marqeta’s CMO. 4 Secrets to Using Data Security and Compliance as a Competitive Advantage with Very Good Security’s CEO. Emerging Insurance Disruptors: Are they Really SaaS? with Notion Capital. Chris Dean, CEO @ Treasury Prime Wendy Cai-Lee, CEO @ Piermont Bank.

Payments 269

Payments Payment Services SaaS Payments Banking 269

SaaStr

NOVEMBER 25, 2022

Atlassian’s Chief Revenue Officer, Cameron Deatsch, walks us through how Atlassian grew over the course of 20 years and became one of the most successful startups today. They have grown to over $3 billion in revenue while keeping sales and marketing spending under 15% of revenue for all 20 years they’ve been in business.

Scale 258

Scale Scaling Marketplace as a Service Entrepreneurship 258

Clouded Judgement

FEBRUARY 7, 2025

Revenue multiples are a shorthand valuation framework. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. EV / NTM Rev / NTM Growth The below chart shows the EV / NTM revenue multiple divided by NTM consensus growth expectations. The list goes on. Top 5 Median: 22.2x

Systems Review 144

Systems Review Cloud AI Artificial Intelligence 144

SaaStr

NOVEMBER 28, 2022

From 2010 until 2015, the SaaS world was becoming more complex with the introduction of static bundles and recurring revenue as an addition to the annual/monthly subscription model. We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. Era 2, SaaS 2.0: Era 3, SaaS 3.0:

Scale 246

Scale Finance Sales Hiring Scaling 246

Subscription Flow

OCTOBER 2, 2024

In simple terms, revenue leakage means that a business is unable to collect a 100% of its earned income. There is always a small percentage of income that gets ‘leaked out’, causing revenue loss. Revenue leakage is that amount of money from your customers which gets processed, but which does not end up in your account.

Payments 105

Payments Payment Features Payment Services Payment Solutions 105