SaaStr

JANUARY 31, 2024

Splunk is a 20-year-old Enterprise software giant that has accomplished many things — a 2012 IPO, a $28B+ Cisco acquisition in 2023, and $3.7 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. Why is that?

Enterprise 227

Enterprise Scale Sales SaaS 227

SaaStr

SEPTEMBER 25, 2023

Theoretically, the relationship between sales and marketing should be easy –– after all, these teams are responsible for pulling in more business and increasing revenue. The post SaaS Couples Counseling for Sales & Marketing with Greenhouse’s CMO and VP Enterprise appeared first on SaaStr. But there is hope.

Enterprise 243

Enterprise Marketing Sales SaaS 243

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. So, Calendly decided to invest in going Enterprise. Can you start and stop a PLG motion?

Scale 209

Scale Sales Hiring Scaling Revenue 209

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. Overview: Grammarly’s Enterprise Evolution. Enter your email below for the latest SaaStr updates.

Scale 191

Scale SMB Enterprise Sales Hiring 191

IT World

MAY 23, 2023

Despite falling revenue from online sign-ups, videoconferencing company Zoom remains positive about its future outlook, posting a 5% year-on-year increase in total revenue for the three months to April 30. The number of enterprise customers grew 9% year on year to approximately 215,900.

Enterprise 72

Enterprise Revenue Direct Sales Team Engagement 72

Subscription Flow

FEBRUARY 27, 2024

Subscription pricing with the help of automated billing software has transformed many industries and provided businesses with a dynamic way to generate revenue, especially in the SaaS space. Reliable Flow of Revenue: Subscription billing guarantees a steady stream of income by collecting payments from clients at prearranged intervals.

SaaS Payments 95

SaaS Payments Payment Services Payments Payment Solutions 95

SaaStr

MAY 21, 2021

Yes you can win in many cases by remaining “hidden” as CEO — but the more enterprise your customer base is, the more important getting out there and being out there is. But Box became 95%+ enterprise by revenue over time, and Dropbox is still 95% SMB and smaller and consumer. Let’s contrast Box and Dropbox. Few tweets.

Enterprise 324

Enterprise SMB Scaling Revenue 324

SaaStr

APRIL 4, 2022

Jess Weimer, Senior Vice President of Revenue Marketing at Podium, discusses why it’s time to pivot from demand generation to revenue marketing and best practices for making that pivot. Pillars of Revenue Marketing . Evolving to Revenue Marketing . Organizing your teams for revenue marketing.

Scale 224

Scale Revenue Scaling Marketing 224

Totango

JANUARY 3, 2024

Totango now offers integrations with leading revenue intelligence platforms Gong and Chorus to help teams enhance operational efficiency and leverage the insights gleaned from customer interactions to drive strategic decision-making.

Revenue 102

Revenue Operational efficiency. Scale Customer Success 102

SaaStr

JANUARY 3, 2023

Your enterprise must grow, and profitably. Kate Ahlering, CRO at Calendly, shares how revenue operations are every CRO’s secret weapon to revolutionizing enterprise sales growth. . Embracing revenue operations as buying cycles change. Here’s a quick framework on how to deploy revenue operations: 1.

Enterprise 210

Enterprise Sales Sales Funnel Compensation 210

SaaStr

JANUARY 15, 2021

25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. And isn’t services revenue a friction-full waste of time anyway? They are OK paying for this, in the enterprise at least. 10-25% more revenue. Gross margins on services are about 35%.

Revenue 287

Revenue Pricing Enterprise SaaS 287

IT World

MARCH 3, 2023

Although the company’s revenue for last year was recorded at $102.3 billion, up 1% year-on-year, fourth quarter revenue declined 11% to $25 billion. Dell’s commercial and consumer units were hit the hardest during the quarter, with revenue for those segments declining 17% and 40%, respectively.

Revenue 73

Revenue Enterprise Sales Technology 73

SaaStr

MARCH 8, 2023

How did the largest product-led growth enterprise company in the world find success? Atlassian is trading at over $40B with revenue north of $3B. Don’t Tie Revenue To Headcount “You want to get away from a business model where every incremental dollar requires incremental hiring,” says Deatsch.

Sales Hiring 203

Sales Hiring Enterprise Headcount Scale 203

SaaStr

JULY 19, 2023

In a special workshop, Sam shares advice on how to spot bottlenecks, reallocate the right resources, and grow revenue in 2023. Step Two: Diagnose the Bottleneck to Closing More Revenue When your company doesn’t hit target revenue, it can be tempting to zero in on conversion rates. Sign up for free. Are the AEs outbounding?

Revenue 197

Revenue Acquisition Technical Review Systems Review 197

SaaStr

FEBRUARY 28, 2023

While Zoom Enterprise is growing at a healthy clip, churn is over 3% a month for its SMB customers As a result, it’s now predicting 1% growth next year 1% pic.twitter.com/i2k2W9QbVX — Jason Be Kind Lemkin  (@jasonlk) February 27, 2023 So Zoom has just been the craziest story of all time in SaaS. Good Times, indeed. Truly insane.

SMB 206

SMB Churn Enterprise Engineering 206

Predictable Revenue

OCTOBER 22, 2020

Even in B2B enterprises, that buyer is a person and we shouldn't forget that. The post How to Diversify Your Top of Funnel (And Add a Figure in Revenue) appeared first on Predictable Revenue. Ari Levine has learned to approach everything from the position of the consumer.

Revenue 259

Revenue B2B Enterprise 259

Totango

APRIL 4, 2024

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. Share responsibility: CS and sales both need skin in the game “Who’s in charge of sustainable revenue growth within an organization?”

Customer Success 89

Customer Success Retention Revenue Sales 89

User Pilot

OCTOBER 27, 2023

PLG for enterprise? As enterprise products tend to be complex, their value may be difficult to experience through free trials or freemium. Moreover, the enterprise sales funnel is more complicated than a product-led growth funnel. Personalized onboarding can help enterprise users learn how to best use the product in less time.

Enterprise 105

Enterprise Business Scale Customer Lifetime Value 105

Predictable Revenue

DECEMBER 10, 2020

The post How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account appeared first on Predictable Revenue. Over 25 years he has come up with some indisputable tactics on what exactly you need to do to get a meeting with any decision-maker at a large account.

Enterprise 264

Enterprise Government Sales Revenue 264

Andreessen Horowitz

OCTOBER 12, 2023

What do enterprise buyers in healthcare care about most when evaluating AI products? We’ve designed this to mirror the thought process of an entrepreneur building an AI product with an enterprise use case. Across our conversations, enterprise buyers emphasized repeatedly that their procurement decisions start with the problem in mind.

Healthcare 100

Healthcare AI Payments Enterprise 100

SaaStr

APRIL 9, 2021

Q: Can the majority of a SaaS company’s revenues come from existing customers? In fact, as you get bigger, it gets pretty common with bigger deals and in the enterprise. UiPath is at $600m ARR now growing 65% a year … and 75% of its new revenue / bookings are from existing customers. Yes, especially once you are at scale.

Scaling 268

Scaling Revenue Enterprise SaaS 268

SaaStr

OCTOBER 5, 2022

Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment. Another approach to scaling revenue involves accelerating the customer adoption and expansion phases. Combine product-led and enterprise-led growth.

VP of Engineering 182

VP of Engineering Scale Scaling Sales Hiring 182

SaaStr

JULY 13, 2022

Co-founder and CEO of Insider , Hande Cilingir, talks about what it takes to write a successful revenue growth story. Help them adapt to the requirements of enterprise and mid-enterprise sales. . However, the revenue forecast accuracy and the realization of that revenue each month are more important.

Scale 204

Scale Sales Hiring Revenue Marketplace as a Service 204

SaaStr

DECEMBER 1, 2021

And 85% of all decisions are made in under six months, including 82% of buying decisions at enterprise organizations. The good news is that, as long as you are providing the customer with high value and good experiences, you will likely get repeat business and perhaps even more revenue from the same customer.

Software Review 222

Software Review SMB Enterprise Software 222

SaaStr

MAY 18, 2021

But one thing that is almost always true, is you get more renewals, more upsells, and more net revenue retention from your largest customers. Their new revenue retention is about 85%. As a best-of-breed player, its net revenue retention is about 100%. Squarespace is almost all not just SMB, but self-service. Segment it.

Merchant Services 262

Merchant Services Revenue SMB SaaS 262

SaaStr

SEPTEMBER 17, 2021

The conversation was great, and we went especially deep on how to run a business that has both a large self-serve component, and a free edition … and a fast-growing enterprise business as well. 50% of Vimeo’s revenue is international. Even if The Short-Term Revenue is Zero. My Top 10 Learnings: #1. Sign up here.

Enterprise 216

Enterprise Scale Sales Hiring Headcount 216

SaaStr

FEBRUARY 28, 2021

On the other hand, they weren’t the majority of revenue and were a ton of work. The first showed me his customer list, ranked by revenue. I told the CEO I was pretty sure, given the importance of the problem he was solving, and its impact across the enterprise, that this #1 customer could pay them at least $300,000 a year.

Revenue 291

Revenue Sales Outsourced Development Enterprise 291

SaaStr

JULY 20, 2020

We just launched our exclusive, invite-only networking initiative for SaaStr Enterprise: The Real Future and it’s unlike any other digital event you’ve ever attended. Networking at Enterprise will connect the top CEOs of $10M – $2B ARR, B2B companies with top CIOs, CTOs and CXOs for a unique, individualized experience.

Enterprise 162

Enterprise B2B AI Cloud 162

SaaStr

DECEMBER 30, 2022

DigitalOcean has done that and grown beyond $150M in revenue in Q3 2022. Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. . Not all products are made for enterprise customers. Key takeaways.

Scale 183

Scale Scaling Revenue Enterprise 183

SaaStr

FEBRUARY 7, 2023

Nabbing enterprise clients could mean fewer deals to reach revenue goals. Just one enterprise client could lead to more thanks to the power of word-of-mouth and familiarity — “If this enterprise company likes their solution, then I’ll probably like it too.” Operate With A Sense Of Urgency, But Be Patient.

Enterprise 138

Enterprise Technical Review Sales Recruiting Scale 138

SaaStr

JANUARY 8, 2023

SaaStr 623: Removing Friction: How to Turn More Than 40% of Your Prospects Into Long Term Enterprise Customers with Attentive Co-founder and CEO Brian Long.  . SaaStr 621: Big Numbers from Small Customers: How DigitalOcean Accelerated at Scale with DigitalOcean Senior Vice President of Revenue Cliff Bockard.   .

VP of Engineering 202

VP of Engineering Scale Sales Hiring Revenue 202

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. Know Your Customer's Pain Points There are lots of challenges on the journey to closing an enterprise deal. Delivering value at every touchpoint of the customer journey is crucial.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

SaaStr

AUGUST 21, 2021

Devoting resources to customer-centric strategy results in happier customers and higher revenue, even through periods of growth. The post 3 CEO Lessons in Scaling Enterprise CX with HubSpot’s CEO: SaaStr Podcast 475 and Video appeared first on SaaStr. Buyers have much more access to information than sellers.”.

Scaling 229

Scaling Enterprise Company Culture Interviewing 229

SaaStr

JANUARY 31, 2024

ServiceNow is the enterprise workflow leader than most folks have heard of, but don’t fully understand or know too much about. It’s because you don’t work in a big enterprise. 63% of Revenue from North America Global revenues are slowly creeping up as a percent of total. #7. The Big Customers Pay $4.5

Enterprise 254

Enterprise Scaling Churn Engineering 254

Sales Hacker

SEPTEMBER 22, 2023

Turning a free sign-up into an enterprise logo involves a multi-step process that requires careful planning, design, and execution. Establishing an inside sales team can enhance freemium conversion rates for enterprise-level B2B products by focusing on identifying and directly engaging high-priority leads. Anyway, let’s get into it.

Enterprise 87

Enterprise Scale Generative AI SMB 87

Intercom, Inc.

OCTOBER 8, 2020

And the challenge is a lot harder in an enterprise context, where the buyer and the user aren’t necessarily one and the same person. Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. Meeting the needs of an enterprise buyer.

Scale 205

Scale Sales Hiring Software Review Technical Review 205