SaaStr

SEPTEMBER 29, 2023

Many of you are familiar with this visual, most likely created by an investment firm. There are advantages beyond higher pricing, with higher pricing being the smallest advantage. With the second product, Lattice had a higher price point per customer, which everyone expects, but it doesn’t always happen.

Scale 222

Scale Scaling Startup Sales Hiring 222

Sixteen Ventures

AUGUST 14, 2022

You can build cancel flows, run “switch to annual pricing” programs, raise prices, hire Retention specialists, create a Growth Team to chase upsells, hire Account Managers to periodically check in with customers to make sure they’re going to pay their bills and stick around, etc. Why they’re investing in you. CSMs and NRR.

Customer Success 97

Customer Success Investment Sales Hiring Retention 97

Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. Businesses must take a step back, evaluate their software investments, and rework their implementations. How to maximize customer training investment. Today, not much has changed.

Investment 94

Investment Technical Review Underperforming Technical Team Scale 94

SaaStr

OCTOBER 3, 2023

Invest those extra cycles. I spent a week preparing and about halfway into that I realized that something was off about the pricing page, so I redid it from scratch and presented towards the end of the “workshop” Chalk and cheese I was told afterwards. A week later, he emailed me back — “Aha! Now I see who they sell to!”

Interviewing 216

Interviewing Sales Hiring Sales Recruiting Consulting 216

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Payment Solutions 147

Payment Solutions Pricing Payments Payment Services 147

SaaStr

JULY 5, 2023

If you do late stage investing … well, every company you invest in is pretty darn good and growing nicely. In SaaS, growth investments generally will all be at at least $20m ARR, or $40m ARR, or more. In SaaS, growth investments generally will all be at at least $20m ARR, or $40m ARR, or more. And growing nicely.

Venture Capital 190

Venture Capital Investment Cloud Pricing 190

SaaStr

MAY 3, 2023

Mistake #4: Not Standardizing Pricing and Related Systems Early If you have an enterprise-type business, you often ask each customer how much they want to pay based on this or that and end up with a hodgepodge of deal types. What are the problems caused by not investing in systems from the beginning?

Sales Hiring 169

Sales Hiring Scale Pricing Customer Success 169

SaaStr

JULY 13, 2022

Contract processes, packaging, and pricing might change. Not having exemplary sales leadership: The sales lead should not just manage the dashboard efficiently. Mistake 10: Not pricing for organic growth. Price your product smartly so your customers feel ?you’re Mistake 6: Losing control over the sales pipeline .

Scale 212

Scale Sales Hiring Revenue Marketplace as a Service 212

SmartKarrot

FEBRUARY 1, 2022

The struggle to convince your senior leadership team to invest in customer experience has always been there for decades. So, what is the best way to convince the core leadership to invest in customer experience? Companies are now competing on price and CX. Quantifying returns on CX investments. Conclusion.

Leadership 21

Leadership Underperforming Technical Team Investment Scale 21

SaaStr

APRIL 2, 2023

But what I learned, after years of procrastinating on tough moves for our leadership team, is that the leaders’ teams suffer greatly through that inaction. Mistake: Not standardizing pricing and related systems early Every enterprise-oriented startup, including Gainsight, can fall into the same trap. Maybe they are misunderstood.

Sales Hiring 255

Sales Hiring Scale Scaling Customer Success 255

SaaStr

NOVEMBER 15, 2022

Product-led growth companies unlock lower price points, and sales & marketing expense may not be comprehensive for this type of business. . The answer is no –– companies that do fit the metric monolith are still excellent, and these indicators remain helpful for leadership and investors.

Metrics 206

Metrics Artificial Intelligence Machine Learning Technical Review 206

SaaStr

JULY 10, 2022

I know a little about both companies — and both are good products from good companies that well deserved their acquisition prices or even more: But the outcomes for the founders after 11 and 13 years are probably tough. That’s about all the Big Guys are willing to invest in their old products via M&A.

Venture Capital 354

Venture Capital Acquisition AI Pricing 354

SaaStr

MAY 10, 2021

The hardest investment rounds to price are seed rounds. Having said that, if you want to dig a layer deeper, what’s really “fair” is a price 1/3rd or less of what the next round investors will pay. Anyone logical would wait and invest later. It’s a hint of something great to come. Let’s call that $7m post.

Pricing 271

Pricing Investment Metrics Leadership 271

SaaStr

MAY 5, 2023

Mistake 10: Not Being Yourself A lot of leadership success is figuring out who you are and leaning into whatever you’re good at. Sure, you have to strive for it, but what matters is how much you’re growing going forward. Years from now, people don’t care what you did at $300k or $600k, so think long-term about where you want to be at $100M.

Scale 207

Scale Leadership Scaling Customer Success 207

SaaStr

JUNE 13, 2021

All that matters is investing in great companies at a fair, stage-appropriate price, right? I’d made a relatively small ($800k) convertible debt investment in a company, and the VC that led the next round then rewrote many of the terms. The investment still ended up being very profitable. I mean, whatever, right?

Systems Review 263

Systems Review Government Investment Pricing 263

OPEXEngine

JUNE 2, 2021

Smart pricing enabled process management software provider Cherwell to get the most from its subscribers while new businesses languished. ” His calculations helped him make the case for maintaining full-value pricing during the downturn. ” Leadership skill. ” Process efficiency. .’

Metrics 52

Metrics Pricing Airlines Sales Hiring 52

Intercom, Inc.

JULY 25, 2022

When departments fail to share information, pool resources, and share contextual data and insights, it’s often the customer who pays the price with a lackluster customer experience. Organizations need to ensure that any investments in technology and cross-collaboration center around a culture that values customer engagement.

Technical Review 209

Technical Review Engagement Artificial Intelligence Systems Review 209

Andreessen Horowitz

JANUARY 23, 2024

I’ve developed my own method of investing and have learned to trust my insights even when they aren’t obvious. Being able to try new styles and colors at a great price, shopping without having to think too hard, is what Cider’s all about. I love seeing founders mature in their leadership, finding themselves in the process.

Venture Capital 102

Venture Capital Travel Startup Leadership 102

Mucker Capital

APRIL 2, 2024

Buyers may also struggle to justify investments in new purchases and to convince their leadership team of the worth. Ideally, you as a seller are prepared from the beginning and avoid scrambling to justify pricing later in the process. Four Main Categories Where Pain Can change to Value. The process involves: 1.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

SaaStr

SEPTEMBER 12, 2019

I’m talking about product-led growth as an investment strategy, but really my background is 10 years of operating experience in the product-led growth world. Now I’m investing in that. I say investment strategy, but really it’s like how do you build a company that’s focused on product-led growth?

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

SaaStr

FEBRUARY 21, 2024

Pick your strategies, invest in them, and start tiering. Prospects don’t just want to know the price, especially in security. There are usually 10-12 segments, so it’s a great alignment exercise with leadership. You can’t drop in every six months, schmooze, and disappear. It won’t work. That’s a high value for AWS.

AWS 199

AWS Scale Sales Hiring Marketing 199

SaaStr

APRIL 17, 2024

Or, maybe they missed a couple of quarters in a row, and stock prices are threatened, so they make a move. In general, your valuation is a hard floor on a good acquisition price. Before you sign a Letter of Intent, make sure: It specifies the exact price you’re going to get. It’s a tough place to be.

Underperforming Technical Team 164

Underperforming Technical Team Data Development Team Review Technical Review 164

SaaSOptics

AUGUST 11, 2022

So far this year, only 42 companies have priced IPO offerings. Before reaching out to investors, you should have a clear idea of how a capital injection will be used to maintain or develop different pieces of your organization, whether it’s product, leadership, sales and marketing, or research and development. It just works.

Scale 97

Scale Scaling Technical Review Venture Capital 97

SaaStr

JULY 27, 2022

Boterri’s company Accel invested in PayFit in 2017 and again in 2021. You need volume, not top expertise or the high salary price tag that comes with enterprise AEs. . Secret 4: Be Transparent About Pricing and Keep It Simple. . On the contrary, simple pricing attracts more self-serve business. .

SMB 182

SMB Sales Hiring Scale B2C 182

SaaStr

FEBRUARY 25, 2023

VCs are expecting a positive return on their investment. First, if the exit price is at least 2x-3x the total amount raised, it can be worked out. By cheap, I don’t just mean price. And even 1x, if the company fails or deeply struggles. The VCs will not be happy. They may even block the sale. But … Three things. So — why worry?

Venture Capital 239

Venture Capital Pricing Investment Revenue 239

Totango

NOVEMBER 15, 2023

This is why we are so proud to have received multiple leadership awards from TrustRadius in the customer success category, including: TrustRadius Best Relationship: Highlights companies that follow through on their sales and marketing promises, deliver on implementation expectations, and identify customers who would buy again.

Customer Success 112

Customer Success Software Review Technical Review Enterprise 112

SaaStr

FEBRUARY 4, 2022

They can also be more strategic, such as a discussion on whether to consider entering into a new business, changing pricing, or adding a new GTM motion. Having your board meet and interact with the senior leadership will also help the board give you advice on your team and org structure. .

Sales Hiring 233

Sales Hiring Scale Leadership Startup 233

SaaStr

FEBRUARY 2, 2021

And VCs usually are investing in you, in the CEO, as much as the start-up, at least in the early days. No, all VCs are really trying to do is invest in potential Unicorns and make a lot of money. No, all VCs are really trying to do is invest in potential Unicorns and make a lot of money. Even at a substantially lower price.

Finance 273

Finance Venture Capital Consulting Investment 273

SaaStr

NOVEMBER 16, 2020

Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? You said before, to me, it’s the believing in kind of participatory leadership over servant leadership. What are the downsides of it?

Sales Hiring 190

Sales Hiring Scale Leadership Sales Enablement 190

Clouded Judgement

MAY 12, 2023

In business and government, leadership matters! Quarterly Reports Summary Top 10 EV / NTM Revenue Multiples Top 10 Weekly Share Price Movement Update on Multiples SaaS businesses are generally valued on a multiple of their revenue - in most cases the projected revenue for the next 12 months.

Cloud 130

Cloud Government Entrepreneurship Payment Features 130

SaaStr

JANUARY 24, 2024

From an R&D perspective, they invested in what they called vertical solutions to support those new use cases. So, Calendly decided to invest in going Enterprise. From a process standpoint, you have to be ready to invest in Enterprise sales and build infrastructure to make sure sales can be successful. The result?

Scale 218

Scale Sales Hiring Scaling Revenue 218

Andreessen Horowitz

NOVEMBER 14, 2023

A lot of those people were people that I invested in, so I had a little bit of an unusual thing where I’d invested in, I guess, by that point, about 90 startups. I’m curious when you actually started investing in a go-to-market effort? Immad: Yeah, pricing is kind of weird for Mercury.

Sales Hiring 92

Sales Hiring Banking Scale Pricing 92

Tom Tunguz

DECEMBER 9, 2020

It is easy to be a micromanager, but instead what really helps is service-level leadership where the people under you don’t need you to tell them how to do their job. It’s an investment and an important way of shifting people’s mindset. The key to a successful individual hire is curiosity and growth mindset.

Startup 258

Startup Management Systems Review Leadership 258

SaaStr

NOVEMBER 8, 2022

As soon as your competitor cuts prices and quintuples their marketing budget … and is everywhere … can you stay out of the arms race? Raise prices tomorrow. If your competition is fierce, raise prices even more. Don’t wait to invest in customer success and account management. 18 in marketing?

Scale 279

Scale SaaS Banking AWS 279

SaaStr

MAY 1, 2020

As for Navin, under his leadership Mayfield has raised over $2.2Bn in new funds and he has backed some of the best of the last decade including Poshmark, Lyft, Hashicorp, CloudGenix and more. During his career Navin has invested in 50 companies, 17 have gone public, 20 have been acquired. Will these CACs remain low priced?

B2C 179

B2C Investment B2B Pricing 179

SaaStr

OCTOBER 6, 2023

If you’re going to replace Figma and your pricing is competitive, tell them that. Throw in a comparison to understand why the price is that price. But you aren’t convincing the investor to invest. They’re convincing themselves to invest, so the more they can talk, the more they can talk themselves into giving you money.

Payment Methods 213

Payment Methods Startup Payment Solutions Sales Hiring 213

InsightSquared

APRIL 3, 2019

Highlighting one pricing tier as the most popular. Ecommerce sites often use the bandwagon effect by showing shoppers what other people have bought: We’ve seen the bandwagon effect work wonders for account executives using SalesRight to highlight one pricing tier over another. Utilize High Price and Low Price Anchors.

Sales 111

Sales Pricing Advertising Benchmarks 111