SaaStr

MARCH 8, 2024

Sandhya has been in the startup ecosystem for about 15 years, with the last two years heavily focused on investing in AI-native startups, primarily on the application and Enterprise software side. How reliable is this investment? Another mistake people make is going after an SMB segment when there’s a good enough free alternative.

AI 199

AI Artificial Intelligence Pricing SaaS 199

SaaStr

JULY 6, 2020

Invest more there. 60+ NPS, 130%+ net revenue retention, however you measure it is special. If yours is, invest more there and worry a little less about pressure to do new things, new market segments, etc. But I should have taken a pause and just found our true VP of Engineering. Truly beloved products win.

Part-Time VPE 257

Part-Time VPE Scale Finance Market Segmentation 257

User Pilot

APRIL 30, 2024

Unlike traditional marketing’s short-term, campaign-focused efforts, growth marketing uses a data-driven approach that spans the whole customer lifecycle and promotes continuous improvement. Market development targets new markets with existing products, while product development – existing markets with new products.

Underperforming Technical Team 96

Underperforming Technical Team Strategy Marketing Customer Lifetime Value 96

Totango

NOVEMBER 15, 2023

New partnerships with Jasper, Higher Logic , and ESG Success, new product features, and nine new integrations, including Pendo , Google and Outlook Calendar, and Gong, show our commitment to accelerating enterprise revenue growth. Learn more about specific partnerships and integrations in our recent announcement.

Customer Success 112

Customer Success Software Review Technical Review Enterprise 112

yoursales

JUNE 2, 2023

It involves projecting future deals, sales volumes, analyzing customer demand, and predicting revenue streams within a given timeframe. By leveraging a blend of data analysis, market intelligence, and sales expertise, sales forecasting provides valuable insights into the future trajectory of a company’s sales efforts.

Forecasting 86

Forecasting Sales Sales Funnel B2B 86

ProfitWell

SEPTEMBER 30, 2019

Revenue is good. Lots of revenue is great. Optimized revenue is better. Because the world of e-commerce is so restless, as soon as your company finds itself bringing in steady revenue, the first question anyone will be asking is: How can we make this performance even better ? What is revenue optimization?

Revenue 40

Revenue Pricing Outsourcing Services Merchant Services 40

Sales Hacker

FEBRUARY 15, 2024

Data Impacts Deliverability If your team has invested time in a stellar marketing campaign, it can be disheartening for those messages to get flagged as spam or end up in dormant and nonexistent inboxes. You can create these segments for different buyer personas or based on their previous engagement with your product.

AI Search 90

AI Search Social Media AI Sales Funnel 90

User Pilot

SEPTEMBER 19, 2023

The goal of product-led growth flywheel is to improve the customer experience by enhancing the product itself instead of investing heavily in sales or marketing. The goal of self-serve funnels is to drive autonomous revenue growth without increasing customer acquisition costs. Multiple types. Scalable costs. Customer insights.

Scale 102

Scale Technical Review Acquisition Sales Funnel 102

Baremetrics

MAY 26, 2021

The criteria used to define each segment is the basis for customer segmentation models. They offer marketers a gateway into the development of key strategies to improve return on investment. Sign up for a free trial with Baremetrics to see how easy it is to gain insights from customer segmentation.

Social Media 105

Social Media Market Segmentation B2C Churn 105

SaaStr

AUGUST 25, 2023

Every day, a founder doing millions or tens of millions in revenue says they can’t afford something that is ROI positive. With the high margins, recurring revenue, and upsell opportunities we have in Saas, you’ll never see a great VP of any role not be accretive. That’s usually a market condition. Our market is too small.”

Part-Time VPE 185

Part-Time VPE Scale Sales Hiring CTO Hire 185

Intercom, Inc.

DECEMBER 4, 2019

That commitment and focus on how to foster real human connections is evident in every single thing we do on a daily basis, and the resulting success is clear to see, with a valuation of more than $1 billion and revenue to justify it. In order to grow new revenue streams, companies look to new product development. 3 Brand stretch.

Branding 209

Branding Underperforming Technical Team Technical Review Airlines 209

SaaStr

OCTOBER 6, 2019

Specialization works — but it’s an up-front investment. ” This is when you compete aggressively not only in the market segments where you have a big competitive advantage, and usually win (which usually has a much cheaper CAC) … but to win big, you also use your $20m, $40m, etc. More SDR: AE pairing.

Sales Hiring 236

Sales Hiring Scale Sales Venture Capital 236

SaaSOptics

AUGUST 11, 2022

A merger or acquisition can be used to flesh out product offerings, reach new market segments, or take advantage of market opportunities that require the capabilities of a partner company to capitalize on. Right now, SaaS founders need to stay organized and agile until the bear market lets up. It just works.

Scale 97

Scale Scaling Technical Review Venture Capital 97

Andreessen Horowitz

OCTOBER 4, 2023

Introductory calls usually start with the lender seeking out information about, at a minimum: the company’s business overview, market opportunity and revenue model, funding history, valuation of last round, and what the company is looking to achieve with this debt raise.

Outsourcing Services 128

Outsourcing Services Software Review Scale Banking 128

Sales Hacker

JUNE 16, 2022

Of course, they don’t want to take their foot off the gas in terms of goals — which leaves a lot of revenue teams grappling to do more with less. First, ask yourself: Are your customer success, and rev ops, sales and marketing teams all aligned and working toward the same goals? That means working holistically, as a revenue team.

Scale 91

Scale Sales Hiring Sales Headcount 91

OpenView Labs

NOVEMBER 11, 2020

But first: What is a market segmentation frame, and how do you develop one? A market segmentation puts your prospects and customers into different buckets so that you can make choices in the product you offer, how you communicate, the pricing model and who you target. Market segmentation is the foundation of good pricing.

Pricing 73

Pricing Marketing Market Segmentation Communication 73

SaaSOptics

APRIL 14, 2022

The revenue gained from a fixed pricing model is easy for finance teams to recognize; however, you could easily overcharge or undercharge your customers based on their product usage. As SaaS continues to become more customer-centric, potential buyers want to get hands-on with software before making a significant investment.

Payments 98

Payments Pricing SaaS Payments Payment Services 98

User Pilot

OCTOBER 26, 2023

TL;DR Growth initiatives are strategies aimed at expanding a company’s customer base, market share, revenue, or profitability. Market Development involves selling existing products to new markets. Market Penetration focuses on selling more existing products within the current market.

Acquisition 93

Acquisition Scale Marketplace as a Service Onboarding 93

OPEXEngine

FEBRUARY 1, 2022

It becomes the system of record, even more so today than the CRM or the back-end ERP, because it has the most real-time, accurate, and up-to-date information on the revenue lifecycle. Measure what matters and invest appropriately. When in hypergrowth, the focus is and should be on revenue growth with healthy unit economics.

SaaS Payments 52

SaaS Payments Payment Services Payment Solutions SaaS 52

Sales Hacker

JULY 30, 2018

In this guide, I’ll share with you a proven B2B marketing strategy framework that will help you identify the most prolific market segments, your ideal customer profile, and the right marketing channels to generate leads. What Is A B2B Marketing Strategy? Segment your market and focus on a target segment.

B2B 71

B2B Scale Strategy Marketing 71

The Angel VC

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

Outseta

JANUARY 20, 2020

When I left Buildium five years later we’d grown from a start-up to a business with more than 12,000 customers and $16M in revenue. Focus on a market segment until you dominate it When I arrived at Buildium, we were selling our product only to residential property managers located in the United States. We mostly succeeded.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Tom Tunguz

SEPTEMBER 13, 2015

They trade a more narrow customer base and consequent reduction in market size for a competitive advantage in that market segment. in venture investment before going public six years after founding. Today, Veeva’s market cap exceeds $3.3B. A spectacularly efficient business, Veeva raised only $4.5M

Startup 104

Startup SaaS Underperforming Technical Team Marketing 104

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

Panintelligence

FEBRUARY 7, 2024

That’s why companies are constantly launching new offerings, trying to keep up with trends and boost revenue. If you've got one core proposition with one core market vertical, then you've got a concentration risk—and that equals risk for the investment community." But this rapid-fire approach isn't without risks. Think about it.

SaaS 52

SaaS Scale Banking Innovation 52

OPEXEngine

JANUARY 14, 2020

Price/Revenue Ratio. Source: SEC filings – weighted average by company revenue. Many factors drive the high-growth of SaaS companies, including higher market adoption of SaaS and the structural advantages of the recurring subscription revenue model – see Why SaaS Companies Grow Faster. Public SaaS Companies. -8%.

SaaS Payments 59

SaaS Payments SaaS Scale Customer Lifetime Value 59

SaaStr

NOVEMBER 12, 2019

We had 13 million of recurring revenue, 100% year over year growth. Today, six years later, Pardot as part of salesforce.com last calendar year did 250 million of recognized revenue, so think about that. Five years to get to 13 million, bootstrapped, six years after that to get to 250 million of recognized revenue.

Sales Recruiting 164

Sales Recruiting Scale Outsourcing Services Sales Hiring 164

ProfitWell

DECEMBER 3, 2019

Do you gun straight for the glamour (and pressure) of venture capital investment? We break down different funding options, when the time is right to be seeking investment, and what you need to really impress your investors. Venture capital is provided by firms or funds founded specifically to give investment to fledgling companies.

Venture Capital 56

Venture Capital Scale SaaS Benchmarks 56

InsightSquared

APRIL 14, 2021

Today, the average Chief Revenue Officer’s (CRO) tenure is a shocking 16 months, according to Revenue Collective. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. How often do you ask your Revenue Operations team to pull a report? Not Updated in Real-Time.

Scale 62

Scale Metrics Sales Forecasting 62

FastSpring

APRIL 13, 2023

From leading sales at Zillow to brand strategy at Tumblr to revenue at FiscalNote (a global policy platform), Justin Scott started noticing a trend. Across markets, companies were “taking big data sets and visualizing them in interesting ways to create user experiences.” And I was one of the first revenue employees at Zillow.

Payment Methods 124

Payment Methods Marketing Payments SaaS Payments 124

SaaSOptics

MAY 19, 2022

Not only is it one of the main drivers of revenue growth for early-stage companies, but it’s a primary goal for SaaS businesses across market stages. More customers = more revenue. Again, corresponding variables such as customer acquisition cost ( CAC ) and customer revenue all tie back to your acquisition strategy.

Acquisition 59

Acquisition Scale Strategy Software Review 59

Sales Hacker

NOVEMBER 15, 2017

Account-Based Everything / Revenue. Account-Based Marketing. Annual Recurring Revenue. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. AB Testing. Account-Based Selling / Sales Development. Account Development Representative.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

NOVEMBER 21, 2020

Harry Stebbings: Sorry, this is so unfair of me to go off schedule like this, but when you think back on only possible in the cloud, I think through every investment of mine is unbundling or bundling and try and very carefully be aware of which camp we’re in and why. Services revenue is thought of as low grade revenue.

SaaS Payments 261

SaaS Payments Scale Payment Services Payment Solutions 261

Totango

JANUARY 10, 2019

Success in the customer-centered economy can be a lot to wrap your arms around, especially for large enterprises with multiple brands or complex market segments. And you should only invest in the very best. Feature #3: Metrics that Bring Customers’ Revenue Value Into Focus. Does this sound like a tall order?

Engagement 63

Engagement Growth Hacking Enterprise Forecasting 63

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 100

Cloud Scale AWS Machine Learning 100

Kellblog

DECEMBER 27, 2021

Before diving in, let me remind readers that I do these predictions in the spirit of fun, they are not business or investment advice, and that all of my usual disclaimers and terms apply. SaaS provided provided both a market disruption opportunity and a total available market (TAM) expansion in each market segment.

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

OpenView Labs

MARCH 30, 2020

Before you know it, you can easily be submersed in wave upon wave of metrics and corresponding acronyms—customer acquisition cost (CAC), annual recurring revenue (ARR), annual contract value (ACV) and lifetime value (LTV), just to name a few. Monthly Recurring Revenue (MRR).

Benchmarks 54

Benchmarks Technical Review Churn Scale 54