SaaStr

NOVEMBER 30, 2021

Is your CS team growing as fast as your sales team? What should be growing faster — your sales team or your customer successteam? The answer can vary, but if you’re well enough funded, it may well make sense to grow the success team even faster than sales. If not, are you sure your have this right? Even great.

Sales Hiring 247

Sales Hiring Sales Engineering Investment 247

SaaStr

NOVEMBER 8, 2022

How To Build A High-Performing Team And Retain Top Talent. Every leader needs to have a strategic playbook to build high-performing teams and retain top talent,” says Guan Wang, Global Director of Market Intelligence for Snowflake. . People are the most valuable asset of an organization. The same is true for the employee journey.

Underperforming Technical Team 207

Underperforming Technical Team Technical Review Acquisition Company Culture 207

Payrix

APRIL 10, 2024

User experience has become a cornerstone in shaping the world of SaaS. Your product is your bread and butter, and as a verticalized software company, you know just how important a tailored, industry-specific application is to your end user. It’s now an expectation that is carrying through into the B2B and B2B2X landscapes.

Merchant Services 130

Merchant Services Payment Services SaaS Payments Payments 130

SaaStr

FEBRUARY 12, 2022

However, there are practical methods you can use to acquire new customers, drive higher retention, and grow your company. . Be consistent with the growth machine you have –– you don’t need to over-extend yourself with too many channels at once when you’re trying to grow. “I Build A Map. Measure Customer Success.

SMB 228

SMB Scale Data Scaling 228

SaaStr

JULY 18, 2022

The competition for engineers is fiercer than ever — and that means that companies need to work harder than ever to attract and retain them. Focus on retaining your engineers from day one. Each company approaches this challenge uniquely, but there are a few features consistent in every workplace that are hard to leave.

CTO Coach 214

CTO Coach CTO Hire New CTO CTO 214

SaaStr

JANUARY 8, 2022

How can SaaS companies retain BDR/ SDR talent? Scaling your sales team can be one of the hardest things to do in SaaS. When do you hire for outbound? What’s the best way to help your sales team navigate today’s changing markets and changing priorities? And what’s the right time to fill crucial sales leadership roles?

Scale 226

Scale Sales Recruiting Sales Hiring Scaling 226

SaaStr

AUGUST 7, 2023

The SaaS community is maturing, less money is spent on acquiring customers, and more is spent on retaining existing ARR. Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday.com, and the founder of SaaStr. How Is CAC Calculated In SaaS? And it’s possible! The takeaway?

Metrics 183

Metrics SaaS Sales Hiring Finance 183

Tom Tunguz

AUGUST 15, 2021

Post-PMF, the organization must evolve: it has to grow headcount and then manage that headcount well. Because talent is the most valuable part of a startup and also the greatest cost (recruiting and salaries), investing in the infrastructure to attract and retain talent is good business. Invest in great managers early.

Sales Recruiting 363

Sales Recruiting Sales Hiring Scale Headcount 363

SaaStr

NOVEMBER 17, 2022

For more than two decades, we have helped growing minded and established companies succeed by listening, asking thoughtful questions, and responding with tailored solutions. SaaStr events couldn’t happen without our partners, and we wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2023.

Banking 220

Banking Payment Features Venture Capital Subscription 220

SaaStr

DECEMBER 29, 2022

The Best in SaaS are still growing at incredible rates, but the overhang from the crazy multiples and VC funding run of late 2020-early 2022 will hang over our heads for the rest of the year. E.g.,if your NRR is 120%, even if times are tougher, don’t settle for growing at least +40% next year. But 2023 is so … unique. Be thoughtful.

Sales Hiring 223

Sales Hiring Venture Capital Healthcare Communication 223

Totango

FEBRUARY 9, 2024

In mathematical terms, GRR measures how much monthly recurring revenue (MRR) you retain each month after subtracting the effects of churn or downgrades to lower-priced products, but not the effects of upgrades. To make it to the Super Bowl, a football team must have two things: a strong defense and a strategic offense. Calculate it!

Retention 108

Retention Underperforming Technical Team Software Review Churn 108

Totango

FEBRUARY 23, 2024

When you think about the opportunity for partnership between marketing and CS, it’s how you can retain that customer and increase their lifetime value. When you think about the opportunity for partnership between marketing and CS, it’s how you can retain that customer and increase their lifetime value.

Scale 91

Scale Customer Lifetime Value Acquisition Customer Success 91

SaaStr

OCTOBER 29, 2021

As Amanda Malko (Chief Marketing Officer at G2) laid out in her SaaStr Annual talk, software buyer expectations are very high: Moreover, if you have a mediocre product offering, you simply will not be able to retain top marketing or sales talent long-term. Why should they tie their career and compensation to a second-tier offering?

Compensation 290

Compensation Scale Enterprise Software 290

SaaStr

FEBRUARY 10, 2022

You want retainers retaining — CS. But if the deal size is growing > 20%, they have to bring sales in. But very few SaaS companies pay sales reps on renewals as they scale. And you can definitely pay on upsells and account expansion. We’ve all learned this over the past years in SaaS: You want qualifiers qualifying — BDRs.

Scale 220

Scale Sales Finance Customer Success 220

SaaStr

SEPTEMBER 6, 2021

Not just retain revenue. Customers that have little room to land-and-expand won’t get the same treatment from sales as an account that has a lot of room to grow. This retains more customers. Ah, who should Customer Success report to. It’s not super simple. There are generally 3 options in the early and middle days: CEO.

Customer Success 228

Customer Success Sales Hiring Finance Churn 228

SaaStr

MARCH 6, 2023

The marketplace in 2023 prioritizes emerging technology and instantaneous communication. B2B founders and sales agents feel pressured to keep up with the rapidly evolving market. It can be both costly and exhausting to stay privy to the latest trends and able to predict the next big thing. Digitalization of the buying and selling process.

Innovation 215

Innovation Sales Hiring B2B Strategy 215

SaaStr

SEPTEMBER 19, 2022

Customer success is a mindset or a continuous journey before it’s a department that takes an analytical approach towards retaining and constructing long-lasting relationships with customers. Delivering a cohesive and die-hard customer experience doesn’t happen accidentally. Hook Founder & CEO Firaas Rashid moderated the session.

Sales Hiring 232

Sales Hiring Customer Success Scaling Construction 232

SaaStr

FEBRUARY 28, 2023

Stripe was born out of the last recession, along with a number of other interesting companies that are still growing today. So how can sales leaders best manage their sales teams, both new and more experienced, to keep both morale and numbers up? First, launching Stripe’s LatAm sales team, and now in the platform sales organization.

Sales 202

Sales Management Operational efficiency. Forecasting 202

SaaStr

JUNE 10, 2020

These should be just as much about retaining customers and growing accounts. But what % should be for prospects, and what % for retaining and enhancing existing customers? Over the last 5+ years, we’ve all started to turn Customer Success into a science and a key discipline in SaaS. Sales closes, and hands off to CS.

Marketing 246

Marketing Retention Customer Success Content Marketing 246

SaaStr

DECEMBER 27, 2023

They’re also growing fast and are nicely profitable. Going from nothing to $1B is a massive undertaking. Alessio Artuffo, President and COO of Docebo , shares lessons learned, misconceptions, and what he would have done if he could do it all over again. The image above is a glance at Docebo today. Let’s dive into it.

Sales Hiring 193

Sales Hiring Scale SMB Outsourced Development 193

Zuora

APRIL 2, 2024

With the increased pressure and competition businesses face, they need new ways to grow. Retaining your existing customers is more important […] The post Recurring revenue opportunities in Adobe Commerce appeared first on Zuora.

Revenue 59

Revenue Business Model Strategy Business 59

SaaStr

OCTOBER 27, 2022

Start growing your business by : • Reducing your churn • Gain a better insight into why you are losing customers • Find the most effective offers to help you keep your customers • Retain the right customers. At SaaStr, our partners are an integral part of our events. Grab tickets here. . appeared first on SaaStr.

Merchant Services 258

Merchant Services Payment Solutions Onboarding Payments 258

SaaStr

NOVEMBER 30, 2023

The four stages of growth are: Early stage Early growth Growth Pre-IPO Each of those stages has key GTM milestones, benchmarks, and team-building strategies that allow you to grow effectively. A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Without it, you don’t have a business.

Scale 224

Scale Sales Hiring Scaling Outsourced Development 224

SaaStr

FEBRUARY 17, 2021

Not just retain revenue. Customers that have little room to land-and-expand won’t get the same treatment from sales as an account that has a lot of room to grow. Ah, who should Customer Success report to? It’s not super simple. There are generally 3 options in the early and middle days: CEO. VP of Sales (once you have one).

Customer Success 272

Customer Success Scale Churn Finance 272

SaaStr

APRIL 26, 2021

You need to retain 118% of your revenue. Even if churn is higher than you’d like based on certain metrics, if at the end of the day, you retain a lot of the money, that’s may be fine. A curious thing happened on the way to SaaS in 2021+. Everyone seemingly became an expert in churn. It should be net negative. And Zendesk.

Churn 260

Churn Retention Metrics B2B 260

SaaStr

OCTOBER 17, 2022

It’s much cheaper to retain current customers than to replace them with new ones. Your company may go through several iterations while growing out Customer Success, but ultimately, the CSM should own expansion. If you’re only investing in sales and marketing, you’re missing a huge revenue opportunity. Just do it.

Customer Success 215

Customer Success Sales Hiring Scale Leadership 215

Tom Tunguz

FEBRUARY 8, 2022

The business builds software to help other crypto companies grow. First, does the startup retain tokens or immediately swap them for dollars? First, does the startup retain tokens or immediately swap them for dollars? Suppose you launch a web3 company tomorrow. Your customers prefer to pay you in crypto.

Payment Solutions 261

Payment Solutions Outsourced Development Software Review Software 261

SaaStr

APRIL 8, 2022

Carly Brantz, CMO of DigitalOcean, outlines how to grow your business by creating a culture of happiness. Happiness allows developers to grow. And when your customers grow, so too does your company. Iterate to ensure your product grows with your audience. As customers grow, they expect your company to grow alongside them.

Development 202

Development Marketing Advertising Technical Support 202

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. This person has built out a partnership marketing team within the product marketing team.

AWS 199

AWS Scale Sales Hiring Marketing 199

User Pilot

JULY 30, 2023

While it’s important to acquire new customers for growth, retaining existing customers is imperative to ensure long-term success. To measure the customer retention cost (CRC), divide the total cost of retention by the number of customers retained. Both acquisition and retention costs help drive business growth.

Acquisition 93

Acquisition Retention Customer Lifetime Value User Experience 93

SaaStr

DECEMBER 16, 2020

Sales requires a linear number of hires to grow bookings. Retain the top hires. The best sales managers / directors / VPs: Recruit great team members. So you have to be a great recruiter to scale. In fact, the best sales leaders always upgrade the team within 60 days of taking a new role. Know their competitive wedge.

Sales Recruiting 260

Sales Recruiting Sales Hiring Scale Sales 260

SaaStr

JANUARY 22, 2021

Product-Led Growth Offers Unbeatable Economics: Lowers cost of acquiring, onboarding and retaining customers. Organic expansion grows through self-serve sign-ups and user invites. Product-Led Growth: The Disruptive GTM Strategy. But why is product-led growth such a disruptor in the software industry?

Scale 261

Scale New CTO CTO Acquisition 261

User Pilot

APRIL 3, 2024

Product-led innovation focuses on developing a personalized product that naturally attracts and retains customers. Prioritizing user experience optimization in product-led growth is crucial for creating intuitive, enjoyable products that retain customers and drive revenue growth. Are you being innovative in your product?

Innovation 96

Innovation Payments Strategy Payment Solutions 96

FastSpring

APRIL 23, 2024

Are you looking for a Paddle alternative that will partner with you to grow your business internationally? It’s a capable solution, but by no means is Paddle a universal, one-size-fits-all option. The subscription management system doesn’t support multi-product transactions. Other MoRs boast higher conversion and approval rates.

Payment Services 78

Payment Services Payment Methods Merchant Services Payment Solutions 78

User Pilot

NOVEMBER 24, 2023

In contrast, customer acquisition is solely about growing the number of customers. You calculate customer retention costs by dividing the total retention cost by the number of customers retained. You want to grow your existing customer base. If you want to help grow your product, consider Userpilot.

Acquisition 101

Acquisition Retention Customer Lifetime Value Churn 101

SaaStr

AUGUST 13, 2022

3 Digital Insights to Win & Retain Loyal Customers of All Sizes with Fullstory Founder and CEO Scott Voigt + CMO Kirsten Newbold-Knipp. #24. Growing & Scaling SaaS Businesses from $1M to $500M in ARR with Intercom CEO Karen Peacock. #20. Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot CEO Sudheesh Nair. #21.

Scale 195

Scale AI Scaling Innovation 195

Intercom, Inc.

MAY 25, 2022

We are building for the long term – that means ensuring reliability by default, and the ability to accommodate massive scale as we grow. . Intercom has been growing, and will only continue to do so – many of our longest standing customers have evolved with us over the years. We’re growing alongside our customers.

Scaling 252

Scaling AWS Software Review Technical Review 252