FastSpring

APRIL 23, 2024

It’s a capable solution, but by no means is Paddle a universal, one-size-fits-all option. In this guide, we discuss five service providers that function in whole or in part as alternatives to Paddle that may help you avoid some of these limits, starting with a look at our solution, FastSpring. 2Checkout (now Verifone).

Payment Services 101

Payment Services Payment Methods Merchant Services Payment Solutions 101

SaaStr

JUNE 29, 2023

SaaS buying has changed. 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. SaaS Market Snapshot In Q1 of 2023, Vendr gathered data on SaaS Spending and yielded some pretty interesting results.

VP of Engineering 257

VP of Engineering Trends Cybersecurity Sales Hiring 257

FastSpring

APRIL 17, 2024

Ready to join the leading conference for B2B SaaS founders, operators and investors from pre-seed to series C? Join us at the Palmer Events Center, in Austin, TX, from May 13th to 15th, for an extraordinary event dedicated to all things SaaS. If your business is SaaS, then you need to be at SaaStock USA.

Payment Services 141

Payment Services Merchant Services SaaS Payments Payment Solutions 141

SaaStr

SEPTEMBER 8, 2021

I was recently talking with several SaaS companies that crossed certain customer count milestones. And I began to wonder: just exactly how many customers does the average public SaaS company have? That goes up to 85,000 if sell small deals, < $10k. TAM is so huge in SaaS right now. 1,000 paying customers.

SaaS 297

SaaS Cloud Enterprise Scale 297

Tom Tunguz

DECEMBER 31, 2022

Just how big is the current web3 B2B SaaS total addressable market (TAM)? While possible to build a business selling exclusively to web3 companies, the bigger market today is selling web3 technologies to web2 companies. 44% of these companies produced less than $0.5m. This is just the web2 CRM market.

Payment Solutions 320

Payment Solutions B2B Software Payment Services 320

SaaStr

NOVEMBER 22, 2023

So AppFolio is a big vertical SaaS+ success story I frankly don’t know as much about as I should. So AppFolio is a quiet member of the 10x ARR club – SaaS for property management – $660m run-rate, $7.2B Gotta Radically More Efficient in 2023 This is really the theme of the year in SaaS and Cloud.

Payment Services 252

Payment Services Payment Solutions SaaS Payments Payments 252

SaaStr

SEPTEMBER 29, 2023

One of the open secrets behind a lot of great SaaS companies is going multi-product. The customer journey applies to every software category, and it guides your roadmap with more holistic solutions for your customers. Who is going to do the selling? Why share this timeline? Because it took years between each of these products.

Scale 247

Scale Scaling Startup Sales Hiring 247

SaaStr

MARCH 25, 2023

Or when a VP of Sales used to selling to a sales or marketing persona sells a complex vertical product requiring a lot of domain knowlege. Or when a VP of Sales used to selling to business people has to sell an API to developers. Has to know the product well enough to be able to lead and to sell.

Scale 244

Scale Sales Hiring Sales Recruiting Sales 244

SaaStr

MAY 19, 2023

Dear SaaStr: How Can a SaaS CEO Tell Which Customers are 10+ Year Customers? Make it a great experience, and they’ll likely not shop for another solution in those coming years. This latter group of customers you have to keep selling. The post Dear SaaStr: How Can a SaaS CEO Tell Which Customers are 10+ Year Customers?

SaaS 252

SaaS Enterprise Sales Business 252

SaaStr

NOVEMBER 20, 2021

The best SaaS sales reps are mini-solution architects. Map out all the key stakeholders — and sell to all of them. Mediocre reps just sell to whoever seems to be leading the initiative. Treat all prospects and customers as important. Reps make more money on bigger deals — but the best reps never make you feel that way.

Sales 349

Sales SaaS 349

SaaStr

AUGUST 30, 2022

Dear SaaStr: When Do You Know It’s Time to Tilt a Bit in SaaS? I think in SaaS, it’s time to pivot when you have a handful of customers, and they are happy, and it’s been 9+ months … and you are growing, but slowly. A bit more a solution. A bit more here: Your (Belated) SaaS New Year’s Resolution: Add a Layer.

SaaS 242

SaaS Product Marketing Software Marketing 242

SaaStr

APRIL 24, 2021

A lot of our SaaS older times don’t quite know what to make with a lot of B2B startups these days, let alone some public SaaS companies. But like “Cloud” and “SaaS”, its definitely has evolved. But like “Cloud” and “SaaS”, its definitely has evolved. Call it ARR.

Merchant Services 360

Merchant Services SaaS Payments Payment Solutions Payment Services 360

SaaStr

JANUARY 18, 2023

Once you’ve been selling for even a little while, you’ll start to assemble a list of the common “objections” to buying your app. It’s the most common objection you’ll get in SaaS sales … Not Right Now. But if your solution is $50k? Second, the winning initiatives need attached solutions to make them work.

Sales Recruiting 272

Sales Recruiting Sales Hiring Technical Review Software Review 272

SaaStr

OCTOBER 17, 2023

In SaaS, you have three ways to make that curve stand out. Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. The solution? The First Double In SaaS, we come to market with point solution.

Scale 169

Scale Sales Hiring Customer Success Scaling 169

SaaStr

NOVEMBER 3, 2023

” Pre-IPO Marketing SaaS: “We loved the customer passes, and met with tons of customers on site. ” Leading IT Solutions Provider: “We hit 133% of our opportunity commit for Annual, and 112% of our leads target. .” Code Deployment Solution: “Thrilled with outcomes. We’re back for 2024.”

Scale 237

Scale Payments Payment Services Payment Solutions 237

SaaStr

DECEMBER 14, 2022

By 2021, the market witnessed a frenzied phase to add point solutions. Their focus has been on eliminating some of those point solutions while still keeping contact with their customers. The challenge rests with how these businesses connect their solutions and navigate the tension between “needs” versus “nice-to-haves.”.

Scale 237

Scale SMB Scaling Innovation 237

SaaStr

MAY 9, 2023

One of the most essential things SaaS founders need to get right is their sales strategy. In an in-depth workshop, Kellogg shares seven things that every founder should know about results-driven selling. 1 You Need to Get Out There And Sell Sometimes, the best way to learn is by doing. Sign up for free. #1

Sales 272

Sales B2B Consulting Investment 272

SaaStr

DECEMBER 5, 2023

The solution for this challenge? You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. They said, “ The growth is amazing, but we’ll have to be able to sell into the Enterprise.

Scale 201

Scale Enterprise readiness compliance Enterprise 201

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. In it's truest form, ARR is used by pure SaaS business models to describe the aggregate annual value of the entire customer set.

AI 183

AI Revenue Cloud Technical Advisors 183

SaaStr

APRIL 15, 2021

For someone just starting out in SaaS sales (entry-level Salesforce in November), what are your tips to accelerate growth/ability in early stages? A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. Every prospect and customer is owed a true solution sale approach. As fundamentally as you can.

Sales 361

Sales SaaS Startup Branding 361

SaaStr

DECEMBER 7, 2020

.” The last thing I want, as a web-centric small customer/user, is some sales rep selling me on some product I just want to try for 20 minutes and see if it works for me. If you continue to sell to the 15% of the world that is like you, you may decelerate on the way to $10m+ ARR. How you provide a real solution.

Pricing 363

Pricing Enterprise Innovation Revenue 363

SaaStr

DECEMBER 30, 2021

When you are getting your SaaS company going, first time founders may sort of Fear the CIO. I didn’t expect to sell to a CIO myself in the early days, either. But we ended up selling to several in Year 1. But most CIOs understand you can’t build custom software in SaaS. Or at least, want to stay away.

Startup 257

Startup SMB Enterprise Innovation 257

SaaStr

JANUARY 8, 2022

Get them to ideally sell you first by video, at least to share some passion for the product. Or at least, get them to respond in writing about how they’d sell your product. Remember, the good ones you’ll have to sell back … ’cause there are so, so, so many start-ups that are neither Hot nor Obviously Cool.

Sales Recruiting 278

Sales Recruiting Sales Hiring Sales Pricing 278

SaaStr

APRIL 14, 2023

As global investors, GGV Capital looks at SaaS companies in the U.S., And while many of these SaaS companies are trying to address similar issues, the geographic markets pay for these solutions differently. So if you’re trying to fit your business model into what SaaS looks like in the U.S. Absolutely.

Development Team Review 233

Development Team Review Technical Review Underperforming Technical Team SMB 233

SaaStr

APRIL 28, 2022

Every SaaS founder dreams of conquering the market and growing at a record rate. Solution Research: Have they started searching for solutions for their pain point? Solution Selection: Have they chosen their product to solve their problem. Problem Education: Does your prospect need to understand their problem?

Scale 263

Scale Education Strategy Engagement 263

SaaStr

MARCH 16, 2022

OpenPhone and AgentSync are two SaaS businesses with very different growth strategies, but the same ultimate goal: to continue selling while simultaneously problem-solving for current customers. How are you going to sell your service? The Power of PLG. Name recognition and credibility. Forces product excellence.

New CTO 213

New CTO CTO Scale Innovation 213

SaaStr

OCTOBER 19, 2021

My point is just this: I know your SaaS product is wonderful. alone somehow managed to survive, sell their products, find their customers, and otherwise pay their employees without your Wonderful New SaaS Product. There are now 7 trillion SaaS products, and we all already have the ones we need to survive. But so what?

SaaS 274

SaaS B2B Branding Engineering 274

SaaStr

FEBRUARY 7, 2021

Let’s break down for example what SMB sales at low price points typically is, and indeed needs to be, to scale: SMB SaaS companies are overloaded with “leads” They often have so many that they cannot follow up with all of them. You just sell to whomever picks up the phone, gets on Intercom, or sends in the SMS or email.

SMB 322

SMB Sales Hiring Scale Enterprise 322

SaaStr

DECEMBER 13, 2023

Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. By understanding the problems, you can extract the solutions.

Metrics 311

Metrics Sales Hiring Benchmarks SaaS 311

Tom Tunguz

NOVEMBER 18, 2021

71% is the public SaaS company median. The first is the company sell 3 or 5 year contracts that are non-refundable and non-cancellable at relatively small ACVs of $35k. The company’s metrics all recorded positive gains including gross margin moving from 60% to 70%, which is impressive for a business providing hardware.

CTO Hire 356

CTO Hire CTO Coach Benchmarks Scale 356

Payrix

APRIL 24, 2024

Part 1 – Resourcing considerations for selling payment, boarding and underwriting, service and support, and development and technology. Part 2 – Selling payments to net new customers and your existing software user base. Part 3 – How value-added services contribute to the payments experience for customers.

Payments 162

Payments Embedded Payments Merchant Services Payment Solutions 162

SaaStr

DECEMBER 8, 2022

HubSpot has to sell to more stakeholders now. They have to sell to more stakeholders, to now prove to CFOs and others that the value is there, and more. For many of us, simply selling to line of business owners isn’t enough anymore today. Do a deep dive on HubSpot’s channel strategy is you sell to SMBs.

Scale 253

Scale SMB Scaling Customer Success 253

FastSpring

MARCH 3, 2023

When you’re using a DIY payment solution like Stripe, making it work for your business falls on your developers. This is one of the primary reasons why growth expert Fred Linfjärd encourages SaaS companies to consider using a merchant of record instead of a DIY solution. Below, you’ll find highlights from our conversation.

Merchant Services 138

Merchant Services Payment Services Outsourcing Services SaaS Payments 138

SaaStr

APRIL 1, 2023

Companies were forced to transition from pen and paper to digital solutions quickly. 2020 wasn’t the only reason small business owners adopted software solutions, but it sure sped up the process. How To Capture This Global SMBTech Opportunity There is massive market opportunity to sell to SMB businesses. You’re in the long game.

Scale 208

Scale SMB Merchant Services Payment Methods 208

SaaStr

JANUARY 23, 2023

But the SaaS-savvy customer of today does not fit into the current rigid, outdated sales process. SaaS companies must adapt and develop a future-proof sales model that delivers answers and solutions to what customers are looking to buy. Cloud-driven commerce has transformed how we use technology, and we expect it to do as much.

Management 169

Management SaaS Social Media Innovation 169

SaaStr

SEPTEMBER 18, 2023

If you haven’t read it yet, head on over to Part 1 of Ask Me Anything with SaaStr founder and CEO Jason Lemkin to learn about sales in SaaS, how to create great SDRs and AEs, developing an impactful content strategy, and potential SaaS trends for the next 12-18 months. How can you stand out as an emerging vendor in SaaS?

Sales Hiring 248

Sales Hiring SaaS Banking AI 248

SaaStr

NOVEMBER 5, 2020

This is really the heart of a great SaaS sales professional. Convince prospects the product they are selling really is a solution to a big problem the prospect has. Sell value. Great sales reps: Create urgency when there really is none. Few apps do we really need to buy at all, let alone this week or this month.

Sales 272

Sales Pricing SaaS 272