2021

HubSpot’s Growth Accelerates to 41% at $1.1B in ARR. And New Customers Grew Even Faster.

SaaStr

Hubspot didn't just grow an incredible 41% in Q1'21 to $1.1B in ARR. It accelerated. Revenue growth accelerated from 32% to 41% * And new customer growth accelerated to a crazy 45% YoY * All while keeping ACVs constant at ~10k. They did it the hard way, with SMBs.

SMB 272

CRM Strategy – The Complete Guide

The Daily Egg

There are many businesses that implement CRM solutions with the belief that they will magically solve all of their problems. But adoption does not necessarily guarantee success. It’s not even just about investing in the right software; your CRM efforts could still fail for a number of reasons.

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7 Critical Metrics to Measure the Effectiveness of Your Sales Enablement Strategy

Predictable Revenue

The better, more refined your sales process is, the more regularly you will sell. This is why supporting and training your sales team is so important. The post 7 Critical Metrics to Measure the Effectiveness of Your Sales Enablement Strategy appeared first on Predictable Revenue.

Say Goodbye to Excel Forecasting

InsightSquared

Sales forecasting is a complex, time-sensitive endeavor for every sales leader. However, it doesn’t have to be.

The SaaS Guide to Conversion Rate Optimization

Every SaaS business has a strategic responsibility to improve Conversion Rate Optimization across their product or site. Learn 7 detailed steps to infuse data into your process, surface customer drop-off points, and generate ideas to drive conversion.

How to Avoid Being Replaced as CEO by Your VCs

SaaStr

Worried about a bunch of VCs replacing you? You should be a little worried, probably. A ways back, a CEO that I know fairly well was fired by a VC. Strange thing was, the VC didn’t talk to the rest of the board. Who didn’t agree. So he got un-fired. Awkward.

More Trending

Yes, You Need to Fundraise 52 Weeks a Year. The 1-and-30 Rule.

SaaStr

“I don’t want to meet [That VC]. I don’t need money now and it’s distracting.” ” — most founders, post Seed round. …… There’s a superpower some founders have.

How to Get Ahead in SaaS Sales in 7 Easy Steps

SaaStr

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. As fundamentally as you can.

Sales 275

The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One.

SaaStr

Ah the VP of Sales. The toughest hire. Such a high failure rate. I want to help. So this is the third in our series. The first post is What a Great VP of Sales Actually Does. So you expect the right things, and hire your rockstar at the right time to do the right things.

Sales 284

What Makes a Great VP of Sales and How to Hire One

SaaStr

In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. In fact, there’s a VC saying that I used to really hate.

4 Approaches to Data Analytics

As the analytics landscape continues to evolve, application teams who need to embed dashboards, reports, and other analytics capabilities in their applications can choose from dozens of solutions. How do you differentiate one solution from the next?

On “Paying” Your Mentors and Advisors: The 2.5x Rule

SaaStr

If I had 1 mentor, just 1, Who said: If you are at $10m ARR, Growing 100%, With 150% net revenue retention, With 80% viral and free lead acquisiton, And 50+ NPS, Then, You have already build a unicorn-in-waiting. If i'd had just 1. Find yours.

The #1 Reason SaaS Companies Stall Out at $15m-$20m ARR

SaaStr

In theory, many things can kill a SaaS startup after $4m-$5m ARR. In practice, quitting is the only thing. In theory, many things can stop a SaaS startup after $4m-$5m ARR from getting to $100m. In practice, high churn is the only thing. — Jason BeKind Lemkin (@jasonlk) January 17, 2021.

10 Effective FOMO Marketing Techniques to Increase Online Results

The Daily Egg

In case you’re allergic to social media and haven’t ever before heard the term, FOMO means “the fear of missing out.” But what is FOMO marketing? We’re all familiar with the fear of missing an amazing opportunity. We don’t want to look back on our lives and wonder, “What if?”

What Makes a Boss Great?

Predictable Revenue

Are you new in leadership and wondering how to be a good boss? Or did you ever think about leaving your company because you had a bad one? Jaimie Buss is here to help! The post What Makes a Boss Great? appeared first on Predictable Revenue.

SaaS Chart of Accounts

It’s no secret that general ledgers aren’t optimized for SaaS companies. Your QuickBooks or Xero Chart of Accounts is no different. The following Excel template is a sample Chart of Accounts that you can download and customize to fit your business needs.

Chief Revenue Regrets – The Sales Leader Blindspot: Early Stage Funnel

InsightSquared

Agile transformed engineering teams. ABM is transforming marketing. Yet, we are still running forecast and funnel reviews just as we did decades ago … interrogating and inspecting deals to assess the quality of the funnel to meet the number.

The 4 Questions Every Founder Should Ask Every VC. That Almost No One Asks.

SaaStr

When you go to raise venture capital, if you are in the fortunate group of start-ups with access to venture capital, you’ll either have options (more than one VC wants to fund you), or you won’t.

CLTV Isn’t The Whole Story. Don’t Shortchange Second-Order Revenue.

SaaStr

Everyone in SaaS talks about CLTV (or LTV, same thing). The lifetime value of your customer. You can see a great detailed analysis of how to calculate it here. And then, everyone goes on to calculate some a metric telling you how much to spend on Sales and Marketing.

10 Tips to Avoid SaaS Burnout

SaaStr

Burnout is a real risk in SaaS. Not usually in the early days. But as time marches on — It’s a huge risk. . One piece of “evidence” — a lot of fairly successful SaaS startups all sell at about the same point in time … about 5 years in.

SaaS 285

Guide to Data Consulting Success: What to Know & Ask Before Your Next Data Project

Whether you're starting a new data initiative or benchmarking a current effort, this guide breaks down how to develop a coherent data strategy, avoid common pitfalls, and work with data consultants to improve business visibility and drive growth.

Is it Really ARR? In 2021+, Yes. As Long As NRR is > 100%

SaaStr

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. So many startups these days are claiming they have “ARR” from revenue that … doesn’t recur.

Why VCs Need Unicorns Just to Survive

SaaStr

One of the most tiring things for founders can be always being compared to Unicorns and now Decacorns. Certainly sometimes it’s inspirational.

Google Says Cloud Will Triple Again in Next 5 Years

SaaStr

We did a deep dive on Google Cloud’s incredible numbers the other day here but there was one point in particular it’s worth doing a deep dive on.

Cloud 279

5 Ways to Enter a Crowded Market. And 3+ Ways Not To.

SaaStr

Zoom even at $100m ARR still felt like it was in a crowded market. So that’s not really an excuse pic.twitter.com/rUyeUzMKC6. — Jason BeKind Lemkin (@jasonlk) December 22, 2020.

5 Tips to Advance Your Career as a Technical Recruiter

This step-by-step guide is designed to provide technical recruiters with tips and tricks to achieve tangible results that accelerate their recruiting efforts—and career.

7 Simple Tips to Being a (Much) Better First Time Manager

SaaStr

One privilege I get as part of mentoring and investing in a few dozen startups is a chance to work with first-time managers. The reality is, most start-ups are better off with a Stretch VP than a Never Did It But Has a Great LinkedIn VP. More on that here.

The Beginner’s Guide to Website Design Best Practices

The Daily Egg

Even the smallest of changes in your website can affect your conversion rates. And considering your website is the heart of your business and marketing campaigns, the stakes are high.

Hunting your Zebra: How to Profile Your Perfect Prospect

Predictable Revenue

Jeff built his whole business around the idea of the Zebra. How to identify it, validate it, how to sell to it. The post Hunting your Zebra: How to Profile Your Perfect Prospect appeared first on Predictable Revenue.

Webinar Recap: From Lagging to Leading Sales Indicators

InsightSquared

When it comes to measuring the health of your pipeline and forecasting the quarter, are you focused on Lagging Indicators that leave you looking in the rear-view mirror? What if you instead focused on Leading Indicators ? The metrics that help you get ahead of risks and upside.

Onboarding Projects and Clients? Here are 5 Tips for Success

As a company that has onboarded thousands of clients, users, and projects over the past decade, Aysling has learned a handful of tips to streamline processes. With its award-winning support, they wanted to share their successful onboarding tips with all.

5 Interesting Learnings from UiPath at $600,000,000 in ARR

SaaStr

UiPath is one of the most amazing not-really-an-overnight success stories in Cloud, SaaS and software.

Cloud 268

The #1 Way to Accelerate Your Career Growth

SaaStr

Everyone of us that are hyper-driven wants to grow our careers faster. We’re impatient. We want to learn, grow, manage more, earlier. Let me share my best hack. My uber-learning: Find the best boss you can; and. Take on every initiative, project, task and endeavor you possibly can for them.

AngelList: Early Stage Valuations Actually Aren’t Up That Much. It’s The Top Startups That Are On Fire.

SaaStr

It can be hard to tell from the media and Twitter just what’s happening in SaaS and Cloud startups these days. We see emerging leaders like Brex quickly raise at $7B+ and ClickUp raise at $1B just months after raising at a fraction of those valuations.