SaaStr

AUGUST 30, 2023

SaaStr Podcasts and Newsletters Booking Up for Q4 and 2024! We can also help tailor these assets and pick the rights ones to meet your goals. (A A small note: we only do 3-month commitments for new sponsors to ensure maximum success.) The post Want Leads? Sign Up Now! appeared first on SaaStr.

Advertising 270

Advertising Cloud SaaS 270

Tom Tunguz

DECEMBER 16, 2024

From the pit lanes of Formula One to the secretive world of commodities trading, from the championship poker tables to storytelling competitions, I enjoyed a wide range of different books this year. He presages the Ukrainian conflict in 2019. Rovelli describes quantum concepts in an approachable way. The Seventh Floor by Richard D.

Travel 109

Travel Development Sales Marketing 109

Tom Tunguz

SEPTEMBER 30, 2020

I’ve been steadily progressing through the excellent books in the Stripe Press catalog. It’s the best book I’ve read on engineering management. The book abstracts out the wisdom of those times into theory abstracted from experience, not just hypothetical ideas. First, I read High Growth Handbook.

Engineering 363

Engineering Software Review Systems Review Technical Review 363

SaaStr

AUGUST 26, 2020

But you see growth start to decline in new bookings, that's a sign. The combination of the two alone can dramatically increase your new bookings, even with the exact same number of leads. Are your new bookings still growing ? That $100k in bookings say sdrops the next month to $80k, then rebounds to $120k, then back to $90k.

Sales Hiring 328

Sales Hiring Sales Recruiting Scale Sales 328

Tom Tunguz

SEPTEMBER 23, 2022

If the ACV of the company is $25k, then the business should project $50k in bookings this period & $50k next period (assuming no additional pipeline materializes). So, bookings in the current month zero out. Bookings in the second month should be $25k. Bookings in the second month should be $25k. Bookings in Period 1.

Sales 309

Sales SaaS Startup Product Marketing 309

Buffer Resources

SEPTEMBER 25, 2024

I now have over 130,000 followers, added brand partnerships as a new income stream for my business (earning $55,000 in 2021 and $105,000 in 2022), and even landed a book deal thanks to my thought leadership on the platform.   My follower growth since then has continued to be completely organic.

Branding 112

Branding Payments Payment Methods Payment Services 112

The Daily Egg

JULY 19, 2021

Best WordPress Calendar Plugins Compared WordPress calendar plugins help to list bookings, appointments, and other events on your site. We concluded that Booking Calendar is the best for most people due to its adaptability, ease of use, and customization […].

325

325

SaaStr

MARCH 31, 2021

If you can grow new customers bookings and upsell bookings at about a 1:1 ratio, like UiPath, that’s the golden ratio for future growth. The math can be a bit hard to do, but UiPath fortunately has done it for us, and 75% of UiPath’s new revenue / bookings are from existing customers. #3. ” #5.

Outsourcing Services 362

Outsourcing Services Outsourced Development Payment Features Cloud 362

SaaStr

JANUARY 24, 2022

Was it misunderstanding bookings vs. ARR vs. GAAP revenue, was that the issue? Mistake #1: Bookings are not revenue. More often than not, the response is, “Well, our bookings are __”. My next question is then, “What do you define as booking?” And then — he sent me his financials. But don’t.

Finance 334

Finance Outsourcing Services Systems Review Technical Review 334

SaaStr

JUNE 12, 2023

More than 12 million people use Expensify’s free features, which include corporate cards, expense tracking, next-day reimbursement, invoicing, bill pay, payroll, and travel booking in one app. A great session with CEO Dave Barrett here: The post Expensify Joins 2023 SaaStr Annual as Unicorn Sponsor!

Payment Solutions 322

Payment Solutions Payment Features Travel Cloud 322

SaaStr

SEPTEMBER 26, 2024

In fact, in so many sales plans, you often see Q4 bookings at 2x-3x or more Q1! Q1 was supposed to be $1m in bookings, but we only hit $300k? ” And many variations thereof. Even when growth overall is slow. Just add the delta to Q4!

Sales 310

Sales Startup SaaS Revenue 310

SaaStr

APRIL 9, 2021

73% of Salesforce’s new bookings come from its existing customers. UiPath is at $600m ARR now growing 65% a year … and 75% of its new revenue / bookings are from existing customers. In fact, as you get bigger, it gets pretty common with bigger deals and in the enterprise. Let’s take some examples: #1. A bit more here. #2.

Scaling 312

Scaling Revenue Enterprise SaaS 312

Tom Tunguz

JUNE 1, 2024

Covid catalyzed $100b in new software revenue bookings in 2022. But for many of the largest companies, the law of large numbers & the bigger bookings figures demanded by financial plans impose challenges. net new bookings - equivalent to adding Atlassian’s or Crowdstrike’s entire revenue this year.

Software 277

Software Marketing Revenue Business 277

Tom Tunguz

MAY 15, 2022

The company likely needs 1-2 quarters to develop a product and then 2 quarters to book business. Go Big or Go Profitable : customers want the product and the company has faith that bookings and churn won’t suffer in a downturn. This is the hardest place to be. Or raise capital despite uncertain market to prioritize growth.

Startup 334

Startup Outsourced Development Scale Banking 334

SaaStr

FEBRUARY 20, 2024

A Word You Don’t Often Hear When Building Territories is “Dynamic” We oftentimes treat our book of business as static — keeping the same reps on certain accounts for as long as possible, and giving them very set terrioties or accounts to work with. So, instead of dynamic territory books, they moved to just dynamic books.

Scale 272

Scale Sales Marketing Construction 272

SaaStr

JANUARY 20, 2022

That's how much in bookings they plan to add this year. That’s how much in bookings they plan to add this year. And thus their ambitions for bookings in the next 12 months. How to check on a competitor's growth plan: 1/ Search on LinkedIn how many sales reps they have 2/ Multiply by $500,000 ($250,000 if SMB).

SMB 309

SMB Scale Startup Enterprise 309

SaaStr

JULY 21, 2021

I.e., 80% of their comp is a base salary, with a 20% boost for hitting NRR, NPS, new bookings from the existing base, etc. But what if your VPM or at least your CMO is tasked with driving all new bookings — from both new and existing customers? That’s still pretty common. More on that here. They’d change it a lot.

Customer Success 359

Customer Success Trends Retention Metrics 359

SaaStr

JANUARY 2, 2024

But the best burn less each month than they bring in in new bookings and revenue (a Burn Multiple of 1x or less). It simplifies a lot of complexity into one metric. That if you’re venture-backed, yes, you do have money to spend (and burn).

Startup 332

Startup Metrics Revenue 332

SaaStr

SEPTEMBER 25, 2024

87% of New Bookings From Outside Their Original Vertical and ICP (Transportation) This perhaps to me is most impressive of all. Today, 87% of its new bookings are outside its original vertical, transportation. #5. Samsara started off as a next-generation fleet tracking vendor, and still dominates there.

Transportation 296

Transportation Scaling Cloud Revenue 296

The Daily Egg

AUGUST 23, 2022

Say you run your own graphic design business, but you’re also a parent and you’re writing a book on the side. The post Best To Do List Apps Compared appeared first on The Daily Egg.

Business 315

Business 315

Tom Tunguz

MARCH 28, 2021

In addition, 70% of new bookings in 2021 originated from expansions. The increase in ACV, number of million dollar customers, and bookings composition implies the compnay pushed to serving bigger, enterprise customers. In 2021, the business counted more than 8000 customers, with 1000 paying more than $100k and 89 paying more than $1m.

Payment Services 359

Payment Services Metrics Payment Solutions Payments 359

SaaStr

FEBRUARY 2, 2022

Or bookings plateau. As your percent of bookings from existing customers grows, and for a while, hides the slowdown in bookings from new customers. This is why as you scale, it’s super important to track your ratio of bookings from new vs existing customers. Or NPS gains stall. Decay sets in. At scale, it may.

Scale 280

Scale Sales Hiring B2C Scaling 280

SaaStr

DECEMBER 13, 2023

Pulling together new bookings data on all the leading SaaS and Cloud companies, here’s what you see: New bookings started to decline rapidly in Q2’21, where they peaked — and hit a low in Q1’23. But since then, they’ve bounced back, if modestly: Now it’s now all that simple.

SaaS 298

SaaS Cloud Scale Metrics 298

SaaStr

OCTOBER 5, 2023

It’s now adding more new bookings than HubSpot Marketing Hub. It’s more than halfway there, it’s growing much faster, and importantly, its new bookings appear to be higher than HubSpot’s Marketing Hub.

Marketing 275

Marketing SMB Scale Revenue 275

Tom Tunguz

JULY 10, 2022

In the first scenario, the sales team records terrific initial bookings. Deliberately undersizing contracts trades short-term bookings numbers for better unit economics, healthier customer relationships, and more expansion. Other stakeholders compliment the champion on a great choice. She’s promoted. AEs are more effective too.

Strategy 311

Strategy Sales Compensation Retention 311

SaaStr

MAY 23, 2024

A few other interesting data points: 60% of B2B startups have already integrated GenAI in their products It takes 22 months now to raise a Series A, and 25 months to raise a Series B NRR is down across the board, but top quartile startups all still have 100%+ NRR on average As startups cross $50m ARR, 40% of their new bookings come from upsell True (..)

Startup 341

Startup Benchmarks B2B Pricing 341

SaaStr

NOVEMBER 17, 2023

Jeff Bezos Didn’t Set Out To Sell Books Jeff Bezos didn’t set out to be a book salesman, but that was the first product. He created a moat for a long-term vision and spent years selling books. He saw the internet was crazy and knew all commerce would be disrupted. This all helped with operational rigor.

AI 310

AI Technical Review Startup Management 310

SaaStr

OCTOBER 7, 2024

Let’s take a look: Paddle Mercury Roam Booking Front Bill Carta Google Cloud IBM Prismatic Adyen Runway G2 Now, it’s not all a popularity contest. So who were the most visited sponsors at 2024 SaaStr Annual? But it is telling. If you are in the same space as these leaders … maybe sponsor SaaStr Annual 2025, May 13-15!!

Cloud 294

Cloud 294

SaaStr

SEPTEMBER 1, 2021

You’ll see: Bookings that stop increasing. For example, a great Stretch VP of Sales might get you to from $50k to $500k a month in new bookings. When you see bookings, leads, churn or feature velocity flatten — that’s a flag. But then … that’s it. I see this again and again.

Sales Recruiting 295

Sales Recruiting Scale Sales Hiring Metrics 295

SaaStr

NOVEMBER 7, 2022

When we launch the first edition of our book, Impossible to Inevitable, I was convinced to hire a great PR agency good at promoting books. But they supplement a head of marketing — not act as a placeholder until you decide to hire one. Even I got snookered into this a little ways back. We have indeed sold over 100,000 copies.

Marketing 299

Marketing Startup Strategy Product Marketing 299