SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Payment Solutions 219

Payment Solutions Pricing Payments Payment Services 219

SaaStr

JANUARY 28, 2025

The Importance of Owning a Category The book “Play Bigger” suggests that buyers today make decisions around buying categories, not products, and companies should aim to own a specific category in the buyer’s mind. The biggest headwinds to mass AI adoption are literacy, fear, and user experience.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

SaaStr

MARCH 27, 2021

The at first nonobvious thing about discounting is the dynamic: Sales reps on commission will naturally do 2 things: First, they’ll quote at list price. But if the pricing is transparent and clear on the website, and the ACV is $5k or so or less, you’ll have an easier time holding the line. Help out and do all of the above.

Pricing 318

Pricing Enterprise Sales Management 318

Tom Tunguz

JULY 10, 2022

In the first scenario, the sales team records terrific initial bookings. But, as Lee Kirkpatrick, former Twilio CFO, shared during Office Hours , Twilio employed this strategy to achieve top quartile NDR while achieving strong ARR predictability with a usage-based pricing model. She’s promoted.

Strategy 356

Strategy Sales Compensation Retention 356

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. Will buyers slow processes, exert greater pressure on pricing, or look to opt out of contracts?

Startup 355

Startup Outsourced Development Scale Banking 355

SaaStr

MAY 23, 2024

Screenshot The post Emergence: Top Quartile Startups Are Still Growing 100% at $10m in ARR appeared first on SaaStr.

Startup 342

Startup Benchmarks B2B Pricing 342

Subscription Flow

DECEMBER 10, 2024

Changing customer expectations, digital advancement, and transforming market trends call for a price discipline. Fair and competitive pricing, especially in the SaaS arena has emerged as a strong requirement for businesses looking for operational stability. What is Dynamic Pricing SaaS? 7 Types of Dynamic SaaS Pricing 1.

Pricing 52

Pricing SaaS Customer Lifetime Value Payment Features 52

Tom Tunguz

DECEMBER 26, 2022

New Bookings. Price Increases. New bookings added 10% ; price increases 5%. Leonard’s letters reveal a different mentality to building a software behemoth. Growth Source. Acquisition. Contraction. -3%. Customer Churn. -5%. Net Growth. Acquisitions increased revenue 33%. Contraction & churn reduced growth by 8%.

Software Review 295

Software Review Investment Software Acquisition 295

User Pilot

AUGUST 22, 2024

She also authored the best-selling book Go-to-Market Strategist , which already helped over 6,500 businesses successfully plan and execute effective GTM strategies. The book offers actionable, step-by-step strategies based on insights from over 50 GTM experts from leading companies like Hubspot, Miro, and Figma.

Scale 105

Scale Blockchain Growth Hacking Consulting 105

User Pilot

DECEMBER 30, 2024

Expensive pricing: Chameleons Growth plan includes a decent set of features but is limited to 15 seatsand pricing starts at a whopping $1500 per month. And it offers everything at a competitive price point (as youll see in a bit). Pricing Userpilot offers 3 paid plans, with prices starting at $249 per month (billed annually).

Software Review 105

Software Review AI Search Pricing Onboarding 105

SaaStr

JUNE 28, 2020

If not on a month-over-month basis, then at least on a bookings basis. A Good/Mediocre VP of Sales does a bit better than Just Founder-Led Sales in new bookings — but some metrics may get worse. Net net, your bookings keep growing. A Bad VP of Sales sees bookings decline. A bit more on that here. Or vice-versa.

Sales Hiring 324

Sales Hiring Scale Sales Scaling 324

SaaStr

OCTOBER 15, 2020

Automation can help by centralizing and categorizing financial documents so accounting teams can keep a clean set of books with minimal effort. As an added bonus, clean books make it easier to borrow money, attract angel investors, and file for an IPO. 5 Purchasing. Save them the time and hassle by automating the purchasing process.

Business 332

Business Marketplace as a Service AI Search compliance 332

Buffer Resources

AUGUST 13, 2024

Pricing: Free plan available; paid plans start from $89/mo with a free trial. Pricing : Free trial available; pricing available on request LTK (LikeToKnowIt) Best influencer marketing platform for the fashion and lifestyle niche  LTK , formerly known as LikeToKnowIt, is designed specifically for fashion and lifestyle niches.

Payments 111

Payments Branding Merchant Services Payment Methods 111

Tom Tunguz

MAY 5, 2022

Public markets do impact startup fortunes, but only inasmuch as the prices at which venture rounds clear. Pricing power warning signs take many forms including. If operational burn remains the same and bookings decline, cash burn surges. The last time VC sentiment was so publicly negative, Twitter turned two.

Outsourced Development 301

Outsourced Development Forecasting Startup Acquisition 301

User Pilot

MARCH 27, 2025

Appcues offers three pricing plans based on the number of Monthly Tracked Users (MTUs): Start: This plan begins at $250/month for one app (billed annually) and includes features like in-app and email messaging, mobile push notifications, and no-code event tracking and analysis. Enterprise: Custom pricing based on your specific needs.

Mobile 66

Mobile Pricing Technical Review Software Review 66

SaaStr

APRIL 8, 2020

Profitwell’s Free Pricing and Retention Audits. Click here for Profitwell’s free pricing and retention audits (a meeting with the Profitwell team for a free analysis of either your pricing or retention). Where can I find the deal? What are they all about? Hiver’s Free Shared Inboxes for SMB.

Machine Learning 308

Machine Learning Artificial Intelligence SaaS Consulting 308

User Pilot

AUGUST 23, 2024

He wrote the bestselling book Product-Led Growth: How to Build a Product That Sells Itself and is widely recognized as one of the leading voices in the product space. In 2019, Wes published the bestselling book Product-Led Growth: How to Build a Product That Sells Itself, which became a global hit through word-of-mouth alone.

Scale 105

Scale Customer Lifetime Value Consulting Acquisition 105

SaaStr

MAY 18, 2021

HubSpot is almost all small businesses, but at a higher price point ($10k) that is sold directly and through channel partners. Its net revenue retention at IPO was about 130% and the majority of its new bookings come from its existing customers. Today, 73% of Salesforce’s new bookings come from its installed base.

Merchant Services 280

Merchant Services Revenue SMB SaaS 280

SaaStr

OCTOBER 31, 2023

With nine figures in revenue, Ariel and SaaStr founder and CEO Jason Lemkin talk about all things Navan, rebranding when you have brand equity, building B2B software for people, pricing and business models, and much more. Lemkin shared a story where he went onto Concur to book the W, which was $1,100 a night. It’s a balancing act.

Payment Solutions 289

Payment Solutions Payments Travel Scale 289

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 288

Scale Sales Hiring B2C Mobile 288

SaaStr

MARCH 30, 2020

Well, Book the Flights. Have honest pricing. Assume every customer knows how much other customers pay, even if your pricing page is non-transparent. Go visit all your top customers in person 2x a year — once we can do this again ?? Get on jets, when we can. More here: Have You Visited Your Top 5 Customers This Year?

Pricing 292

Pricing Customer Success Investment Marketing 292

Buffer Resources

FEBRUARY 28, 2024

And you don’t get “business” status without understanding pricing. So, together with creator sponsorships expert Justin Moore , who helps creators negotiate partnerships through Creator Wizard , we put together this resource on how to figure out your pricing as a creator.

Pricing 124

Pricing Social Media Consulting Branding 124

Tom Tunguz

JULY 16, 2020

I’ve been searching for a book that combined the history, the people, and the emotional roller coaster of US economics. The book recounts five crashes: 1907, 1929, 1987, 2000, and 2010. The book captures the quotidian sensation of reading the ticker. There are all sorts of chestnuts nestled in the book.

Marketing 262

Marketing Banking Investment Technology 262

SaaStr

MARCH 22, 2022

Book your ticket here before prices go up at end of the month! Take a look below to see some of the names who’ll be taking the stage at SaaStr Europa in Barcelona. If you haven’t already, well what’re you waiting for? Don’t miss out on SaaStr Barcelona AT THE BEACH. See You There!

SaaS 307

SaaS Mobile Pricing Revenue 307

Tom Tunguz

SEPTEMBER 12, 2022

Enterprise customers’ demand is price inelastic. The single most important business decision in evaluating a business is pricing power. And if you need a prayer session before raising price, then you’ve got a terrible business –Warren Buffett. A third of their revenue can be reinvested in new ideas.

Startup 246

Startup Market Segmentation Pricing Enterprise 246

SaaStr

OCTOBER 24, 2023

That’s adding $2.400,000,000 in new bookings a year! And I have no doubt a material chunk is from price increases and the like. And even at that scale, Cloud sales are growing a stunning 16% (!). Now a lot of this stuff is very, very enterprise, with a big jump in their core enterprise ERP platform.

Cloud 290

Cloud Sales Hiring Scale Business 290

SaaStr

MAY 25, 2020

In your pricing. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. Next up would be pricing and pricing plans structure. In your messaging.

Sales Hiring 344

Sales Hiring Sales Outsourced Development Technical Review 344

User Pilot

NOVEMBER 28, 2024

Here’s the deal: Mixpanel’s pricing scales with the number of events you track. There was a period when Mixpanel prices were totally transparent , and the enterprise plan was $833/month for 1 trillion events (which sounds like a lot, but corporations can eat it quickly and then need to pay a ton for extra events). Mixpanel pricing.

Software Review 105

Software Review Enterprise Pricing compliance 105

SaaStr

JANUARY 12, 2024

Second, the top public SaaS companies had a great year in their stock prices, even in growth slowed. The average public SaaS company saw it’s stock price up 40%. Most public SaaS companies hit a low point in new bookings growth around calendar Q2’23. That means tech customers shrunk their spend. Shopify was up 128%!

Sales Hiring 321

Sales Hiring Cloud Startup Pricing 321

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?” He probably lost several millions in his purchasing price because of it.

Finance 334

Finance Outsourcing Services Systems Review Technical Review 334

Incredo

JANUARY 21, 2020

From there you manage your bot’s questions, answers, and help it get smarter. The dashboard also provides you with analytics on how many leads you generated, how many meetings you booked, how much revenue to expect. And one day she converts and books a call. Another tool you can consider using is Verloop. It’s as clear as the day.

Marketing 313

Marketing SaaS Social Media Customer Support 313

Tom Tunguz

MAY 17, 2022

Three paths emerge from the equation: Increase bookings : increase pricing without sacrificing sales velocity. Let’s start with the formula for sales efficiency. Sales efficiency = New_Bookings x Gross_Margin / Sales_and_Marketing_Cost.

Sales 303

Sales Startup Acquisition Pricing 303

User Pilot

FEBRUARY 19, 2025

But Pendos pricing structure tells a different story. Or is there a more practical alternative that offers the same price advantage with more flexibility? Or is there a more practical alternative that offers the same price advantage with more flexibility? Pendos pricing is far from budget-friendly. Opaque pricing.

Pricing 52

Pricing Outsourced Development Scale Software Review 52

User Pilot

NOVEMBER 29, 2024

Amplitude’s Session Replay feature is available in all its pricing tiers ( Starter, Plus, Growth, and Enterprise ). Userpilot offers a three-tier pricing model, starting at $249/month. You can learn more about the other analytics and engagement features supported in each pricing category by visiting the Userpilot pricing page.

Pricing 105

Pricing Banking Retention Enterprise 105

SaaStr

JULY 23, 2020

The average package price is USD 500 for subscription/month. If the rep is on a “50/50” plan then roughly 10% of that might go to their base, and 10% to a bonus on top of that, until they’ve booked a certain amount each month or quarter. Q: What is a good model for SaaS product sales commission? Often at roughly at 50/50 ratio.

Scale 248

Scale Compensation Payment Features Subscription 248

Clouded Judgement

OCTOBER 11, 2024

For software companies, this phenomenon can be a tailwind, as it drives accelerated deal closures and increased sales velocity, sometimes with less price sensitivity from buyers looking to quickly deplete their budgets. As a result, software vendors often see an uptick in revenue and bookings during these periods.

Cloud 167

Cloud Cost optimization & reporting GCP(Google Cloud Platform) Software Review 167

Tom Tunguz

NOVEMBER 12, 2020

I recognize that note-taking is like pricing strategy: you never get it entirely right, so you’re always inclined to tinker. The son of a German brewer, he published 58 books in 30 years and is heralded as one of the most important social theorists of the 20th century. In short, the system works this way.

Innovation 263

Innovation Startup Pricing Strategy 263