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During a recent SaaStr Workshop Wednesday , Mangomint’s VP of Sales Marchelle Mooney shared 10 ways sales is different in vertical SaaS. Marchelle’s personal journey took her from early adopter of Mangomint, to 6 years later, VP of Sales over a 25+ person SMB sales team. Find the one that has felt the pain.”
Per Carta’s latest data, only 18% of tech sales execs are women, and 26% of reps overall: I’m slightly heartened that overall it’s at 26% women outside of the executive suite. Do you want a bro culture in your sales team? But we have a long way to go, still. A long way. But still, it’s not enougjh.
The Real Truth About AI Data Privacy in 2025: What Every SaaS Company Needs to Know The explosion of AI adoption has created massive new privacy risks for SaaS companies. The Dirty Secret of AI Training Data Let’s get real: Everyone’s rushing to build AI features into their SaaS products.
You can talk about the roadmap or sales strategy until you’re blue in the face, but if you don’t have the team to do it at scale, there’s no point in talking a ‘big game.’ ” The best sales leaders are the ones that are even better recruiters than the CEO. It’s recruiting five or six.”
In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. reporting that technographic data is either somewhat important or very important to their organization. In fact, the majority of respondents agree—with 72.3%
5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Create Compelling Economic Incentives For sales talent, compensation is critical.
Workato’s SVP of Embedded Sales and Director of Solutions Marketing joined us at SaaStr Annual to talk about how to nurture customers — a great topic in general, but especially for embedded sales and APIs that can take a while to scale. The Second Most Important SaaS Hire? Customer Success. But the results?
So they see 40% of all mobile subscriptions — and a ton of data from it. In SaaS, we often push for 14 day trials when the sales team gets involved especially. But the RevenueCat data suggests even longer may work well. But if they are using it and getting value, the RevenueCat data is a reminder to be patient here.
They have bad data and are using an older email and dont know were already a customer. One thing is clear is the team that send this isnt the A or B sales team. It took just a few minutes The post Its 2025 And Even Salesforces Sales Team is Kind of Phoning It In (At Least Some Of It) appeared first on SaaStr.
By using the power of intent data, capturing buyer interest has become more feasible for sales. Read on to learn more about how intent data can save salespeople time -- while capturing more qualified leads in the process! Not only that, but using it will save immense time during your workflow; a win-win on all fronts.
Some fun facts: 10+ years of SaaStr conference attendance Partner at Point Nine Capital, a leading early-stage VC firm Geographic reach: Actively investing across Europe, US, and Australia Notable portfolio: Zendesk, Algolia, Contentful, Loom (and many more) Known for his “five ways to build a $100M business” framework The 5 Key Things (..)
When Marc Benioff started Salesforce, he codified the sales playbook. Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. The biggest challenge to that outlook is an increase in the sales cycle. That elongated sales cycle created pipeline supply shocks.
They recently did an Analyst day though that had some more great data that I thought was super interesting, and worth a deep dive. Sales Hub, i.e Sales Hub, Growing Almost Twice as Fast as Marketing Hub HubSpot really has become a CRM company even more than a marketing one. . #3. 5 More Interesting Learnings then: #1.
Our platform unifies core financial and broader operational data and processes within a single platform, with solutions that maintain the integrity of corporate reporting standards for Finance while providing operationally significant insights for business users. months and 23.4 months, respectively. months and 23.4 months, respectively.
Fact: Only 8% of sales and marketing professionals say their data is between 91% - 100% accurate. In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. of companies achieved a score indicating maturity in data management practices in the space.".
The findings arent much different from what weve discussed before at SaaStr, but still very helpful to see, given how much data they are pulling from: On average, $100k deals take about 70 days to close. That ties to our overall rough sales cycle data here: Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles?
When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.
Historically, software-as-a-service (SaaS) has been built on databases with structured data, as you might find in an Excel spreadsheet. But the ability of large language models to extract insights from unstructured information changes this architecture : data repositories like data lakes are becoming essential parts of modern SaaS stacks.
Customer-facing sales is a critical area of SaaS that drives growth and revenue retention. Pia Heilmann, VP of Sales EMEA at Klaviyo, shares how to master the art of customer-facing sales in an increasingly competitive market. Sales has changed massively over the last decade. With data. #2:
Leveraging a data provider to help identify and connect with qualified prospects supports company revenue goals by alleviating common headaches associated with prospecting research and empowers sales productivity. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace.
SaaStr Annual 2025 ticket sales in December: 181% of 2024 SaaStr Annual 2025 ticket sales overall so far: 156% of 2024 We'll see where we end up, but … SaaS is Back!! pic.twitter.com/5vlHiRmeCz — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) January 2, 2025 So one of our themes (and memes) is that SaaStr is Back.
AI has ripped through categories like the post-sales space and customer support centers. You see this first point viscerally if you’re involved in post-sales or support. Sales is beginning to promise this. All unstructured data to be instantly searchable. Build a workflow to connect data, and the CEO will get a dashboard.
Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale. Penetration pricing leads to land-and-expand sales tactics. Salesforce sells CRM seats based on an aggregate ROI of increased sales productivity for example.
On Monday, at TC Disrupt Colin Zima CEO of Omni , Jordan Tigani CEO of Motherduck , Daniel Svnova CEO of Superlinked & Toby Mao CTO of Tobiko Data who are leading the evolution of the Post Modern Data Stack discussed the trends they are seeing. Most data workloads are quite small, about 100MB. Vectors power AI systems.
Longer sales cycles. Every go-to-market team knows the frustrations that come from a drawn-out sales process. By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster. Larger buying committees. Slow-moving compliance reviews.
Though it seems counterintuitive to maximize revenue, Miro intentionally set the threshold high enough that when someone bought Miro, they were getting the collaborative value because the users needed to use the product as a team vs an individual (which early data showed the highest churn in). That’s the real goal here: customer segmentation.
MailChimp) Document search and analysis Form filling and data entry This is particularly impactful in vertical SaaS, where industry-specific manual processes can be automated to reduce staffing needs while maintaining quality. Relying on Self-Serve Sales Structure for Enterprise Not everything needs to be a PLG product.
Just had a check-in call with a $50k a year vendor we use for SaaStr They sent a new sales rep to call who didn't know the account They just walked through a deck with data they didn't collect or know That we'd already read What a waste of everyone's time The Death of the… — Jason ✨????SaaStr
Apple is competing using the challenger sale : Apple is telling the market, to use AI, you should want private AI, you should want to control your own data because it’s valuable 1. Fool me once… The broader market has realized how valuable data can be - both users who provide it & businesses who leverage it.
Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. The reason for its rise?
Sales cycles shifted dramatically in 2023. Slower sales cycles create pipeline shocks & startups are feeling the impacts. The average startup saw a 24% increase in sales cycle from early 2022 to 2023. 60 day sales cycles are now 75 days. The data analysis uses the results from the 2023 GTM Survey.
From Sales-Led to Product-Led: How Apollo.io This analysis examines their journey from a struggling sales-led organization to a successful product-led growth company, resulting in over 880,000 paying customers and substantial revenue growth.
Accurate sales forecasting is more critical to business success than most realize. During SaaStr Annual , Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce.
For restaurants, it’s the back end, front end, point of sale, payroll, ERP, and workforce management. Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. Most sales reps hate it. There will likely be multiple Toasts for SMBs.
Use our proven data-driven plays to grow your pipeline and crush your revenue targets. Meet your modern sales playbook - See how high-performing sales and marketing teams increase pipeline year-over-year. For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company.
There was a real initial problem Samsara identified early on a ton of food (and money) being wasted due to old infrastructure and lack of data among the delivery fleets. A lot of Samsara’s early sales leaders, sales reps, and a lot of engineers all liked working together.
At this scale, successful CS organizations are: Building sophisticated pool models for different customer segments Creating digital-led motions that can scale efficiently Actually monetizing premium CS services Measuring and optimizing the cost to serve each customer segment The Enterprise CS Playbook No One Talks About Moving upmarket?
How do you build GTM efficiency in SMB sales? Lesson #1: Just Say No Once he joined, Kyle quickly discovered that Owner had a leaky bucket and had either bad or no targeting on prospects, was closing a lot of poor-fit customers, and there were a lot of miss set expectations from sales so customer handoff was sketchy at best.
One data point that stuck out to me is that 100% of them reported $250k+ deals take over 6 months to close on average: This isnt a surprise per se. But its a reminder to get patient with sales cycles on longer deals. A related post here: Dear SaaStr: How You Deal With Long Sales Cycles, E.g. 7-8+ Months? Full report here.
64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. The digital age has brought about increased investment in data quality solutions. However, investing in new technology isn’t always easy, and commonly, it’s difficult to show the ROI of data quality efforts.
Marketing leaders face crushing expectations from all sides: Management wants leads Sales needs collateral Product needs launches The team wants career growth The instinct is to spread your resources across everything: blogging, analyst relations, PR, events, SEO, paid search, content marketing, and more. . The problem?
.’ The twist this time is the data is very hard for startups to acquire or accumulate. So it’s not just the innovation piece, but you need a proprietary data set to do something more meaningful with AI. Brian believes incumbent players like HubSpot and Salesforce have some key advantages: 1.
So if you’ve been around startups for a while, and especially sat on any boards, you’ll see a VP of Sales answer a slow Q1 and even Q2 with this: “We’ll make up for it in Q4.” In fact, in so many sales plans, you often see Q4 bookings at 2x-3x or more Q1! Ok is this a perfect analogue for SaaS sales?
ZoomInfo, another pure play in B2B on the data side, isn’t seeing any bounce back yet, either: HubSpot: “Yes, We Had a Great Quarter. In fact, 58% of you say sales cycles are even longer this year. The post 58% of You Say Sales Cycles Are Even Longer in 2024 appeared first on SaaStr. This isn’t any great news.
AI adoption is reshaping sales and marketing. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. But leaders say mainstream AI tools still fall short on accuracy and business impact.
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