SaaStr

JULY 27, 2021

Q: What are the most common challenges of a VP of marketing transitioning into a Chief Revenue officer CRO role? Way, way too many senior marketers think CRO is “the next step” for them. Even if they’ve owned a revenue commit — they’ve never owned a true sales number. I’ve almost never seen this work. As do deal sizes.

Sales Recruiting 321

Sales Recruiting Trends Sales Hiring Growth Marketing 321

User Pilot

JANUARY 23, 2023

A properly-crafted growth marketing framework brings clarity and direction to your SaaS business. It identifies and stirs you towards the most important things you need to achieve sustainable product growth. This article discusses the best growth marketing strategies within the AAARRR funnel. Let’s begin.

Growth Marketing 98

Growth Marketing Marketing Growth Hacking SaaS 98

User Pilot

MAY 24, 2021

Growth marketing involves experimentation and optimization across the marketing funnels. Marketers today are moving from the traditional “set and forget” approach to a continually evolving growth-focused approach. Analytics Tools for Growth Marketers. Email Automation Growth Marketing Tools for SaaS.

Growth Marketing 98

Growth Marketing Software Marketing SaaS 98

Sales Hacker

JUNE 28, 2021

What the heck is revenue marketing? Is it just a different name for familiar things (we see you, growth marketers)? Or is it an entirely different way of thinking about marketing’s role in the GTM/revenue org? Revenue marketing is just one example. Revenue marketing is just one example.

Revenue 113

Revenue Marketing Customer Lifetime Value B2B 113

Intercom, Inc.

NOVEMBER 27, 2019

As the team at the Saas Commerce Platform Paddle has learned, real growth is about entering new markets – and that takes thoughtful attention to pricing, making inroads into new geographic regions, deciding whether to move upmarket (or downmarket), and offering new standalone products instead of bloated features tacked onto old ones.

Payments 186

Payments Scale Revenue SaaS Payments 186

User Pilot

AUGUST 14, 2023

Are you struggling with creating an effective growth marketing strategy? With more players entering the SaaS market and the growing use of digital technology in marketing, traditional marketing alone cannot sustain your business. Therefore, leveraging growth marketing is crucial to stand out among your competitors.

Growth Marketing 98

Growth Marketing SaaS Payments Strategy Payment Methods 98

Sales Hacker

FEBRUARY 2, 2024

If revenue is the North Star metric, everything you do should drive towards that. There are still marketing teams that don’t own a revenue number, which is crazy. in order to keep a seat at the revenue table.” in order to keep a seat at the revenue table.” Meaning, revenue is a team sport. The post MQLs?

Metrics 124

Metrics Revenue Scale Marketing 124

Intercom, Inc.

JANUARY 28, 2020

In fact, with Intercom acting as the central solution for customer communications, GetAccept has been able to grow revenue by 450% in the last year alone, serving more than 25,000 users in over 2,000 different enterprise companies worldwide. A centralized solution.

Scale 138

Scale Revenue Systems Review Technical Review 138

Tom Tunguz

APRIL 2, 2021

It will determine your price point, your roadmap, your hiring plan, your revenue, and consequently your fundraising prospects. Building an on-prem company means hiring field sales teams, solutions architects, field marketers. Capture more revenue sooner but face the transition from on-prem to cloud, and that entails later.

Cloud 279

Cloud Sales Hiring Banking Enterprise 279

Tom Tunguz

APRIL 21, 2016

They prioritize revenue growth, market share and profit maximization differently. Maximization (Revenue Growth) - maximize revenue growth in the short term. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale.

Pricing 241

Pricing Startup Strategy Consulting 241

Tom Tunguz

DECEMBER 6, 2020

GC has led the rapid expansion of Confluent’s growth, marketing and developer relations functions. Confluent’s annual recurring revenue more than doubled year over year in 2019 and the company reached a $4.5 What is the relationship between Growth, Marketing, Sales, and Product? Interested in attending?

VP of Engineering 232

VP of Engineering Sales Hiring Enterprise readiness Software Engineering 232

SaaStr

OCTOBER 15, 2022

Let’s all be clear, 2021 was insane: * SPACs worth billions with no revenue * Multiples magically tripled * Fintechs with 10% GMs worth same as 80% GMs * #5 in market got same premium as #1 * Growth stage seen as free money * Seed VCs bought in $3B-10B rounds vs sell. And with it, the venture markets have clearly slowed down.

Startup 279

Startup Cloud Growth Marketing Enterprise 279

SaaStr

JULY 22, 2021

Q: Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? You’ll have been around long enough by then for second-order revenue to kick in. Avoid a “peanut butter” strategy if for no other reason than that it won’t create enough second order revenue. Sometimes even more.

Sales Hiring 358

Sales Hiring Scale Customer Success Branding 358

SaaStr

MAY 28, 2024

You don’t want someone who talks only about processes, people, hiring philosophies, quota, and their views on revenue attainment because they’ll never learn the product. A real growth marketer will say $5M in pipeline per quarter or 300 MQLs or 2,000 signups. More from Jason about hiring the wrong type of VP of Marketing here.

Sales Hiring 311

Sales Hiring Scale AI Search AI 311

SaaStr

NOVEMBER 30, 2023

This is the stage where best-in-class companies can double or triple revenue in the first few years of growth. From a strategic standpoint, early-stage companies start to build out their teams, transitioning from founder-led sales to incentivizing growth as they build those teams. When Will The IPO Window Reopen?

Scale 278

Scale Sales Hiring Scaling Outsourced Development 278

SaaStr

AUGUST 15, 2020

It’s not like Zynga, where you see the latest XXXVille usage trail off in a few months after launch, and the revenue comes to a grinding halt. Instead, from a revenue perspective at least, for enteprise SaaS with low engagement, it ‘s a long, slow steam railroad slowdown to zero revenue over 24+ months.

AWS 338

AWS Churn Enterprise Engagement 338

SaaStr

MARCH 29, 2021

Salesforce’s biggest source of new revenue isn’t CRM or even support. It took more than a decade after Salesforce was founded: Shopify’s partner ecosystem is also huge, comprising 20% of its revenue in 2020. A few things to think about: Partnerships generally take years to produce material revenue.

Payments 306

Payments Payment Solutions Payment Services Investment 306

Sales Hacker

NOVEMBER 8, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers.

Scale 113

Scale Sales Recruiting Sales Hiring AI Search 113

Intercom, Inc.

MAY 24, 2018

As the Head of Growth Marketing at Clearbit , and previously a co-founder and CEO of more than a few startups (including WorkMob, ApiXchange, and GoFlow), Matt Sornson knows these pitfalls intimately and how to avoid them. Here are five quick takeaways: At Clearbit, all marketing falls under growth marketing.

Data 182

Data Scale Underperforming Technical Team Sales Hiring 182

SaaStr

OCTOBER 26, 2020

A few simple thoughts: Get your exec team around the table and just ask: “Is our marketing site better than our product?” Adopt the persona of any customer segment with > 10% of your revenue. Does your marketing site really speak to them? Does the marketing site answer them? ” Ask everyone.

Marketing 340

Marketing Engineering Revenue Branding 340

SaaStr

FEBRUARY 15, 2023

Scaling a PLG company While it’s great to figure out a PLG model that allows you to scale your revenue with inbound, it cannot stop there. Strategy: To get started, identify playbooks that yield the highest revenue. Product marketing takes care of messaging, positioning, understanding the customer and buyer persona, and more.

Scale 244

Scale Sales Hiring CTO Hire Scaling 244

SaaStr

FEBRUARY 24, 2021

On lead poor vs lead rich sales environments … And how to get more revenue per lead pic.twitter.com/DpWU1RjdMV. both have about the same number of folks on the sales and marketing teams, respectively. — Jason BeKind Lemkin (@jasonlk) May 2, 2018. So last month, two companies I’ve invested in: both crossed $5m in ARR.

Sales Hiring 305

Sales Hiring Sales Revenue Enterprise 305

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. You can create whatever combined word you’d like for that to be the case.

Payments 133

Payments Scale Scaling Revenue 133

SaaStr

APRIL 4, 2023

It just takes up so much time and resources, and just isn’t generating much revenue anymore? I see so many SaaS and B2B companies end up with their long tail and smallest customers only contributing a single digit percent of revenue as they scale, even if it starts off much higher. But with less than half the mindshare it used to have.

Scale 288

Scale Scaling Acquisition B2B 288

SaaStr

JANUARY 20, 2022

CEO has put full revenue accountability on the marketing team. And think about what even getting to 9% will do to your growth rate. This is the stage where even a few percent improvement will drive massive revenue gains. Q: Sales team has a 7% win rate over last 6 months. How do I keep sales from failing? Are We Failing?

Sales 298

Sales Leadership Engineering Revenue 298

User Pilot

SEPTEMBER 18, 2023

The Product Marketing vs Growth Marketing discussion isn't just about specific tasks and to-do lists, but about how they cultivate product growth to achieve business objectives. Looking for upselling opportunities where it makes sense to offer an upgrade to a delighted customer, and drive revenue.

Growth Marketing 52

Growth Marketing Product Marketing Marketing Customer Lifetime Value 52

Inturact

AUGUST 1, 2024

Many SaaS companies are leaving money on the table by not mastering this crucial skill — upselling, the process of encouraging customers to upgrade or expand their current subscriptions. Think about it. When a customer starts using your product, you've already done the hard part.

Revenue 105

Revenue SaaS Subscription Payment Features 105

Buffer Resources

AUGUST 21, 2024

What you’ll learn : How to develop a social media marketing strategy as a small business owner How to drive inbound traffic that’ll help you grow your revenue Basics of social media advertising HubSpot academy isn’t an unfamiliar name in the social media marketing world. The playbook contains 26.5

Social Media 114

Social Media Marketing AI Search Systems Review 114

SaaStr

SEPTEMBER 19, 2022

Dear SaaStr: What makes the ideal Demand Generation candidate for a growth-stage SaaS company? 90% of the candidates you meet will not have: owned a funnel revenue goal/KPI : pipeline, leads, opportunity, revenue; that. at another SaaS company that sold about around your price point. Find both, are you’ve got a real shot.

SaaS 279

SaaS Pricing Revenue Marketing 279

SaaStr

AUGUST 11, 2021

Measure, if nothing else, (x) leads / pipeline / opportunities generated plus (y) ROI on all marketing spend. If you want to grow revenue 150% in the next twelve months, then say make marketing hit 200% opportunity growth. So if you hire too junior in marketing, you often just end up with a squish soft mess.

Sales Hiring 279

Sales Hiring Marketing Leadership Metrics 279

SaaStr

JUNE 3, 2022

10 Mistakes in Building Out Your Revenue Organization: A CEO’s Perspective with Insider. SaaS Secret Sauce: How the CEO –> CRO Dynamic Drives Growth with Marketo’s Co-Founder. How to Build a Performance Marketing Operation: What Roles, What Scope, and How to Start with Meta (Facebook)’s Head of B2B SaaS EMEA.

Mobile 278

Mobile Scale SMB Travel 278

User Pilot

APRIL 30, 2024

Wondering what a marketing growth strategy is? From this article, you will find out how to develop a strong growth marketing strategy and learn growth marketing tactics for different customer journey stages. Growth marketing is also highly agile. If so, we’ve got you covered. Let’s get to it.

Underperforming Technical Team 105

Underperforming Technical Team Strategy Marketing Customer Lifetime Value 105

SaaStr

FEBRUARY 22, 2022

A lead commit, or a revenue commit, or an opportunity commit, or an MQL commit. 90% of marketers haven’t. Seasoned marketers here have a high velocity, generally paid- and marketplace- and partner-driven playbook to get 1000s and 1000s of sign-ups per month. From $3k-$20k ACV, marketing is inbound driven.

Sales Hiring 306

Sales Hiring Growth Hacking B2C SMB 306

SaaStr

JULY 20, 2019

The one “channel” that never plateaus for the best SaaS companies is the % of revenue from your installed base. Slack, Zoom, PagerDuty, all the latest ones to IPO all have net revenue retention of 140%+ still! And finally, remember the one exception. Net negative churn. You can keep that well above 100% forever.

Sales Hiring 279

Sales Hiring B2C Marketing Investment 279

SaaStr

SEPTEMBER 24, 2023

Jessica Gilmartin is the Chief Marketing Officer at Calendly, where she leads all aspects of marketing including brand awareness, creative, demand generation, and product marketing. Jessica brings nearly 20 years of marketing and leadership experience to Calendly.

Marketing 306

Marketing Leadership Engineering Enterprise 306

SaaStr

JULY 29, 2022

In some ways they’re a next-generation marketing automation system for restaurants, sort of a, they’re a Toast partner but a Toast Plus. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. First of all, let’s flip the two points you asked.

Scale 277

Scale Scaling Sales Hiring Enterprise 277

SaaStr

NOVEMBER 4, 2019

Most markets you start with on Day 1 aren’t $100m ARR markets, the segment you initially go after. This is one reason a lot of SaaS companies hit a revenue plateau (and a lead plateau) around $20m ARR or so if they don’t grow what they do and how they do it enough. Some extra revenue. Start outbound earlier.

Scale 229

Scale Sales Hiring Branding Revenue 229