SaaStr

OCTOBER 24, 2022

Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?

Outsourced Development 214

Outsourced Development Underperforming Technical Team Development Part-Time VPE 214

Tom Tunguz

SEPTEMBER 19, 2021

Net Dollar Retention. implies a 17 month payback period with a contract size of $55k, but the S-1 suggests the enterprise part of the business has been an important focal point. More compelling than simply the growth in count is the disparity in Net Dollar Retention of these large customers. Revenue Growth. -. Gross Margin.

Metrics 315

Metrics Outsourced Development Scale Cloud 315

Totango

FEBRUARY 9, 2022

The contract renewal stage of the customer lifecycle is a critical component of driving retention for SaaS products. Knowing how to use technology to optimize your contract renewal process can increase your retention rates and your revenue. Then, we’ll look at the pros and cons of contract renewal automation.

Outsourced Development 100

Outsourced Development Payment Services Payment Solutions Retention 100

Clouded Judgement

AUGUST 16, 2024

Today, IT budgets are roughly broken down into: ~50% headcount / personnel, ~25% software, ~15% hardware, and ~10% outsourcing / consultants. As software grows as a percentage, I think we see headcount / outsourcing shrinking. Let’s discuss why this matters. Consider a hypothetical budget scenario.

Outsourcing Services 274

Outsourcing Services Cloud Software Outsourced Development 274

Tom Tunguz

MARCH 9, 2022

The y-axis spans the average contract value (ACV) from $1k to 150k+. Self-serve small ACV companies have developed the hybrid CSAM role ( customer success account managers). First, the account executive closes the sale, then transfers the relationship to the CSM for retention and expansion.

Customer Success 336

Customer Success Outsourced Development Technical Support Startup 336

SaaStr

DECEMBER 27, 2020

New Relic’s net negative churn / net dollar retention has dropped to 98% in the last quarter, despite a record 77% of revenue being from the enterprise. It can be a bit scary to move from fixed contracts. That’s up from 70% 5 quarters ago — a big change. Low NRR is the difference — and the drag on growth.

Scale 342

Scale Outsourced Development SMB Cloud 342

SaaStr

OCTOBER 14, 2021

And the engine really never stopped running, evolving into a dominant DevOps Platform for software development. We’re getting used to seeing these super-high NRR numbers from the top developer-focused leaders, in many cases because utility pricing often encourages it (see also Datadog, Twilio, etc). 5 Interesting Learnings: #1.

Outsourced Development 67

Outsourced Development Software Development Innovation Cloud 67

SaaStr

MAY 12, 2019

5+ learnings for founders: Developers control a lot of spend today. Customers than typically move to more fixed contracts once they exceed minimum commits. Yes, Fastly is a developer-focused platform with $100k+ price points. Even developer-focused products don’t sell themselves, folks. 130%+ revenue retention.

Outsourced Development 259

Outsourced Development AWS Retention Enterprise 259

Intercom, Inc.

APRIL 30, 2020

” We’ve also chatted with many service providers – think agencies, business process outsourcers, systems integrators, and consultancies – who are keen to help their clients use Intercom to connect with their customers. Improve retention. Our New in Intercom webinars highlight partner apps. Take Typeform’s experience.

Outsourcing Services 223

Outsourcing Services Outsourced Development Consulting Retention 223

Tom Tunguz

MARCH 27, 2022

For example, users burn tokens to execute a smart contract. Public software median inflation rate rests at 5% annually, including shares for new employees, retention grants for current employees and primary stock sales in the public market to raise cash. allocations across community, investors, validators, and developer incentives.

Startup 319

Startup Sales Hiring Government Outsourced Development 319

SaaStr

MARCH 1, 2024

We’re on the cusp of a golden age in AI, and the lesson learned from Cloud was that Cloud sped up the pace of development by a lot. At Base10, they expect to see the speed of development and deployment accelerate so dramatically that it will make our heads spin. Retention is absolutely key. It’s been tough for a few reasons.

Generative AI 298

Generative AI Outsourcing Services AI Software Review 298

SaaStr

NOVEMBER 30, 2023

But to develop a GTM strategy, you must have Product Market Fit. Significant savings are possible when using a global workforce vs. onshore. Net dollar retention. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. Without it, you don’t have a business. One way to get that is by building a global workforce.

Scale 278

Scale Sales Hiring Scaling Outsourced Development 278

Baremetrics

APRIL 6, 2021

When you’re looking at your business goals, you need to consider not only your existing monthly revenue but your contraction monthly recurring revenue (MRR). Contraction Monthly Recurring Revenue (MRR) is an extremely important metric for subscription businesses. Table of Contents.

Outsourced Development 99

Outsourced Development Payments Revenue Payment Services 99

Clouded Judgement

JULY 16, 2024

Our platform’s extensible architecture also enables customers to rapidly adopt and develop new solutions that meet the unique and continually evolving needs of their business. ” How OneStream Makes Money From the S-1: “Our business model centers on maximizing the lifetime value of a customer relationship.

Benchmarks 295

Benchmarks Data Artificial Intelligence Machine Learning 295

Stax

APRIL 15, 2025

It can help forecast future revenue, keep on top of performance of various customer segments, and measure customer retention and churn. To improve your MRR, focus on expanding revenue from existing customers, reducing churn, and improving customer retention. Talk to sales What is Monthly Recurring Revenue (MRR)?

Payments 88

Payments SaaS Payments Revenue Payment Services 88

Incredo

JULY 8, 2019

The team of software engineers and testers is the main asset of any SaaS company – they develop, test and improve the product so the company can attract more and more interested users. For an established SaaS company expanding on social networks or developing effective customer retention programs may be among the primary goals.

Outsourcing Services 200

Outsourcing Services Scale Outsourced Development Sales Hiring 200

SaaStr

NOVEMBER 24, 2021

Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. It includes leadership development courses, and responsibilities of managing and hiring one or two reps to get experience. .

Sales Hiring 260

Sales Hiring Scale Compensation Sales 260

Intercom, Inc.

JULY 2, 2020

Companies did everything they could to minimize costs, from outsourcing frontline teams, to implementing needlessly complex phone trees, to simply making customers wait to hear back. . Diversity and inclusion: Along with having a top-line metric for recruiting and retention, Zapier gave every employee funds to support Black Lives Matter.

Outsourcing Services 253

Outsourcing Services Investment Underperforming Technical Team Outsourced Development 253

SaaStr

SEPTEMBER 12, 2023

These include blaming others for missed numbers, dropping quota attainment, top reps leaving, making unrealistic plans, declining revenue retention, and showing fear. SaaS prices are not usually lower due to competition from developing countries. Long-Term Contracts 8. No Contract At All Some good ones! Structured Data 4.

Sales Hiring 289

Sales Hiring Technical Advisors Compensation Outsourced Development 289

Baremetrics

DECEMBER 18, 2019

What can we do to improve retention? But first, in order to improve retention, we first have to be able to measure it. These are the three retention measurements I usually start with: The “How would you feel if…?” strong acquisition and retention) almost always exceeded that threshold. Why are customers canceling?

Retention 136

Retention Strategy Payment Solutions Technical Advisors 136

User Pilot

NOVEMBER 29, 2023

Looks like it’s time to call in a retention specialist. A dynamic retention specialist will implement proactive strategies to improve the customer experience and increase loyalty, thus improving customer retention. Developing strategies to reduce churn and increase customer lifetime value.

Retention 105

Retention Customer Lifetime Value Churn Outsourced Development 105

SaaStr

NOVEMBER 4, 2021

” Year after year of lower sales and marketing costs and better customer retention really adds up. Rule of 40: Average Contract Value (ACV). Research & Development (R&D) % – Qualifier: 18%. Research & Development (R&D) % – Below: 29%. Is The “Rule of 40” Still Relevant?

SaaS 321

SaaS Technical Review Benchmarks Azure 321

Tom Tunguz

NOVEMBER 8, 2023

Data Teams are Becoming Software Teams : DevOps created a movement within software development that empowers developers to run the software they wrote. Data contracts encode the data interchange between two different departments (Gable). The same thing is happening in data. Software startups are rising to meet the need.

Artificial Intelligence 228

Artificial Intelligence Trends Data Software Review 228

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract. It’s All About Value.

Retention 104

Retention Outsourced Development Technical Review Pricing 104

Payrix

APRIL 10, 2025

This is common when outsourcing payments. Opting to embed payments empowers you to minimize friction for your customers, be better positioned for retention, and remain competitive in the rapidly evolving trade and field services space. Theres more to this strategy than just the nice revenue bump.

Payments 100

Payments Payment Services Outsourcing Services Payment Solutions 100

SaaStr

JUNE 14, 2023

Ten years ago, no one would have guessed Europe would generate the largest software IPO globally, yet UiPath has done it, and net retention is 144%. Insight #1: Embracing Honest Feedback from Customers One key aspect in developing a successful RPA program is listening to what your users have to say about it.

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

Intercom, Inc.

JULY 14, 2022

Sampling and retention controls : We wanted full control over the way data would be sampled and retained. errors, slow requests) using smart dynamic sampling while staying below the contract limit. We encouraged engineers to configure custom retention rules for more granular control. Stage 4: Increasing adoption.

Engineering 272

Engineering Outsourced Development Metrics Pricing 272

User Pilot

JULY 12, 2021

How much does your business stand to gain from using customer retention analytics? Effective retention takes more than just using your intuition to determine what will keep customers satisfied. Customer retention analytics identify rates and sources of churn among your customer segments. What is customer retention analytics?

Retention 98

Retention Technical Review Software Review Churn 98

SaaStr

APRIL 2, 2023

Eventually, you end up with 2000 contract types for 1000 customers. This worked great for many of our clients – and led to very strong Gross Retention – but made it harder for us to scale over time. Since clients use you differently, they can’t always use new functionality that you develop.

Sales Hiring 331

Sales Hiring Scale Customer Success Scaling 331

Sales Hacker

APRIL 19, 2022

Why Sales Comp Planning is Key to Rep Retention. For instance, according to our benchmark report, RevOps-developed plans had the most trust. Measures include multi-year contracts, implementation fees, different products, demo appointments set, quarterly quotas, number of sales accepted opportunities, services, etc.).

Compensation 98

Compensation Sales Recruiting Sales Hiring Retention 98

FastSpring

NOVEMBER 4, 2021

We recently spoke with several software developers and asked them what they thought about protecting customer information and preventing data breaches during checkout. Aside from using SSL certificates and ensuring your website is PCI-DSS compliant, here are seven other ways software developers can create a more secure checkout.

Payment Methods 146

Payment Methods Payment Services Merchant Services Payment Features 146

Intercom, Inc.

AUGUST 27, 2020

The simplest, of course, is just to take the existing product and sell it in annual contracts rather than in a perpetual license. The author of a well-respected book on the subject , Carl explains his approach: “To fight churn, you need to really assess your business and develop a set of great customer metrics.

Scale 211

Scale Payments Payment Features Subscription 211

User Pilot

NOVEMBER 25, 2023

Looking for a good retention analytics tool and wondering which one of Heap, Amplitude, and Mixpanel is the best option for your SaaS company? There are plenty of tools for retention analytics on review sites, but they don’t make the choice any easier. Let’s compare them! Let’s dive in!

Retention 85

Retention Software Review Technical Review Scale 85

Neil Patel

OCTOBER 25, 2020

Digital agencies are companies that help other businesses perform a specific function such as marketing, development, or design. Other ways to think about digital agencies are as an outsourced team or in some cases a group of freelancers working together. For instance, if you rely on government contracts or seasonal cycles.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

BetterCloud

JANUARY 15, 2025

Your company gets a contract that outlines SaaS security responsibilities. Contracts: What are key terms and conditions? Finally, contracts and vendor management functionality tracks SaaS vendor compliance certifications and expiration dates, as well key renewal dates to eliminate costly auto-renewals.

Payment Solutions 52

Payment Solutions Payment Services SaaS Payments Payment Methods 52

ChurnZero

NOVEMBER 26, 2024

For instance, owning customer retention signifies direct responsibility for renewal rates. Key performance indicators (KPIs) / objectives and key results (OKRs) they will be evaluated on, such as adoption, retention, upsell or cross sell, customer success qualified leads. Assist in negotiating contracts and renewals.

Technical Review 52

Technical Review Sales Recruiting Customer Success Sales Hiring 52

Intercom, Inc.

NOVEMBER 14, 2018

For example, say that I notice we’re over delivering on sales eligible leads but our number of stage one opportunities – new leads that our Sales Development Representatives (SDRs) mark as qualified and pass to our Account Executives (AEs) – hasn’t increased. Contraction dollars. New logos acquired. New logo revenue. Expansion dollars.

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188