Blog Posts, Customer Success, Engineering, Featured Videos, Hiring, Leadership, SaaS Product Pricing, SaaStr Events, Videos
We’re so excited to have Olivier Pomel, CEO and co-founder of Datadog, back at SaaStr Annual 2021 Sep 26-28 in the SF Bay Area!! Datadog has rocketed to a $28B+ leader…
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Blog Posts, SaaS Product Pricing, Scale
So many curious things have happened as Cloud and SaaS companies have exploded to $2T+ in market cap. One of them is a challenge to the rule that at some…
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Blog Posts, Early, SaaS Product Pricing, Sales, Sales
#1. 121% NRR from 10+ seat customers, 107% overall, ~85% from smallest customers. A super-helpful breakdown. 65% of its revenue comes from 10+ seat deals and they have 121% NRR….
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Blog Posts, SaaS Product Pricing, Scale
A lot of us SaaS older timers don’t quite know what to make with a lot of B2B startups these days, let alone some public SaaS companies. So many startups…
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Blog Posts, Marketing, SaaS Product Pricing
A few years back, a very wise VC asked me what I thought about a small but scrappy competitor in the space of my last company, Adobe Sign / EchoSign….
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Blog Posts, Marketing, Marketing, SaaS Product Pricing
There can be nothing more frustrating in the middle-early days than when sales closes some great deal for, say, $125,000 a year … but you “knew” they could have gotten…
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Blog Posts, Marketing, SaaS Product Pricing
Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly. Doing well. Both had a roughly similar make-up of customers, split between:…
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Blog Posts, Marketing, Marketing, SaaS Product Pricing
Recently I’ve been fortunate enough to meet with a number of outstanding entrepreneurs building self-service SaaS business at the bottom of the market. A customer base made up of Very…
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Blog Posts, Early, SaaS Product Pricing, Sales, Sales
Few things will frustrate you more in the early days than long sales cycles on bigger deals. A great logo will come in … but they’ll talk about maybe deploying…
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Blog Posts, Marketing, Metrics, SaaS Product Pricing
25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. Importantly, Qualtrics’ margins remain high so it’s not losing money on…
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Blog Posts, Product, SaaS Product Pricing, Sales
One question I struggled with a lot in the early days was what price points supported inside sales reps. It was clear to me that our freemium offering, priced at…
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Blog Posts, Growth, Leadership, Metrics, SaaS Product Pricing
Ok, you’ve finally crossed $1m, $2m, $4m ARR. Now — you just want to get there faster. And that’s where you’ll make a lot of mistakes. The most important thing…
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Blog Posts, Marketing, Product, SaaS Product Pricing, Sales
As we begin strategic planning season for next year, there one topic a lot that comes up a lot: Should We Just Let Our Smallest Customers Go? Even once you…
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Blog Posts, Q&A, SaaS Product Pricing
Q: How is the ‘decoy effect’ used to increase add-on and bundle sales in SaaS? It’s an interesting question in SaaS. Do we see the classic ‘decoy effect’ — vs….
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Blog Posts, Growth, Product, SaaS Product Pricing
There’s a fun — and very lucrative and rewarding — exercise I like to go through with most of the startups I work with. It’s goes like this: First, who’s…
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