The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton (Pod 536 + Video)
Reaching the first billion is a milestone for every SaaS company, so what’s the best way to get there? During his SaaStr Annual presentation, Tom Clayton, CRO of Bill.com, shared his insights and advice for growing revenue streams to maximize business success. The...
Dear SaaStr: Can We Add Termination Charges for SaaS services?
Q: Dear SaaStr: Can We Add Termination Charges for SaaS services? Some older companies do this. In fact, we were recently handed a bill like this for a 20+ year old SaaS product bought out by a PE firm. And really, an “auto-renew for another year without notice”...
Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS Contract Paid Upfront?
Q: Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS contract Paid Upfront? Let me add a slightly controversial answer. If you’re still a startup, then I’d say — Maybe. If pushed. If it’s important to the deal. But almost everyone...Reinvent the Wheel on Product. Not on Pricing.
Dear SaaStr: How can enterprise software (SaaS) pricing be optimally defined, taking into account that two of three versions of the software can be offered, e.g. ‘small’, ‘medium’, ‘large’? Let’s look at Salesforce.com — it now has...
Pretty Much Every App With an Enterprise Edition Uses “Contact Me” Pricing
With the rise of “Product Led Growth” as such a key concept in SaaS, it brings up an age-old question in business software: Should all pricing be transparent? Doesn’t that just remove a huge amount of friction from buying? Can you even have a...
Dear SaaStr: What is a Good Refund Policy for a SaaS Product?
Dear SaaStr: What is a Good Refund Policy for a SaaS Product? SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. Even customers that pay monthly on credit...
Picking the Perfect Pricing Model That Fits Your App With HackerOne CEO Marten Mickos (Podcast 508 and Video)
Pricing can kill your product, or make it soar. HackerOne CEO Marten Mickos discusses the key principles of pricing and app or online service, showing the pros and cons of your choices.
The State of Software Buying: From SMB to Enterprise with G2’s CMO
The state of software buying has changed. SaaS spending dipped in the first half of 2020 but has since accelerated and increased as we reach the end of 2021. Amanda Malko, CMO at G2, shares a fascinating look at the data that reveals shifting patterns in the way consumers purchase software.
Urgency Beats Discounts. And The Best Discounts Create Urgency.
We’ve been running an A/B test at SaaStr for 5+ years now. As the SaaStr Annual comes up, we run 2 campaigns at the end of the month. One offers 30% off tickets, “expiring Monday”. The other just says “ticket prices going up on...
When You Raise Prices More Than a Smidge … They At Least Look At Another Vendor
I see this a lot. They don’t understand you have to earn customer growth. Seems to come from new sales experienced CROs trying to make success more commercial, without understanding how. — Adam Ince (@adam_ince) March 14, 2024 We’ve talked quite a bit...
5 Reasons Not To Raise Prices on Existing Customers. And 3 Better Ways to Do It Anyway.
I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. We’re getting to the point in the cycle where almost every 2023 renewal from an existing vendor is a threat Got another today Told us we needed to renew for 2 years, upgrade to an...
A Few Thoughts on Renegotiating Old, Way-Too-Good Customer Contracts
Q: How do you re-negotiate an unlimited seat site license SaaS agreement as VP of Sales? Or even just a “bad” contract you gave to a very early customer that now seems like just, way too good a deal? This is a scenario a lot of us will go through. It can...
Dear SaaStr: Should I Publish My Pricing?
Q: Dear SaaStr: Should I Publish My Pricing? If you aren’t sure — then yes. Transparent pricing has many advantages: It makes the sales process simpler. It allows prospects and leads to do more discovery work on their own. And it places your app in pricing context...
Revenge of the SMB: Zoom & Shopify Got Even More SMB at $4B ARR, Not Less
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 point, you have to go enterprise to really scale. Another is a related challenge to the idea that SMBs, since...
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