HubSpot Tips & Tricks

Achieving steady growth in annual recurring revenue (ARR) is a priority goal for every company. But this is especially critical for SaaS businesses given they rely on a business model where revenue generation is linked to recurring sources of income (i.e. a subscription model). Although monthly recurring revenue (MRR) is more widely used than ARR, the latter is a useful metric if your subscription terms are one-year long or multi-year.

What is a revenue generation target?

As all business leaders know, an effective revenue strategy is fundamental to meet sustainable growth and profitability goals. But for that to happen, the strategy must be built around specific targets. This idea underlies the concept of revenue generation targets.

Sales funnels help boost sales. In fact, the internet is filled with stories of businesses that used sales funnels to grow their brands based on the ability to turn potential customers into paying customers. A sales funnel is not to be confused with a marketing funnel.

92% of SaaS (software-as-a-service) businesses fail within the first three years of launching, but that hasn’t stopped the sector from growing – and with good reason. It’s expected that SaaS will generate almost $141 billion in 2022, so if your brand is positioned in the right place at the right time, you may be in the running for a very profitable decade. 

Lead generation, is there ever a time when this is a straightforward task for sales and marketing teams?

You've set up your website, you have a powerhouse sales team, and you know you have an incredible SaaS app.

The sales leads should be trickling in nice and steady, right? Well... not quite.

The antagonism between the sales and marketing teams negatively affects the return on investment (ROI) for most businesses. Bridging the gap between the two departments helps to make the identification and acquisition of qualified leads much easier. We’ve got some great ideas to help you tackle the challenge of sales and marketing alignment.

There is no denying, sales and marketing teams love funnels. They are a great tool that help businesses follow a potential customers' path to becoming a committed customer.

Spoiler alert:  marketing is hard—regardless of your industry. But the challenges that confront SaaS marketers are different and, arguably, more challenging. 

After months of nurturing your SaaS leads and developing your inbound SaaS marketing strategy, you've now hit a big hurdle: No more face-to-face meetings. 

As we all try to stay safe and protect our families, colleagues, and clients during the current pandemic, we're turning to remote working methods to maintain our client relationships and continue supporting our customers. 

Face-to-face interactions and focussed meetings with prospects have a significant role to play in lead conversion, particularly for SaaS companies that sell big-ticket items or offer on-site onboarding for B2B clients.