So Salesforce is the grandperson of SaaS software

The first to hit $100B in market cap
The first to do $10B+ in ARR (and only so far)

And yet, in many ways we know >less< about Salesforce that we used to

It's not just a CRM anymore

5 Interesting Learnings:

#1. 73% of Salesforce’s customers come from the installed base. Let that sink in.

This is why in the end, Net Revenue Retention is the #1 most important metric in SaaS.

This also means that Salesforce could basically still hit 73% of its plan with 0 new customers.
Put differently, their 2017 customers have, as a cohort, grown 2.1x
#2. Salesforce’s upsell is split about 50/50 between new seats and new products.

In the early days, you’ll probably only have new seats to sell.

But eventually, you’ll probably need a second or third product to sell. We talked about this re: Veeva, Twilio and more here:
#3. The more products you sell, really, the more problems you solve — the more you make.

This is something a bit non-obvious. Salesforce’s customers that buy > 1 product overall, spend a stunning 10x more.
This skews a lot b/c the customers that buy more “Clouds” from Salesforce are bigger companies. Still, the more big problems you solve, the much more you make.

We also saw this Box, where NRR was >profoundly< higher when customers bought 2-3+ products beyond core Box product
#4. Salesforce has >2,000+ customers that spend $1m annually.

That’s a lot more than the 500 in the “Fortune 500”. As you begin to go upmarket ... assume you have at least 2000+ mega-accounts to target.

No excuses.
#5. Salesforce’s largest customers are growing the fastest.

Salesforce also has 200+ Customers that spend $10m+ and ~40 spending $20m+ annually.

So when you start to go upmarket, lean in here. It can last for decades
And finally, bonus point:

"Sales" is only Salesforce's #3 product line. And it's slowest growing at +16% YoY.

Your TAM over time is what you make of it, folks.
A deeper dive here on how to build your own $100B+ SaaS company:

https://t.co/UFwOSD85WZ
SaaS.

If you invest in it ...

It Compounds

More from Tech

These past few days I've been experimenting with something new that I want to use by myself.

Interestingly, this thread below has been written by that.

Let me show you how it looks like. 👇🏻


When you see localhost up there, you should know that it's truly an experiment! 😀


It's a dead-simple thread writer that will post a series of tweets a.k.a tweetstorm. ⚡️

I've been personally wanting it myself since few months ago, but neglected it intentionally to make sure it's something that I genuinely need.

So why is that important for me? 🙂

I've been a believer of a story. I tell stories all the time, whether it's in the real world or online like this. Our society has moved by that.

If you're interested by stories that move us, read Sapiens!

One of the stories that I've told was from the launch of Poster.

It's been launched multiple times this year, and Twitter has been my go-to place to tell the world about that.

Here comes my frustration.. 😤
After getting good feedback on yesterday's thread on #routemobile I think it is logical to do a bit in-depth technical study. Place #twilio at center, keep #routemobile & #tanla at the periphery & see who is each placed.


This thread is inspired by one of the articles I read on the-ken about #postman API & how they are transforming & expediting software product delivery & consumption, leading to enhanced developer productivity.

We all know that #Twilio offers host of APIs that can be readily used for faster integration by anyone who wants to have communication capabilities. Before we move ahead, let's get a few things cleared out.

Can anyone build the programming capability to process payments or communication capabilities? Yes, but will they, the answer is NO. Companies prefer to consume APIs offered by likes of #Stripe #twilio #Shopify #razorpay etc.

This offers two benefits - faster time to market, of course that means no need to re-invent the wheel + not worrying of compliance around payment process or communication regulations. This makes entire ecosystem extremely agile

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First update to https://t.co/lDdqjtKTZL since the challenge ended – Medium links!! Go add your Medium profile now 👀📝 (thanks @diannamallen for the suggestion 😁)


Just added Telegram links to
https://t.co/lDdqjtKTZL too! Now you can provide a nice easy way for people to message you :)


Less than 1 hour since I started adding stuff to https://t.co/lDdqjtKTZL again, and profile pages are now responsive!!! 🥳 Check it out -> https://t.co/fVkEL4fu0L


Accounts page is now also responsive!! 📱✨


💪 I managed to make the whole site responsive in about an hour. On my roadmap I had it down as 4-5 hours!!! 🤘🤠🤘