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

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And here they are...

THE WINNERS OF THE 24 HOUR STARTUP CHALLENGE

Remember, this money is just fun. If you launched a product (or even attempted a launch) - you did something worth MUCH more than $1,000.

#24hrstartup

The winners 👇

#10

Lattes For Change - Skip a latte and save a life.

https://t.co/M75RAirZzs

@frantzfries built a platform where you can see how skipping your morning latte could do for the world.

A great product for a great cause.

Congrats Chris on winning $250!


#9

Instaland - Create amazing landing pages for your followers.

https://t.co/5KkveJTAsy

A team project! @bpmct and @BaileyPumfleet built a tool for social media influencers to create simple "swipe up" landing pages for followers.

Really impressive for 24 hours. Congrats!


#8

SayHenlo - Chat without distractions

https://t.co/og0B7gmkW6

Built by @DaltonEdwards, it's a platform for combatting conversation overload. This product was also coded exclusively from an iPad 😲

Dalton is a beast. I'm so excited he placed in the top 10.


#7

CoderStory - Learn to code from developers across the globe!

https://t.co/86Ay6nF4AY

Built by @jesswallaceuk, the project is focused on highlighting the experience of developers and people learning to code.

I wish this existed when I learned to code! Congrats on $250!!
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!!! 🤘🤠🤘