Andrew Stockwell retweeted
We are LIVE at #HRLFIgnite! More than 200 senior HR leaders checking in and ready to ignite this great industry we all share.
Andrew Stockwell retweeted
@chamath predicted the future on @theallinpod: 80% feature-complete software at 90% discounts. @DavidSacks inspired us to make it happen at @VendrHQ, for procurement.
We tripled the amount of companies that use Vendr, essentially overnight.
Andrew Stockwell retweeted
Pretty cool that many features of vendr.com are now free.
—pricing benchmarks
—procurement automation
—negotiation support
Lot of people probably interested in diving into pricing benchmarks
I would also argue that position in soliciting competitive bids and detailed data and insights on potential alternative solutions to strengthen your hand! Why would you ever negotiate without @VendrHQ?!?
It’s taken me a while to work out the root of negotiation success.
It’s not BATNA, leverage, body language, or any of the things you learn on expensive courses.
They are important, but they are downstream from the thing that really matters: POSITION.
Position is the state in which you enter a negotiation. It’s everything.
Ever tried to borrow money when you actually NEED it? Difficult and expensive.
Way easier to borrow money when you don’t.
Position gives you the luxury of timing. The ability to choose WHEN you negotiate.
And you can’t strengthen your position overnight. It’s a function of the things you do everyday.
And most of those things are unexciting:
- keeping costs low
- protecting assets
- being cash generative
- decent balance sheet liquidity
- avoid burning bridges
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Andrew Stockwell retweeted
Vendr’s quarterly report on SaaS purchasing trends summarize the sentiment of the software market. Q2 was tough but Q3 is looking up.
The average sales cycle has lengthened from 32 to 44 days for net new software, a 37% increase.
Slower cycles & fewer new purchases : 19% of software purchases are net new in 2023 ; just 17% in Q3. Still about 1-in-5, but down from 30% last year.
In a challenging market where new customers are a challenge, how does a company grow? Increase price & cross-sell.
Average contract values rose 43% q/q - nearly the average over this time period.
What’s selling? BI, data integration, data science + analytics top the podium.
One last notable data point : DataDog’s ACVs are twice as high as any other vendor in the report at $220k. Salesforce, Cloudflare, & Netsuite are next with ACVs in the $100k-$120k range.
That $220k number is 3x DataDog’s current ACV & it’s driven by a remarkable push up-market & cross-sell effort detailed in their earnings report earlier this week.
Doubling down on existing customers & growing those accounts have been the dominant way to drive growth during this challenging year.
Andrew Stockwell retweeted
Trends and insights on software buying
With Q&A from the CEO of Vendr
onlycfo.io/p/software-buying…
Only one week in and I can already see why Vendr is named to this list! Wonderful people, an excellent onboarding process, and so much opportunity for growth. I'm thrilled I made the decision to join, and can't wait to see what comes next. Let's go!!! # #…lnkd.in/eRikrsFG
Thrilled to be counted amongst you all as we start this exciting new journey! Let's go! lnkd.in/e6Gkaqvi
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I’m thrilled to share that I started a new position as Senior Director of Operations at Vendr today! I'll be working on strategic initiatives and operational programs to help Vendr scale and grow aligned with its mission to forever change how companies fi…lnkd.in/eE29QEbA
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Although still small in terms of team size and budget, successful EX initiatives have the ability to have an outsized impact on customer experience and therefore business results (not to mention culture, employee retention, and talent acquisition).
Illu…lnkd.in/e86MRsKW
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Any AEs/CSMs or sales leadership in my network looking for their next great endeavor, check out Vendr and attend their happy hour 12/1 from 4-7pm ET in downtown Boston! lnkd.in/eC4keyty
I am seeking an operations, product, or strategy leadership role in SaaS or B2B information services/market research and would grateful for your support. Thank you in advance for any connections, advice, or opportunities you can share, and please let me k…lnkd.in/eSPQQqQT
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I am beyond grateful for my education, and the foundations of effective written communication I learned at Hamilton College. On today's #NationalWritingDay, here are quick tips from some of the same professors who taught me. @jbern…lnkd.in/ezEtgjWv lnkd.in/ekcRmxUp
#18 on the list and top 3 software company. I've loved the ride thus far, and can't wait to see what comes next! #DifferenceMaker #ZoomInfo lnkd.in/eBdFGkGc
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“Any changes you can make to how you’re routing the right quality leads to the right account executive can have a meaningful impact. Don’t sit on information that you know to be true.”- @ISTVITAL
Impressive to see this in action in our GTM motion. We don…lnkd.in/eGCBTAUR
Andrew Stockwell retweeted
And we are LIVE from San Francisco for the final day of @Dreamforce 2022! 🌉
Take a break from the hustle and bustle to meet our team at the ZoomInfo VIP Lounge 🥂 Head on over to the Marriott Marquis - a 5-minute walk from Dreamforce!
#Dreamforce2022
