SaaStr

AUGUST 10, 2022

Atlassian plans to double its headcount over the coming few years. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) August 9, 2022. #5. And come join Atlassian’s CRO LIVE at 2022 SaaStr Annual on Sep 13-15 sharing how they scale their unique business model! The power of high NRR is demonstrated here.

Scale 290

Scale Headcount Cloud Forecasting 290

SaaStr

MAY 26, 2022

Net headcount rarely declines. jasonlk) May 25, 2022. This may sound harsh, But any "layoff" of a single digit % of employees is usually just a reshuffling. The bottom 5%-7% are moved out, to replace them with better performers. — Jason BeKind Lemkin #???????????? Layoffs sound scary, and they are scary.

Headcount 307

Headcount Scaling SaaS Management 307

SaaStr

NOVEMBER 22, 2023

As you can see below, while non-GAAP operating margins dipped in 2022, they came roaring back in 2023, with 20% free cash flow and a huge gain in operating margins. #3. Freezing Headcount is How They Got So Much More Efficient Again, a common story. Many that did are now re-hiring, from Monday to Salesforce and more.

Payment Services 291

Payment Services Payment Solutions SaaS Payments Payments 291

SaaStr

AUGUST 1, 2023

So what the heck happened in 2022 and into 1H’23, when SaaS unicorns could go from 100%+ growth to 0% in 12 months? But this time, instead of headcount, it was apps. Yes, some bigger companies went through layoffs too, but in many cases, they hired more folks back, and really just kept headcount flat or slowed its growth.

Headcount 246

Headcount Finance Cloud Startup 246

Tom Tunguz

JUNE 26, 2022

Coinbase’s trailing revenue in Q1 2022 approached $7.5b The difference is starkest in headcount: Coinbase employs more than 5,000 people while Uniswap counts fewer than 100. They move in synchrony with an R^2 of 0.79. Just how comparable are these businesses? Coinbase and Uniswap generate billions in revenue.

Benchmarks 309

Benchmarks Headcount Government Business Model 309

SaaStr

JUNE 16, 2023

In theory, higher quotas should “pay” for specialization so in theory, and this wouldn’t impact headcount too much. link] — Jeff Richards (@jrichlive) June 30, 2022 Q: Dear SaaStr: If a VC Backs Out of a Signed Term Sheet, Should the Entrepreneur Spread the Word? SDRs, BDRs, SEs, etc. 75 yield = 30 sales professionals.

Scale 322

Scale Sales Hiring Sales Headcount 322

SaaStr

MARCH 20, 2024

Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. Do you have to double your headcount to make it from $10M to $20M or even $2M to $5M? When those outcomes are achieved, the hire gets their headcount.

Sales Hiring 307

Sales Hiring Sales Recruiting Scale Headcount 307

SaaStr

OCTOBER 4, 2023

What happened was everyone got more conservative in 2022, cutting back on spend. This chart for net new ARR peaked in Q2 of 2022. Samsara is a quiet but big vertical, and they hit a low point earlier than ZoomInfo in Q2 of 2022. Monday will probably add 25% headcount this year. If they’re booming, you should be growing.

Sales Hiring 291

Sales Hiring SaaS Headcount Compensation 291

SaaStr

SEPTEMBER 3, 2023

By freezing headcount for a year. Mathematically, if you keep the headcount flat and continue growing 50% like Monday or 30% at $2B like Hubspot, you get wildly more efficient. But then 2022 hit, and things changed for some companies. Founders view 2022 as an anomaly, which is a mistake. How did they do that?

Sales Hiring 279

Sales Hiring Headcount Finance Technical Review 279

SaaStr

SEPTEMBER 19, 2021

The Good News: It’s not Too Late for 2022 — but it’s close. With precise headcount and budget needs. When you think about this, you’ll usually see you’re already in the hole in terms of not having hired enough good sales reps for 2022. But that’s for suckers. I’ll Keep it Simple.

Sales Hiring 291

Sales Hiring Scale Headcount Acquisition 291

Intercom, Inc.

FEBRUARY 10, 2022

Reduced headcount, longer working hours, and a spike in queries have led to burnout. They go big on human support to meet demand, and they end up having to backtrack and cut headcount as costs skyrocket. Are there any other options companies can look at instead of reducing headcount? Support teams seem to be suffering here.

Customer Support 211

Customer Support Trends Technical Review Headcount 211

SaaStr

JUNE 7, 2023

Twilio is the same great company it was in 2022 and 2021, but it’s also been the segment where buyers have cut back perhaps the most. Headcount Down 25% Since September 2022, But Revenue Still Up. As a result, growth has radically slowed for the first time ever, to just 15% at $4 Billion in ARR. Go Global! #5.

Headcount 237

Headcount Cloud Communication Acquisition 237

Intercom, Inc.

JANUARY 18, 2022

. “Today, support teams are facing more pressures than ever before” Today, we’re excited to launch our second edition of the Intercom Customer Support Trends Report for 2022. Download the Intercom Customer Support Trends Report 2022. Discover the 5 customer support trends to watch in 2022.

Customer Support 138

Customer Support Trends Headcount Finance 138

Tom Tunguz

DECEMBER 31, 2023

US VC investment falls from $275b in 2022 to $200b in 2023 & sustains at about $200-220b in 2024 as LP interest in venture attenuates after the euphoria in 2020 & 2021. The hangover from web3’s raucous 2022 extends into 2023. The fundraising market thaws, but at materially lower prices than the first half of 2022.

AI Search 240

AI Search Headcount Scale AI 240

SaaStr

JANUARY 12, 2023

I think a lot of folks are struggling with the ramifications of what happened in hiring from mid-2020 to early 2022: Almost everyone dramatically increased hiring. The hiring bar was often lowered. Compensation went way up.

Sales Hiring 44

Sales Hiring Headcount Compensation Sales 44

SaaStr

MAY 9, 2024

Until recently, founders would describe their growth rate by how fast they were growing their company headcount. What’s the #1 bit of advice you’d give to SaaS founders today? My advice is to keep the bar high. In addition, recent advancements in automation are making it possible to keep the bar higher for longer when scaling teams. #4.

Scale 276

Scale Headcount Travel B2B 276

Tom Tunguz

OCTOBER 31, 2023

Year Software Spending Growth 2022 10.7% AI Efficiency Gains +2% Headcount Reduction ? Headcount reductions in the last year, which impacted every company, should increase the pipeline coverage ratios for the remaining team members. Gartner projects an 8% increase in overall spend.

Headcount 216

Headcount Sales Hiring AI Cloud 216

SaaStr

JANUARY 30, 2023

Without headcount planning for the support team, the company’s response time and customer satisfaction scores dipped. With the growth of account management, Deel grew the business from 50 million ARR in December 2021 to 100 million ARR by the first quarter of 2022. Learnings from the growth stage Measure what you can.

Sales Hiring 279

Sales Hiring Payment Services SaaS Payments Scale 279

SaaStr

NOVEMBER 1, 2022

22 Things We Learned at SaaStr 2022. India’s founders were out in full force at SaaStr 2022. Three key themes emerged: SaaS continues to be a fertile ground despite the 2022 ‘SaaS-acre’. Most companies expect to miss 2022 targets but it is far from a doomsday. . For those that didn’t attend – we got you covered.

Scale 299

Scale Sales Hiring Underperforming Technical Team Cybersecurity 299

Intercom, Inc.

NOVEMBER 30, 2021

Powered by a modern business messenger , it scales your ability to answer more questions from more customers without increasing headcount, budget, or hours logged.

Technical Review 249

Technical Review Customer Support Payment Methods Payment Solutions 249

Tom Tunguz

FEBRUARY 13, 2023

For fiscal 2022, large customers represented 61% of total revenue compared to 54% of total revenue in 2021 and 46% in 2020… Overall NDR fell, but enterprise spending remains steady. The enterprise segment outgrew the company’s average growth rate by 8 percentage points.

Cloud 243

Cloud Azure Headcount Software Review 243

SaaStr

APRIL 20, 2022

Confluent has been one of the top Cloud IPOs of the past year or two, crossing a $10B market cap at a $500m run-rate and importantly, holding up well during the multiple compression we’ve seen in 2022. But they need the headcount to grow this quickly. #8. 5 Interesting Learnings: #1. Growth Accelerating on the Way to $1B ARR.

Scale 62

Scale Cloud Headcount Scaling 62

SaaStr

JANUARY 12, 2024

SaaStr CEO Jason Lemkin also wrote how Customer Success has now morphed into part of the sales team and that the 2024 trends in CS include everyone wanting to eliminate humans from support to replace that headcount with AI and bots. People did invest a lot in CSM, and in 2021 and 2022, the CSM population grew roughly 20%.

Sales Hiring 323

Sales Hiring Customer Success Scale AI 323

SaaStr

FEBRUARY 14, 2024

We all become new customer-oriented, so we say we’re focused on the existing base, but once the sales team becomes 30-40% of headcount, it tends to dominate every conversation. Long-term marketing spend Holding customer success spend flat The study found that 62% of CS teams are maintaining or decreasing their non-headcount budget.

Customer Success 305

Customer Success Sales Hiring Scale Headcount 305

SaaStr

MARCH 6, 2023

As a result, sales execution platforms became more proficient and accessible by 2022. Redeploy funds from headcount to sales technology. Once single-point solutions took over sales technology in 2021, buyers grew tired of managing different seller relationships. Tune your GTM approach to relate to how modern buyers want to buy.

Innovation 246

Innovation Sales Hiring B2B Strategy 246

SaaStr

JULY 24, 2023

1 — 2022 Saw A Slowdown In Usage Growth, But 2023 Saw A Potential Bounce Back. Even with MongoDB’s epic growth, 2022 saw a big slowdown in usage growth. They kept the headcount kind of flat. Let’s look at nine interesting learnings about this leading company. #1 They went from -40% to +5%. And it worked!

Revenue 245

Revenue Scale Sales Hiring Cloud 245

ChurnZero

NOVEMBER 11, 2022

Download your full copy of the 2022 Customer Success Leadership Study here. Our expert panel offers their take on the trends, challenges and opportunities revealed in the 2022 Customer Success Leadership Study. . of respondents said their Customer Success teams are growing in 2022. report to the CEO, 17.1% However, 76.5%

Leadership 98

Leadership Trends Customer Success Investment 98

ChurnZero

MAY 17, 2022

WASHINGTON , May 17, 2022 — ChurnZero , a leading Customer Success platform, has earned multiple accolades from business and SaaS industry groups for its product innovation and industry leadership. The company plans on doubling its headcount in 2022. ChurnZero has quickly become one of Washington, D.C.’s

Marketplace as a Service 98

Marketplace as a Service Technical Review Headcount Software Review 98

SaaStr

MARCH 7, 2023

A Look Back At 2022 Performance ICONIQ Growth leverages quarterly operating and financial data from 92 enterprise SaaS companies. It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. It was a tough growth environment, but it feels like it’s changing in 2023.

Outsourcing Services 183

Outsourcing Services Scaling Venture Capital Forecasting 183

ChurnZero

MARCH 23, 2023

That’s according to our annual Customer Success Leadership Study published in late 2022. Customer Success benchmark: headcount How many people should be on a Customer Success team? When asked about non-headcount budgets; 8.3% The post Customer Success benchmarks: headcount and budgets appeared first on ChurnZero.

Headcount 52

Headcount Benchmarks Customer Success Scale 52

ChurnZero

MARCH 23, 2023

That’s according to our annual Customer Success Leadership Study published in late 2022. Customer Success benchmark: headcount How many people should be on a Customer Success team? When asked about non-headcount budgets; 8.3% The post Customer Success benchmarks: headcount and budgets appeared first on ChurnZero.

Headcount 52

Headcount Benchmarks Customer Success Scale 52

Intercom, Inc.

JANUARY 20, 2022

Since then, in anticipation of Intercom’s R&D plan for 2022, we started looking at our internal cadence of productivity and kicked off a project to evaluate each process from ideation to shipping. This is our first episode of 2022. One of the things we sat down to do at the very end of last year was plan out 2022.

Underperforming Technical Team 249

Underperforming Technical Team Headcount Sales Hiring Scale 249

Clouded Judgement

APRIL 6, 2023

That’s a big difference, especially when you layer in the growth in headcount from 2021 to 2022. Essentially companies grew headcount significantly to add less ARR. We’re obviously seeing the rightsizing of this now with headcount reductions. The second chart comes from the latest MS CIO survey (below).

Cloud 130

Cloud Headcount Payment Features Subscription 130

ChurnZero

OCTOBER 15, 2021

Where is Customer Success Headed in 2022? In this article, we share three Customer Success trends to look out for in 2022: NRR becomes red hot (watch out). The post Where Is Customer Success Headed in 2022? How did you go bankrupt?” Bill asked. Two ways,” said Mike. Gradually, then suddenly.”. appeared first on ChurnZero.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Intercom, Inc.

MAY 19, 2022

With the 2022 Customer Service Quality Benchmark Report , we wanted to look deeper than individual metrics. In this episode, we’ve invited our partners at Aircall and Klaus to discuss key takeaways from this year’s report, the challenges ahead, and trends for 2022 and beyond. Martin Kõiva , Founder & CEO of Klaus.

Benchmarks 104

Benchmarks Sales Hiring Scale Strategy 104

SaaSOptics

SEPTEMBER 14, 2021

Shape up your Financial Operations Before 2022. In reality, one simple discipline can take your Financial Operations from good to great—with no additional cost or headcount. . Follow these 4 steps to shape up your Financial Operations before 2022. . The post Shape up your FinOps Before 2022 appeared first on SaaSOptics.

Outsourced Development 60

Outsourced Development Point of Sale Headcount compliance 60

BetterCloud

JANUARY 5, 2023

Last week, Gartner® published the 2022 Market Guide for SaaS Management Platforms. With many organizations facing a growing SaaS portfolio and little to no addition in IT headcount, being able to automate a large number of SaaS management tasks with an easy-to-use workflow builder is essential to improving operational efficiency.

Government 69

Government Management Marketplace as a Service Marketing 69