Tom Tunguz

NOVEMBER 16, 2014

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. The company operates in the Application Performance Management category, which New Relic calls Software Analytics.

Benchmarks 100

Benchmarks Underperforming Technical Team Metrics Sales Hiring 100

Clouded Judgement

APRIL 11, 2024

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 184

Cloud Software Azure AWS 184

Clouded Judgement

DECEMBER 21, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 184

Cloud Software Benchmarks Retention 184

Clouded Judgement

SEPTEMBER 12, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 176

Cloud Software Benchmarks Retention 176

Clouded Judgement

APRIL 12, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 167

Cloud Software Benchmarks Retention 167

Clouded Judgement

JUNE 20, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 167

Cloud Software Benchmarks Scale 167

Neil Patel

AUGUST 28, 2020

Hiring SEO agencies is like boarding that airplane – each one could be great at flying your site’s organic ranking somewhere. You may need to: Rank your entire website or specific keywords higher Get more qualified traffic and leads, or Drive sales directly from organic search. You’ll regret the waste of your time, right?

Outsourcing Services 144

Outsourcing Services Sales Hiring Outsourced Development Company Culture 144

Tom Tunguz

JULY 6, 2014

Because GoPro is the first sizable consumer hardware IPO in eons and because the startup world has a blossoming hardware segment, I thought it would be interesting to compare and contrast a top consumer hardware startup with the benchmarks of public SaaS companies using GoPro’s S-1. I have three goals with this analysis.

Startup 126

Startup Sales Hiring Benchmarks Advertising 126

Chaotic Flow

OCTOBER 8, 2013

Free trial facilitates product evaluation and shortens sales cycles. From the vendor’s perspective, a free trial offers huge increases in sales and service productivity through customer self-service–even if all your leads are outbound. It should not only support self-serve purchase, but sales assisted purchase.

SaaS Payments 200

SaaS Payments Payment Methods Payments Scale 200

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

ProfitWell

NOVEMBER 26, 2019

There are a lot of moving parts when it comes to ensuring your subscription business stays healthy. Find out why SaaS analytics are important, which to track, and which tools are best for your subscription business. Find out why SaaS analytics are important, which to track, and which tools are best for your subscription business.

SaaS Payments 85

SaaS Payments Subscription Payment Features Technical Review 85

OPEXEngine

SEPTEMBER 9, 2021

In working with hundreds and hundreds of SaaS CFOs over the past 15 years, I’ve noticed that effective and strategic CFOs incorporate accurate benchmarking into the daily business of the company and especially into the budgeting and planning process. . And, our average comp per person in Sales is pretty high compared to comparable companies.

Benchmarks 52

Benchmarks Sales Hiring Headcount Customer Lifetime Value 52

Clouded Judgement

DECEMBER 20, 2022

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 130

Cloud Software Review Software Benchmarks 130

Valuize Consulting

DECEMBER 7, 2021

In the subscription economy, there’s no debate about whether or not to invest in Customer Success (CS); 70% of rapidly growing businesses say that Customer Success is extremely important ( Hubspot , 2017). Is it going to come from the Sales and Marketing budget, or General Administrative budget? leverage Training & Development.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

Sales Hacker

MAY 28, 2019

SaaStock is a gathering of SaaS Sales Leaders, Founders, VCs, and anybody passionate about building a SaaS business. And make sure you’re following Sales Hacker on Instagram , Twitter , and LinkedIn. Scaling Sales: How to Industrialize a Tribe (June 5th, 1:50 PM). How Can I Get Live Updates?

Sales Recruiting 14

Sales Recruiting Sales Hiring Scale Sales 14

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. Online subscriptions. More and more sales professionals are using commercial real estate data to determine these buying windows for their prospecting strategy, and, in doing so, they ensure that their outreach is timed perfectly.

Data 123

Data Construction Software Review Sales Hiring 123

CustomerSuccessBox

APRIL 7, 2022

You know that your business deals with the subscription economy right? Start hiring customer success leaders, customer success managers put them to track customer’s journeys. The benchmark of Net Retention Rate. If the value is not delivered, it’s time for you to be proactive. Lay a top-notch customer success journey!

Customer Success 98

Customer Success Payments SaaS Payments Revenue 98

OpenView Labs

MAY 24, 2021

In OpenView’s 2020 SaaS benchmarks , we pointed out that public markets were starting to take notice of product-led companies. They tend to hire a Head of Product Growth, launch a free trial or freemium product, and then wait for the market to take notice. Like OpenView’s coverage of SaaS metrics and benchmarks?

Scale 98

Scale Headcount Sales Hiring Benchmarks 98

OPEXEngine

JUNE 29, 2020

Benchmark the health of your SaaS company, and. Think of it this way: most SaaS companies have high customer acquisition costs, as you have to invest heavily in sales and marketing in order to realize high growth. The post Rule of 40: How to benchmark your SaaS growth appeared first on OPEXEngine. Sources: [link].

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

Kellblog

MAY 10, 2020

Ultimately, we want to judge sales by how fast they are increasing the water they dump into the bucket — new ARR growth (and not net new ARR growth which mixes in how effective customer success is at preventing leakage). The next block shows the CAC ratio , the amount the company pays in sales & marketing cost for $1 of new ARR.

Metrics 98

Metrics Sales Hiring Software Review Underperforming Technical Team 98

Neil Patel

DECEMBER 1, 2020

Tableau – Best for Enterprise Infogram – Best For Collaboration Plecto – Best for Sales Teams Datawrapper – Best DIY Visualization Tool Highcharts – Best for Interactive Visualizations. Also, be sure to walk your sales team through your desired deployment to make sure it’s going to work as planned.

Data 141

Data Software Review Scale Sales Hiring 141

SaaStr

JUNE 10, 2021

Ep #402: Mårten Mickos, CEO of HackerOne, explains their innovative approach of packaging customer value derived from a variety of activities into an annually recurring subscription offering that delivers outstanding value to customers while simplifying the buying process and the customer journey. It could be work done by suppliers.

Outsourcing Services 162

Outsourcing Services Marketplace as a Service Outsourced Development Scale 162

Baremetrics

NOVEMBER 10, 2019

After all, these are the people who you hired to be experts in their fields, and are therefore able to provide the best inputs and the right context in creating accurate forecasts. For most businesses, this means at least their revenue and hiring plans. Hiring Plan. That’s it for the Hiring Plan! Revenue Model.

Deferred Revenue 111

Deferred Revenue SaaS Payments Sales Hiring Payment Services 111

Point Nine Land

APRIL 24, 2019

That’s the mantra for most SaaS and subscription companies today. Startups buy ads, set up new technology and build out sales and marketing teams. For example, over five years time, two subscription startups with identical acquisition rates will end $42M ARR apart with just a 5% difference in net MRR churn.

Retention 76

Retention Strategy Sales Hiring Scale 76

Sales Hacker

SEPTEMBER 26, 2022

So “traditional sales” sounds outdated compared to our shiny new Product-Led Sales playbooks, PQL hypotheses, and sales-assist motions. Product-Led Sales — engaging with existing users based on their product usage to drive conversion, expansion, and retention — yields better and warmer leads at a cheaper cost.

Sales Hiring 104

Sales Hiring Acquisition B2B Benchmarks 104

Baremetrics

APRIL 27, 2021

Financial models also help you plan how to pivot in response to certain scenarios, like a sudden drop-off in sales or an unexpected surge in demand. Let's take a deep dive into why accurate forecasting is an essential business tool, and how you can get started using it to predict future sales. Table of Contents. start free trial.

Forecasting 89

Forecasting Revenue Sales Hiring Outsourced Development 89

Chart Mogul

OCTOBER 3, 2019

This is where the value of subscription metrics comes to the fore — and specifically the customer acquisition cost (CAC) and the customer lifetime value (LTV). Some customers use the LTV charts in ChartMogul to compare with numbers that they are generating from marketing spend and sales time. Let’s play a little thought experiment.

Acquisition 91

Acquisition Underperforming Technical Team Startup Customer Lifetime Value 91

OpenView Labs

SEPTEMBER 17, 2019

This week we released our third annual Expansion SaaS Benchmarks report. But benchmarks alone are not enough. We’ve got to make the leap from benchmarks to action. Here’s our advice on how to use the benchmark data to grow even faster in 2020. If we just build this one feature, we could sign up this major account.”.

Benchmarks 41

Benchmarks Underperforming Technical Team Scale SaaS 41

Intercom, Inc.

APRIL 18, 2019

Customer Success was barely a discipline when Anthony joined Gainsight, but thanks to the rise of SaaS and subscription-based business models more generally, where retaining and providing value to your existing customers is a non-negotiable, the category has exploded. I like the idea of being long-term greedy, but short-term humble.

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

Baremetrics

FEBRUARY 19, 2018

The main accounts are: Cost of Revenue. Sales & Marketing. We’re using Quickbooks Online as the example accounting software, but you should be able to follow along if you use something different, such as Xero. First, let’s look at setting up your Cost of Revenue (sometimes called Cost of Sales, or Cost of Goods Sold ).

Startup 81

Startup DevOps as a Service Customer Lifetime Value SaaS 81

Baremetrics

MAY 7, 2019

Taking pre-orders from customers , encouraging annual subscriptions , and even offering lifetime deals are just a few ways to make it work as a bootstrapping purist. At this point in the business, Series A funding normally goes to two key areas: hiring and customer acquisition. Convertible debt. Nicolas Vandenberghe of Chili Piper.

Finance 111

Finance Startup SaaS Payments Payment Methods 111

OPEXEngine

NOVEMBER 21, 2019

Resource allocations should be fine-tuned by looking at how the Return on Investment (ROI) can be impacted by changing resource allocations across each of the major functions, especially sales and marketing, as well as product investments. Did the investment in SEO result in increased click-thru’s that result in converted sales?

Sales Hiring 45

Sales Hiring Underperforming Technical Team Scale Customer Lifetime Value 45

User Pilot

AUGUST 30, 2023

In the context of customer acquisition sales funnels, the consideration and evaluation stages can be broken down into five stages: visitor, lead, MQL , PQL, and paying customer. Acquisition involves a series of well-defined marketing and sales activities designed to create brand awareness and capture the interest of target audiences.

Acquisition 105

Acquisition Strategy Social Media Customer Lifetime Value 105

ChurnZero

DECEMBER 18, 2020

Can we recruit hiring new team members from January to April, or from January to June this year, just to make sure that as we enter in the next year, we’re able to start off with some wins and not get upside down. You may not be able to get it from the sales ops team anymore.

Customer Success 87

Customer Success Sales Recruiting Sales Hiring Finance 87

OPEXEngine

APRIL 14, 2021

Our survey concluded that SaaS Finance executives are planning for investments in customer satisfaction, retention and upselling, new product initiatives, and sales and marketing hiring as their top growth investments for 2021. They’re also focusing on sales and marketing, productivity tools, and training.

Investment 52

Investment Sales Hiring SaaS Finance 52

ChurnZero

SEPTEMBER 1, 2023

A chief customer officer (CCO) is an operational role responsible for all customer-facing activity post-sale. Key responsibilities include securing customer renewals and expansions, which are measured by gross revenue retention (GRR) and net revenue retention (NRR). When should SaaS companies hire a chief customer officer?

Sales Hiring 52

Sales Hiring Leadership Retention Customer Success 52

ProfitWell

DECEMBER 6, 2019

Letting your product lead means companies must reconfigure their marketing, sales, and service strategies to keep up with consumer demands. The traditional approach to SaaS growth involves building a product, then hiring a sales team to sell the product. Freemium is something we’ve researched quite a bit.

Scale 68

Scale Development Team Review Traceability Software Review 68