SaaStr

FEBRUARY 7, 2025

Data Governance Needs to Start on Day One Palmer emphasized that data governance isn’t just about compliance – it’s about building a sustainable AI advantage: Own your data story : Even if you’re using third-party APIs, start collecting and organizing your data immediately Build responsible AI practices : Implement clear policies (..)

AI 262

AI Scale Government compliance 262

SaaStr

DECEMBER 20, 2024

Rep retention and ramp time metrics Manager participation in call reviews and coaching Team performance benchmarks across ACV, product mix, and sales cycles Forecast accuracy “I’ll take a manager who consistently gets more reps above 100% over one crushing their number with just two top performers,” Michelle noted.

Sales Hiring 260

Sales Hiring Scale Underperforming Technical Team Sales 260

Tom Tunguz

FEBRUARY 26, 2025

Your company can employ pricing to communicate to the market whether your product is a premium, mid-market or low cost alternative. With this model, Twilio maintained contracted revenue at less than 50% of ARR while achieving industry-leading retention metrics. Salesforce exemplifies exceptional positioning. Sales teams lose leverage.

SaaS Payments 276

SaaS Payments Pricing Strategy Scale 276

SaaStr

NOVEMBER 20, 2024

Be disciplined about prioritizing that feedback and communication. Other places this feedback loop worked well were: Adoption loop metrics. Customers crave metrics about how teams are using all AI products. Ensuring the process was as seamless and friction-free as possible. Keeping the door as wide as possible to get feedback.

Scale 261

Scale AI Scaling Marketing 261

Clouded Judgement

MARCH 21, 2025

They built out their core CRM capabilities, but expanded into analytics when they acquired Tableau, expanded into integration when they acquired Mulesoft, and expanded into communication when they acquired Slack. I created this subset to show companies where FCF is a relevant valuation metric.

Cloud 188

Cloud Pricing Subscription Payment Features 188

SaaStr

SEPTEMBER 25, 2023

Greenhouse CMO, Carin Van Vuuren, and VP of Enterprise Revenue, Ankur Passi, share their approach to bridging the communication gap to bring the traditional frenemies together. But the thing that we really need to ensure is that our sales and marketing teams are aligned on the core metrics.” Align on a north star metric every year.

Enterprise 284

Enterprise Marketing Sales SaaS 284

User Pilot

OCTOBER 31, 2024

How to apply actionable metrics to different SaaS business stages. It tracks key metrics such as feature usage , user flows, and behavior patterns to explore user preferences and pain points. Then, as you define these problems, ensure you have a list of metrics that can adequately measure your product’s performance.

Strategy 105

Strategy Underperforming Technical Team Government Customer Lifetime Value 105

SaaStr

SEPTEMBER 28, 2024

If you’re going to miss your quarter, communicate this early and come prepared with a plan to address it. Prepare your presentations with this in mind, balancing metrics with high-level strategic insights. Instead, address issues head-on with your board to build trust and allow for more effective problem-solving.

Technical Review 298

Technical Review Sales Hiring Sales Recruiting Revenue 298

User Pilot

JULY 22, 2024

By tracking patient engagement metrics, healthcare organizations can improve patient satisfaction, deliver better patient outcomes, and optimize financial performance. In this article, you will discover 12 patient engagement metrics to track – and why they matter. Userpilot’s SaaS Product Metrics 2024 Benchmark Report.

Healthcare 103

Healthcare Engagement Metrics Benchmarks 103

SaaStr

MARCH 24, 2021

Sales CRM — Software used to streamline pipeline management and safely store customer information, communicate with prospects, and drive more sales. Contacts — People within a group who you communicate with, which includes personal information such as phone number and email. Know what metrics you want to track.

Sales Hiring 318

Sales Hiring Startup Sales Outsourced Development 318

SaaStr

APRIL 20, 2024

Expectations and Performance Metrics For every functional area, employees should show improvement within one sales cycle or they likely never will. The first head of marketing should have a title that indicates a focus on demand generation or growth, rather than product marketing, corporate marketing, communications, or branding.

Sales Hiring 301

Sales Hiring Startup Marketing Technical Review 301

SaaStr

APRIL 11, 2023

On a recent episode of the Uncharted podcast with SaaStr’s Poya Osgouei, the SVP of Venture Debt and Startup Banking at Pacific Western Bank, Mark diTargiani, shared what the state of venture debt looks like post-SVB collapse and three tips for communicating effectively during chaos. Be transparent and communicate the basics.

Banking 271

Banking Sales Hiring Venture Capital Communication 271

SaaStr

MAY 17, 2024

What Metrics Matter Most for Your Roadmap As you put your roadmap together, what should you look at? What metrics and outcomes matter most? So, when looking at metrics for success, you have to look at what’s driving the business forward. You’re optimizing for a metric or outcome. Each product will look different.

Scale 299

Scale Technical Review Sales Hiring Artificial Intelligence 299

SaaStr

APRIL 18, 2021

We wanted to…enable people to communicate via video messaging at work, and the way to do that was not just by building a tool and offering [that tool], but by also normalizing the behavior at work.”. Input and Output Metrics. Thomas recommends experimentation with resource allocation to improve these metrics.

User Experience 321

User Experience Startup Metrics Scaling 321

SaaStr

MARCH 18, 2025

” This distributed structure created intentional communication patterns that might not have developed in a single office. This practical, observable metric drove more decision-making than sophisticated dashboards or forecasting models.

Scale 185

Scale Sales Hiring Scaling Headcount 185

Tom Tunguz

MARCH 3, 2020

Community: how vibrant is the customer community? Communication: how effective is the lifecycle marketing effort to existing customers? What is the sophistication of metrics to measure success? Business Development. Customer Marketing. Reputation: how strong is the company’s reputation with customers?

Underperforming Technical Team 340

Underperforming Technical Team Marketing Scale Social Media 340

SaaStr

DECEMBER 2, 2021

23 SaaStr 179: What It Means To Be An ARR First SaaS Company, The Most Commonly Misunderstood SaaS Metrics & Why Renewals Does Not Mean Happy Customers with Dave Kellogg, CEO @ Host Analytics. #22

Scale 310

Scale Benchmarks Enterprise Leadership 310

TechEmpower SaaS

JULY 24, 2023

What are your key Startup Metrics ? Communication/Forums Are there discussion forums? Analytics/Metrics What key startup metrics will you need to track? What metrics will you need for future funding rounds or operations? Are there other founders, business leaders, partners, or administrators? Commenting?

Innovation 780

Innovation Development CTO Hire Technical Review 780

Tom Tunguz

JUNE 22, 2022

The behavioral patterns in web3 differ driven by anonymity, communication patterns on discord and telegram, and the consequences of using tokens as user acquisition, as governance votes, and currency. Of course, daily active users and cohort metrics will hydrate dashboards. There’s no bridge between web2 & web3 data, yet.

Blockchain 355

Blockchain Marketing Advertising Government 355

User Pilot

JULY 4, 2024

But how can you effectively measure product metrics that can help you reach your goals and increase revenue growth? In this article, we’ll explore some key metrics, analysis techniques, as well as actionable strategies to track and enhance your product performance. What metrics you track will heavily depend on your goals.

Metrics 111

Metrics Systems Review Retention Customer Lifetime Value 111

Tom Tunguz

DECEMBER 1, 2021

Rather, the clarity of the goals and the repetition in their communication create internal alignment. On metrics: Early in Stripe’s history, the company tracked output metrics in dashboards. Strategic metrics are the numbers that move over quarters or years, eg, share of global payment volume.

Scale 264

Scale Scaling Payment Services Leadership 264

SaaStr

JUNE 8, 2022

Teams end up spending more time working through the process than they do actually communicating with customers. Any way you slice it, there’s an absence of humanity in the way brands communicate with customers. However, there are some important channel-level and overarching metrics to track. .

B2B 300

B2B Branding Marketing B2C 300

SaaStr

JULY 21, 2020

You should already know your MRR, cash burn, NPS, all your key metrics almost immediately after the month ends. List your top few key metrics (MRR, growth, cash burn, NPS, etc). Communication and updates tail off during tough times. This is your best hack. The key here is not to spend a ton of time on it. So send it out!

Sales Recruiting 363

Sales Recruiting New CTO Scale CTO 363

Buffer Resources

NOVEMBER 8, 2023

  Thankfully for folks like me, there are many brilliant tools to help you keep on top of your content marketing metrics (little to no math required). Then, to add a little nuance to the discussion, we’ll deep dive into the metrics that matter the most to several top content marketing teams (including Buffer’s).

Content Marketing 134

Content Marketing Metrics Social Media Marketing 134

User Pilot

NOVEMBER 7, 2024

Collect customer data to calculate complex formulas for tracking metrics, monitor customer health scores, and resolve support tickets while continuously trying to improve retention and expansion. Examples could be streamlining communication or effectively tracking customer engagement to support your customer success efforts.

Customer Success 105

Customer Success Enterprise Software Review Startup 105

SaaStr

JANUARY 31, 2022

Metrics That Matter. It was a critical metric for us because when I started we were at -15% quota capacity. Communicate Clear Rules of Engagement. Over-communicate to the team. Leadership And Communication. I’m an over-communicator who leads with integrity and loves to have fun. Geographic vs. Named Account.

Sales Recruiting 246

Sales Recruiting Sales Hiring Scale Enterprise 246

SaaStr

APRIL 26, 2024

Culture Structure You want a culture of checking results and having metrics to evaluate those results from the LLM or a more traditional model. You want a culture that focuses on your metrics and evaluating what’s important to you. Whatever the metric is, you have to translate that into a concrete metric.

AI Search 287

AI Search AI Artificial Intelligence Scale 287

SaaStr

JULY 6, 2022

Front is a communication hub that helps teams work better with customers. The app connects all communication channels (social media, email, live chat, etc.) into one inbox, automates repetitive tasks, supports collaboration, and delivers analytics to track key performance metrics. As of 2022, Front has reached an impressive $1.7

Enterprise 261

Enterprise Sales Hiring Social Media Communication 261

Tom Tunguz

MARCH 19, 2020

First, transparent communication. David Sacks wrote Happy Talk versus Hard Talk , which is an excellent post on how to communicate during a crisis. As you articulate communication plans, speak with transparency, candor, and gravity. There is no better example than Winston Churchill.

Startup 247

Startup SaaS Payments Payment Services Payment Methods 247

User Pilot

OCTOBER 19, 2024

A well-crafted release note can transform how you communicate product updates to your users. They communicate changes, fixes, additional features, and upgrades associated with the new release and provide key information (if required) to help users navigate the latest updates. What are release notes?

Social Media 105

Social Media Communication Engagement Software 105

User Pilot

OCTOBER 10, 2024

The purpose of these questions is to help Slack understand how you will use the platform—whether it’s for a small team project or an entire company communication hub. It also works well because it mirrors the core value of the tool: real-time, team-based communication. What can you learn from Slack?

Onboarding 105

Onboarding SaaS Software Communication 105

SaaStr

NOVEMBER 23, 2022

Anybody can post the numbers—the right churns, contraction profiles, or ARRs—but they should also earn these metrics with integrity. Do it with accountability, alignment, transparency, and sufficient communication. Communicate frequently with your team—formal and ad hoc. Align on a top-down and bottom-up approach. Key takeaways.

Underperforming Technical Team 313

Underperforming Technical Team Leadership Outsourced Development Finance 313

User Pilot

OCTOBER 19, 2024

For a broader measure of satisfaction, you’ll need to consider other customer success metrics. They include metrics like the Net Promoter Score , Customer Effort Score , Customer Churn/Retention Rates , etc. Similarly, you want to communicate clearly and honestly about your products, features, and services.

Business 111

Business Underperforming Technical Team Customer Lifetime Value Systems Review 111

SaaStr

MARCH 29, 2023

When you communicate with someone, customer or otherwise, you often get into the process of refining pretty quickly. Be clear on your north star metrics Both small and large companies face the tension of being pulled in all directions. For instance, for Docusign, their north star metric is the number of signatures generated.

Sales Hiring 241

Sales Hiring Scale Strategy Metrics 241

SaaStr

NOVEMBER 12, 2020

Regardless of the size or stage of your company, the “Why” of turning upmarket must be understood and communicated throughout the company. But keep in mind that employee count isn’t always indicative of company size, ARR or funding, and so typically revenue is the more important metric. . Key Takeaways.

Scale 293

Scale SMB Sales Hiring Enterprise readiness 293

SaaStr

MARCH 1, 2023

Phase 2: $50M – $250M ARR At this point of your growth, you’ll need to monitor metrics, focus on your target customer, and stay humble and curious. Monitor your metrics. Aim to bring consistency to your metrics tracking and be objective about what the metrics tell you about the business.

Scale 272

Scale Scaling Government Software Review 272

SaaStr

OCTOBER 28, 2022

In 2021, there was much less focus on efficiency and more on revenue metrics like ARR. Still, the good thing is that companies have the power to use levers to help improve their efficiency metrics: “There is the ability to control that gross margin on the expense side,” says Blond. A New SaaS Playbook.

Sales Recruiting 260

Sales Recruiting Sales Hiring Leadership Interviewing 260