SaaStr

DECEMBER 12, 2023

What is their definition of success? Step 4: Align Your Sales Process to the Buyer’s Journey This is where the importance of managing pipeline and forecasting comes into play. The seller needs to know what they’re doing, but you want to forecast based on if a buyer is taking action. Why do they need the product now?

Forecasting 298

Forecasting Point of Sale Technical Review SMB 298

SaaStr

MAY 30, 2024

Let’s break down the definition of PLG into a few components. Sales Forecasting Having insights into your customers based on what they have done in the past, how they use your product, and how much they’ve spent, and overlaying that with the macro conditions is helpful to determine how much a customer can generate. That’s PLG.

Scale 305

Scale AI Search Azure Sales 305

SaaStr

MAY 17, 2024

Of course, that’s not true, and it definitely won’t help you warm up to your new founder or CEO. Depending on the stage and maturity of your business, how far can you realistically forecast, and how do you want to set up your process around that? It’s obvious, but how do you do this? Noam gives an example from Grammarly.

Scale 304

Scale Technical Review Sales Hiring Artificial Intelligence 304

User Pilot

NOVEMBER 29, 2023

Earned value and variance reports compare the actual project performance against its forecast performance. Forecasting reports aim to predict how the project will perform in the future and how to proactively address obstacles that may appear. Forecasting report The aim of forecasting reports is to predict future performance outcomes.

Software Review 105

Software Review Technical Review Forecasting Trends 105

User Pilot

JULY 29, 2024

Trend analysis tracks quantitative data to identify patterns, helping SaaS companies forecast outcomes, understand variations, and plan strategic initiatives effectively. It helps forecast growth and financial planning. It is crucial for understanding user engagement and product usage trends.

Data 105

Data Data Analysis User Experience Trends 105

User Pilot

DECEMBER 10, 2023

When used right, it helps SaaS companies analyze and understand their current performance and forecast annualized revenue. TL;DR Revenue run rate is a forecasting technique used to estimate the revenue of a business over some time. Conclusion Revenue forecasts are an important part of company management, budgeting, and decision-making.

Revenue 104

Revenue Scale SaaS Forecasting 104

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. Forecasting.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

Kellblog

JULY 26, 2023

That post was focused on what, if anything, “annual recurring revenue” (ARR) means such an environment, and how that impacts metrics that rely on ARR as part of their definition (e.g., Specifically, what does it mean in short ASC companies when you discuss common concepts like pipeline coverage and the sales forecast ? CAC ratio ).

Forecasting 76

Forecasting Sales Enterprise Pricing 76

Andreessen Horowitz

APRIL 23, 2024

Alex: Let’s forecast out. I wouldn’t look at the subscription revenue percentage as whether it’s a sufficient business or not, we are definitely a subscription business. Immad: Pre-product market fit, we’d definitely be in an office. That data is not public. My answer is: you’ve got to have the right data.

Payments 110

Payments Forecasting Payment Services Sales Hiring 110

SaaStr

APRIL 5, 2023

Shah’s definition of revenue operations includes things like: Laying out the operational foundations for how an organization thinks about these functions and how they grow. Rev ops go across the entire sales cycle, starting at sales and moving through customer success, implementation, and every other step along the customer journey.

Sales Hiring 245

Sales Hiring Education Scale Strategy 245

Sales Hacker

JULY 18, 2019

Sales forecasting… Did you just shudder? You’ll learn: Rules for an accurate sales forecast. Key data for sales forecasting. Step 3: forecast sales (with a future pipeline calculator). Getting to an Accurate Sales Forecast. Accurate sales forecasting is part art but mostly science. Forecast Categories.

Forecasting 73

Forecasting Sales Outsourced Development Technical Review 73

SaaStr

JUNE 13, 2024

Sometimes, it’s two hours a week; the rest is spent filling out forms, one-on-one meetings, forecasting calls, etc. Not like 2021 post-pandemic growth, but definitely growth. Reps spend about 75% of their time on non-selling tasks. If you measure the hours they’re customer-facing, it’s 25% or less. The second is a blending of roles.

Scale 311

Scale AI Sales Underperforming Technical Team 311

Buffer Resources

JULY 24, 2024

⚡ Pro-tip : Many social networks also help you do this for their specific channel like Pinterest’s trend forecast and Instagram’s  “Reel Trends” feature. But it’s not flexible or customizable and definitely not feasible to use your social networks for customer support.

Social Media 114

Social Media Outsourcing Services Strategy ChatGPT 114

Kellblog

MAY 10, 2021

Forecasting rules. Weekly forecast calls. A weekly sheet, such as the one used here , that allows you to track, communicate, and intelligently converse about the forecast and its evolution. The CRO will have their own, different one for the sales team’s weekly forecast call. Forecast category (e.g.,

Sales Hiring 118

Sales Hiring Scale Sales Recruiting Enterprise 118

Sales Hacker

NOVEMBER 16, 2023

The insight behind how implementing buying committee playbooks increased revenue 270%, doubled win rates, and shrank forecasted misses at Stytch. Failure to do this will result in faulty forecasts, wasted time and effort, and missed targets. Going beyond the ICP Knowing your ICP definition is only half the battle in the sales process.

Part-Time VPE 122

Part-Time VPE Technical Review Forecasting Software Review 122

User Pilot

NOVEMBER 27, 2023

This metric provides a clear picture of your company’s financial health, allowing for accurate revenue forecasting and identifying trends in subscription revenue. x 100 = 5% Monthly recurring revenue (MRR) Your MRR represents the total predictable revenue your company expects to generate from recurring payments in a single month.

Payments 105

Payments Revenue Payment Features SaaS Payments 105

User Pilot

OCTOBER 29, 2023

WTP Predicts future customer churn WTP can also help you forecast future customer churn – and possibly prevent it. You can also use it to prioritize certain features over others. If one of them is likely to increase the WTP more than the other, that’s what you build first.

SaaS 105

SaaS Interviewing Pricing Market Research 105

Kellblog

MARCH 1, 2025

Specifically, that the company is forecasting a pipeline generation shortfall of about 50 oppties and the CEO asks marketing: How much money will it take for you to generate 50 more? If making slides, always put definitions in the footer. But say they’re looking at cost. Is $9,000 * 50 = $450,000 even correct? Use footnotes.

Sales Hiring 72

Sales Hiring Benchmarks Metrics Startup 72

Sales Hacker

DECEMBER 9, 2022

Many organizations start with simple rules and definitions – geography-based territories (east, central, west) or account-based territories. Don’t just evaluate market potential for territory definition. Do your current territory definitions still suit the needs of your business or do new structures or rules need to be considered?

Scale 120

Scale Headcount Sales Forecasting 120

Neil Patel

OCTOBER 7, 2020

Some extras are definitely more important to consider than others, depending on your business type and needs. But if you’re just looking for a straightforward scheduling solution, this should definitely be a top consideration. So keep a close on these various options as you’re shopping around. Request your free demo to get started. #5

Software Review 145

Software Review Software Systems Review Sales Recruiting 145

Stax

FEBRUARY 26, 2024

This visibility aids in accurate forecasting and budgeting, empowering businesses to make informed decisions for future growth. Recurring payments offer predictability, allowing businesses to plan ahead and invest in growth initiatives confidently. Plus, there’s the fact that customers appreciate the convenience of recurring payments.

Payment Services 88

Payment Services Payment Features Merchant Services Payment Methods 88

SaaStr

JANUARY 24, 2022

I swear I’ve heard as many different definitions of “bookings” as there are flavors of ice cream. There is nothing worse than telling your board and investors you need to adjust your revenue recognized or revenue forecast. Always, my first questions is, “What’s your revenue?” My next question is then, “What do you define as booking?”

Finance 334

Finance Outsourcing Services Systems Review Technical Review 334

Clouded Judgement

JUNE 19, 2024

Every public company has a number of equity research analysts covering them who build their own forecasted models, which combine guidance from the company and their own research / sentiment analysis. Beating consensus revenue estimates is the first aspect of a successful quarter. So what are these consensus estimates and who creates them?

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

Point Nine Land

DECEMBER 1, 2020

A methodology in five simple steps I learned how to run forecast and pipeline reviews, first, by distilling what my sales managers did when I was a sales rep and, then, building my own systems as a sales leader at Revinate, at Framer, and advising a number of B2B SaaS companies. Why forecasting? I’ll suggest two perspectives here.

Development Team Review 59

Development Team Review Systems Review Forecasting Software Review 59

Kellblog

FEBRUARY 13, 2022

Pipeline conversion rates (on a regular or to-go basis ) as a way of measuring pipeline quality or triangulating the forecast ? If the answer to any of those question is yes, you need to care about your definition of pipeline. For those regressions to work, stage definitions should come from clear rules.

Sales 139

Sales SMB Systems Review Forecasting 139

Kellblog

SEPTEMBER 30, 2024

Someone asks how that’s defined, but only five minutes are spent on definition. The CRO discusses the forecast , using seemingly standard words like best-case and worst-case. Twenty minutes is lost in a discussion trying to figure out what the forecast actually is. This quarter’s forecast (if applicable)?

Business 104

Business Forecasting Leadership Churn 104

FastSpring

JULY 26, 2024

That it was like worth buying and owning the game versus the, you know, whatever it was, three or four dollar rental you’d have for the weekend, but there was a few that definitely stood out. So it’s definitely an interesting topic in one where, you know, I like it because there’s no answer.

Development 158

Development Strategy Marketing Forecasting 158

Stax

MARCH 6, 2024

Recurring revenue allows merchants to forecast future revenues more accurately, which aids in financial planning and resource allocation. The key benefits include: Predictable revenue streams The predictability of recurring billing creates a win-win situation for merchants and customers.

Merchant Services 88

Merchant Services Payment Services Payment Methods Payment Features 88

Valuize Consulting

MARCH 16, 2025

AI: Your Strategic Ally in Outcome Identification and Definition AI empowers you to move beyond anecdotal evidence and subjective interpretations. Predictive Analytics for Proactive Engagement: AI can forecast customer behavior , allowing you to anticipate potential churn, identify upsell opportunities, and proactively address customer needs.

Scale 52

Scale AI Customer Lifetime Value Technical Review 52

SaaStr

JULY 1, 2021

That can definitely help. For us, definitely one big thing that we look for us is, are you a driver of the situation you’re in? Josh : Yeah, no, I definitely know them very well. That was definitely a key one for us. You can definitely fake growth for a while by buying more use at the top of the funnel.

VP of Engineering 299

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 299

Valuize Consulting

NOVEMBER 11, 2024

For instance, CS leaders will now be able to: Project direct revenue per CS hire Calculate ROI on technology investments Forecast scaling economics and marginal returns Building a Strategic Partnership with Finance This shift isn’t merely about improving financial optics; it’s about forging genuine strategic alignment between CS and Finance.

Customer Success 52

Customer Success Pricing Investment Revenue 52

Clouded Judgement

DECEMBER 2, 2022

2023 Forecasts There are 2 primary questions that matter right now for software stocks - are rates going up or down, and are numbers (foreword estimates) going up or down. If so, we definitely have real cuts to ‘23 numbers still in front of us. Follow along to stay up to date! The proverbial canary in the coal mine?

Cloud 130

Cloud Forecasting Software Review Revenue 130

Neil Patel

OCTOBER 19, 2020

Forecast Monday Mavenlink Jira VivifyScrum. But it’s definitely something that needs to be taken into consideration. 1 – Forecast Review — The Best Collaboration Features. Forecast is an all-in-one project management and resource management solution. The Top 5 Options For Agile Project Management Tools.

Payment Solutions 118

Payment Solutions Management Payment Services Technical Review 118

Clouded Judgement

JULY 28, 2023

Powell said the Fed staff no longer is forecasting a recession. Here’s a quote: “So the staff now has a noticeable slowdown in growth starting later this year in the forecast, but given the resilience of the economy recently, they are no longer forecasting a recession.” Q2 GDP came in at 2.4%

Cloud 130

Cloud Azure AWS GCP(Google Cloud Platform) 130

Intercom, Inc.

FEBRUARY 18, 2019

A common definition for engagement for many SaaS apps is: number of logins. We don’t believe in some universal definition of engagement that applies to all products. like sales, retention, growth, LTV, etc — is a great way to ultimately predict and forecast business progress based on engagement levels. I think this is a mistake.

Engagement 178

Engagement Metrics Business SaaS 178

Intercom, Inc.

MAY 13, 2022

Besides helping you forecast future revenues for operational planning purposes, analyzing CLV helps you target your most valuable customers with sales and marketing efforts and determine whether your customer acquisition costs (CAC) are in line with what you expect to earn from each new customer. Why is customer lifetime value important?

Customer Lifetime Value 118

Customer Lifetime Value Forecasting Acquisition Revenue 118

Kellblog

MARCH 13, 2021

6] Where sales management should be scrubbing the close date as well as other fields like stage, forecast category, and value. [7] This is one reason why clear written definitions are so important: the bar will always float around somewhat, but you can get some control with clear definitions. [9]

Sales Hiring 145

Sales Hiring Forecasting Sales Metrics 145