Tom Tunguz

FEBRUARY 16, 2020

One of the most consistent errors made in sales projections and planning is mismatching the ramp time to the sales cycle. What does this mean? If my startup has a 9 months sales cycle and the VP of Sales projects a six month ramp time, my startup is committing this error.

Scale 253

Scale Forecasting Sales Interviewing 253

TechEmpower SaaS

MARCH 4, 2024

AI empowers businesses to craft more impactful marketing campaigns by utilizing data analytics for content personalization and market trend forecasting, thereby significantly enhancing campaign relevance and effectiveness.

Generative AI 443

Generative AI AI CTO Hire Sales Recruiting 443

Sage Intacct

JUNE 28, 2022

Even for seasoned SaaS CFOs that have been in the subscription revenue sector for years, reporting and forecasting can be daunting processes. Not to mention the tight deadlines finance teams frequently operate under.

Forecasting 129

Forecasting Finance Payment Features Subscription 129

The Moz Blog

NOVEMBER 22, 2024

Learn how to forecast and demonstrate the value of your SEO efforts in this week's Whiteboard Friday and put it into practice with a free worksheet. Tom Mansell talks about quantifying predicted SEO value, closing performance gaps, and calculating ROI.

Forecasting 110

Forecasting 110

SaaStr

AUGUST 5, 2024

They’re expected to back up forecasts and gut feelings with data. Build a value narrative A health score A forecast Keep reading to learn how to achieve this if you have best-in-class data and how to do it if you’re not there yet. #1: If You Have Access to Data Your data-driven health score will dynamically inform your forecast.

Scale 285

Scale Customer Success Scaling Revenue 285

SaaStr

NOVEMBER 16, 2020

Re-forecast cash — and Come Up With an Action Plan. Do a new forecast. Do not stick with the old forecast. They don’t re-forecast cash properly or their ZCD. Net net, four summary things I suggest after a Hard Miss: First , re-forecast revenue and cash — immediately. times out of 10. For real.

Scale 344

Scale Forecasting Revenue Consulting 344

For Entrepreneurs with David Skok

JUNE 10, 2020

The OECD is forecasting the worst recession in a century. Covid and the associated lockdowns are likely to be the biggest disruptive event to occur in most of our lifetimes. There are huge global changes coming as a result. But expect to see far more change than just a recession. Many industries have been disrupted,

Forecasting 325

Forecasting Startup 325

The Daily Egg

AUGUST 20, 2021

Companies use payroll budgets to forecast salary expenses for the coming year. These budgets also include related expenses such as federal payroll. The post How to Create a Payroll Budget appeared first on The Daily Egg.

Forecasting 315

Forecasting 315

SaaStr

MARCH 24, 2021

Sales forecasting: Over time, you should be able to determine a percentage likelihood of deals closing at each stage. These forecasts are an important budgeting tool and can help you identify gaps in your pipeline. It’s important to regularly revisit and update your stage probabilities to improve your forecasting. Prospecting.

Sales Hiring 320

Sales Hiring Startup Sales Outsourced Development 320

Tom Tunguz

FEBRUARY 18, 2022

Like the tops-down math, the aggregate sales manager forecast confirms the sales team has chalked up 74% of the number for the quarter in late-stage. Forecast are accounts that the managers expect to close. That’s a promising start and the data suggests the team will perform similarly this quarter to previous quarters.

Scale 330

Scale Sales Forecasting Outsourced Development 330

SaaStr

DECEMBER 13, 2020

When you have a stumble, dispassionately and logically re-forecast. have to try to re-forecast on their own — they’ll quickly lose confidence in your ability to do so. When is our Zero Cash Date now? Does this change when we get to $2m or $5m or $10m ARR? Does it change anything fundamental about what we are doing?

Forecasting 358

Forecasting Communication SaaS Scaling 358

SaaStr

AUGUST 10, 2024

Then, you can re-forecast once. If you need to re-forecast a second time in your first year — you joined the wrong startup. But realize no one is out to get you, or sabotage you. Everyone wants you to succeed. Start off with an honest plan, that you understand and believe in. After that? That’s on everyone.

Sales Hiring 273

Sales Hiring Forecasting Sales Startup 273

SaaStr

JULY 18, 2022

So Gartner has its latest report out on worldwide IT forecasts, taking into account inflation, the Ukraine invasion, current effects, and other volatility today. Startups: THIS IS THE WORSE RECESSION SINCE THAT TULIP THING I READ ABOUT IN SCHOOL pic.twitter.com/qGKuXLchFQ.

Venture Capital 347

Venture Capital Software Cloud Forecasting 347

Tom Tunguz

APRIL 14, 2020

72% of respondents have adjusted revenue targets and forecasts, or expect to soon. Only about 1% have seen a benefit and are increasing their forecasts. Here some of the highlights that I observed in my reading: 96% have seen some impact to their business. 61% will see a decline in Q2 bookings relative to Q1.

Sales Hiring 275

Sales Hiring Sales Forecasting Travel 275

SaaStr

JANUARY 5, 2023

CFOs can build operating forecasts and multi-year plans, create financial models and scenario analyses, establish financial discipline, and create a culture of accountability. Live and die by the forecast. Developing a robust forecast is imperative for your future success. First: Why hire a CFO, anyway? . Key takeaways.

Sales Hiring 48

Sales Hiring Acquisition Forecasting Outsourced Development 48

The Daily Egg

DECEMBER 10, 2020

It takes advanced forecasting and situation modeling to get an estimate, with no guarantees that you’re even in the right ballpark. The supply and demand equation is a monster, even for mathematical geniuses. And the larger your business, the more challenging this gets.

Software Review 282

Software Review Software Management Forecasting 282

SaaStr

MARCH 27, 2023

They are really, really good at forecasting. Recommendations Forecast in next-12-month increments, update your assumptions frequently, and build multiple scenarios. There’s a common error in that people set financial forecasts only at the beginning of their fiscal period and don’t revisit them.

SaaS Payments 245

SaaS Payments Technical Review Software Review Venture Capital 245

SaaStr

MARCH 13, 2020

Calmly re-forecast for the year based on a bottoms-up analysis (e.g., Just “cutting the burn” or freezing hiring isn’t a real, re-forecasted plan. Explain to the team, with data, why the company can calmly get through the next 12-18 months, or longer. A bit more here. longer sales cycles).

Sales Hiring 282

Sales Hiring Forecasting Enterprise Metrics 282

SaaStr

APRIL 4, 2022

Weimer organizes her team at Podium by the seven pillars of revenue marketing: Marketing Operations: Marketing operations cover scaling of the campaign execution process, marketing tools, forecasting, attribution and reporting, and driving improvements to campaign quality metrics and infrastructure. . Key Takeaways.

Scale 276

Scale Revenue Scaling Marketing 276

SaaStr

DECEMBER 22, 2022

Carefully forecast and re-forecast your Zero Cash Date. Also no “Sh*t Sandwiches” Don’t package bad news after a bunch of pseudo-good news. Get straight to it and address it head-on. At the start of the conversation, not buried at the end. #6. And share it in every monthly update. So update it dynamically.

Forecasting 58

Forecasting Finance Startup Metrics 58

SaaStr

OCTOBER 30, 2022

Gartner: Business Software Spend Still Forecast to Rise 11.3% The Simple Reason Startups That Just Raised $100s of Millions Are Doing Layoffs. Customers Love a Good Product Roadmap Review. Go Do More of Them. 5 Interesting Learnings from Paycom at $1.2 Billion in ARR. to $880 Billion in 2023. Top Podcasts This Week: 1.

Sales Recruiting 304

Sales Recruiting CTO Compensation Software Review 304

Tom Tunguz

JULY 28, 2022

The 21% decline should provide founders an input into their forecasts for the remaining two quarters of 2022, especially infrastructure startups. Earlier this year, founders estimated a 30% ARR drop in their businesses. Results from these clouds suggest the market isn’t as soft as the 30% estimate - at least not yet.

GCP(Google Cloud Platform) 265

GCP(Google Cloud Platform) AWS Startup Azure 265

SaaStr

DECEMBER 12, 2023

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. It removes a lot of the fool’s gold from the forecast.

Forecasting 295

Forecasting Point of Sale Technical Review SMB 295

SaaStr

OCTOBER 15, 2023

We use Gong for everything from driving our enablement efforts to managing the forecast. #4. Other than your own, what app would you never let anyone take away from you no matter what: Gong – one of the few apps that drives value for all users, from ICs to Execs. Scratchpad : Most apps are built with management in mind.

Revenue 292

Revenue Forecasting Sales Enablement Customer Success 292

Tom Tunguz

APRIL 23, 2023

If Gartner is correct in their forecast, next year should see 13% annual growth. Competitive dynamics have changed with budget consolidation favoring suites over best-in-class solutions & cost-cutting rather than revenue growth products. Software spending is accelerating, which means the market remains vibrant, just more competitive.

Software 268

Software Government Healthcare SMB 268

Clouded Judgement

SEPTEMBER 13, 2024

Generally, software companies follow a beat-and-raise model in their forecasts. The interpretation of this could be one of several things: 1) companies are remaining conservative in their forecasts, 2) selling conditions have worsened slightly, or 3) beat-and-raise scenarios are simply becoming harder to achieve. the guidance) changes.

Cloud 242

Cloud Forecasting Metrics Payment Features 242

SaaStr

NOVEMBER 8, 2021

So when building out your forecast, do the math and work backwards to the top of funnel metrics you need under this 20-20-20 framework. #2 .” That is certainly doable… but in a noisy world with hundreds of SaaS companies competing hard for the same developers on GitHub, by no means is driving that “traffic” easy.

Scale 351

Scale Cloud Forecasting Pricing 351

SaaStr

OCTOBER 6, 2023

Also, worth noting almost everyone in the Cloud 100 has either gotten to cash-flow positive or is forecasting to get there by 2024. Almost everyone: The post The Cloud 100’s 2023 Growth Rate Has Plummeted From 100% in 2022 to 55% Today. But They’re Much More Profitable. appeared first on SaaStr.

Cloud 270

Cloud Forecasting Retention SaaS 270

SaaStr

JULY 25, 2022

Make your value metric easy to understand, estimate, and forecast. budget and forecast. The notion of value must always be defined in terms of your customer success—the outcomes your customers want to generate from using your product. If you are pricing off a value metric that fluctuates wildly, you can’t expect your customers to ?budget

Pricing 276

Pricing Strategy SaaS Forecasting 276

SaaStr

JULY 13, 2022

However, the revenue forecast accuracy and the realization of that revenue each month are more important. No control over forecast accuracy: SaaS founders don’t know how many leads they’ve generated. If you ask a SaaS founder the most crucial metric for his sales pipeline, they’ll likely say MRR.

Scale 281

Scale Sales Hiring Revenue Marketplace as a Service 281

SaaStr

APRIL 28, 2022

Outreach , the first and only Sales Execution Platform, helps revenue teams bring intelligence to workflows, unlock full visibility across the entire revenue cycle, and commit their forecasts with confidence. Expense reports and out-of-pocket purchases just don’t work for today’s forward-thinking teams.

Forecasting 272

Forecasting compliance Finance AI 272

SaaStr

JUNE 22, 2023

Rattle gives revenue leaders control over their business with intelligent real-time alerts that unlock actionable insights, drive collaboration and alignment, and improve forecast accuracy. Update your revenue data from anywhere, all within Slack or MS Teams.

Scale 239

Scale Banking compliance Forecasting 239

SaaStr

SEPTEMBER 1, 2022

The system connects financial and operational data to easily explore historicals, and accurately forecast bookings, revenues, workforce, expenses, and cash flows. Empower your inside sales team by automating the hardest parts of outbound calling.

compliance 275

compliance Forecasting AI Onboarding 275

SaaStr

MAY 30, 2024

How to Use AI to Drive Sales There are five key areas where AI can be helpful, and they are: Lead generation Lead scoring Sales forecasting Personalized engagement Churn prediction Lead Generation Predictive analytics can help identify who the right leaders are and what they’re searching for.

Scale 299

Scale AI Search Azure Sales 299