SaaStr

AUGUST 5, 2024

They’ve made it by using basic adoption metrics and a gut feeling about where customers will land with renewals. They’re expected to back up forecasts and gut feelings with data. Pull whatever adoption and usage metrics and rate their health score. Historically, customer success teams have been pretty data-poor.

Scale 289

Scale Customer Success Scaling Revenue 289

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. If you are a revenue leader or a CEO, these metrics may help you get a better grasp on what happening in the market and what changes you might make to your business.

Sales Hiring 334

Sales Hiring Sales Forecasting Travel 334

Chart Mogul

SEPTEMBER 3, 2020

Sales forecasting is challenging on its own and especially so when you have to combine it with a product-led motion. Derek Skaletsky has developed a framework to combine both sales-led and product-led efforts in a single forecast. Forecasting sales. And this model has taken the forecasting challenge to a whole other place.

Forecasting 125

Forecasting Sales Business Engagement 125

Kellblog

APRIL 29, 2021

This is the second in a three-part series focused on forecasting and pipeline. In part I , we examined triangulation forecasts with a detailed example. Thus, to keep it simple I base a lot of my pipeline metrics on week 3 snapshots (e.g., It provides a basis for snapshotting analytics. week 3 pipeline conversion rate) [9].

Forecasting 143

Forecasting Scale Benchmarks Pricing 143

SaaStr

MARCH 12, 2025

“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. Instead, focus on two key metrics: Pipeline coverage – Do we have a chance to hit our numbers? Actual sales – Did we hit our targets?

Sales Hiring 207

Sales Hiring Marketing Technical Review Underperforming Technical Team 207

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. Know what metrics you want to track. Design your sales process so you can report on key metrics.

Sales Hiring 321

Sales Hiring Startup Sales Outsourced Development 321

Clouded Judgement

JULY 16, 2024

With embedded applied AI and machine learning technologies built specifically for Finance, our platform automates and streamlines workflows, accelerates analysis and improves forecast accuracy, equipping the Office of the CFO to report on, predict and guide business performance. You can some metrics below based on different share prices.

Benchmarks 295

Benchmarks Data Artificial Intelligence Machine Learning 295

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. In fact, 60% of forecasted deals don’t close, leading to uncomfortable conversations about budgets and with investors. What is sales forecasting?

Forecasting 131

Forecasting Scale Sales Hiring Sales 131

Clouded Judgement

JANUARY 24, 2025

It might also boost sales forecasting accuracy by using your enterprise’s historical transaction data to predict future trends more reliably. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against.

Enterprise 157

Enterprise AI Cloud Artificial Intelligence 157

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 The favorable consumption-based pricing metrics on this Battery slide speak for themselves. 2 – Product Qualified Lead To Marketing Qualified Lead Ratio.

Scale 354

Scale Forecasting Cloud Pricing 354

Intercom, Inc.

NOVEMBER 14, 2018

If you’re forecasting short on your global revenue target, do you know how you’ll make up the difference? Sales KPIs versus sales metrics: Is there a difference? Some might argue that there are fine-grained distinctions to be made between KPIs and metrics. That’s not a rhetorical question. Beware of headline KPIs.

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

SaaStr

DECEMBER 22, 2022

Carefully forecast and re-forecast your Zero Cash Date. Your cash-out date is a dynamic metric. And make it as core to your investor-level metrics as your MRR is. #7. Improve How You Report Metrics, Especially Gross Margins. Too many founders were fast-and-loose with a lot of metrics the past few years.

Forecasting 59

Forecasting Finance Startup Metrics 59

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. Make NPS a Top 3 metric if it isn’t yet. Explain to the team, with data, why the company can calmly get through the next 12-18 months, or longer.

Sales Hiring 321

Sales Hiring Forecasting Enterprise Metrics 321

Neil Patel

FEBRUARY 26, 2021

In an ideal world, sales teams and business leaders would have crystal balls to help them predict accurate sales forecasts. Then what’s the best way to go about creating sales forecasts for your business? Then what’s the best way to go about creating sales forecasts for your business? Con 1: Sales Forecasting Takes Time.

Forecasting 115

Forecasting Sales Hiring Sales Trends 115

SaaStr

JULY 25, 2022

Using value metrics to optimize pricing. Before looking at all the different pricing models, you must measure your value metric. Knowing your value metric can help determine how much of the customer value you can monetize. How can you define your value metric in an optimal way? link your value metric to customer success.

Pricing 278

Pricing Strategy SaaS Forecasting 278

SaaStr

APRIL 4, 2022

The original function of demand generation was about the top-of-funnel awareness and vanity metrics. Rather than operating on our own in silos, marketers must extend our focus beyond top-of-funnel metrics and partner with sales to create a pipeline velocity. . The purpose and limitations of demand generation. Key Takeaways.

Scale 279

Scale Revenue Scaling Marketing 279

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 Consulting Revenue 344

Clouded Judgement

SEPTEMBER 13, 2024

One metric I like to examine is how much companies adjust their full-year guidance. Generally, software companies follow a beat-and-raise model in their forecasts. There’s less margin for error in software forecasting, and “beats and raises” have become harder to achieve than ever before.

Cloud 252

Cloud Forecasting Metrics Payment Features 252

SaaStr

MAY 17, 2024

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? You can set longer-term goals and know where you want to be, what strategy could get you there, and how to differentiate in the space, but tactically, how far ahead can you forecast?

Scale 304

Scale Technical Review Sales Hiring Artificial Intelligence 304

ChurnZero

MAY 25, 2023

Better forecasts improve Customer Success’ standing There’s something in it for CS too. Forecasts help business leaders identify the risk of churn or opportunity of growth in terms of business impact. They rely on forecasts to secure funding and allocated resources. will renew, then $12,000 is in the forecast.

Forecasting 97

Forecasting Customer Success Outsourced Development Metrics 97

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 246

SaaS Payments Technical Review Software Review Venture Capital 246

Intercom, Inc.

FEBRUARY 18, 2019

This is a metric that needs to be “operationalized” by your various teams. A user engagement metric becomes tremendously helpful when comparing different populations of users. Correlate with other business metrics. “Product engagement is an essential metric? ?for Step 4: Give it context by normalizing raw scores.

Engagement 178

Engagement Metrics Business SaaS 178

Kellblog

OCTOBER 30, 2022

Unlike Meritech Public Comps , where you can see metrics for the best [1], public SaaS companies, this private company data is somewhat harder to come by (the only other source that springs to mind is RevOps Squared ) and, for most of us, it provides much more realistic comparables than Meritech [2]. Everyone’s an optimist.

Metrics 143

Metrics SaaS Benchmarks Churn 143

How To Buy Saas

DECEMBER 20, 2024

These metrics include monthly recurring revenue (MRR), customer acquisition cost, churn rate, customer lifetime value, etc. If you are a SaaS business owner, you can invest in analytics tools to get better insights and data to analyze these metrics and make actionable decisions.

Payment Services 52

Payment Services SaaS Payments Payment Solutions Payment Features 52

TechEmpower SaaS

JULY 24, 2023

What are your key Startup Metrics ? If you launched tomorrow, how many users would you forecast? 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? Wireframes?

Innovation 780

Innovation Development CTO Hire Technical Review 780

SaaStr

MARCH 21, 2021

Few things instill confidence more than a crisp, metrics-filled monthly investor update that comes right after the month ends. Share those key metrics, plus some quick color. 6: Do a dynamic, rolling forecast of your revenue and zero-cash date. Don’t make this complicated. More on how to do this here.

Sales Hiring 320

Sales Hiring Forecasting Churn Metrics 320

SaaStr

JULY 13, 2022

These processes might include listening to employees, getting external feedback, or reviewing your metrics regularly. . If you ask a SaaS founder the most crucial metric for his sales pipeline, they’ll likely say MRR. However, the revenue forecast accuracy and the realization of that revenue each month are more important.

Scale 288

Scale Sales Hiring Revenue Marketplace as a Service 288

Tom Tunguz

JANUARY 31, 2021

This is why median is a better metric in this case. The average doesn’t capture this concentration and the risk associated with assuming continued performance. Imagine the impact to attainment if a competitor were to poach Siana in Q1. The median attainment for scenario 1 is 80%, identical to the average. How does this hurt companies?

Forecasting 168

Forecasting Sales Hiring Headcount Finance 168

SaaStr

APRIL 16, 2020

Just like we’re half-adjusted to shelter-at-home, most of us have now adjusted to new metrics in bookings, retention, and downgrades. Yes, most of you lowered your forecast for 2020 and even just decided to get through Q2 without any clear goals. But there are there at least in part. So I have a very simple suggestion.

Payment Services 296

Payment Services Forecasting Churn Retention 296

Stax

APRIL 15, 2025

In fact, monthly recurring revenue (MRR) is one of the most important metrics subscription businesses should be aware of. MRR is an important metric for SaaS businesses to track to understand business health. For subscription-based businesses achieving consistent and predictable revenue growth is the holy grail.

Payments 88

Payments SaaS Payments Revenue Payment Services 88

Kellblog

OCTOBER 19, 2021

“The nice thing about metrics is that there are so many to choose from.” Translating it to metrics: Do we start every quarter with sufficient pipeline coverage ? ” — Adapted from Grace Hopper [1]. “Data, data everywhere. Nor any drop to drink.” Who Owns Pipeline Coverage and How to Measure It?

Sales Hiring 122

Sales Hiring Metrics Sales Forecasting 122

User Pilot

JANUARY 28, 2024

Tracking relevant product performance metrics allows you to assess how successful your product is at satisfying user needs and achieving business goals. What metrics should you track though? Our guide covers 11 key performance metrics to analyze at different stages of the customer journey. What are product performance metrics?

Metrics 105

Metrics Customer Lifetime Value Business SaaS 105

User Pilot

JULY 22, 2024

Wondering which customer engagement metrics to track? In this article, we discuss 12 key metrics you should cover – and why. TL;DR Customer engagement metrics measure how often customers interact with the product, how deep their involvement is, how satisfied they are with the product, and how valuable they find it.

Engagement 103

Engagement Metrics Customer Lifetime Value Benchmarks 103

User Pilot

SEPTEMBER 25, 2023

You just need to ensure you can get started correctly and the metrics you should report on to get the critical metrics. TL;DR SaaS reporting helps to track key metrics and inform the right decisions backed up with data. Databox can take your data and help you visualize your key metrics.

Metrics 105

Metrics SaaS Customer Lifetime Value Sales Funnel 105

Clouded Judgement

MARCH 29, 2024

For the majority of the software universe, Q4 earning season was not a catalyst for future forecasts to go up. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against. One positive has been the aggregate net new ARR growth in the quarter.

Cloud 284

Cloud Forecasting Subscription Payment Features 284

Neil Patel

APRIL 7, 2023

When it comes to SEO, forecasting can be a tricky concept. You’re trying to predict the future of your website’s traffic and search engine rankings, and oftentimes, it’s difficult to know what metrics to focus on, or if they are really giving you, your team, or your clients an actual picture.

Forecasting 81

Forecasting Underperforming Technical Team Engineering Trends 81

Clouded Judgement

JUNE 19, 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., This metric is more self-explanatory, so I won’t go into detail.

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318