Sales Hacker

FEBRUARY 12, 2021

Enterprise CRM vs. SMB CRM. Analytics and forecasting. Forecasting: This feature lets you see if your sales team is on target and you can use this data to inform future campaigns. The only extra costs you might forecast are for additional users. Track your recurring revenue, upgrades, downgrades, and churn.

Payment Solutions 118

Payment Solutions Enterprise Scale Payments 118

Clouded Judgement

APRIL 11, 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. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 184

Cloud Software Azure AWS 184

Clouded Judgement

DECEMBER 21, 2023

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. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 184

Cloud Software Benchmarks Retention 184

Clouded Judgement

SEPTEMBER 12, 2023

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. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 176

Cloud Software Benchmarks Retention 176

Clouded Judgement

APRIL 12, 2023

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. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 167

Cloud Software Benchmarks Retention 167

How To Buy Saas

FEBRUARY 25, 2025

Rapid SMB adoption with 200K+ customers. Startups, SMBs, and mid-market; teams wanting all-in-one marketing + sales. Excellent forecasting tools. AI & ML Features Einstein AI offers lead scoring, opportunity insights, forecast predictions, and now Einstein GPT for generative AI (e.g., Market share leader (21.7%

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

Clouded Judgement

JUNE 20, 2023

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. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 167

Cloud Software Benchmarks Scale 167

Clouded Judgement

DECEMBER 20, 2022

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. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 130

Cloud Software Review Software Benchmarks 130

Point Nine Land

NOVEMBER 10, 2020

The simple LTV formula The simplest formula to calculate LTV in a subscription business is ( Customer Lifetime x Gross Profit) , where customer lifetime is ( 1 / Customer Churn Rate) and gross profit is ( Average Revenue per Account (ARPA) x Gross Margin). This is not an unusual pattern in SMB SaaS. That makes no sense.

Outsourced Development 97

Outsourced Development Customer Lifetime Value Churn Forecasting 97

Sales Hacker

NOVEMBER 15, 2017

Analytics is the active study of different types of data with the aim of discovering meaningful patterns and translating these into insight (such as historical analyses and forecasts), or action (such as those intended to improve business performance). . Forecasting. EOY is an acronym for End of Year. Firmographic. Fiscal Year.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

Point Nine Land

JUNE 18, 2023

Both can be used to report on customers, subscriptions, and revenue. Cohort analysis is the best way to forecast customer lifetime and get a solid estimate of LTV and CAC payback times — obviously extremely important so you know how much you can spend on customer acquisition. Should I look at churn or retention cohorts?

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

ChurnZero

JUNE 11, 2021

In this article, you’ll learn the why and how behind evaluating your customer health scores to sharpen your renewal forecasts and ensure significant customer behavior never falls off your radar. . A customer health score is a value that indicates the likelihood that a customer will renew their subscription or service with your company.

Software Review 96

Software Review Systems Review Underperforming Technical Team Scale 96

OPEXEngine

JANUARY 11, 2022

Companies that do not need to lock customers in with minimum commitments, particularly in the SMB space, use these types of models. Many companies want to migrate their subscription or perpetual business to consumption pricing models; however, it doesn’t always result in incremental business. Uncommitted contracts.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

Intercom, Inc.

AUGUST 29, 2019

But that’s easier said than done, which is why we’ve published our new book Intercom on Sales : a deep dive into the many lessons we’ve learned about how selling works at scale, covering everything from hiring tactics to the needs of modern buyers to fundamental processes for forecasting and managing deals. I don’t expect it ever will.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

ChurnZero

MARCH 18, 2022

I would take each book of business and forecast what’s going to happen to it. Then, I’d measure you off the forecast. I could imagine doing a forecast off the surveys where you use the intent-to-renew survey to say, “We think your book of business at renewal is worth this, go beat that.” Customer Success around the web.

Customer Success 98

Customer Success Metrics SaaS Banking 98

SaaS Metrics

OCTOBER 3, 2020

In addition to core accounting functionality including AP/AR and general ledger, accounting solutions offer more functionality including asset depreciation, bank reconciliation, advanced invoicing and billing, forecasting and budgeting and analytics.

Software 52

Software Payment Features SaaS Banking 52

ChurnZero

OCTOBER 12, 2021

They also increased client retention among SMB subscriptions by 2%. The team used ChurnScores as their guiding metric for renewal communications which allowed them to more accurately forecast renewals. With this new model, they covered 100% of clients with proactive outreach, and grew 1:1 coverage by 102%.

Healthcare 98

Healthcare Systems Review Scale Point of Sale 98

OPEXEngine

MAY 12, 2020

Based on historical experience, we forecast large enterprise-focused vendors sustaining renewal rates significantly better than SMB focused models, and subscriptions priced on infrastructure/data levels sustaining better than seat-based models.”.

Technical Review 59

Technical Review SaaS Software Review Sales Hiring 59

FastSpring

JUNE 11, 2024

Are you looking for a merchant of record that will help you grow your subscription software business? FastSpring provides an all-in-one payment platform for SaaS, software, video game, and other digital goods businesses, including software management, VAT and sales tax management, global payments, and consumer support.

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

ChurnZero

OCTOBER 12, 2021

They also increased client retention among SMB subscriptions by 2%. The team used ChurnScores as their guiding metric for renewal communications which allowed them to more accurately forecast renewals. With this new model, they covered 100% of clients with proactive outreach, and grew 1:1 coverage by 102%.

Healthcare 52

Healthcare Systems Review Scale Point of Sale 52

Chart Mogul

SEPTEMBER 15, 2023

Software subscriptions are the life of every SaaS business and must be accounted for properly in your general ledger. That is SaaS subscription revenue and the corresponding deferred revenue balance. I’m also a board member of Beek , a B2C subscription audiobook company, and I’ve advised many companies across both models.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SmartKarrot

JULY 25, 2022

Drive accurate retention and expansion forecasting from your Team Managers to inform business decisions and drive KPIs. Maximize renewal rates and recurring revenue; ensure customer growth. Responsible for driving process creation and execution for strong implementation, deep adoption, high retention and expansion of customers.

Customer Success 3

Customer Success SMB AI Forecasting 3

SmartKarrot

FEBRUARY 9, 2022

Consumer retention can represent or forecast customer satisfaction, emotional attachment to the brand, repurchase behavior, and customer involvement. However, it includes any downgrades or cancellations of subscriptions or contracts. Customer retention is a parameter that evaluates customer loyalty. It is a complete loss of revenue.

Retention 10

Retention Revenue SaaS Benchmarks 10

Sales Hacker

JANUARY 7, 2025

I need to understand, you know, day by day, my forecast is where we’re going to land. So you need to have that because those, especially if you think about SMB, They don’t have, I would say, technical people inside their organization. And I’m a big believer in the SMB space. It’s in the SMB.

Outsourcing Services 119

Outsourcing Services Scale Outsourced Development AWS 119

SaaStr

JUNE 10, 2020

They’re trying to figure out how to preserve cash, how to control costs, how to forecast out, how to run the business and maintain it successfully through this time. If you have a lot of SMB and commercial companies and they start to go out of business then that’s out of your control.

Travel 241

Travel Scale Marketing Outsourcing Services 241

Casey Accidental

DECEMBER 11, 2023

Besides building a growth model and forecasting your growth from it, which I absolutely recommend you should do, what are the factors that contribute to how quickly you need to be investing in that second product after the first product finds product/market fit? Canva was more of a single player and SMB tool.

Payments 113

Payments Scale Payment Solutions Technical Review 113

SaaStr

NOVEMBER 22, 2019

But the way that we ran the forecast, the way that we spoke about metrics and performance, there were all of these sorts of subtle behavioral accountability changes that drove that sort of intensity. Because that is a very clear measure of a subscription model health. Harry Stebbings: SMB to enterprise or vice versa.

Underperforming Technical Team 205

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 205

SaaStr

SEPTEMBER 13, 2019

Allison Pickens: As companies were shifting from on-premise software, perpetual license models, to the SaaS subscription model they were realizing, actually, that they would be making money over time, in triple, from their clients. Then, on the SMB side your attach rate might be zero, or it might be 10 or 20%. Harry Stebbings: Got you.

Engineering 34

Engineering Scale Underperforming Technical Team Customer Success 34

SaaStr

AUGUST 9, 2019

It’s not an SMB where you’re getting volumes of 100 a day. You said there about mid-market and it not having the same velocity of SMBs. I clearly don’t get out enough if I have a couple of questions on mid-market versus SMB, but let’s go for it. A couple of questions on this. So it is pretty interesting.

SaaS Payments 159

SaaS Payments Cloud Technical Review Sales Hiring 159

Kellblog

FEBRUARY 2, 2023

Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. The early returns indicate that while consumption-based companies are seeing bigger hits to NRR, that they are nevertheless driving higher overall growth than their subscription-based counterparts. Consumption pricing. Bankruptcy.

Software Review 127

Software Review Development Team Review Underperforming Technical Team Scale 127

Sales Hacker

OCTOBER 7, 2021

Cassie spent the first pre-SaaS chapter of her tech career in growth roles in subscription and marketplace businesses (TheLadders.com, GLG). which activities are classified as COGS vs. S&M), cash flow forecast, etc. It took me a long time to admit to myself that I don’t enjoy transactional SMB sales.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

OPEXEngine

SEPTEMBER 10, 2020

Part of that exercise requires forecasting both the close of the year, while also considering how a company will evolve over the coming year – what is changing and what is not. At the same time, some enterprise SaaS companies are working to lengthen subscription terms beyond 12 months where they can lock customers in now.

Payment Services 59

Payment Services SaaS Payments Trends Payment Solutions 59

SaaStr

JANUARY 7, 2021

SaaStr 308: RevenueCat CEO Jacob Eiting on Managing Millions in Mobile Subscriptions While Growing 20% a Month. Most of us think a lot about standard B2B SaaS and Cloud subscriptions, but we are still new to the issues, challenges, and opportunities in mobile subscriptions. Romain Lapeyre is CEO of Gorgias.

Scale 298

Scale Sales Hiring Scaling B2B 298

SaaStr

NOVEMBER 16, 2020

It was a subscription based model. So my SMB reps, for example, are going to get many more at bats during their first quarter for maybe then one of my enterprise or global reps. I had to care that you were successful. Andy MacMillan: I’m a Salesforce customer. So I think that’s why we have sales ramps.

Sales Hiring 281

Sales Hiring Scale Leadership Technical Review 281

Clouded Judgement

APRIL 9, 2025

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. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 157

Cloud Software Benchmarks Retention 157

Sales Hacker

MARCH 25, 2025

building data hug out, which was in the predictive forecasting, you know, pipeline management space. It really does need to be broken down into parse and process the invoice, then check the ERP, then do these things. They fundamentally disrupted how they did this invoice processing that involved BPLs for. So like, if I go back.

AI Search 70

AI Search AI Scale Software 70

Kellblog

JUNE 17, 2023

Then again, I come from an enterprise background, but I do work with some SMB companies. They use what I believe is a non-standard definition of CAC payback period , defining it on ARR as opposed to subscription gross profit. months assuming the more standard formula and 80% subscription gross margins.

Scale 118

Scale Sales Benchmarks Headcount 118