Intercom, Inc.

JUNE 3, 2021

Where should you invest your resources? If you’re short on time, here are a few quick takeaways: You can’t balance short-term and long-term investments without considering the existing product strategy. Choosing the right investment is a balancing act of art and science. And yet, now might be a good time to hit the accelerator.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

Clouded Judgement

DECEMBER 8, 2023

Companies have reduced headcount, but new bookings aren’t getting any easier Quarterly net new ARR growth : Some green-shoots! Most public companies don’t report net new ARR, so I’m taking an implied ARR metric (quarterly subscription revenue x 4). Altimeter is an investment adviser registered with the U.S.

Cloud 167

Cloud Software Review Headcount Trends 167

ChurnZero

MARCH 23, 2023

Customer Success benchmark: headcount How many people should be on a Customer Success team? of revenue or less…and overall 64% of respondents reported non-headcount budgets of $200,000 or less: a severe under-investment in this critical business function.” When asked about non-headcount budgets; 8.3%

Headcount 52

Headcount Benchmarks Customer Success Scale 52

ChurnZero

MARCH 23, 2023

Customer Success benchmark: headcount How many people should be on a Customer Success team? of revenue or less…and overall 64% of respondents reported non-headcount budgets of $200,000 or less: a severe under-investment in this critical business function.” When asked about non-headcount budgets; 8.3%

Headcount 52

Headcount Benchmarks Customer Success Scale 52

Clouded Judgement

APRIL 6, 2023

That’s a big difference, especially when you layer in the growth in headcount from 2021 to 2022. Essentially companies grew headcount significantly to add less ARR. We’re obviously seeing the rightsizing of this now with headcount reductions. The second chart comes from the latest MS CIO survey (below).

Cloud 130

Cloud Headcount Subscription Payment Features 130

Clouded Judgement

MARCH 22, 2024

Headcount planning, budgeting, fundraising, etc can often be largely based on a top line plan. Most public companies don’t report net new ARR, so I’m taking an implied ARR metric (quarterly subscription revenue x 4). Companies that do not disclose subscription rev have been left out of the analysis and are listed as NA.

AI 190

AI Cloud Revenue Technical Advisors 190

Hitenism

JANUARY 16, 2017

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Double headcount every 6-9 months. In 2016, venture capital investment in SaaS is up to $7B, from $1.5B They raised $65 million dollars with that plan.

Scale 147

Scale Venture Capital SaaS Headcount 147

SaaSOptics

JANUARY 9, 2020

One person to manage expense reports, commissions, billing and invoicing, cap tables, revenue recognition, deferred revenue and more. Could you imagine sending out an invoice to a customer whose office is in Dallas, headquarters are in North Dakota and your business operates in New York accurately stating sales tax before it gets sent out?

Payment Features 77

Payment Features Deferred Revenue Scale Finance 77

Sales Hacker

JANUARY 7, 2025

Okay, let’s go on invest. Scott Barker: Do you think AI is going to reduce our overall headcounts on revenue teams? So that means you’ve got the right economics and then you use your, I would say, a high-end resource towards a bigger segment where you know you will have better return on investment with bigger deals.

Outsourcing Services 117

Outsourcing Services Scale Outsourced Development AWS 117

BetterCloud

MARCH 17, 2025

Get ready to turn those monthly charges into strategic investments that fuel your business growth. You likely already have a laundry list of SaaS subscriptions that have been around the company longer than you have. Are you using too much or too little of your budget on these subscriptions? What is SaaS budgeting?

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

Chart Mogul

APRIL 2, 2021

Everything you need to consider before you’re ready to make the Build vs Buy decision for your subscription analytics platform. In this post, we want to share some of that knowledge in order to help companies that are trying to decide whether they should build or buy their subscription analytics software. Further reading.

Subscription 72

Subscription Payment Features Headcount Engineering 72

Intercom, Inc.

AUGUST 29, 2019

When I started, they had a big growth plan as far as headcount, but they were a little bit looser on processes and cadences and things like that framework I was talking about. So again, we got aggressive headcount to see the growth, and we put together a plan where we can actually see maybe even a little bit more growth with the same people.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Kellblog

NOVEMBER 23, 2022

burn) by failing to invest in the second half of 2023 for growth in 2024. The next block focuses on headcount: Total employees, at end of period. The first block is revenue, optionally split by subscription vs. services. It’s important to see both subscription and overall (aka, blended) gross margin for benchmarking purposes.

Technical Review 127

Technical Review Software Review Forecasting Churn 127

InsightSquared

MAY 7, 2019

When scaling the business, sales typically averages roughly 30% of revenue, so therefore sales spend is one of the biggest investments a company can make. At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC).

Scale 102

Scale Sales Hiring Metrics Sales 102

OpenView Labs

MAY 24, 2021

For private SaaS companies that do not publish their financials, you can alternatively compare R&D headcount with Sales and Marketing headcount using LinkedIn data as an approximation. Veeva sees similar dynamics among its Vault customers, with 2013/2014 cohorts growing subscription revenue by 26.8x and now adopting 4.4

Scale 98

Scale Headcount Sales Hiring Benchmarks 98

Clouded Judgement

MARCH 31, 2023

If we believe that AI will ultimately allow us to do “more with less,” we may see headcount growth slow for traditional roles. Most public companies don’t report net new ARR, so I’m taking an implied ARR metric (quarterly subscription revenue x 4). What do I mean by this?

Cloud 130

Cloud Sales Hiring AI Headcount 130

ChurnZero

MAY 17, 2022

The company plans on doubling its headcount in 2022. About ChurnZero ChurnZero is a real-time Customer Success platform that helps subscription businesses fight customer churn. ChurnZero has quickly become one of Washington, D.C.’s For more information visit [link]. Media contact Heather Philbin pr@churnzero.net.

Marketplace as a Service 98

Marketplace as a Service Technical Review Headcount Software Review 98

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Subscription business model. The lesson here is to view your products in terms of S Curves and ensure you’re investing in your next greatest hit. The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines. Customer data. Economies of scale.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Chart Mogul

APRIL 2, 2021

Everything you need to consider before you’re ready to make the Build vs Buy decision for your subscription analytics platform. In this post, we want to share some of that knowledge in order to help companies that are trying to decide whether they should build or buy their subscription analytics software. Further reading.

Subscription 52

Subscription Payment Features Headcount Engineering 52

ChurnZero

JANUARY 3, 2020

The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year. ChurnZero helps subscription businesses fight customer churn. You see their work mentioned in almost every G2 review.”.

Customer Success 69

Customer Success Venture Capital Software Review Technical Review 69

Outseta

JANUARY 20, 2020

At this point Buildium raised $2M from K1 Capital , investing the money primarily in marketing and hiring. Buildium’s valuation highlights how the idea that all revenue needs to be recurring doesn’t take any sort of nuance into consideration. While these revenues are pay-per-use, rent payments are both large and regular.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Intercom, Inc.

FEBRUARY 1, 2018

I recently hosted Rachel on our podcast to learn why Slack needed to invest in growth marketing, what her team prioritized first, how they’ve partnered with Slack’s rapidly scaling sales team, and more. Then, it’s not successful, because you didn’t invest enough. The temptation is to scale it back too much.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

ChurnZero

DECEMBER 19, 2024

We needed a structured approach to monitor customer engagement, assess feature adoption, and ensure that clients were fully leveraging their investment, says Robin Driver, NinjaCat’s vice president of customer success. We also expanded our ARR by almost 25% without needing to add any CSM headcount.

Customer Success 52

Customer Success Scale Underperforming Technical Team Innovation 52

CustomerSuccessBox

DECEMBER 3, 2021

New areas of investment have been identified and you are ready to speak with the CEO/CFO about additional budget requirements. You may find yourself protecting your headcount, rooting for investments you want in tech, and giving suggestions for new product features. Areas for Customer Success investment. Revenue growth.

Customer Success 52

Customer Success Data Technical Review Headcount 52

ChurnZero

AUGUST 23, 2019

The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year. ChurnZero helps subscription businesses fight customer churn. About G2 (formerly G2 Crowd). Headquartered in Chicago, G2.com

Software Review 56

Software Review Customer Success Software Venture Capital 56

SaaSOptics

JULY 20, 2020

They had to take out 7-8 headcount in order to get their burn rate down. The first step is to put down the spreadsheet and invest in technology that can automate the calculations of complex SaaS metrics and financials. . “They had these long spreadsheets for calculating deferred revenue,” Philip explains. “We

Technical Review 56

Technical Review Metrics Deferred Revenue SaaS 56

OPEXEngine

SEPTEMBER 9, 2021

From variations on the subscription model itself, to inbound marketing or product led growth, account based sales models and Customer Success organizations, the CFO is in the driver’s seat to guide the corporate vessel through evolving models and changing economics.

Benchmarks 52

Benchmarks Sales Hiring Headcount Customer Lifetime Value 52

ProfitWell

MARCH 27, 2019

Grab your pals, whatever the heck their names are, and let’s get into some midweek subscription. com can expect to be bumped up a class, thanks to a $37 million dollar investment by General Catalyst and Accel. You pay for a CRM to see a boost in that all-important return on investment, right? The Rundown In resources.

Travel 45

Travel Cybersecurity Headcount Entertainment 45

Totango

APRIL 14, 2020

While most of us associate the digital leap to subscription and third-party software services with customer empowerment, those same tech advances make it easier than ever to provide personalized care in a targeted, scalable manner. 4. Establish Early Warning Systems.

B2B 71

B2B Scale Marketplace as a Service Sales Hiring 71

Baremetrics

JULY 25, 2019

If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business. Yet, while forecasting subscription businesses is a new frontier, it’s far from the state of the art. And how can founders at any stage get better at predicting their future? Staring into the Void.

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

ChurnZero

MAY 17, 2022

The company plans on doubling its headcount in 2022. About ChurnZero ChurnZero is a real-time Customer Success platform that helps subscription businesses fight customer churn. ChurnZero has quickly become one of Washington, D.C.’s For more information visit [link].

Marketplace as a Service 52

Marketplace as a Service Technical Review Headcount Software Review 52

ProfitWell

MARCH 3, 2020

Listen wherever you get podcasts: Your top subscription news. Slack, for instance, grew their sales headcount by 66% year over year, compared to 31% for other functions. In just two days, the Chargify crew goes live and beyond subscription —and they’re taking us with them. That’s it for your March 3 episode of Recur Now.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

CustomerSuccessBox

DECEMBER 14, 2021

That’s the beauty of the subscription economy. Thus, Customer Success is the one responsible for getting more licenses and subscriptions from those customers. Viewing CS as a cost center and cutting costs by cutting headcount will definitely backfire. Well, how can you grow your business through current customers?

Customer Success 52

Customer Success Customer Lifetime Value Headcount Retention 52

ChurnZero

DECEMBER 18, 2020

Like let’s take a more conservative approach in the earlier months of the year in terms of adding headcount. Learning Subscriptions: The Future of Customer Education – Read how SaaS companies can catch up to create a customer education program. . Maybe a little bit more provisional, and maybe a little bit more conservative.

Customer Success 87

Customer Success Sales Recruiting Sales Hiring Finance 87

BetterCloud

APRIL 25, 2024

Get ready to turn those monthly charges into strategic investments that fuel your business growth. You likely already have a laundry list of SaaS subscriptions that have been around the company longer than you have. Are you using too much or too little of your budget on these subscriptions? What is SaaS budgeting?

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

ChurnZero

NOVEMBER 1, 2019

The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year. ChurnZero helps subscription businesses fight customer churn. About G2 (formerly G2 Crowd). Headquartered in Chicago, G2.com

Venture Capital 40

Venture Capital Software Review Technical Review Headcount 40

ProfitWell

DECEMBER 6, 2019

Your top subscription news. What’s the return on investment of your mom? And in this article he explains why, and proposes a different approach to thinking about the optimal CSM headcount to help you build a more effective customer success organization. And that’s a wrap for your December 6 subscription news.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43