Intercom, Inc.

NOVEMBER 3, 2022

You’re investing resources in hiring and training the right people, tracking different metrics at different stages, adding more and more complexity with each increase in headcount, use cases, and customers. And with that, the orchestration layer, the planning, and the scheduling developed many more complexities.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

Intercom, Inc.

NOVEMBER 14, 2018

For example, say that I notice we’re over delivering on sales eligible leads but our number of stage one opportunities – new leads that our Sales Development Representatives (SDRs) mark as qualified and pass to our Account Executives (AEs) – hasn’t increased. Contraction dollars. New logos acquired. New logo revenue. Expansion dollars.

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

SaaSX

FEBRUARY 5, 2020

Here’s a super basic overview of the key P&L areas we typically use: Revenue Cost of Goods Sold (COGS) Sales & Marketing Expenses (S&M) Research & Development Expenses (R&D) General & Administrative Expenses (G&A). This INCLUDES headcount-related expenses. Not Utilizing a Proper SaaS Chart of Accounts.

Finance 118

Finance Sales Hiring Headcount Scale 118

Baremetrics

NOVEMBER 1, 2021

Initially, we’ll be bringing your Baremetrics data into your Flightpath account so you can forecast new revenue by new customers, expansion, contraction, and churn. With the founders’ brilliance, Flightpath quickly developed into the financial modeling software for SaaS companies that we love and use everyday. What is Flightpath?

Finance 96

Finance Outsourced Development Sales Hiring Forecasting 96

Intercom, Inc.

MARCH 12, 2019

” In our case, a resounding “yes” required seeing a positive impact on customer expansion and one big enough to justify the fully-loaded cost for the additional headcount. We tracked customer churn, contraction, expansion and overall health, and correlated the metrics to our relationship managers’ activities.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

BetterCloud

MARCH 17, 2025

SaaS budgeting checklist In addition to the amount of money you already spend on SaaS, you should also check: Term lengths of your current contracts How many seats do you get for each application How often these applications are used Who manages the application for each department This will give you a more clear snapshot of your SaaS situation.

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

Tom Tunguz

JUNE 6, 2016

When is the right time to increase sales headcount for a SaaS startup? Fast sales cycles correspond to execution sales, when account executives don’t need to educate the market, rather they just need to finalize the contracts. Third, the company is observing shortening sales cycles or very short sale cycles.

Scale 100

Scale Sales Hiring Scaling Startup 100

Sales Hacker

MAY 15, 2023

We’re approached multiple times a day by lead generation companies or outsourced sales companies who are either paid on retainer — regardless of performance — or paid on performance. You aren’t able to properly align sales and product development goals , leading to confusion and inefficiency. Keep the costs down Headcount is expensive.

Sales Hiring 104

Sales Hiring Scale Outsourcing Services Payment Services 104

Intercom, Inc.

FEBRUARY 1, 2018

I stumbled upon Eric Ries and Steve Blank, the concept of customer development – it was a revelation. Eventually we focused on agriculture, on corn and soybean farmers, and changed from a concept of a thousand tiny contracts sold a day to a couple giant contracts sold a month. We got sales leads. We were closing deals.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

ChurnZero

DECEMBER 2, 2022

Q: Did you develop a CSM competency model for each segment? Alli: Customer employee headcount aligned well for us with contract value and customer revenue. Many CS leaders struggle with knowing the right headcount they need to run their operations efficiently while avoiding CSM burnout.

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98

SaaSOptics

MAY 2, 2022

If you observe the average sales headcount of early-stage product-led companies, you’ll find that many have already laid the foundation of a hybrid model because (in most cases) a strong sales team is what ultimately allows them to scale and maintain their hold on the market. There Aren’t Many True Product-led Companies.

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97

SaaStr

DECEMBER 1, 2023

But for a non-sales or marketing product, a tech or development product, or products that are more complicated than the last sale are likely to implode because they can’t learn it on the fly. It’s not all about process, joining calls, talking about contracts, and giving a bigger discount.

Sales Hiring 157

Sales Hiring Sales Recruiting Sales Interviewing 157

Andreessen Horowitz

FEBRUARY 13, 2024

This simplicity is of course shrouded in the complexity of biology, and demands that biotech companies thoughtfully de-risk existential concerns throughout the drug development lifecycle. One powerful avenue is through the use of an exceptionally well-curated, comprehensive, and accessible virtual data room (VDR)! key in vivo data results).

Development Team Review 125

Development Team Review Technical Review Finance Systems Review 125

Sales Hacker

NOVEMBER 27, 2019

You’re new hires are begging for better development — especially Millennials. Unfortunately, not all of us have the recommended annual budget of $1,500 per rep and $3,000 per manager for development, nor do we have a Sales Training department that can actually train salespeople properly. an annual development budget.

Sales Hiring 91

Sales Hiring Onboarding Sales Recruiting Outsourcing Services 91

Sales Hacker

FEBRUARY 5, 2021

There are industry, size, geography, titles, headcount, and whatever else is publicly available. What are all the steps from not aware of the pain to let’s sign the contract? Write down searchable and non-searchable characteristics. Searchable characteristics are those that you can find on LinkedIn, Zoominfo, etc.

Scale 134

Scale Sales Underperforming Technical Team Headcount 134

Andreessen Horowitz

MARCH 21, 2024

On a much smaller scale, we’ve also started to see some leaders deploying their genAI budget against headcount savings, particularly in customer service. One executive mentioned that “LLMs are probably a quarter of the cost of building use cases,” with development costs accounting for the majority of the budget. A multi-model future.

Generative AI 145

Generative AI Enterprise AI Artificial Intelligence 145

OPEXEngine

MARCH 9, 2022

For over a decade, we have been benchmarking R&D expenses and headcounts. We are working with our Bain colleagues, as well as the SaaS benchmarking community to develop a better understanding of R&D ROI and the levers that impact it. Understand how your outsourced teams are impacting your return.

Software Review 59

Software Review Development Team Review Technical Review Outsourced Development 59

ChurnZero

NOVEMBER 29, 2022

First, it felt like I was abandoning my customers and punting them over to our professional services team once they signed a contract. Like many early-stage Customer Success teams, I was working with limited resources and did not have any headcount to hire new talent. Second, we were leaving expansion opportunities on the table.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

SaaSOptics

SEPTEMBER 14, 2021

In reality, one simple discipline can take your Financial Operations from good to great—with no additional cost or headcount. . million, can you provide a schedule showing the revenue by customer, contract, and item supporting that summary number?) What’s the secret? Be consistent. If the answer is no, now is the time to change that.

Outsourced Development 60

Outsourced Development Point of Sale Headcount compliance 60

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. They’re going to develop a really close relationship with a sales representative.

Scale 188

Scale Payment Services Sales Hiring Payment Methods 188

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Developing your Sales Operations Skills. If you want to develop your sales operations skills to create new and impactful strategies, this is the team for you. Performance.

Scale 71

Scale Sales Hiring Sales Outsourced Development 71

Sales Hacker

SEPTEMBER 2, 2023

Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Kyle Norton – SVP of Sales Yes, with almost every vendor.

AI 96

AI Revenue Scale ChatGPT 96

OPEXEngine

JULY 27, 2021

The SaaS Finance MeetUPs help provide context for our benchmarking community to the OPEXEngine benchmarks and content that we develop. In the meeting, we also looked at the benchmarks for G&A spend for public and private companies, as well as at how Finance headcount grows as a SaaS company grows.

Finance 52

Finance Outsourcing Services Scaling SaaS 52

OpenView Labs

FEBRUARY 10, 2020

They employ more than 150 people in sales and another 120 people in business development according to data from LinkedIn. Sales now accounts for about 7% of the company’s headcount–a similar share of their workforce as marketing or product management. The rest of their headcount only grew by 31%. Atlassian now has a sales team.

Sales Hiring 57

Sales Hiring Scale Headcount VP of Engineering 57

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

Sales Hiring 210

Sales Hiring Scale SaaS Payments Payment Services 210

Chart Mogul

SEPTEMBER 26, 2024

Your company growth depends on headcount There’s nothing wrong with growing your headcount or relying on it to drive profits in the early stages. But as your company scales, relying on headcount growth alone won’t cut it. They regularly revisit existing workflows and develop standard procedures to make everything run smoother.

Revenue 52

Revenue Technical Review Sales Hiring Scale 52

OPEXEngine

NOVEMBER 23, 2020

Research & Development Expenses (R&D). This INCLUDES headcount-related expenses. If you are utilizing Gusto or a similar payroll tool, your headcount expenses are likely coming into your P&L as one (or maybe two) line item(s). Cost of Goods Sold (COGS). Sales & Marketing Expenses (S&M).

Finance 52

Finance Sales Hiring Headcount Scale 52

Intercom, Inc.

MAY 13, 2021

That really translated into me enjoying working with existing customers, helping them realize the value of what they purchased and grow the relationship beyond the first 30 days or the first contract, and then me exploring post-sales leadership and falling in love with that. “First of all, the go-to-market teams are all partner teams.

Scale 177

Scale Customer Success Sales Hiring Strategy 177

ChurnZero

MARCH 22, 2019

How to develop a customer health score and key customer events to track. We had one of our portfolio companies with 60% of their headcount reporting up through CS, and that’s how they focused and was the culture of the business. If you do multi-year contracts that’s probably a more specific way of doing it.

Retention 61

Retention Payment Methods Outsourced Development SaaS Payments 61

ChurnZero

JUNE 27, 2023

Organizations in a growth phase typically start with contract value and especially the long-tail customer. Like us, many companies will start considering size, such as customer-company headcount, or product type. For example, you could use contract value and customer employee count and product type.

Customer Success 52

Customer Success Strategy Outsourced Development Systems Review 52

ChurnZero

OCTOBER 15, 2021

They reviewed all our contracts. During one of our BIG RYG Hyper-Workshops on budgeting for Customer Success headcount, Kristen Hayer of The Success League, framed this shift by explaining that as a CS leader, you’re not running a happiness team, you’re running a revenue team. The VC firm gave me the term sheet.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

CustomerSuccessBox

MARCH 9, 2022

Hence it is essential that the customers continue to subscribe and keep renewing their contracts for the company to be successful. However, this does not stop CRM developers from trying to incorporate Customer Success into their platforms. In fact, they allow your team to manage more accounts without the need to increase headcount.

Customer Success 52

Customer Success Scale Customer Lifetime Value Outsourced Development 52

ChurnZero

DECEMBER 28, 2021

But occasionally, your busy days get interrupted by an email from a customer who wants to cancel their contract. How do I structure a budget for headcount?”. With this investment, we’ll continue to grow the Customer Success ecosystem, expand our team, fuel our go-to-market programs, and deepen our product development.

Sales Hiring 52

Sales Hiring Headcount Customer Success Outsourced Development 52

ChurnZero

JANUARY 25, 2024

We don’t see that changing in 2024, even as headcount starts to normalize. Customer onboarding roles The SaaS industry has recognized that a strong onboarding process is essential for customers to realize value early, adopt throughout their contract, and renew.

Customer Success 52

Customer Success Sales Recruiting Sales Hiring Scale 52

Sales Hacker

JULY 8, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Overseeing the growth of their sales and business development organization from 2 to 30 teams across the U.S. I think you develop a sixth sense for, “This is fine.

Scale 125

Scale Scaling VP of Engineering Technical Review 125

BetterCloud

NOVEMBER 1, 2017

The special requirement was that salespeople in the field had to be able to write contracts offline.). “We According to IDC research , software purchases will surpass app development in a few years. Additionally, research shows that in 2015, only 29% of in-house software development projects succeeded. And they are not cheap.

VP of Engineering 45

VP of Engineering Underperforming Technical Team Outsourced Development Airlines 45

Chart Mogul

DECEMBER 22, 2021

Google Play — added a new one-click import functionality (vs previous integration that required development work). Linked subscriptions — introduced linked subscriptions i.e. changes to a single customer’s subscriptions in quick succession are classified as expansion or contraction activity, instead of a churn and reactivation.

Software Review 52

Software Review Systems Review Payment Features PayPal 52