OPEXEngine

FEBRUARY 2, 2021

And even though revenue forecasts might be highly uncertain, most managers have a good idea of how much it will cost them to operate their businesses under different scenarios. We encourage our partners to use a number of techniques to ensure the quality and reliability of their financial forecasts. Doing so doesn’t just help us.

Forecasting 40

Forecasting Underperforming Technical Team Headcount Scale 40

ChurnZero

JANUARY 11, 2024

Most company budgets that earmark dollars for customer success intend for it to go towards headcount. ChurnZero refers to that portion of the budget as the “non-headcount budget.” businesses braced for a recession that some economists had forecasted but never materialized. 2023 customer success budgets Economic context: U.S.

Headcount 52

Headcount SaaS Leadership Benchmarks 52

SaaStr

MARCH 7, 2023

Many of them said headcount management and spend were common levers they pulled, given the immediate and significant impact they have on spend. The forecasted median growth rate is more tepid now, around 35%. What companies actually achieve fell quite a bit short at 38%.

Outsourcing Services 161

Outsourcing Services Scaling Venture Capital Forecasting 161

Sales Hacker

DECEMBER 9, 2022

Defining territories based on historical definitions (“this is how I’ve always done it”) or sales forecasts. Separate from the sales forecast , seller capacity refers to the probability of achieving quota for a given seller. Model options to improve capacity where needed (enablement, coaching, marketing promotions, headcount, etc.).

Scale 99

Scale Headcount Sales Forecasting 99

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. We can improve our forecasting tools and provide better metrics on expense data. After all, our philosophy at Baremetrics is to help our customers make more. We listened.

Finance 96

Finance Outsourced Development Sales Hiring Forecasting 96

ChurnZero

MARCH 14, 2024

A verified CSM headcount for your new model: Our guide shows you how to evaluate whether your current CSM staffing plan can accommodate your new model, using a formula that determines the future headroom for each CSM, and compares current capacity with forecasted demand.

Customer Success 52

Customer Success Headcount Forecasting Communication 52

ChurnZero

JUNE 9, 2023

Good sales teams typically get the budget, headcount and tools they desire because the function is tied to revenue. As a result, CS teams often have to work harder to make the case for headcount, technology and even product requests on behalf of customers. How can CS leaders address this challenge?

Finance 98

Finance Metrics Customer Success Headcount 98

ChurnZero

NOVEMBER 22, 2021

As a Customer Success leader, do you get anxious at the thought of asking your CFO or CEO for additional headcount? Using these models, you too can learn how to go toe-to-toe with your Finance team by presenting trade-offs to get the headcount you need. How to Build a Customer Success Budget for Headcount. Discovery Call.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

ChurnZero

DECEMBER 2, 2022

Alli: Sales projections were based on both white space and sales forecast. 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

Intercom, Inc.

SEPTEMBER 29, 2021

Unlock further growth potential to scale Stuart’s support across all of their markets and support more delivery partners without increasing headcount on the support team. Strong, scalable support. Without bots and automation, it can be difficult to consistently tag, log, categorize, and analyze trends in the queries your team is receiving.

Scale 193

Scale Forecasting Headcount Trends 193

ChurnZero

MAY 17, 2022

The company plans on doubling its headcount in 2022. “Reviewers on TrustRadius value ChurnZero’s centralization of customer data, forecasting, in-app messaging, and customer segmentation,” said Megan Headley , VP of Research at TrustRadius. ChurnZero has quickly become one of Washington, D.C.’s

Marketplace as a Service 98

Marketplace as a Service Technical Review Headcount Software Review 98

Andreessen Horowitz

FEBRUARY 13, 2024

It divides the total financing proceeds into G&A functions (both headcount and categories like real estate), platform R&D, and program-specific R&D (often further subdivided by each stage of development, CMC, etc).

Development Team Review 118

Development Team Review Technical Review Finance Systems Review 118

SaaSX

FEBRUARY 5, 2020

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). these figures are going to be WRONG because you haven’t properly accounted for your headcount costs in Sales & Marketing.

Finance 118

Finance Sales Hiring Headcount Scale 118

OPEXEngine

OCTOBER 7, 2020

Employee productivity is up for the moment, as companies reduced headcount. We are currently conducting a 2020 Flash for the SaaS benchmarking community, looking at 2020 end of year forecasts for revenue, ARR, growth rates, and departmental expenses and headcount. 2020 Flash.

Trends 96

Trends Technical Review Headcount SaaS 96

Kellblog

FEBRUARY 6, 2021

Founded in 2106 in San Francisco by serial entrepreneur and new friend, David Greenbaum , OnPlan is a financial modeling, scenario analysis, and forecasting tool. to pursue real-time and collaborative budgeting and forecasting to support “continuous planning” (which is reminiscent of Planful’s messaging ).

Finance 87

Finance Forecasting Software Review Systems Review 87

Sales Hacker

SEPTEMBER 2, 2023

Forecast prediction: Uses augmented analytics to offer insight on deals in the pipeline that sellers expect to close in a given period through an AI-driven predictive forecast recommendation at multiple levels of the sales hierarchy. Kyle Norton – SVP My main RevTech stack isn’t too complex.

AI 80

AI Revenue Scale ChatGPT 80

Kellblog

NOVEMBER 23, 2022

One year of forecast. This year that’s your 2022 forecast, which is your first through third quarter actuals combined with your fourth-quarter forecast. The next block focuses on headcount: Total employees, at end of period. So, present context. Specifically: One year of history. This year that’s 2021.

Technical Review 116

Technical Review Software Review Forecasting Churn 116

OPEXEngine

AUGUST 25, 2020

adding headcount, reducing production time, expanding sales territories) to see likely outcomes. Robust models should let you model everything, everywhere—expenses, capital, headcount, revenue, projects, grants, quotas, and territories—across any department, entity, or function. Not exactly X-ray vision, but close.

Headcount 52

Headcount Forecasting Finance Business Model 52

OPEXEngine

SEPTEMBER 9, 2021

Take this example of working with Sales on how many account executives to add in the upcoming year: “Our current sales headcount is 30% higher than the sales headcount benchmark for SaaS companies our size and growth rate, and our ARR per sales rep is 30% lower than the benchmark.

Benchmarks 52

Benchmarks Sales Hiring Headcount Customer Lifetime Value 52

ChurnZero

DECEMBER 27, 2022

6/ How to transform Customer Success into a profit center with metrics and forecasting. Is your headcount staying flat next year? Find out how your CS team’s budget, size, and strategy compare against your peers, and if you, too, have grounds to ask your leadership team for more. Not so much. 10/ BIG RYG 2022 keynote sessions.

Leadership 90

Leadership Benchmarks Headcount Machine Learning 90

Kellblog

JUNE 17, 2023

Sales headcount as % of total headcount. I get where they’re coming from with this metric, but I prefer to track what I call quota carrying rep (QCR) density = QCRs / sales headcount. By default it’s relative to plan, not a projection or forecast. See my post.

Scale 102

Scale Sales Benchmarks Metrics 102

Valuize Consulting

OCTOBER 7, 2021

For example, in Sales, you can take your Annual Revenue Target, divide it by the Projected Revenue Attainment Per Headcount (factoring in some ramp time) and out comes a Headcount projection. This is the forecasted growth per customer, based on account planning. This includes downsells, churn and expansions.

Customer Success 52

Customer Success New CTO Scale Headcount 52

CustomerSuccessBox

DECEMBER 3, 2021

You may find yourself protecting your headcount, rooting for investments you want in tech, and giving suggestions for new product features. As a CS leader, you must quantitatively show the CFO an expense and revenue forecast. Customer Success Manager headcount and performance. CS is not a cost center.

Customer Success 52

Customer Success Data Technical Review Headcount 52

ChurnZero

MAY 17, 2022

The company plans on doubling its headcount in 2022. “Reviewers on TrustRadius value ChurnZero’s centralization of customer data, forecasting, in-app messaging, and customer segmentation ,” said Megan Headley , VP of Research at TrustRadius. ChurnZero has quickly become one of Washington, D.C.’s

Marketplace as a Service 52

Marketplace as a Service Technical Review Headcount Software Review 52

OPEXEngine

DECEMBER 17, 2019

Working with your management team, you then develop a bottom up forecast for expenses. Bottom-Up Expense Forecasting. Benchmarking also provides useful data on spending levels across the major expense categories, i.e., COR, R&D, S&M, and G&A, and well as specific data on headcount for each team within these categories.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

Valuize Consulting

MAY 4, 2022

Determine Coverage & Forecast Growth For Your Scale Strategy. Once you’ve selected your Scale strategy, finalize the headcount , technology and other investments you require to meet your coverage model and forecast your projected growth. A critical element of this forecast is aligning with your Finance team.

Scale 52

Scale Customer Success Scaling Strategy 52

OPEXEngine

NOVEMBER 23, 2020

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). these figures are going to be WRONG because you haven’t properly accounted for your headcount costs in Sales & Marketing.

Finance 52

Finance Sales Hiring Headcount Scale 52

BetterCloud

APRIL 25, 2024

You cannot low-ball your forecast for SaaS spending. Allocations can be manual or automatic, depending on the headcount of users. Don’t undersell or underestimate SaaS budget One common mistake people make when creating a SaaS budget is not asking for enough money during the budgeting process.

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

Kellblog

MAY 27, 2022

Forecasting accuracy vs. AI/ML forecasting system. Think: “uh, it’s a forecasting system; people make forecasts.” Planning headcount. What problems are people looking to solve that we are strategically focused on solving? Here are quick examples of customer-in vs. vendor-out language.

AI Search 121

AI Search Technical Review Forecasting Software Review 121

Intercom, Inc.

NOVEMBER 30, 2022

And it doesn’t seem like next year is gonna be kinder, so you’re maturely forecasting better. Our NRR correlates perfectly with their PM headcount growth. So maybe coming into this year you were feeling great, and you were dreaming big. But this year slapped you in the face. Now you’re not feeling so hot. And you see areas of weakness.

Engineering 151

Engineering Scale Business Sales Hiring 151

InsightSquared

NOVEMBER 19, 2018

Track your “best cases” but don’t include them in your forecast. If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. Don’t expect a 6-12 month enterprise opportunity to close just because they are offered an incentive. However, don’t forget about managing them. Have everyone participate.

Sales 78

Sales Headcount Sales Enablement Compensation 78

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

CustomerSuccessBox

DECEMBER 14, 2021

Following quantifiable metrics can indicate the real impact of Customer Success on revenue: Forecasting Revenue through renewals, upsells, and expansion. Viewing CS as a cost center and cutting costs by cutting headcount will definitely backfire. Measuring the leading indicators and metrics is one of the ways to make that shift.

Customer Success 52

Customer Success Customer Lifetime Value Headcount Retention 52

Tom Tunguz

DECEMBER 13, 2012

A financial plan for next year including a headcount plan, a sales plan (if applicable) and a forecast for out of cash date and timing of next fundraise. Financial plans are the ambitions of the company codified in numbers. They help with scenario planning, goal setting, company alignment and team measurement.

Startup 100

Startup Sales Hiring Headcount Compensation 100

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? It helps you understand how efficient you are at allocating headcount and how effective your reps are at hitting quota. As a sales rep, you need to be comfortable understanding the data behind your pipeline.

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

The Angel VC

DECEMBER 12, 2018

As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. What makes things tricky is, first, the uncertainty of how your CACs will develop at increasing scale and of how your churn rate will develop over time. The second issue is the timing of some of the major expenses.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

Sales Hacker

MAY 26, 2021

Forecast accuracy. This team is responsible for high-level planning and goal setting with a focus on data analysis and sales forecasting. Pipeline management – detailed understanding of how the sales funnel and forecasting rules work. Help drive annual planning and modeling projects with a focus on revenue and headcount.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60