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

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. PST, to unveil the data behind effective scaling.

Outsourcing Services 159

Outsourcing Services Scaling Venture Capital Forecasting 159

SaaStr

JULY 24, 2023

And when you have partial utility-based pricing like MongoDB does, you see the impact fast. Upselling your existing base and raising prices to keep top-line growth growing isn’t adding real long-term value. In 2019, 2020, 2021, no one really cared if you were efficient, but boy, has that changed. You can grow into them.

Revenue 196

Revenue Scale Sales Hiring Cloud 196

Chart Mogul

DECEMBER 22, 2021

What’s new in ChartMogul in 2021? We also added support for relationship invoicing, recurring components, cancellations, discounts, differential pricing, and the option to exclude tax from your MRR calculations. Overall, in 2021, we logged and resolved 10,007 tickets with an average first response time of 20 minutes.

Software Review 52

Software Review Systems Review Payment Features PayPal 52

SaaStr

AUGUST 13, 2021

— Jason BeKind Lemkin (@jasonlk) August 11, 2021. At what pricing? You need a baked financial model, that includes sales and marketing costs, scaling over time, headcount, and comparison to comps, and when you’ll need the next round(s). These truly are the best of times in SaaS. And yes, some are. But a clear path.

Scale 276

Scale Sales Hiring Venture Capital Headcount 276

OpenView Labs

FEBRUARY 3, 2022

Usage-based pricing (UBP) , also known as consumption-based pricing, allows customers to pay for products according to how much they use. In 2021, we saw that fast growers were nearly 3x as likely to use a largely usage-based pricing model versus slow-growing peers.

Headcount 73

Headcount SaaS Compensation Acquisition 73

OpenView Labs

MAY 24, 2021

Product-led growth (PLG) has emerged as the buzzword of 2021. Tomasz Tunguz predicted that in 2021, “product-led growth becomes the standard GTM for software and infrastructure companies.” Hint: You have to look beyond the website or pricing page. OpenView’s 2021 Financial and Operating Benchmarks Survey.

Scale 98

Scale Headcount Sales Hiring Benchmarks 98

SaaSOptics

MAY 2, 2022

Image Source: SaaStr 2021 ). Sales reps can negotiate pricing and put together a custom plan for users/teams whose needs exceed a free trial or entry-level pricing plan. . For example, Zoom’s annual revenue increased 325.81%. Why the Hybrid Model Is the Future of Saas. Eventually, 1:1 support is needed. Source: Peersignal.com ).

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97

SaaStr

JUNE 7, 2021

As we gear up for SaaStr Annual 2021 in the SF Bay Area , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. And if you haven’t heard: SaaStr Annual will be back in 2021 in SF Bay Area , better than ever! Get tickets here. TRANSCRIPT . Super cool.

Sales Hiring 329

Sales Hiring Underperforming Technical Team SaaS Headcount 329

Kellblog

JANUARY 2, 2024

PE software acquisitions were at roughly pre-pandemic levels in the first three quarters of 2023, though still well below 2021 and 2022 highs. The bloom comes off the consumption pricing rose. I’ve always felt the famous Warren Buffet quote applies to consumption-based pricing: “when the tide goes out you can see who’s swimming naked.”

AI Search 108

AI Search Technical Review Technical Advisors ChatGPT 108

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. Additional Read : Customer Success statistics for 2021. Customer Success Manager headcount and performance. Also, the CFO might be worried about the ‘increase in headcount’ investment.

Customer Success 52

Customer Success Data Technical Review Headcount 52

Kellblog

FEBRUARY 6, 2021

This post was prompted by feedback to the last prediction in my 2021 annual predictions post, The Rebirth of Planning and Enterprise Performance Management. LiveFlow was founded in 2021, based in Redwood City, has raised about $500K in pre-seed capital from Y Combinator and Seedcamp. Excerpt: EPM 1.0 was Hyperion, Arbor, and TM1.

Finance 87

Finance Forecasting Software Review Systems Review 87

Sales Hacker

MARCH 1, 2024

Claim your tickets today , including a limited number of special two-for-the-price-of-one tickets. She previously served as the company’s Senior Vice President of Global Marketing, having joined in January 2021 through the acquisition of Exponea.

VP of Engineering 72

VP of Engineering Scale SaaS AI Search 72

The SaaS Garage

JULY 28, 2021

SAN FRANCISCO, July 28, 2021 ( TechCrunch ) — Contentful , this morning announced a $175 million Series F round of capital, led by Tiger Global, valuing the unicorn at around $3 billion. This irked me a little; we know that the company had a good 2020 and likely a good 2021 thus far.

API abstraction (application programming interface 52

API abstraction (application programming interface Payment Solutions Payment Services Payment Methods 52

OpenView Labs

JUNE 3, 2021

Note: This post was originally published in January 2016 and was updated in June 2021. pricing, channel, and marketing readiness, etc.). Related read: 5 Major Product Marketing Trends to Watch In 2021. Engineering manages IT. CEOs “hit the streets” and sell. When should you hire a product marketer?

Product Marketing 93

Product Marketing Sales Hiring Startup Scale 93

SaaStr

APRIL 20, 2022

Some like Qualtrics price services to still make money. They are running a -5% to 0% gross margins the past few years, i.e., pricing their services to just about break even. #4. But they need the headcount to grow this quickly. #8. But Confluent’s approach is perhaps the most common. RPO up 91% year-over-year.

Scale 50

Scale Cloud Headcount Scaling 50

SmartKarrot

DECEMBER 18, 2020

So, to stay ahead of the curve, it is worth having a look at the latest trends in customer service that are going to hit the road in the year 2021. 3 Proactive customer engagement is going to be the top priority for the year 2021. Customer service technology trends have shown that year 2021 would bring more investment into this. #5

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

SmartKarrot

DECEMBER 18, 2020

So, to stay ahead of the curve, it is worth having a look at the latest trends in customer service that are going to hit the road in the year 2021. 3 Proactive customer engagement is going to be the top priority for the year 2021. Customer service technology trends have shown that year 2021 would bring more investment into this. #5

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

Intercom, Inc.

JULY 29, 2021

So your goals in terms of headcount remained stable from pre-pandemic to post-pandemic? But at that level, it’s about more than just adding some headcount to individual teams, you’re building new teams, you’re creating new roles, potentially new reporting lines. We know our customers and what the market price is.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

ChurnZero

OCTOBER 15, 2021

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. BIG RYG is going virtual for its second year on November 18, 2021.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Sales Hacker

JUNE 16, 2022

For example, your best, most active customers may pull back on expansion talks or inquire about term or price adjustments. Even if you don’t control the headcount and even if layoffs come later, help them find a new role. 2021 and 2022 Salesforce Sales Leader to Follow; founder, consultant, author. Make them feel safe.

Scale 92

Scale Sales Hiring Sales Headcount 92

Intercom, Inc.

NOVEMBER 30, 2022

If you are a B2B SaaS company, 2021 saw your valuation increase massively, which probably saw your bank balance increase, and the exact same was true for your current customers. And now we’re here in 2022 – rounds are down, prices are down, the entire cloud is down. Churn: high/low, reasons: price/product/intent etc.

Engineering 151

Engineering Scale Business Sales Hiring 151