Tom Tunguz

OCTOBER 31, 2023

Year Software Spending Growth 2022 10.7% We should expect the advances in AI to improve sales efficiency, even if modestly. AI Efficiency Gains +2% Headcount Reduction ? Headcount reductions in the last year, which impacted every company, should increase the pipeline coverage ratios for the remaining team members.

Headcount 182

Headcount Sales Hiring AI Cloud 182

ChurnZero

NOVEMBER 11, 2022

Download your full copy of the 2022 Customer Success Leadership Study here. Our expert panel offers their take on the trends, challenges and opportunities revealed in the 2022 Customer Success Leadership Study. . Another indication of the rising influence of Customer Success is its ability to influence sales. However, 76.5%

Leadership 98

Leadership Trends Customer Success Investment 98

SaaStr

MARCH 6, 2023

B2B founders and sales agents feel pressured to keep up with the rapidly evolving market. SaaS companies must implement flexible and innovative sales strategies that can weather the future. The state of B2B sales in 2023 Before creating a dynamic strategy, it is essential to understand the current state of B2B sales.

Innovation 216

Innovation Sales Hiring B2B Strategy 216

SaaStr

OCTOBER 4, 2023

What happened was everyone got more conservative in 2022, cutting back on spend. The reality is there was an explosion in sales and marketing and other categories in 2021 when the goal was to grow, grow, grow. They’re a public pure-play leader in sales and marketing. This chart for net new ARR peaked in Q2 of 2022.

Sales Hiring 234

Sales Hiring SaaS Headcount Compensation 234

SaaStr

AUGUST 10, 2022

Atlassian plans to double its headcount over the coming few years. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) August 9, 2022. #5. Spends less than 20% of its revenues on sales and marketing. And half of Atlassian’s employees now live 2 or more hours from the office. The Power of High NRR.

Scale 222

Scale Headcount Cloud Business Model 222

SaaStr

SEPTEMBER 3, 2023

By freezing headcount for a year. Mathematically, if you keep the headcount flat and continue growing 50% like Monday or 30% at $2B like Hubspot, you get wildly more efficient. But then 2022 hit, and things changed for some companies. Founders view 2022 as an anomaly, which is a mistake. How did they do that?

Sales Hiring 224

Sales Hiring Headcount Finance Technical Review 224

Tom Tunguz

FEBRUARY 13, 2023

For fiscal 2022, large customers represented 61% of total revenue compared to 54% of total revenue in 2021 and 46% in 2020… Overall NDR fell, but enterprise spending remains steady. Channel sales have become stronger. The enterprise segment outgrew the company’s average growth rate by 8 percentage points.

Cloud 228

Cloud Azure Headcount Software Review 228

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Sales grew a little less. People did invest a lot in CSM, and in 2021 and 2022, the CSM population grew roughly 20%. From 2022 to 2023, it grew 0%. Is it the end of an era for customer success in SaaS?

Sales Hiring 245

Sales Hiring Customer Success Scale AI 245

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Support sales early.

Sales Hiring 224

Sales Hiring Payment Services SaaS Payments Scale 224

SaaStr

SEPTEMBER 19, 2021

If you want to hit the plan for Q1'22, You need to be hiring all the sales reps you'll need then … Now. The Good News: It’s not Too Late for 2022 — but it’s close. With precise headcount and budget needs. However many sales reps you think you need next year — you always need at least 1.5x

Sales Hiring 270

Sales Hiring Scale Headcount Acquisition 270

SaaStr

FEBRUARY 14, 2024

We all become new customer-oriented, so we say we’re focused on the existing base, but once the sales team becomes 30-40% of headcount, it tends to dominate every conversation. Long-term marketing spend Holding customer success spend flat The study found that 62% of CS teams are maintaining or decreasing their non-headcount budget.

Customer Success 231

Customer Success Sales Hiring Scale AI 231

Intercom, Inc.

NOVEMBER 30, 2021

Powered by a modern business messenger , it scales your ability to answer more questions from more customers without increasing headcount, budget, or hours logged. With Automate.io , you can connect Intercom to your marketing and sales platforms, project management and collaboration apps, and more. CRM: Salesforce. Automate.io.

Technical Review 249

Technical Review Customer Support Payment Methods Payment Solutions 249

SaaStr

JULY 24, 2023

1 — 2022 Saw A Slowdown In Usage Growth, But 2023 Saw A Potential Bounce Back. Even with MongoDB’s epic growth, 2022 saw a big slowdown in usage growth. As you build up a great sales team, they’ll get better at getting revenue up front, and that’s great up to a point. They kept the headcount kind of flat. And it worked!

Revenue 187

Revenue Scale Sales Hiring Cloud 187

SaaStr

NOVEMBER 1, 2022

22 Things We Learned at SaaStr 2022. India’s founders were out in full force at SaaStr 2022. Three key themes emerged: SaaS continues to be a fertile ground despite the 2022 ‘SaaS-acre’. Most companies expect to miss 2022 targets but it is far from a doomsday. . For those that didn’t attend – we got you covered.

Scale 214

Scale Sales Hiring Cybersecurity Underperforming Technical Team 214

ChurnZero

OCTOBER 15, 2021

Where is Customer Success Headed in 2022? Businesses were forced to wise up to this fact during the pandemic when new sales shriveled. In this article, we share three Customer Success trends to look out for in 2022: NRR becomes red hot (watch out). Own everything post-sale, including the renewal and expansion. Bill asked.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

OPEXEngine

DECEMBER 13, 2022

SaaSco’s sales have slowed in the second half of 2022 selling to mid-sized enterprises. SaaSco’s sales cycle is six to nine months. . If the Saasco executive team acts on that suggested benchmark, they will need to devote a significant part of their sales team’s capacity towards current customers.

Benchmarks 52

Benchmarks Scale Headcount Software Review 52

Sales Hacker

JUNE 16, 2022

It’s been a tough couple of years, Sales Hackers. What do the changing market conditions mean for RevOps and sales? What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Q: What should sales orgs expect to see in the coming weeks? And it’s about to get tougher.

Scale 91

Scale Sales Hiring Sales Headcount 91

ChurnZero

NOVEMBER 18, 2022

According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. The Q&A portion of the webinar covered topics including how to overcome budget objections, promote CS wins across the organization, secure budget at the same rate as sales, and much more. Now we have a name for this.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

Point Nine Land

NOVEMBER 11, 2022

A simple framework that might help you with your 2023 planning With only six weeks left in 2022, I’d like to share some thoughts that might be useful for founders as they start to think about their budgets and plans for 2023. Until the end of last year, money was cheap, and investors tended to reward growth at almost all costs.

Sales Hiring 59

Sales Hiring Headcount Startup Churn 59

SaaStr

JANUARY 12, 2023

I think a lot of folks are struggling with the ramifications of what happened in hiring from mid-2020 to early 2022: Almost everyone dramatically increased hiring. The hiring bar was often lowered. Compensation went way up.

Sales Hiring 45

Sales Hiring Headcount Compensation Sales 45

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Here’s what we use: CRM (SFDC), Sales Acceleration (SalesLoft), Forecasting (SalesLoft), Conversation Intelligence (Gong), Data (custom in-house), Automation (Momentum).

AI 79

AI Revenue Scale ChatGPT 79

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. I bought my copy in December, 2022 so to me it was a brand-new book, but it had been released seven months earlier and had already won recognition from the FT, Forbes, and The Globe & Mail.

AI Search 108

AI Search Technical Review Technical Advisors ChatGPT 108

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Kellblog

NOVEMBER 23, 2022

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. Includes those ramping, though I’ve argued that enterprise SaaS could also use a same-store sales metric.

Technical Review 116

Technical Review Software Review Forecasting Churn 116

SaaStr

APRIL 20, 2022

Confluent has been one of the top Cloud IPOs of the past year or two, crossing a $10B market cap at a $500m run-rate and importantly, holding up well during the multiple compression we’ve seen in 2022. 300,000-$350,000+ is relatively efficient for a sales-driven model. But they need the headcount to grow this quickly. #8.

Scale 50

Scale Cloud Headcount Scaling 50

Intercom, Inc.

MAY 25, 2022

Those customer interviews you did 6 months ago that informed the decisions you made for 2022? It’s May 2022. Des: As good as can be in the tech-pocalypse of 2022. You probably aren’t going to get all the headcount approved that you did. They’re quite probably outdated. It’s probably no longer accurate.

Sales Hiring 138

Sales Hiring Scale Interviewing Headcount 138

ChurnZero

DECEMBER 27, 2022

To help you sift through it all, we’ve put together a greatest-hits compilation of our most popular content and product releases of 2022. Top ten Customer Success resources of 2022. 5/ 2022 Customer Success leadership study. When people think of top-line growth, they often think of sales. Give it a spin. Not so much.

Leadership 90

Leadership Benchmarks Headcount Machine Learning 90

Unbounce

MARCH 30, 2023

It doesn’t just get you better results—it also speeds up mundane tasks, reduces the need for additional headcount, and lets you focus on the big picture. With this intel, marketers can forecast sales, manage inventory, and push the right products to the right people. Chatbots also have the potential to generate new sales opportunities.

AI Search 52

AI Search AI Artificial Intelligence Marketing 52

Chart Mogul

DECEMBER 22, 2021

This year, we added 17 new members to our team, growing our headcount from 43 at the start of the year to 60 now (up 39% YoY). We are grateful for all that we have achieved this year and excited for what’s to come in 2022. To add to that, our uptime for 2021 (for both the App and the API) was an impressive 99.95%.

Software Review 52

Software Review Systems Review Payment Features PayPal 52

Intercom, Inc.

MAY 19, 2022

With the 2022 Customer Service Quality Benchmark Report , we wanted to look deeper than individual metrics. In this episode, we’ve invited our partners at Aircall and Klaus to discuss key takeaways from this year’s report, the challenges ahead, and trends for 2022 and beyond. Martin Kõiva , Founder & CEO of Klaus.

Benchmarks 104

Benchmarks Sales Hiring Scale Strategy 104

Intercom, Inc.

JANUARY 20, 2022

Since then, in anticipation of Intercom’s R&D plan for 2022, we started looking at our internal cadence of productivity and kicked off a project to evaluate each process from ideation to shipping. This is our first episode of 2022. One of the things we sat down to do at the very end of last year was plan out 2022.

Underperforming Technical Team 249

Underperforming Technical Team Headcount Sales Hiring Scale 249

Intercom, Inc.

NOVEMBER 30, 2022

And now we’re here in 2022 – rounds are down, prices are down, the entire cloud is down. and for sure, when someone called “ TOP ” in November 2022, they did the thing you really like to see VCs do when their founders are struggling. Product: file storage vs collaboration, support product vs sales product etc.

Engineering 151

Engineering Scale Business Sales Hiring 151

ChurnZero

JUNE 3, 2022

In the episode, You Mon covers the gamut of Customer Success insights—from defining its (oft-misunderstood) purpose, seeing what a day in the life of a CSM looks like, knowing when to add CS to an organization, handling tension with sales, and more. Now at some point, I might actually choose to not get as many new sales; that can stabilize.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

ChurnZero

JUNE 3, 2022

In the episode, You Mon covers the gamut of Customer Success topics—from defining its (oft-misunderstood) purpose, seeing what a day in the life of a CSM looks like, knowing when to add CS to an organization, handling tension with sales, and more. Now at some point, I might actually choose to not get as many new sales; that can stabilize.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

Intercom, Inc.

FEBRUARY 10, 2022

Reduced headcount, longer working hours, and a spike in queries have led to burnout. They go big on human support to meet demand, and they end up having to backtrack and cut headcount as costs skyrocket. Are there any other options companies can look at instead of reducing headcount? Support teams seem to be suffering here.

Customer Support 211

Customer Support Trends Technical Review Headcount 211

ChurnZero

JANUARY 13, 2023

First, digital CS will become a way of life due to flat or reduced headcount. 2022 has been an interesting year for Customer Success and 2023 is set to be just as exciting! The post-sales customer journey will also become more intelligent as organizations accelerate their use of cutting-edge data and technologies.

Trends 98

Trends Customer Success Sales Hiring Scale 98