Practical Advice on SaaS marketing

JULY 1, 2020

Benchmarks are useful Of course, SaaS vendors need to be very careful to share only aggregate data. But with proper protections, they can regularly collect and share helpful benchmark information that allow companies to compare themselves to their peers. benchmarks customer experience SaaS marketing value propositionA company may have lots of ways to know what’s going on inside their organization. But it’s more difficult to know what’s going on outside.

Benchmarks 113

Benchmarks Cloud Data Metrics 113

OPEXEngine

JUNE 4, 2020

Last week we published the most recent SaaS & Software benchmarks in our platform used by companies in their FP&A analyses for management, boards and investors. In the 2020 Benchmarks, we added a number of new benchmarks around compensation expense, plus, a measure of the SaaS Cash Conversion Rate, popularized by Bessemer. In addition, benchmarks for time to profitability, not just for the best in class, but for the sector as a whole have shortened.

Benchmarks 43

Benchmarks Investment Compensation Trends 43

The Angel VC

OCTOBER 12, 2014

While we have quite a lot of data from our SaaS portfolio companies and from SaaS startups pitching to us (which I'll be happy to share, in aggregated form, in another post), I thought it would be good to increase our sample size by asking a larger number of SaaS startups to provide us with some key metrics: SaaS metrics benchmarking survey If you're a SaaS startup I'd love you to participate in the survey. benchmarks conversion saas kpis saas metrics

Benchmarks 116

Benchmarks Startup Churn Data 116

Chaotic Flow

NOVEMBER 11, 2014

As many of you may know, Trish Bertuzzi and the folks over at the Bridge Group publish a lot of great stuff on Inside Sales strategy and operations, including inside sales compensation benchmarks, lead development rep best practices, outbound selling strategies, and on an on. Their upcoming 2015 Inside Sales Metrics and Compensation report will feature expanded coverage and focus of SaaS inside sales benchmarks in an extra effort to service the SaaS community.

Benchmarks 116

Benchmarks Compensation Sales Metrics 116

Advertiser: ZoomInfo

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Acquisition

OPEXEngine

JUNE 29, 2020

Benchmark the health of your SaaS company, and. When it comes to the time period, you can add rigour to your estimations by looking at the Rule of 40 using both quarterly and year-to-date (YTD) measurements (benchmarking these against the previous year). Regardless of whether you’re keen on getting more investors on board, or you simply want to benchmark the performance of your SaaS business, the Rule of 40 is an excellent gauge that you can use.

Benchmarks 40

Benchmarks Compensation Finance Acquisition 40

OpenView Labs

SEPTEMBER 16, 2019

The post 2019 Expansion SaaS Benchmarks Report appeared first on OpenView

Benchmarks 40

Benchmarks 40

OPEXEngine

DECEMBER 17, 2019

The Value of Benchmarking. By tapping into this horde of data, a skilled SaaS CFO can create comparable company benchmarks to validate their reporting methodology, then use these to drive their annual planning process and evaluate business performance on several levels. In my experience working with enterprise SaaS companies over the past five years, I’ve seen a large variance in benchmarks for gross margin across subscription software businesses.

Benchmarks 40

Benchmarks Metrics Headcount B2C 40

Tomasz Tunguz

NOVEMBER 21, 2019

The report uses data from 5m sales and customer calls to benchmark sales team performance. Our portfolio company Chorus.ai released the State of Conversational Intelligence 2020. There’s lots of great data in the report. Some of the data reaffirms rules of thumb. For example, the typical win rate of a sales qualified lead is 19%. Other data points are surprising. For example, the average SDR dials 106 people to schedule one meeting.

Benchmarks 59

Benchmarks Customer Success Data Management 59

Inturact

NOVEMBER 25, 2019

Do you know if your product’s Free Trial is hitting industry benchmarks? Conversion Rate Optimization Retention Monetization SaaS Free Trial Benchmarks SaaS Free Trial SaaS Acquisition Customer Engagement Customer OnboardingIf not, you could be leaving a lot of money on the table. This article will help you determine just how much is being potentially lost and make sure you’re picking the right type of trial for your customer acquisition model.

Benchmarks 40

Benchmarks Onboarding Engagement Retention 40

OpenView Labs

OCTOBER 30, 2019

As you may have guessed from Firas’ background, we’re huge fans of OpenView, which recently published the 2019 Expansion SaaS Benchmarks Report and accompanying Expansion SaaS Benchmarks Data Explorer. I further enhanced OpenView’s Expansion SaaS Benchmarks Data Explorer by building the accompanying SaaS Benchmarks Modeling Tool to measure the current and projected performance of our portfolio against other high-performing SaaS startups.

Benchmarks 47

Benchmarks Metrics Retention Forecasting 47

Casey Accidental

JUNE 9, 2020

BONUS: Why are Casey’s benchmarks for consumer transactional businesses lower than others? At the end of 2019, I presented Eventbrite’s product plans to the board for 2020. These plans included a lot of the goals you likely have in your company: improvements in acquisition, activation, and retention. One of our board members asked: “I understand these goals for the year. But long term, how high could we push this retention number? What would great retention be for Eventbrite?”.

Retention 87

Retention Benchmarks Business Model Acquisition 87

Tomasz Tunguz

JANUARY 4, 2019

How far along was the typical SaaS Series A in 2018? The median business was at $1.8M in ARR and growing at 250%. The chart below shows a representative sample of SaaS Series As’ ARR and projected ARR growth rate for 2018. Breaking this down a bit more into quartiles, the ARR quartiles were: 25th. And the ARR growth rate quartiles were: 25th. These figures are larger than I expected. To be fair, 22% of companies raised at $0 in ARR.

Benchmarks 69

Benchmarks Data Analysis Startup Finance 69

Tomasz Tunguz

APRIL 28, 2020

How do you benchmark a sales organization in a time like this? If you’re interested in how to benchmark your sales team and understand how other sales teams’ performance is evolving, take a look at the Chorus Daily Briefing This is one of the questions that Jim Benton, CEO of Chorus.ai, answers every day in his Daily Briefings. Using data across 10m telephone calls, Jim highlights how the coronavirus is changing sales team performance.

Benchmarks 78

Benchmarks Data Sales 78

InsightSquared

JULY 1, 2019

In this new and expanded 2019 benchmark study , we revisit today’s marketing automation platforms and dig deeper into the quality of reporting, nature of the insights, and the impacts these platforms continue to have across the B2B community. The post Activity vs. Impact: Key Findings from the 2019 Marketing Automation Satisfaction Benchmark Report appeared first on InsightSquared.

Benchmarks 43

Benchmarks B2B Metrics SMB 43

OpenView Labs

SEPTEMBER 18, 2019

Our 2019 Expansion SaaS Benchmarks are live! The post OpenView’s 2019 Expansion SaaS Benchmarks [Podcast] appeared first on OpenView This year we surveyed over 500 companies, ranging from pre-revenue to $150M+ ARR with nearly half of respondents coming from outside the U.S. On this episode, OV’s Kyle Poyar and Sean Fanning along with NetSuite’s Tom Kelly, share the findings and some advice for founders. Follow along here. ?. Prefer to listen on iTunes? Click here.

Benchmarks 40

Benchmarks Revenue 40

Tomasz Tunguz

APRIL 29, 2019

Slack has transformed the way we work. By replacing email with beautiful and simple internal chat, Slack has productized productivity. Founded as a gaming company called Tiny Speck in 2009, the company’s initial product, Glitch, didn’t catch on as expected. So the business pivoted to commercialize an internal tool - a S earchable L og of A ll C onversation and K nowledge, Slack. Since those early days, the company has grown to employ 1500 employees according to their S-1.

Benchmarks 86

Benchmarks Metrics Revenue Retention 86

Tomasz Tunguz

MARCH 24, 2019

In the past few years, Zoom has become a verb: the act of video conferencing someone. Eight years ago, Eric Yuan, former VP Engineering at WebEx left to create a business with a better video conferencing product. He and his team authored a new codec, which is far more resilient than others. The innovation results in higher quality calls.

Benchmarks 85

Benchmarks Metrics Acquisition Engineering 85

Practical Advice on SaaS marketing

JULY 9, 2016

There are certainly plenty of surveys and published benchmarks on SaaS metrics that try to provide guidance. Use caution with rules of thumb But you should be careful not to take these SaaS benchmarks as gospel. There are lots of simple questions about SaaS that don’t have simple answers. Here are a few I hear all the time: How much should I spend on sales and marketing to acquire customers? How many leads do I need to attract? What’s the right leads-to-paying customer yield?

Benchmarks 100

Benchmarks Metrics Subscription Pricing 100

Tomasz Tunguz

APRIL 28, 2020

How do you benchmark a sales organization in a time like this? If you’re interested in how to benchmark your sales team and understand how other sales teams’ performance is evolving, take a look at the Chorus Daily Briefing This is one of the questions that Jim Benton, CEO of Chorus.ai, answers every day in his Daily Briefings. Using data across 10m telephone calls, Jim highlights how the coronavirus is changing sales team performance.

Benchmarks 55

Benchmarks Data Sales 55

Tomasz Tunguz

AUGUST 26, 2019

Recently, we’ve seen a series of product-driven companies building huge customer bases with tremendous account expansion and terrific sales efficiency. DataDog is no exception. DataDog provides a very popular IT monitoring solution that has grown from its founding in 2010 to a huge business. During that time the product has grown from infrastructure monitoring to application performance management, logging and user experience products. The company published its S-1 Friday.

Benchmarks 59

Benchmarks Metrics Revenue Investment 59

OpenView Labs

SEPTEMBER 17, 2019

This week we released our third annual Expansion SaaS Benchmarks report. But benchmarks alone are not enough. We’ve got to make the leap from benchmarks to action. Here’s our advice on how to use the benchmark data to grow even faster in 2020. The post 2019 SaaS Benchmarks: Actionable Advice to Accelerate Your Growth appeared first on OpenView

Benchmarks 50

Benchmarks Onboarding Forecasting Sales 50

OpenView Labs

OCTOBER 7, 2019

To help out, we crunched the burn rate figures from OpenView’s 2019 Expansion SaaS Benchmarks study. Check out our new Data Explorer feature , which allows you to visualize your company’s peer benchmarks to see how you stack up. The post 2019 Benchmarks: Are You Burning Too Much Cash? As you start planning for next year and beyond, the question of burn should be front and center for any founder.

Benchmarks 47

Benchmarks Finance Forecasting Retention 47

SaaStr

FEBRUARY 15, 2019

Chetan Puttagunta , General Partner @ Benchmark: Why does Chetan believe we have seen a strong decline in the per seat pricing model? Harry Stebbings: Now we move to another very special member of the investing world, Chetan Puttagunta, General Partner at Benchmark on why the perceived move away from the per-seat model in SaaS pricing … Chetan Puttagunta: Yeah, I mean I think the per-seat model is probably in the minority than the majority. Welcome to Episode 211!

Pricing 117

Pricing Benchmarks Innovation Entertainment 117

Tomasz Tunguz

MARCH 18, 2019

PagerDuty was founded in 2009 by 3 former Amazon engineers who were often on-call. To engineers, being on call means carrying a pager to respond to crises when software breaks or services go down. In the 10 years since that day, PagerDuty has built an exceptional business.

Benchmarks 62

Benchmarks Metrics Retention Engineering 62

OpenView Labs

SEPTEMBER 23, 2019

Benchmarks are the only check on whether or not a business is generating efficient growth. Benchmarks act as a swim lane for operating a business and allow operators to build a hyper-growth business that provide permission to believe. How Do I Know What My Benchmarks Are? The right benchmarks for any business are those that compare against your exact peers – companies of similar ARR scale selling the same type of software to the same customers.

Benchmarks 42

Benchmarks Data Metrics Retention 42

Brian Balfour

MARCH 21, 2017

Most growth communities, forums, and email lists will inevitably have that thread that goes: “Hey, what are the benchmarks everyone’s seeing for X?” I constantly find people seeking out benchmarks or pointing to benchmarks, and we’ve all been there -- who doesn’t want some normalizing data to understand whether we’re on track or not? The desire is further fueled by many companies releasing “benchmark reports.” Now, back to benchmarks.

Benchmarks 40

Benchmarks Business Model Data Metrics 40

OPEXEngine

APRIL 3, 2020

BENCHMARK TO WIN. For more detailed benchmarks on financial and operating performance across the company, participate now in the 2020 OPEXEngine benchmarking, and access our proprietary database of 600+ private and public Software & SaaS Companies.

Compensation 65

Compensation Benchmarks Sales Software 65

InsightSquared

MAY 7, 2019

For these reasons, accurately tracking key sales metrics and benchmarking your performance against peers and market leaders is critical to getting the most out of your sales resources. These processes are important to track accurately and benchmark to achieve the SaaS performance expected in the market. First and foremost, are you meeting or beating the benchmark for sales cycles from similar types of companies? Source: OPEXEngine Sales Planning benchmarks 2019.

Metrics 210

Metrics Sales Benchmarks Headcount 210

OPEXEngine

AUGUST 25, 2020

Blog financial benchmarking Financial Benchmarks financial metrics revenue growth saas SaaS benchmarkingFinancial modeling is like a superpower—one that lets you test your assumptions and hypotheses across dimensions, versions, and time before executing budgets and plans.

Headcount 52

Headcount Benchmarks Forecasting Finance 52

OPEXEngine

JULY 31, 2020

To find out more about benchmarking your software or SaaS company and benefit from the latest SaaS Finance data, content and community, sign-up for a free benchmarking consultation here. Blog Lauren Kelley on SaaS Polls & Surveys Benchmarking budgeting and planning financial benchmarking future revenue OpexEngine Benchmarking Poll ResultsSecond quarter numbers are in and results are mixed.

Finance 47

Finance Benchmarks Consulting Data 47

OPEXEngine

JUNE 11, 2020

At OPEXEngine, we pull apart the different nuances of each business model to make sure we are benchmarking companies correctly. It is important to understand the differences in each model and make sure you are comparing your company to peers when benchmarking your own performance and operating model. Benchmarking Best Practices SaaS & Software Best Practices Benchmarking OPEX Benchmarking SaaS benchmarks Sales and Benchmarking

Benchmarks 40

Benchmarks Software Subscription Investment 40

Tomasz Tunguz

OCTOBER 9, 2013

One number investors use to benchmark SaaS startups across sectors and industries is sales efficiency. Below are the sales efficiency benchmarks for the approximately 20 publicly traded SaaS companies calculated on an annual basis by years since founding. There are a handful of variants of this metric, sometimes called the magic number, but ultimately they all aim to provide some sense of the incremental revenue returned by sales and marketing investment.

Benchmarks 53

Benchmarks Subscription Startup Metrics 53

Tomasz Tunguz

FEBRUARY 24, 2016

In particular, I benchmarked the revenue, growth rates and round size characteristics of these businesses at their Series A. Benchmarking Exceptional Series A SaaS Companies from Tomasz Tunguz. At SaaStr 2016 and SaaS Office Hours in New York , I shared an analysis of the fastest growing SaaS companies over the last 3 years. I’ve embedded the slides here. These are the key bullet points from the deck about exceptional SaaS companies.

Benchmarks 40

Benchmarks Investment Pricing Cloud 40

Sales Hacker

NOVEMBER 15, 2017

The post From Strategy to Execution: 6 Sales Content Benchmarks Every Business Needs appeared first on Sales Hacker. DocSend Marquee Partner Sales Research Courses

Benchmarks 44

Benchmarks Strategy Business Sales 44

Inturact

NOVEMBER 25, 2019

Do you know if your product’s Free Trial is hitting industry conversion benchmarks? KPIs SaaS Growth Customer Growth Retention Monetization SaaS Free Trial Benchmarks SaaS Free Trial SaaS Acquisition Customer Engagement Customer Onboarding Free Trial Conversion Rates Free Trial TypesIf not, you could be leaving a lot of money on the table.

Benchmarks 10

Benchmarks Onboarding Engagement Retention 10

Tomasz Tunguz

NOVEMBER 20, 2016

Numbers provide us a certain certainty. With their precision, they offer a sense of black and white, in or out. But, metrics alone aren’t enough. All the quantitative analysis in the world won’t lead me to the next great idea for startup. Those figures can’t create empathy, develop the right culture, or hire the right people.

Benchmarks 40

Benchmarks Metrics Data Engineering 40

OPEXEngine

AUGUST 4, 2020

Blog SaaS & Software Best Practices Benchmark financial benchmarking Financial Integrations financials saas software as a service benchmarkingModern tools use integrations to eliminate rekeying data, share information across teams or departments, and gather intelligence to enable broader analysis and faster decisions. For most companies following a best-in-class technology strategy, the finance system is the hub for the other systems they use.

Finance 40

Finance Benchmarks Data Cloud 40

Tomasz Tunguz

SEPTEMBER 10, 2013

Benchmarking is a great tool, if you can get access to representative data. Pacific Crest and David Skok have released a fantastic survey benchmarking SaaS metrics for early and growth stage companies. Below is my list of the six most important benchmarks and observations from that report. Benchmarking is a great first order evaluation tool. One of the most frequent questions entrepreneurs ask me is how does their business compare to others?

Benchmarks 40

Benchmarks Compensation Churn Sales 40

Tomasz Tunguz

APRIL 2, 2017

Cloudera is the second of the Hadoop players to go public. Last week, the company filed their S-1 and revealed a massive business. Cloudera generated $261M in revenue, counts 500 clients and grows those accounts by 43% annually. 18% of their customers run Cloudera software in the cloud, a surprisingly large number. Hortonworks is Cloudera’s chief competitor. In the following charts, we’ll compare the two businesses.

Benchmarks 40

Benchmarks Metrics Revenue Software 40