Benchmarking Your Sales and Customer Success Teams

Tom Tunguz

The report uses data from 5m sales and customer calls to benchmark sales team performance. Our portfolio company 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.

Series A SaaS Startup Benchmarks for 2018

Tom Tunguz

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.

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Benchmarking Slack's S-1: How 7 Key Metrics Stack Up

Tom Tunguz

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.

Benchmarking Zoom's S-1:How 7 Key Metrics Stack Up

Tom Tunguz

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.

Benchmarking DataDog's S-1: How 7 Key Metrics Stack up

Tom Tunguz

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.

Benchmarking PagerDuty's S-1:How 7 Key Metrics Stack Up

Tom Tunguz

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.

2019 Expansion SaaS Benchmarks Report

OpenView Labs

The post 2019 Expansion SaaS Benchmarks Report appeared first on OpenView

Benchmarking your SaaS startup

The Angel VC

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

Activity vs. Impact: Key Findings from the 2019 Marketing Automation Satisfaction Benchmark Report


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.

110% Net Dollar Retention Is The Benchmark


The post 110% Net Dollar Retention Is The Benchmark appeared first on OPEXEngine. Blog customer retention customer success customer success rate net dollar retention SaaS Benchmark SaaS Churn SaaS metricOne SaaS metric we monitor closely is net dollar retention. It tells you what percent of revenue from current customers you retained from the prior year, after accounting for upgrades, downgrades, and churn.

SaaS Inside Sales Benchmarks Survey | Take It!

Chaotic Flow

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.

SaaS Company Benchmarking: Leveraging Metrics for Performance Insights


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.

Companyon’s SaaS Benchmarks Modeling Tool

OpenView Labs

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. Companyon’s SaaS Benchmarks Modeling Tool.

Sales Efficiency Benchmarks for SaaS Startups

Tom Tunguz

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.

OpenView’s 2019 Expansion SaaS Benchmarks [Podcast]

OpenView Labs

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.

2019 Benchmarks: Are You Burning Too Much Cash?

OpenView Labs

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?

Six Key Benchmarks for Your SaaS Startup

Tom Tunguz

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. Benchmarking is a great first order evaluation tool.

Introducing OpenView’s Expansion SaaS Benchmarks Data Explorer

OpenView Labs

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?

2019 SaaS Benchmarks: Actionable Advice to Accelerate Your Growth

OpenView Labs

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.

Benchmarking Exceptional Series A SaaS Companies

Tom Tunguz

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.

The Limitations of Data and Benchmarks

Tom Tunguz

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.

Nothing simple about SaaS benchmark metrics

Practical Advice on SaaS marketing

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.

SaaStr Podcast #211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk and Kustomer


Chetan Puttagunta , General Partner @ Benchmark: Why does Chetan believe we have seen a strong decline in the per seat pricing model? Welcome to Episode 211!

1 Key SaaS Sales Metric to Fine-Tune Sales Productivity


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. How many of your individual sales reps meet or beat the benchmark? Sales is the Growth Engine.

Growth Benchmarks Are (Mostly) Useless

Brian Balfour

Most growth communities, forums, and email lists will inevitably have that thread that goes: “Hey, what are the benchmarks everyone’s seeing for X?” The desire is further fueled by many companies releasing “benchmark reports.” Now, back to benchmarks.

Benchmarking Veeva's S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. Before diving into the benchmarks too deeply, I want to explain how different Veeva’s business is than most.

SaaS Free Trial Conversion Rate Benchmarks


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 Types

Benchmarking Cloudera's S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

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.

Benchmarking Mulesoft S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

Founded in 2006, Mulesoft is an 850 person company based in San Francisco that builds data integration tools. The company started originally as an open-source product and then focused on its paid offering. Today, the business generates nearly $200 million annually in revenue, and is growing at 70%. The business filed to go public last week , and the documents reveal a very impressive business operating at scale.

Benchmarking AppDynamics S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

Founded in 2008, AppDynamics is a leader in the application performance management space. AppDynamics technology helps engineers determine how software applications behave as users interact with them. Based in San Francisco, AppDynamics employs about 1200 people and has raised approximately $315M to date. The company filed their S-1 recently to take the company public.

Benchmarking Atlassian's S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

Founded in 2002, the Australian software maker Atlassian is an exceptional company in many regards. But foremost, Atlassian is one of the best examples of flywheel SaaS companies yet. Atlassian counts 1600 employees and sells five products JIRA (bug tracking software), Confluence (project management), HipChat (internal chat/collaboration), BitBucket (code repository) and JIRA Service Desk (help desk software.

The Best Way to Benchmark a SaaS Startup

Tom Tunguz

Following this week’s post Benchmarking HubSpot’s S-1, Josh and Nikos raised an interesting question on Twitter. What are the right ways to benchmark SaaS companies from their early days through IPO? I have always used years-since-founding as the time axis to compare companies, because if I were a founder, that’s how I might think about benchmarks. Bucketing by ACV for revenue growth won’t shed much more insight into benchmarks than the raw median.

Benchmarking SaaS Startup Efficiency with Revenue per Employee Metrics

Tom Tunguz

In the past, we have benchmarked the revenue per employee of large publicly traded SaaS companies and determined that the average is about $200k of revenue per person. In the chart above, Business Objects, a business intelligence company, sets the benchmark. But, that analysis examined revenue per employee that only one point in time. As Jesse Hulsing pointed out to me, examining this figure over five years reveals quite a bit about the health of the business.

Benchmarking WorkDay's S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. Today, we’ll explore one of the enterprise behemoths, both in market cap and average revenue per customer: WorkDay. WorkDay envisions being the place of record for all Human Resources data for companies with more than 5,000 employees.

Benchmarking Netsuite's S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

Founded in 1998, Netsuite is worth about $7.7B, making it the sixth largest SaaS compay behind Salesforce, LinkedIn, Workday, ServiceNow and Splunk. Netsuite began developing ERP (enterprise resource planning) tools to help companies manage their finances, expenses and supply chain. Over time, Netsuite has added a few more product lines including ECommerce platform, CRM, business intelligence and a professional services management product.

Benchmarking Salesforce's S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. Salesforce went public more than 10 years ago. This harbinger of subscription, internet delivered software created one of the most exciting waves in software and the single most valuable SaaS company today, worth $37B as of this writing.

Benchmarking MobileIron's S-1 - How 7 Key SaaS Metrics Stack Up

Tom Tunguz

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. The company has grown faster than the median SaaS business in our benchmark data set, recording a 176% CAGR over this three year period compared. MobileIron spent the most of any company in the benchmark set as a percentage of revenue in year 4 at 166% of revenue.