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Four years ago, OpenView released the first annual Expansion SaaS Benchmarks Report in order to fill a critical data gap for SaaS founders and CFOs who had a lot of questions about optimal growth rates, burn levels, gross margins and other key data points. MORE
How can you compare your score to others in your industry, or to any general benchmarks? Below, I’ll walk through some strategies for both external and internal benchmarking, as well as try to convince you that the score itself should be the last thing on your mind. External Benchmarks. Overall Benchmarks. Industry Benchmarks. You can read the details of that study on Delighted’s NPS Benchmarking page and compare your score! Internal Benchmarks. MORE
The post From Strategy to Execution: 6 Sales Content Benchmarks Every Business Needs appeared first on Sales Hacker. DocSend Marquee Partner Sales Research Courses MORE
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. MORE
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? MORE
The post Why a Low Customer Acquisition Cost (CAC) Isn’t Always a Good Benchmark appeared first on OPEXEngine. Customer Acquisition Cost (CAC) is a key SaaS metric that accounts for how much it costs your company to procure each new customer. MORE
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! MORE
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. MORE
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. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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 MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
When looking at metrics and benchmarks for SaaS companies , the quality of their landing page is a big part of what starts people moving down the sales funnel. 3 What Benchmarks Do You Want to Use? What Benchmarks Do You Want to Use? MORE
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 MORE
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 Onboarding MORE
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. MORE
When we were preparing the 2020 expansion SaaS benchmarking survey, our biggest question was: “How did COVID-19 and the economic downturn affect private SaaS companies?” The 2020 Expansion SaaS Benchmarks report includes tons of more info, including data on: Founder attitudes. MORE
That’s where industry benchmarks come in—and that’s why we’re thrilled to bring you a fresh (and free) Conversion Benchmark Report for 2021. Introducing the 2021 Conversion Benchmark Report. Conversion Intelligence Insights: Beyond the Benchmarks. MORE
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. MORE
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 MORE
At OPEXEngine, we pull apart the different nuances of each business model to make sure we are benchmarking companies correctly. Benchmarking Best Practices SaaS & Software Best Practices Benchmarking OPEX Benchmarking SaaS benchmarks Sales and Benchmarking MORE
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. Second quarter numbers are in and results are mixed. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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). MORE
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. MORE
Benchmarks Related Topics 
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.
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
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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.
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).
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Whether you're starting a new data initiative or benchmarking a current effort, this guide breaks down how to develop a coherent data strategy, avoid common pitfalls, and work with data consultants to improve business visibility and drive growth.
ChurnZero
NOVEMBER 6, 2020
How can you compare your score to others in your industry, or to any general benchmarks? Below, I’ll walk through some strategies for both external and internal benchmarking, as well as try to convince you that the score itself should be the last thing on your mind. External Benchmarks. Overall Benchmarks. Industry Benchmarks. You can read the details of that study on Delighted’s NPS Benchmarking page and compare your score! Internal Benchmarks.
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.
OPEXEngine
DECEMBER 31, 2019
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.
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 Onboarding
OpenView Labs
SEPTEMBER 16, 2019
The post 2019 Expansion SaaS Benchmarks Report appeared first on OpenView
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.
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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.
Unbounce
APRIL 15, 2021
That’s where industry benchmarks come in—and that’s why we’re thrilled to bring you a fresh (and free) Conversion Benchmark Report for 2021. Introducing the 2021 Conversion Benchmark Report. Conversion Intelligence Insights: Beyond the Benchmarks.
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.
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
OpenView Labs
DECEMBER 17, 2020
Four years ago, OpenView released the first annual Expansion SaaS Benchmarks Report in order to fill a critical data gap for SaaS founders and CFOs who had a lot of questions about optimal growth rates, burn levels, gross margins and other key data points.
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.
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.
OpenView Labs
NOVEMBER 12, 2020
When we were preparing the 2020 expansion SaaS benchmarking survey, our biggest question was: “How did COVID-19 and the economic downturn affect private SaaS companies?” The 2020 Expansion SaaS Benchmarks report includes tons of more info, including data on: Founder attitudes.
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.
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.
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.
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.
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.
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
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?
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.
OPEXEngine
JANUARY 5, 2021
The post Why a Low Customer Acquisition Cost (CAC) Isn’t Always a Good Benchmark appeared first on OPEXEngine. Customer Acquisition Cost (CAC) is a key SaaS metric that accounts for how much it costs your company to procure each new customer.
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.
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.
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.
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!
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
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.
OPEXEngine
JUNE 11, 2020
At OPEXEngine, we pull apart the different nuances of each business model to make sure we are benchmarking companies correctly. Benchmarking Best Practices SaaS & Software Best Practices Benchmarking OPEX Benchmarking SaaS benchmarks Sales and Benchmarking
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 Types
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.
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. Second quarter numbers are in and results are mixed.
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.
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
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