Kellblog

NOVEMBER 23, 2022

Churn ARR is the sum of ARR lost due to shrinking customers (aka, downsell) and lost customers. Ending ARR is starting ARR + new ARR – churn ARR. It’s + churn ARR if you assign a negative sign to churn, which I usually do.) YoY growth in churn ARR. Churn rate (ATR-based) = churn ARR/available-to-renew ARR.

Technical Review 117

Technical Review Software Review Forecasting Churn 117

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. At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC).

Scale 102

Scale Sales Hiring Metrics Sales 102

ChurnZero

DECEMBER 18, 2020

Like let’s take a more conservative approach in the earlier months of the year in terms of adding headcount. For a first look at our top survey takeaways and to benchmark your team against others in the industry, check out the webinar. Maybe a little bit more provisional, and maybe a little bit more conservative.

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

FastSpring

JANUARY 31, 2023

Paddle vs. FastSpring, this guide compares: What areas of the payment lifecycle each one provides a solution for (e.g., payment processing, gathering and remitting taxes, and subscription management) and what additional software you’ll need to add to your tech stack. Flexible subscription management and recurring billing tools.

Payment Services 120

Payment Services Payment Methods Merchant Services Payment Features 120

ChurnZero

DECEMBER 27, 2022

Throughout the year, the ChurnZero team has shared content that explores so many different aspects of Customer Success, from career growth strategies and team management frameworks to retention tactics and industry benchmarks. Is your CS team experiencing panic churn? Is your headcount staying flat next year? 4/ Got self-doubt?

Leadership 90

Leadership Benchmarks Headcount Machine Learning 90

Totango

APRIL 14, 2020

While most of us associate the digital leap to subscription and third-party software services with customer empowerment, those same tech advances make it easier than ever to provide personalized care in a targeted, scalable manner. 5. Be Ready to Act. B2B Customer Segmentation Maximizes Impact.

B2B 71

B2B Scale Marketplace as a Service Sales Hiring 71

Kellblog

JUNE 17, 2023

Those who find SaaS benchmark reports as impenetrable as James Joyce. While some SaaS benchmarks include a broad mix of VC-backed, founder bootstrapped, and PE-owned SaaS companies, SaaS benchmarks produced by VC firms generally include only those firms who tried to raise VC — i.e., the moonshots or at least wannabe moonshots.

Scale 103

Scale Sales Benchmarks Metrics 103