InsightSquared

JULY 14, 2020

Your forecast is just a number. Just a number implies that your forecast holds no real value — no purpose behind it. Forecasting is all about precision. The closer your forecast aligns to actual earnings, the more efficient and effective your organization runs. The Common Sales Forecasting Misconception.

Machine Learning 62

Machine Learning Artificial Intelligence Forecasting Benchmarks 62

Tom Tunguz

SEPTEMBER 16, 2017

How much should a SaaS startup invest in sales and marketing at different stages of the business? This is a very nuanced question, but benchmarks do provide some guidance for what is reasonable. The chart above shows the sales and marketing investment of publicly traded software companies at different revenue levels.

Investment 274

Investment Startup Marketing SaaS 274

SaaStr

MARCH 27, 2023

Capchase’s dataset is comprised of roughly half bootstrapped companies and half VC-backed companies, so there will be some differences in benchmarking from what you see from the VC firms. Most of the app sales and net retention comes from deploying software and tech-driven features that have 100% gross margin.

SaaS Payments 209

SaaS Payments Technical Review Software Review Venture Capital 209

OPEXEngine

SEPTEMBER 9, 2021

In working with hundreds and hundreds of SaaS CFOs over the past 15 years, I’ve noticed that effective and strategic CFOs incorporate accurate benchmarking into the daily business of the company and especially into the budgeting and planning process. . And, our average comp per person in Sales is pretty high compared to comparable companies.

Benchmarks 52

Benchmarks Sales Hiring Headcount Customer Lifetime Value 52

Sales Hacker

JULY 18, 2019

Sales forecasting… Did you just shudder? For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. You’ll learn: Rules for an accurate sales forecast. Key data for sales forecasting. Sales Stages.

Forecasting 68

Forecasting Sales Outsourced Development Technical Review 68

Clouded Judgement

APRIL 11, 2024

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. Every public company has a number of equity research analysts covering them who build their own forecasted models, which combine guidance from the company and their own research / sentiment analysis.

Cloud 169

Cloud Software Azure AWS 169

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. Top-Down Planning: Using Benchmarks.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. What Interviewing 600+ Sales Reps Taught Me About Team Building.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

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. Companyon’s SaaS Benchmarks Modeling Tool. Six SaaS Metrics’ Significance. By locating one of its metrics (e.g.,

Benchmarks 40

Benchmarks SaaS Retention Metrics 40

Clouded Judgement

DECEMBER 21, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. Every public company has a number of equity research analysts covering them who build their own forecasted models, which combine guidance from the company and their own research / sentiment analysis.

Cloud 177

Cloud Software Benchmarks Retention 177

Baremetrics

DECEMBER 7, 2023

The main benefits of categorizing your SaaS company’s expenses are more accurate metrics and forecasts, and getting a better understanding of your company’s overall spending. Even without any breakdowns, obviously the CEO was fully aware of the company’s increased spending in sales and marketing. This is a v2.0 New Gross Margins?

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

Kellblog

FEBRUARY 13, 2022

They create a sales opportunity in your pipeline and pass it to a seller. Our average sales price (ASP) , say $100K. Pipeline conversion rates (on a regular or to-go basis ) as a way of measuring pipeline quality or triangulating the forecast ? benchmark against) others who use placeholder values? Keep reading.

Sales 131

Sales SMB Systems Review Forecasting 131

Sales Hacker

AUGUST 30, 2021

Businesses have been worshipping big data for some years already, but unforeseen events in 2020 and 2021 made it clear that revenue rests on sales data. The pandemic turned markets and sales expectations upside down, leaving only 27% of CEOs feeling confident they’ll see revenue growth in the next 12 months.

Scale 88

Scale Data Sales Benchmarks 88

Kellblog

OCTOBER 30, 2022

One of my new benchmarking themes is that people need to pay more attention to matching their benchmarks with their aspirations. Forecast 2022 ARR growth of 36%, so they’re planning to accelerate. Sales and marketing (S&M) expense of 40% of revenues. Everyone’s an optimist.

Metrics 136

Metrics SaaS Benchmarks Churn 136

Clouded Judgement

SEPTEMBER 12, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. Every public company has a number of equity research analysts covering them who build their own forecasted models, which combine guidance from the company and their own research / sentiment analysis.

Cloud 169

Cloud Software Benchmarks Retention 169

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Sales Recruiting Sales Hiring Retention 86

OpenView Labs

OCTOBER 7, 2019

To help out, we crunched the burn rate figures from OpenView’s 2019 Expansion SaaS Benchmarks study. They don’t tell you the incremental return from spending more, whether on sales & marketing or research & development. The post 2019 Benchmarks: Are You Burning Too Much Cash? appeared first on OpenView.

Benchmarks 41

Benchmarks Sales Hiring Finance Forecasting 41

Clouded Judgement

JUNE 20, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. The real headwinds to software (tougher expansion, longer sales cycles / procurement, slower new business, budget crunches / RIFs, etc) started last August. net retention and CAC payback).

Cloud 161

Cloud Software Benchmarks Scale 161

ChurnZero

JUNE 9, 2023

Good sales teams typically get the budget, headcount and tools they desire because the function is tied to revenue. A healthy benchmark is a 95% renewal rate in a given period. A healthy GRR industry benchmark is 80-85% while high-performing SaaS companies often reach 90%. A healthy benchmark is 100% NRR or greater.

Finance 98

Finance Metrics Customer Success Headcount 98

Baremetrics

AUGUST 6, 2021

Forecasting MRR Movements Churned Subscriptions or Cancellation Insights Trials Customer Profiles and People Insights Benchmarking Segmentation Financial Reports with Baremetrics Baremetrics Provides Smarter Financial Reporting Forecasting In-Depth Reporting Trial Insights Enhanced Customer Profiles See Your First Report Today.

Payment Services 98

Payment Services Payments SaaS Payments Payment Methods 98

Clouded Judgement

APRIL 12, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. Every public company has a number of equity research analysts covering them who build their own forecasted models, which combine guidance from the company and their own research / sentiment analysis.

Cloud 161

Cloud Software Benchmarks Retention 161

Stax

FEBRUARY 21, 2024

Enter the SaaS Magic Number, which measures the return on sales and marketing spend in generating new subscription revenue. TL;DR The SaaS Magic Number is a metric, somewhat similar to ROI, but designed to assess the efficiency and effectiveness of a company’s sales and marketing strategies. What is the SaaS Magic Number?

SaaS Payments 88

SaaS Payments Payments Payment Services Stax 88

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. Each sales rep has their own way of finding new leads.”.

Benchmarks 41

Benchmarks Underperforming Technical Team Scale SaaS 41

InsightSquared

APRIL 14, 2021

CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. The key is identifying the sales metrics that matter most and getting ahead of pitfalls with actions like managing dashboards correctly. .

Scale 62

Scale Metrics Sales Forecasting 62

Outseta

AUGUST 23, 2017

By Geoff Roberts 15 min read Forecasts, budgets, and performance targets; these activities have long been seen by business people as critical activities in the operation of companies of almost any size. Simply put, activities like budgeting and forecasting are not compatible with self management. Stress levels were high.

Forecasting 52

Forecasting Scale Underperforming Technical Team Technical Review 52

Clouded Judgement

DECEMBER 20, 2022

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. Every public company has a number of equity research analysts covering them who build their own forecasted models, which combine guidance from the company and their own research / sentiment analysis.

Cloud 130

Cloud Software Review Software Benchmarks 130

Baremetrics

APRIL 21, 2021

When it comes to understanding finance for SaaS companies, there are key differences between more traditional financial models and SaaS-specific financial modeling and forecasting. Baremetrics can help you improve your SaaS finance model thanks to our robust forecasting capabilities in Flightpath. Start your free trial now.

Finance 98

Finance Scale SaaS Forecasting 98

Tom Tunguz

NOVEMBER 8, 2017

Because a company one or two or even three years into sales can’t yet accurately forecast customer lifetimes. Further complicating things, the LTV/CAC ratio is used as a metric of when to ramp sales and marketing spend. But this figure is often meaningless for early stage startups.

Startup 174

Startup Forecasting Benchmarks Acquisition 174

Kellblog

NOVEMBER 23, 2022

One year of forecast. This year that’s your 2022 forecast, which is your first through third quarter actuals combined with your fourth-quarter forecast. Includes those ramping, though I’ve argued that enterprise SaaS could also use a same-store sales metric. This is roughly “same-store sales [link].”

Technical Review 117

Technical Review Software Review Forecasting Churn 117

Baremetrics

OCTOBER 9, 2021

Forecasting MRR movements Churned subscriptions or cancellation insights Trials Customer profiles and people insights Benchmarking Segmentation. Whatever CRM and/or payment processing software you choose, use Baremetrics to monitor your sales data. Baremetrics makes it easy to collect and visualize all of your sales data.

Payment Services 98

Payment Services SaaS Payments Payments Payment Methods 98

User Pilot

MARCH 26, 2024

Hubspot – the best sales funnel analytics tool. With Google's machine learning models , you gain access to predictive analytics that forecast customer behavior. Benchmark reports. Benchmark reports are one of Mixpanel's new features, allowing you to compare your metrics with industry averages.

Artificial Intelligence 52

Artificial Intelligence SaaS Payments Payment Solutions Payment Services 52

User Pilot

MARCH 26, 2024

Hubspot – the best sales funnel analytics tool. With Google's machine learning models , you gain access to predictive analytics that forecast customer behavior. Benchmark reports. Benchmark reports are one of Mixpanel's new features, allowing you to compare your metrics with industry averages.

Artificial Intelligence 52

Artificial Intelligence SaaS Payments Payment Solutions Payment Services 52

User Pilot

MARCH 26, 2024

Hubspot – the best sales funnel analytics tool. With Google's machine learning models , you gain access to predictive analytics that forecast customer behavior. Benchmark reports. Benchmark reports are one of Mixpanel's new features, allowing you to compare your metrics with industry averages.

Artificial Intelligence 52

Artificial Intelligence SaaS Payments Payment Solutions Payment Services 52

User Pilot

MARCH 26, 2024

Hubspot – the best sales funnel analytics tool. With Google's machine learning models , you gain access to predictive analytics that forecast customer behavior. Benchmark reports. Benchmark reports are one of Mixpanel's new features, allowing you to compare your metrics with industry averages.

Artificial Intelligence 52

Artificial Intelligence SaaS Payments Payment Solutions Payment Services 52

User Pilot

MARCH 26, 2024

Hubspot – the best sales funnel analytics tool. With Google's machine learning models , you gain access to predictive analytics that forecast customer behavior. Benchmark reports. Benchmark reports are one of Mixpanel's new features, allowing you to compare your metrics with industry averages.

Artificial Intelligence 52

Artificial Intelligence SaaS Payments Payment Solutions Payment Services 52

Sales Hacker

SEPTEMBER 13, 2021

Another effect is that they will be able to share in the praise regarding revenue, which usually falls to sales alone. When leads are drying up, sales calls for a campaign, like showing up at a trade fair or business event. In this situation, there’s much better cooperation between sales and marketing. Spontaneous (SME).

Underperforming Technical Team 93

Underperforming Technical Team Marketing Sales Finance 93

User Pilot

JULY 13, 2023

Different types of company growth include: Industry growth assesses your company’s performance by benchmarking against the industry average. So you should benchmark your company’s growth against the industry average to see how well your company did. CAC is a fundamental metric in measuring company growth.

Metrics 98

Metrics Customer Lifetime Value Benchmarks Churn 98