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. Typical SaaS Sales Metrics. Underlying those metrics are processes which can improve or reduce performance in each of the above metrics.

Scale 102

Scale Sales Hiring Metrics Sales 102

ChurnZero

NOVEMBER 11, 2022

The top metrics in CS are all revenue metrics. NRR, which tracks the percentage of recurring revenue retained from existing customers, is now the top metric for CS teams in almost every revenue band. Why NRR (net revenue retention) is the SaaS metric to rule them all. However, 76.5% In an encouraging sign, 59.5%

Leadership 98

Leadership Trends Customer Success Investment 98

Kellblog

NOVEMBER 2, 2021

The benchmark lens. The Benchmark Lens. Now that it’s clear that plan-relative performance is only one lens, you may decide to get some benchmark data to see what kind of growth is normal or good at your scale. 3] In fact, I believe the best metric would be relative market share (i.e., Is that good? Is that bad?

Benchmarks 120

Benchmarks Scale Headcount Startup 120

OpenView Labs

MAY 24, 2021

In OpenView’s 2020 SaaS benchmarks , we pointed out that public markets were starting to take notice of product-led companies. Like OpenView’s coverage of SaaS metrics and benchmarks? Please consider participating in our 2021 Financial and Operating Benchmarks Survey —now open! The bottom players: Zoom, Yext, ZoomInfo.

Scale 98

Scale Headcount Sales Hiring Benchmarks 98

OPEXEngine

OCTOBER 7, 2020

Employee productivity is up for the moment, as companies reduced headcount. We are currently conducting a 2020 Flash for the SaaS benchmarking community, looking at 2020 end of year forecasts for revenue, ARR, growth rates, and departmental expenses and headcount. 2020 Flash. appeared first on OPEXEngine.

Trends 96

Trends Technical Review Headcount SaaS 96

OPEXEngine

MARCH 9, 2022

Most companies track R&D as a % of revenue, and maybe a few metrics about activity, but few CFOs can answer the question of what’s the ROI on their R&D investment. For over a decade, we have been benchmarking R&D expenses and headcounts. R&D ROI benchmarks, and.

Software Review 59

Software Review Development Team Review Technical Review Outsourced Development 59

OPEXEngine

JULY 27, 2021

It is an exclusive meeting limited to Finance executives benchmarking with us and governed by Chatham House Rules. The SaaS Finance MeetUPs help provide context for our benchmarking community to the OPEXEngine benchmarks and content that we develop. Be strategic about your metrics.

Finance 52

Finance Outsourcing Services Scaling SaaS 52

Kellblog

NOVEMBER 23, 2022

The first slide is focused on the ARR leaky bucket, metrics derived from ARR, and ARR-related product.ivity measures. Slide 1: The Leaky Bucket of ARR and Related Metrics. Not to be confused with cash conversion score which is defined as an inception-to-date metric, not a period metric. Expansion ARR as % of new ARR.

Technical Review 116

Technical Review Software Review Forecasting Churn 116

SaaStr

JANUARY 21, 2022

But the truth was, the campaign was performing above the benchmark, but it was a new area for them. Resolving this Consumer vs. Enterprise channel conflict will also help you learn a lot in the initial days without getting in your own way of optimizing for the short-term or siloed metrics rather than looking at the bigger picture.

Scale 214

Scale SMB Enterprise Sales Hiring 214

OPEXEngine

OCTOBER 31, 2019

Over the past decade benchmarking software and SaaS companies , I’ve had the chance at OPEXEngine to work with hundreds of amazing Finance execs who work incredibly hard at getting the right data to support their company’s goals. SaaS Finance Benchmarks. Ability to accurately benchmark key metrics against peers and market leaders.

Finance 40

Finance CTO Hire Headcount SaaS 40

ChurnZero

OCTOBER 15, 2021

Twenty years ago, when I did my first big round of funding for a different company, NRR was an “Oh, by the way” metric. Then, by the third meeting, they said, ‘Oh, by the way, what are your customer metrics?’ As more time goes by, NRR rises in the ranks and becomes an impact metric, or one of the top 10 metrics tracked by company.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Tom Tunguz

DECEMBER 11, 2016

As SaaS startups scale, sales execution becomes the most tangible metric of a business’ success, and the one by which the business’ health is benchmarked. At this scale, the economics of sales training are plain to see: less headcount required to attain the same bookings run rate.

Scale 100

Scale Sales Hiring Startup Headcount 100

OpenView Labs

NOVEMBER 19, 2020

data points from our 2020 SaaS Benchmarks survey—we made this guide. In any funding round, there are metrics you just can’t miss. Based on our data, a good rule of thumb is to double your headcount between rounds starting with 10 FTEs at your seed round. And that’s exactly why—using the 1,200 (!) The non-negotiables.

Headcount 55

Headcount Benchmarks Banking Retention 55

ChurnZero

DECEMBER 18, 2020

Like let’s take a more conservative approach in the earlier months of the year in terms of adding headcount. Q: What key metrics can Customer Success share with product to help prioritize their goals? What are your metrics? Those metrics are going to look at the impact. What are your goals?

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

Intercom, Inc.

MAY 19, 2022

With the 2022 Customer Service Quality Benchmark Report , we wanted to look deeper than individual metrics. After all, while metrics help us measure the impact of our work, they only support a narrative. In the 2022 customer service quality benchmark report, our objective was to look deeper than individual metrics.

Benchmarks 104

Benchmarks Sales Hiring Scale Strategy 104

SmartKarrot

NOVEMBER 17, 2022

Measure, track, analyze and report key account metrics. Map and benchmark competition and share best practices. Ensuring diligent resource management for the team, based on ticket volumes, team headcount and time-off, project commitments, and any other relevant factors. Analyzing industry and market trends.

Customer Success 19

Customer Success Development Team Review Systems Review Headcount 19

SaaStr

FEBRUARY 14, 2024

Do we own the metrics and the people? We all become new customer-oriented, so we say we’re focused on the existing base, but once the sales team becomes 30-40% of headcount, it tends to dominate every conversation. There were some data points in the study around engagement being a big metric for CSM, but that might not be right.

Customer Success 235

Customer Success Sales Hiring Scale AI 235

OpenView Labs

JUNE 10, 2019

Data-Driven Product Roadmaps: Choosing the Right Metrics. In this post, Jim Semick – Founder & Chief Strategist at ProductPlan – shares 6 steps to base your product strategy and roadmap on key metrics that support your strategic decisions. The SaaS Product Metrics Pyramid. Podcasts.

Management 55

Management SaaS Scale Sales Recruiting 55

Andreessen Horowitz

MARCH 21, 2024

On a much smaller scale, we’ve also started to see some leaders deploying their genAI budget against headcount savings, particularly in customer service. In the near term, leaders are still rolling out this tech and figuring out the best metrics to use to quantify returns, but over the next 2 to 3 years ROI will be increasingly important.

Generative AI 145

Generative AI AI Enterprise Artificial Intelligence 145

OPEXEngine

JANUARY 5, 2021

Customer Acquisition Cost (CAC) is a key SaaS metric that accounts for how much it costs your company to procure each new customer. However, this metric calls for discerning judgment. The post Why a Low Customer Acquisition Cost (CAC) Isn’t Always a Good Benchmark appeared first on OPEXEngine.

Benchmarks 52

Benchmarks Acquisition Customer Lifetime Value Scale 52

Totango

MAY 7, 2024

That way, both teams can use those outcomes as a benchmark of success throughout the customer journey. Strategy #3: Share revenue responsibility and success metrics There’s been a major shift in the B2B space over the past few years. This doesn’t just provide a useful shared goal.

Strategy 98

Strategy Sales Customer Lifetime Value Retention 98

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. 6/ How to transform Customer Success into a profit center with metrics and forecasting. 4/ Got self-doubt?

Leadership 90

Leadership Benchmarks Headcount Machine Learning 90

Totango

NOVEMBER 5, 2019

Product usage metrics reveal the relationship your customer has with your product—and provide context for the relationship you should be having with your customer. Product usage metrics tell you how your customer is currently using your service so you can tell them how to make even better use of it in the future. Feature usage.

Metrics 64

Metrics Customer Success Customer Lifetime Value Headcount 64

OPEXEngine

OCTOBER 6, 2022

OPEXEngine, a worldwide leader in SaaS benchmarking, celebrates 1 year anniversary as part of Bain & Company with the release of its “BenchmarkEngine 2023” platform . BOSTON, October 6, 2022 – OPEXEngine, the world’s leading SaaS benchmarking platform, today marks its one-year anniversary as part of Bain & Company.

Technical Review 40

Technical Review Development Team Review Benchmarks Headcount 40

Sales Hacker

APRIL 29, 2021

The size of your company and the volume of content you must produce each quarter will determine the headcount needed on your team. A content analyst should be aware of any benchmarks and KPIs that are being used to hit goals. Here are the functions your content supply chain should include. Content Management. Content Analysis.

Scale 102

Scale Sales Hiring Sales Headcount 102

Totango

APRIL 14, 2020

You should be able to benchmark customer behaviors and progress with metrics known to influence business success, and then automatically follow real-time performance. Your customer success team members should be able to get a visible snapshot of the health of every account under their control within a regular morning routine.

B2B 71

B2B Scale Marketplace as a Service Sales Hiring 71

Intercom, Inc.

MARCH 24, 2021

Ultimately, self-serve support empowers you to scale your support and provide customers with the fast answers they need, when they need them – without upping your headcount or overstretching your team. Metrics for championing and optimizing self-serve support. Here are our tips: Track efficiency metrics. Customer retention.

Scale 165

Scale Scaling Strategy Headcount 165

OPEXEngine

AUGUST 25, 2020

adding headcount, reducing production time, expanding sales territories) to see likely outcomes. Robust models should let you model everything, everywhere—expenses, capital, headcount, revenue, projects, grants, quotas, and territories—across any department, entity, or function. Not exactly X-ray vision, but close.

Headcount 52

Headcount Forecasting Finance Business Model 52

Sales Hacker

NOVEMBER 14, 2019

The goal of the account selection process is to optimize your sales and marketing resources — time, headcount, and budget — by focusing on the accounts most likely to drive big revenue. Behavioral data also includes: Activity metrics and Interaction with your content (eBooks, webinars, whitepapers, etc.). Job postings.

Underperforming Technical Team 57

Underperforming Technical Team Technical Review Data Development Team Review 57

Kellblog

JUNE 17, 2023

Those who find SaaS benchmark reports as impenetrable as James Joyce. the mind of someone who spends far too much time thinking about SaaS metrics), as I read this report. I’ve always felt you should, in a perfect world, be able to cut benchmarks by aspiration. The cavalier. Grab your copy and let’s go.

Scale 103

Scale Sales Benchmarks Metrics 103

Sales Enablement, SaaS and Growth

JULY 24, 2018

The number of employees when things get particularly troublesome are three, 10, 30, 100, 300 and 1,000 - before company headcount hits these milestones you’ll need to rethink how you operate. These metrics immediately give insight into the health and likely success of a SaaS business.

SaaS Payments 131

SaaS Payments Sales Hiring Payment Services Business 131

Kellblog

JANUARY 2, 2024

Customer retention came into sharp focus in 2023 and with it a new, balanced view relying on both NRR and GRR as key retention metrics. Per LinkedIn , headcount is up 240% over the past two years. For the first time, an overall productivity measure, ARR/FTE , has crawled its way into the top 5 SaaS metrics [9]. That’s the point.

AI Search 109

AI Search Technical Review Technical Advisors ChatGPT 109