Tom Tunguz
MARCH 27, 2023
Slower sales cycles create pipeline shocks & startups are feeling the impacts. The average startup saw a 24% increase in sales cycle from early 2022 to 2023. Startups selling to enterprises have increased 36%, twice those of Mid-Market & SMB focused companies. Sales cycles shifted dramatically in 2023.
SaaStr
SEPTEMBER 19, 2023
Some of the changes we’ve seen in the last year or two include: CAC reduction Headcount optimization Price complexity Quality of revenue A different environment means a different strategy, and Notion Capital lays out four business model changes that could be helpful based on what peers are doing. You don’t want to be there.
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SaaStr
FEBRUARY 14, 2024
The Head of CS has become an amorphous reporting structure in SaaS at many scaleups and startups because no one wants to own customer success. 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.
Andreessen Horowitz
MARCH 21, 2024
Can these startups actually make any money? We believe that AI startups who 1) build for enterprises’ AI-centric strategic initiatives while anticipating their pain points, and 2) move from a services-heavy approach to building scalable products will capture this new wave of investment and carve out significant market share.
ChurnZero
NOVEMBER 22, 2021
As a Customer Success leader, do you get anxious at the thought of asking your CFO or CEO for additional headcount? Using these models, you too can learn how to go toe-to-toe with your Finance team by presenting trade-offs to get the headcount you need. In this article, we cover: Budgeting Benchmarks: Do They Cause More Harm than Good?
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. Imagine our hypothetical startup’s sales team grows to 20 people. Each startup will have to decide their own strategy.
Kellblog
NOVEMBER 2, 2021
The benchmark lens. Every startup has an operating plan that is used to set targets for the company and manage the cash runway. Startup markets are not won by the timid. The Benchmark Lens. While I’m a big believer in gathering such data and using it for context, benchmarks alone are not enough.
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