Mucker Capital

OCTOBER 10, 2023

Sales development is a nuanced blend of art and science, requiring a delicate balance for its effective implementation within a company. Drawing from substantial experience, Sally Duby from The Bridge Group provides valuable insights into the intricate realm of sales development. Sally's wisdom sheds light on this dilemma.

Scale 52

Scale Sales Hiring Outsourced Development Development 52

Andreessen Horowitz

DECEMBER 4, 2023

Most growth-stage CEOs I work with know how to tell if they’re efficiently allocating capital in every part of their budget with one glaring exception: research and development (R&D). We pulled benchmarks for R&D spend from private and public companies in application, infrastructure and security, and consumer internet.

Underperforming Technical Team 122

Underperforming Technical Team Benchmarks CTO Hire New CTO 122

OPEXEngine

MARCH 9, 2022

For over a decade, we have been benchmarking R&D expenses and headcounts. In 2022, we are improving the depth of our R&D benchmarks into efficiency and ROI and will be rolling out a new R&D benchmarking aimed at CTOs and Engineering management. Understand how your outsourced teams are impacting your return.

Software Review 59

Software Review Development Team Review Technical Review Outsourced Development 59

SaaStr

NOVEMBER 4, 2021

The “Rule of 40” is one of the most commonly cited valuation benchmarks in SaaS for both public and private companies. While SaaS is an amazingly transparent community with abundant benchmarking resources, there are much fewer publicly available studies that allow an analysis of the underlying drivers of “Rule of 40.”

SaaS 265

SaaS Technical Review Benchmarks Azure 265

Tom Tunguz

OCTOBER 12, 2014

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. In dollars, WorkDay $30M on research & development on revenues of $25.2M

Benchmarks 111

Benchmarks Deferred Revenue Venture Capital Outsourced Development 111

Tom Tunguz

JANUARY 14, 2015

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. And in the US, each accountancy provides about 13 SMB customers to Xero. In dollar terms, Xero’s net income mirrors the median.

Benchmarks 100

Benchmarks Metrics SMB Outsourced Development 100

OPEXEngine

AUGUST 23, 2022

Advances in automation and new engineering techniques are enabling faster development cycles, raising expectations for ROI from the R&D function. Lauren and Rob shared a range of benchmarks that executive management should consider to accurately assess R&D ROI and resource allocations. . R&D/ Product Quality KPIs.

Outsourcing Services 59

Outsourcing Services Technical Review CTO Coach Software Review 59

User Pilot

OCTOBER 26, 2023

We also share benchmarks, important metrics to track, and best practices. For custom software development in-house, consider factors like development, implementation, maintenance costs, staff onboarding , and missed opportunities. Why is important for business growth ? Let’s get right to it.

Outsourcing Services 105

Outsourcing Services Software Outsourced Development SaaS 105

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Measuring “Time to Value”: Quantifiable Benchmark: This metric provides a benchmark for onboarding efficiency. Growth Engineer at Coast – more details here.

VP of Engineering 94

VP of Engineering Scale Outsourced Development AI 94

Tom Tunguz

NOVEMBER 16, 2014

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. New Relic is San Francisco based, 534 person company providing tools for engineers to understand how well their code is performing.

Benchmarks 100

Benchmarks Underperforming Technical Team Metrics Sales Hiring 100

Tom Tunguz

JULY 29, 2015

Netsuite began developing ERP (enterprise resource planning) tools to help companies manage their finances, expenses and supply chain. In 2006, according to the company’s S-1, the business shifted from longer term contracts to one year contracts. Most companies, as they scale, tend to move in the other direction.

Benchmarks 101

Benchmarks Outsourced Development Metrics Scale 101

OPEXEngine

JANUARY 17, 2020

Downward trending cost of goods (COGs) benchmarks are improving SaaS gross margins. The first is a production environment which handles all customer activity, the second is a development environment which handles all of the internal software development and testing. Benchmarking SaaS Cost of Goods and Gross Margins.

Outsourcing Services 53

Outsourcing Services Trends Outsourced Development Technical Review 53

User Pilot

APRIL 29, 2024

By working to guarantee customer renewals, new SaaS contracts bring in new revenue rather than replace previous ones. It involves taking the percentage of users who renewed their contracts over a subscription period. So, if 100 customer contracts are up for renewal and 95 renew, the renewal rate is 95/100 = 0.95

SaaS Payments 102

SaaS Payments Business SaaS Payment Solutions 102

Tom Tunguz

APRIL 2, 2017

Higher isn’t necessarily better, but likely reflect a larger initial customer contract for Cloudera. That’s a lot of charts already, but if you’re interested to see how Sales & Marketing spending and Research & Development spending differs, click on the links to see the charts.

Benchmarks 100

Benchmarks Metrics Software Review Scale 100

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. Digitally enabled lean processes.

Finance 52

Finance Outsourcing Services Scaling SaaS 52

Tom Tunguz

JANUARY 1, 2017

New Relic pursues a bottoms-up strategy, targeting developers and smaller accounts. The SaaS product has always generated more revenue than license, but the two revenue items did contribute similar revenues in 2015, at which point the company seems to have decided to focus actively on selling SaaS. AppDynamics employed a top-down strategy.

Benchmarks 100

Benchmarks Metrics Software Review SaaS 100

SaaSOptics

FEBRUARY 13, 2022

When transitioning to a SaaS model or developing a SaaS business, many companies utilize spreadsheets, disconnected systems, and other manual processes to manage their recurring revenue business. This is further complicated by the inherent customer contract volatility in SaaS businesses. The Difference in Revenue Recognition.

Payment Features 105

Payment Features Outsourced Development SaaS Software Review 105

Neil Patel

AUGUST 28, 2020

And it helps your decision to choose, using the type of companies they’ve worked with as a benchmark: 4. Doing this helps them develop custom strategies and plans unique to achieving your goals. Contract with Deliverables. Doing this does two things. It shows you they’re experienced. Real Customer Testimonials.

Outsourcing Services 144

Outsourcing Services Sales Hiring Outsourced Development Company Culture 144

OPEXEngine

APRIL 26, 2022

A customer is only a customer contracted to pay for your products and services. If your goal as a company is to develop a paid prototyping revenue stream, then perhaps these customers are valid. If your goal as a company is to develop a paid prototyping revenue stream, then perhaps these customers are valid.

Acquisition 59

Acquisition B2B Benchmarks SaaS 59

SaaSHolic

JULY 31, 2023

Accounting and payroll should definitely be outsourced. It just so happens that these CEOs typically prioritize pressing operational needs (a sales rep, a developer, etc.), This person can deal with various processes, hire and delegate, measure her/his department’s efficiency, and benchmark with other companies.

Sales Hiring 52

Sales Hiring Payment Services Underperforming Technical Team Outsourced Development 52

Intercom, Inc.

NOVEMBER 17, 2020

That’s why we aim to build “boring” software and why we’re committed to running less software , choosing to build on standard technologies and outsource the undifferentiated heavy lifting. Benchmarking our clusters. In that light, the proposal started to look cost-effective.

Engineering 151

Engineering Outsourced Development Benchmarks Scaling 151

Sales Hacker

APRIL 19, 2022

For instance, according to our benchmark report, RevOps-developed plans had the most trust. Measures include multi-year contracts, implementation fees, different products, demo appointments set, quarterly quotas, number of sales accepted opportunities, services, etc.). Limit your plan to three measures at most.

Compensation 88

Compensation Sales Recruiting Sales Hiring Retention 88

Andreessen Horowitz

SEPTEMBER 25, 2023

While a lot of the focus today is on the development of foundational large language models (LLMs) , the transformer architecture was invented only 6 years ago, and ChatGPT was released less than a year ago. The light bulb was invented in 1879, but it wasn’t until 1930 that 70% of US houses had electricity.

Artificial Intelligence 140

Artificial Intelligence AI Scale ChatGPT 140

Baremetrics

OCTOBER 18, 2021

These industrious developers have even developed apps to calculate, track, and project all manner of metrics for Shopify shopkeepers, in addition to apps targeted at every other need imaginable. Contraction MRR is the MRR lost from existing customers due to downgrades. Churned MRR is the MRR lost from cancellations.

Outsourced Development 98

Outsourced Development Underperforming Technical Team Churn Systems Review 98

Tom Tunguz

OCTOBER 20, 2015

According to Pacific Crest’s Annual SaaS survey , 9% of a sales rep’s annual contract value. The table below computes the effective salary + commission of a sales reps as a function of average contract value and an estimated quota. The first row shows the annual contract value (ACV), followed by an estimated quota.

Startup 100

Startup Outsourced Development Compensation Sales 100

Baremetrics

APRIL 21, 2021

Business Development Phase 4. You don’t just have to undergo all the normal business challenges of product development, brand positioning, and business development—you also have to articulate how you’ll incentivize loyalty and appropriately forecast your financial position. Start your free trial now. Table of Contents.

Finance 98

Finance Scale SaaS Forecasting 98

Point Nine Land

OCTOBER 23, 2023

The first sales hire needs to do all of the selling, build the playbook, and (probably) act as a Sales Development Representative doing cold outbound prospecting. Our take: Don’t hire a VP Sales until you have ramped up successful Account Executives. Any decent VP Sales would never want to be your first sales hire.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

Baremetrics

JANUARY 10, 2022

Bundling add-ons into the main price allows users to trial tools they may not have used otherwise, and ensures that your development costs for additional features are covered. SaaS platforms and apps Slack, Shopify, WordPress, and so many other beloved SaaS platforms have opened up to third-party developers. Try the free trial today !

Pricing 98

Pricing Airlines Systems Review Outsourced Development 98

Baremetrics

DECEMBER 7, 2023

Benefits of using Expense Categories in SaaS The main expense categories for any SaaS company are: Cost of Revenue Research & Development Sales & Marketing General & Admin These four categories are the standard for describing costs and expenses of any SaaS company from Salesforce to Zoom to your startup. Subaccounts for everyone!

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

ChurnZero

OCTOBER 22, 2020

This article will cover the reasons to give pause before undertaking the complex development of a Customer Success platform. . The role of Customer Success in keeping SaaS companies alive is too substantial to wing it by relying on a homegrown solution that accounts for a fraction of an outsourced product’s functionality.

Software Review 59

Software Review Technical Review Outsourcing Services Customer Success 59

Baremetrics

AUGUST 30, 2021

Baremetrics has supported hundreds of SMEs with comprehensive analytics as they develop, build and maintain their business over time. Annual Contract Value (ACV) ii. Annual Contract Value (ACV) This metric represents the average annual contract value of a customer subscription, including new bookings and renewals.

SaaS 97

SaaS Outsourced Development Payment Services Payments 97

Chaotic Flow

MAY 13, 2014

The stages of development can be classified into a natural progression of increasing SaaS business understanding from financial stability to operational measurability to revenue predictability outlined at the very beginning of this series. Sales is compensated on recurring revenue and avoids discounts based on total contract value.

Metrics 135

Metrics SaaS Compensation Benchmarks 135

ProfitWell

JULY 14, 2020

Today on Recur Now, I'm sharing how you can build solid commitment with your users, all in the name of annual contracts. Listen wherever you get podcasts: Annual contracts = commitment. Annual contracts leave customers with only one purchasing decision per year—versus twelve. To read more about annual contract value ?

Payments 66

Payments SaaS Payments Outsourced Development Payment Services 66

Scytale

AUGUST 29, 2023

Most businesses rely on third-party vendors for their business processes, whether it’s through partnerships or outsourcing. What Is a Security Questionnaire? It’s important for organizations to assess the security compliance of these vendors before engaging in any business transactions.

Outsourcing Services 52

Outsourcing Services Development Team Review Technical Review compliance 52

OPEXEngine

DECEMBER 12, 2019

In the OPEXEngine benchmarking ten years ago, private SaaS companies earned 9.5% In 2018, the OPEXEngine benchmarking showed private SaaS companies only increasing revenues from non-US customers to 11% of revenue, and public SaaS companies increasing to 26%. The more competition in the market helps develop the market.

Outsourcing Services 40

Outsourcing Services SaaS Outsourced Development Benchmarks 40

OPEXEngine

JUNE 11, 2020

At OPEXEngine, we pull apart the different nuances of each business model to make sure we are benchmarking companies correctly. Both subscription and term (and SaaS) payment contracts may or may not include a right to cancellation and refund of fees already paid. These terms affect revenue recognition.

SaaS Payments 52

SaaS Payments Payment Solutions Subscription Payment Features 52

OPEXEngine

JANUARY 30, 2020

There will be greater difficulty finding well qualified developers, sales, marketing and even Finance professionals, especially in hot locations like the Bay area, Boston, Austin, Denver, Seattle, Toronto, and Vancouver. 2020 Benchmarking. Employee productivity (hiring too many too fast almost always reduces productivity). Ramp times.

Sales Hiring 49

Sales Hiring Benchmarks SaaS Acquisition 49