SaaStr

MAY 8, 2024

Let’s jump right into this set of community questions focused on SaaS metrics, growth, and efficiency. What metrics should we expect in this environment? These payback metrics are important for investing. Q: When it comes to GTM efficiency, what are the most important leading indicator metrics? It destresses SaaS.

Metrics 216

Metrics Scale Sales Hiring SaaS 216

SaaStr

NOVEMBER 28, 2022

The secret to aligning GTM & finance teams. Success requires a healthy balance between finance and GTM teams.” Find the balance between enabling your GTM team and monitoring the long-term systems teams and back-end office teams who also have a role in that decision-making. Align on success metrics. Prakash Raina.

Scale 197

Scale Finance Sales Hiring Scaling 197

SaaStr

SEPTEMBER 2, 2022

Investors look for specific metrics to see whether you stand out from the crowd, ranging from your market expansion potential to your product vision and product-market fit. PMF metrics will differ depending on your product type. Aim beyond the obvious metrics that investors typically look at. At the early stage venture, ?start

Scale 186

Scale Retention Metrics Product Marketing 186

SaaStr

JULY 7, 2022

He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. In the areas of your business where you have metrics to show you how well members of your team are performing, it’s easy to be vigilant about your talent. “As

Scale 228

Scale Sales Hiring Interviewing Engineering 228

SaaStr

NOVEMBER 8, 2021

This 20-20-20 data is amazingly useful to that Self-Taught Founder building out their GTM operating model. Let’s assume you have a $2,000/month product (which is a healthy if high ACV for an early-stage PLG GTM motion) and need to grow your ARR by $600,000 to hit your plan, which translates to needing 25 new paid accounts.

Scale 304

Scale Cloud Forecasting Pricing 304

Sales Hacker

NOVEMBER 10, 2023

Deliver value early – in the product and external to the product In the product The concept of delivering value early is not just a philosophy; it’s a quantifiable metric known as “Time to Value.” ” This metric gauges the duration for users to realize the benefits, measuring onboarding efficiency.

VP of Engineering 93

VP of Engineering Scale Outsourced Development AI 93

SaaStr

JANUARY 17, 2023

Modern GTM requires both sales-led and product-led growth. Buyers want KPIs and keywords typically quantified in pain, metrics, and value. A Modern GTM Funnel Combining Sales and PLG. The modern GTM funnel, when combining sales and product-led growth strategies, will look slightly different than your typical sales funnel. .

Startup 236

Startup Sales Sales Funnel Education 236

User Pilot

JULY 23, 2023

Putting up a GTM team can be daunting, especially because you need to hit the sweet spot between just enough roles and too many people on the deck. Book a demo now to see how Userpilot can help your GTM team build code-free product experiences , analyze the behavior of existing customers, and boost customer success and retention.

Marketing 96

Marketing Customer Lifetime Value SaaS Advertising 96

SaaStr

SEPTEMBER 14, 2022

Still impressive, but it’s come down to a more earthly metric. #3. Free users still critical to scaling and GTM motion. Overall account growth is 65%. #2. NRR remains top-tier at 130%, but has come down from the crazy 150% after its IPO. Sales & Marketing coming down over time, but still 68% of revenue.

Scale 230

Scale Scaling Cloud B2B 230

SaaStr

NOVEMBER 15, 2022

Metrics are the key to evaluating success and setting goals, but not every SaaS business should orient itself around the same one-size-fits-all numbers. This flexible mindset creates just the right conditions for embracing evolving business models and new metrics. The Metric Monolith: The Rise and Fall.

Metrics 221

Metrics Machine Learning Artificial Intelligence Technical Review 221

SaaStr

NOVEMBER 14, 2023

It turns your GTM on its head. Rather than compensating based on ARR, it’s based on a volume and quality-based metric. Product: Needs to invest in tooling to support GTM teams. It’s unlike the old world, where you can sell a deal and walk away. You always have to stay engaged. You want to land as many logos as possible.

Compensation 176

Compensation Sales Azure AWS 176

SaaStr

JANUARY 12, 2024

If there were one or two metrics or data points that Nick learned at Gainsight by sitting in on board meetings, what were they? PS – watch his recent deep dive on this and a bunch more SaaS metrics for 2024 in the Workshop he did with us.) No one would disagree that retention and expansion are important.

Sales Hiring 254

Sales Hiring Customer Success Scale AI 254

Totango

DECEMBER 7, 2023

In Part 2 of this hot topic series, Taylor Hodges , Global Head of Customer Success for the Corrigo Enterprise product at JLL Technologies, shares how her team takes a unique approach to this task by aligning cross-functional GTM teams by industry vertical.

Revenue 90

Revenue Sales Customer Success Technical Review 90

SaaStr

DECEMBER 5, 2023

Miro was trying to make the shift to more of a hybrid GTM. You need to segment the entire organization, not just GTM. Marketing works together with sales, and it’s really about the key metrics they should be tracking, like how much activity and MQLs lead to actual bookings and defining ways to track that activity.

Scale 196

Scale Enterprise readiness compliance Enterprise 196

User Pilot

MARCH 15, 2022

This is where the GTM strategy comes in. In this blog post, you’ll learn everything about go-to-market strategies. Successful product launches stand on the back of an effective GTM strategy. Focusing on the proper metrics at this stage is crucial to how successful or bad your GTM plan will be. GTM strategy.

Strategy 98

Strategy Marketing SaaS Customer Lifetime Value 98

SaaStr

OCTOBER 17, 2023

Bake Flexibility into the $2M-$6M Stage of Growth Customer success benefits customers, but it also supports the entire GTM. The most underrated metric at this stage is time-to-value. Customer Success supports customers and your entire GTM motion. As such, time-to-value is the most underrated metric in SaaS.

Scale 176

Scale Sales Hiring Customer Success Scaling 176

SaaStr

FEBRUARY 24, 2023

How do the best-in-class companies perform when ARR is treated as a growth metric? On the other hand, the sales expenses form a larger share of operating expenses as the GTM motion is leveraged. Another metric to measure efficiency is Burn Multiple, a simple but effective way to measure the growth efficiency of a business.

Scale 204

Scale Sales Hiring Scaling Venture Capital 204

SaaStr

SEPTEMBER 23, 2022

To illustrate the turbulence, consider the following metrics: The BVP NASDAQ Emerging Cloud Index (the public benchmark of software performance) has contracted by more than 40%. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. . Introducing the Centaur. Activate your product-led growth levers.

Cloud 246

Cloud Trends Benchmarks Business Model 246

SaaStr

MARCH 20, 2024

Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. There is less money to spend today, and even if you have money, there is so much more focus on efficiency metrics in addition to growth, and you might not be encouraged to spend it as you once were.

Sales Hiring 265

Sales Hiring Sales Recruiting Scale Headcount 265

User Pilot

FEBRUARY 26, 2024

For each funnel stage, choose relevant metrics. The purpose of the marketing funnel is to generate interest in the product and engage prospective users via marketing campaigns until they become Marketing Qualified Leads (MQLs) and/or Product Qualified Leads (PQLs) , depending on your GTM strategy. Marketing funnel analysis metrics.

Marketing 105

Marketing Sales Funnel Forecasting Customer Lifetime Value 105

SaaStr

MAY 13, 2022

There are many ways to track your marketing performance, but if you want to understand how effective it is, one metric reigns supreme: revenue. These elements quickly measure your KPIs, enabling you to make smarter business decisions and hit your target metrics. Overcome GTM fragmentation. Know your data.

Revenue 221

Revenue Scale Engineering Marketing 221

SaaStr

AUGUST 25, 2023

You have to see: A couple of good hires brought in Improvement on some metrics A big deal or two hanging out there, brought in and closed Things taken off your plate. If, in one sales cycle, things aren’t improving on several core metrics, they never will. But freemium on its own is not a GTM strategy. The takeaway?

Part-Time VPE 179

Part-Time VPE Scale Sales Hiring CTO Hire 179

SaaStr

FEBRUARY 8, 2022

Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . Do you have a Go-to Market (GTM) for different market opportunities? Scaling a sales organization isn’t easy. This expertise requires team training and seller education. .

Scale 238

Scale Sales Hiring Compensation Sales 238

User Pilot

JULY 24, 2023

Measure the success of your launch by tracking relevant product metrics. Your go-to-market (GTM) strategy will combine all of the information you’ve learned in the previous steps into a robust market entry roadmap. If your budget allows it, create ads for the key channels you identified while crafting your GTM strategy.

ChatGPT 98

ChatGPT Social Media AI Market Research 98

User Pilot

JUNE 30, 2023

As you publish your content, track metrics like user engagement, conversion rates , or SEO performance to gauge how successful you’ve been in translating to the target audience’s native language. Blog content localization. What metrics should you focus on? Make sure to cover it in your market research.

SaaS Payments 98

SaaS Payments Outsourcing Services Payment Solutions Payment Services 98

OPEXEngine

NOVEMBER 9, 2021

The payback period metric doesn’t capture the difference in the quality of the revenue/cash collections. It’s an interest-free loan from a customer to grow the GTM team. And the company has two years of marginal profit to invest in the GTM. per year which incidentally costs less than venture debt). That’s a useful tool.

Sales Hiring 52

Sales Hiring Scale Payments SaaS Payments 52

OPEXEngine

FEBRUARY 22, 2022

This reality influences their go-to-market (GTM) strategy, which relies on a lower overall sales and marketing budget and a higher mix of marketing to sales spending. These lower price points influence the GTM strategy, which requires lower labor costs and a greater reliance on “one-to-many” marketing. Direct Sales.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SaaStr

JUNE 3, 2022

7 Secrets to a Successful SMB GTM Strategy with PayFit and Accel. Metrics that Matter Whether You’re Raising $1m or $100m with Index Ventures. Kick off to SaaStr Europa 2022 with SaaStr CEO Jason Lemkin. 5 Scale-Up Mistakes for Startups with Dave Kellogg. The Diversity, Inclusion & Equality Brunch: Come Meet Top Leaders.

Mobile 227

Mobile Scale SMB Travel 227

SaaStr

OCTOBER 24, 2022

So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured. Net dollar retention and negative churn metrics are very favorable with developer products. Some people might like blog posts, others might like videos, or some just want to see the code right away.

Underperforming Technical Team 185

Underperforming Technical Team Outsourced Development Development Part-Time VPE 185

Chart Mogul

SEPTEMBER 15, 2023

For years we have been reading and hand-picking the best SaaS blog posts to share with 24K+ SaaS Roundup subscribers. Subscriber or not, anyone who wants to increase their SaaS knowledge will benefit by reading the … For years we have been reading and hand-picking the best SaaS blog posts to share with 24K+ SaaS Roundup subscribers.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

User Pilot

JULY 17, 2023

In structure by metrics, different teams work to improve different KPIs. Product marketer Product marketers develop and implement the product’s Go-To-Market (GTM) strategy. Structure by performance metrics In this model, there are multiple product teams within the organization, each with a set of specific KPIs to target.

SaaS 98

SaaS Scale Leadership Customer Lifetime Value 98

SaaStr

NOVEMBER 1, 2023

Learn six GTM models Divvy used on their incredible journey from 0 to a $2.5B So, before you start thinking about these GTM models, you have to think about the attributes of your team. And remember, the GTM models that work for Divvy only worked because the team was great. It stands for the top three and bottom three.

Marketing 216

Marketing Finance Startup Leadership 216

SaaStr

MARCH 15, 2024

The question is, how do they translate or take that passion and create products, value propositions, messages, and GTM motions that are more strategic and have a bigger impact on those businesses? Most companies aren’t good at cross-organizational in a single GTM mode, but you have to be. This is part of the playbook. It doesn’t.

AI Search 232

AI Search SaaS Advertising Sales Hiring 232

Kellblog

MAY 5, 2021

As a matter of both company and go-to-market (GTM) strategy, we need to segment the market and then target certain segments [5]. Counting leads for leads’ sake (a so-called vanity metric) is stupid. Traditional marketing funnel metrics (e.g., A few examples: The value of marketing is defined by sales. Strawman. [6].

B2B 142

B2B Marketing Software Review Underperforming Technical Team 142

SaaStr

OCTOBER 3, 2023

Irregardless of the stage you’re in, success is about aligning GTM teams around a common goal of delivering repeatable customer value in a way that generates growth,” Borland says. You also want to define input and output metrics needed to measure the health and performance of the deal at each stage.

Enterprise 237

Enterprise B2B Scale SMB 237

CustomerSuccessBox

FEBRUARY 28, 2022

This is why the blog explains why the ‘ LAER model in Customer Success’ is too important a topic to ignore. Reviewing the KPIs and metrics is the best method to see how well you’re doing in each phase of your customer relationship. Time to first value is a critical metric that must be achieved flawlessly.

Customer Success 52

Customer Success Technical Review Software Review Technology 52

OPEXEngine

DECEMBER 17, 2019

In the many years I’ve worked with SaaS companies, I continue to observe a surprising lack of standardization of SaaS metrics and performance reporting. My experience reinforces the fact that SaaS business model variants and approaches to measuring performance via metrics are still very much undefined. The Value of Benchmarking.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40