Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. It has a compounding effect - the more good decisions a business makes, the better the results will be. Again, it was an easy to use model which scaled effective decision-making. Brand equity.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

OpenView Labs

MAY 20, 2021

I saw this as a client partner and then regional managing director at an eBusiness firm that scaled from 0 to 2,000 people in three years, organically. The same was true when I ran the People function at a software development consultancy that doubled its headcount to ~100 while reducing attrition from 40% to 5% voluntary in 18 months.

Scale 84

Scale Underperforming Technical Team Headcount Software Review 84

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. What “customer success” looks like evolves as your company and customers scale upmarket.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Practical Advice on SaaS marketing

OCTOBER 9, 2012

Because of the way the SaaS business model works, if you feed the customer acquisition process, you hurt profits and burn cash. Cut sales and marketing headcount and scale back spending on customer acquisition programs. But with a well-run SaaS business, over the long term, you actually do make it up in volume.

Acquisition 124

Acquisition Scale SaaS Headcount 124

Sales Hacker

JANUARY 29, 2018

Traditional Sales Organizations – Growth of headcount in sales was structured around revenue per individual contributor (IC). The model used a waterfall-like model that ramps up over the course of a year, in which an individual contributor brings in $2M/IC per year. Scaling Your Revenue Growth. Scale the Recruiting.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

OPEXEngine

FEBRUARY 2, 2021

Many founders and CEOs have seen their business plans upended by COVID-19. That’s because very few contingency plans accounted for the scale and nature of the disruption we’re all experiencing. Really robust forecasts rely on the drivers that matter most to the business.

Forecasting 40

Forecasting Underperforming Technical Team Headcount Scale 40

Intercom, Inc.

JUNE 21, 2018

You need to build an efficient sales team…you can’t just throw money or headcount at things. When I started the business, there was enough momentum behind it for it to be interesting. You need to maximize everything you possibly can to beat the competition because you can’t just throw money or headcount at things.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

SaaStr

JULY 24, 2023

This chart shows the awesome power of high NRR and how you have to invest in customers that scale with you over time. #3 in ARR, but what a lot of people at scale have trouble with is getting new customers. Here you can see the magic in MongoDB’s business model. Mongo lets you try its products for free and scale up.

Revenue 208

Revenue Scale Sales Hiring Cloud 208

Intercom, Inc.

APRIL 4, 2019

So how did they go from product-market fit to actually scaling a sales org around a repeatable sales process? Arriving at a company that had found early success epitomizing Paul Graham’s mantra of “ do things that don’t scale ”, her brief was the opposite – to build a sales organisation that would scale.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

Intercom, Inc.

OCTOBER 29, 2019

This data typically comes in three broad flavors: Firmographic: This includes employee headcount, revenue, vertical, business model, location, tech stack, web traffic, and other publicly available information about the customer. additional data on our customers’ business models, size, web traffic, and verticals.

Business 184

Business B2C Scale Headcount 184

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? And by implementing the Customer Success capacity planning and budgeting models shared in this article , Kristen did just that. How to Build a Customer Success Budget for Headcount. Discovery Call. Monthly Meeting.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

SmartKarrot

DECEMBER 18, 2020

For any business, scaling is the only way towards sustainable growth. But instead of spending money on increased headcount, companies are planning to spend heavily on technology. The economies of scale work best with technology. This helps in a prolonged business and increases the customer lifetime value.

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

SmartKarrot

DECEMBER 18, 2020

For any business, scaling is the only way towards sustainable growth. But instead of spending money on increased headcount, companies are planning to spend heavily on technology. The economies of scale work best with technology. This helps in a prolonged business and increases the customer lifetime value.

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

Andreessen Horowitz

MARCH 21, 2024

Last year, while consumers spent hours chatting with new AI companions or making images and videos with diffusion models, most enterprise engagement with genAI seemed limited to a handful of obvious use cases and shipping “GPT-wrapper” products as new SKUs. Some naysayers doubted that genAI could scale into the enterprise at all.

Generative AI 145

Generative AI AI Enterprise Artificial Intelligence 145

Hitenism

JANUARY 16, 2017

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Double headcount every 6-9 months. Use venture capital to scale an inside sales team and dial for dollars to gain market share.

Scale 147

Scale Venture Capital SaaS Headcount 147

OPEXEngine

JANUARY 5, 2021

What it tells you about your company will depend on your goals, your business model and needs, and your customer lifecycle. A high CAC may work for you if you want to promote stability and predictability in your company’s revenue and are not as interested in scaling quickly. However, this metric calls for discerning judgment.

Benchmarks 52

Benchmarks Acquisition Customer Lifetime Value Scale 52

Baremetrics

JULY 25, 2019

Data science is beginning to replace spreadsheets for entrepreneurs wrestling with uncertainty in their business models. If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business. Measuring Up: A Forecasting Maturity Scale. How did we get here?

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

Outseta

JANUARY 20, 2020

To operate profitably, particularly in the early days, Buildium simply could not afford to offer top of the market salaries—this was a reality of the company’s business model. As a result, Buildium took many chances on up and coming talent—myself included. You read that right—two!

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

OpenView Labs

MAY 5, 2021

Other businesses, like LinkedIn and Netflix, have strong histories of being producers of open-source projects, which provides a strategic recruitment and retention tool for top-tier engineering talent. Related podcast episode: How MongoDB Scaled Their Open-Source Product with a Bottom-Up and Top-Down Sales Motion.

Business 52

Business SMB Scale DevOps as a Service 52

SaaStr

JUNE 16, 2020

Adnan Chaudhry: And at first, I just want to acknowledge that we’re going to talk about the business models of some of our broader customers, some of the things Salesforce is going through. It’s a business crisis. What’s the impact of that to your business? But this is a public health crisis.

Sales Hiring 159

Sales Hiring Scale SaaS Payments Payment Services 159