SaaStr

MARCH 7, 2023

Many of them said headcount management and spend were common levers they pulled, given the immediate and significant impact they have on spend. AE and SDR compensation is another tactic to align GTM with what you want. The forecasted median growth rate is more tepid now, around 35%.

Outsourcing Services 166

Outsourcing Services Scaling Venture Capital Forecasting 166

OPEXEngine

DECEMBER 17, 2019

Working with your management team, you then develop a bottom up forecast for expenses. Bottom-Up Expense Forecasting. Benchmarking also provides useful data on spending levels across the major expense categories, i.e., COR, R&D, S&M, and G&A, and well as specific data on headcount for each team within these categories.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

ChurnZero

DECEMBER 2, 2022

We also had to think about how we were doing their variable compensation to incent fairness across the team. Alli: Sales projections were based on both white space and sales forecast. Alli: Customer employee headcount aligned well for us with contract value and customer revenue. Who gets to go into enterprise?

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98