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. What are companies doing today to scale efficiently? AE and SDR compensation is another tactic to align GTM with what you want. 80% of companies are slowing hiring.

Outsourcing Services 164

Outsourcing Services Scaling Venture Capital Forecasting 164

OPEXEngine

DECEMBER 17, 2019

For the Top Down approach to benchmarking, you establish next year’s targets for revenue, gross margin and cash flow. In other words, the targeted revenue won’t support the level of expense requested by the management team. Evaluate Business Performance: Operating Margins. What should your operating margin target be?

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

Sales Hacker

JANUARY 29, 2018

Reps were hired, trained and compensated to perform as an individual to hit a quota. Traditional Sales Organizations – Growth of headcount in sales was structured around revenue per individual contributor (IC). What complicates this model is the high-velocity it operates on; many clients commit within 90 days or faster.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

ChurnZero

DECEMBER 2, 2022

We also had to think about how we were doing their variable compensation to incent fairness across the team. Why not use revenue or multiple factors to segment? 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