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. This is why there’s no one-size-fits-all advice for scaling efficiently because every company is different. AE and SDR compensation is another tactic to align GTM with what you want.

Outsourcing Services 164

Outsourcing Services Scaling Venture Capital Forecasting 164

OPEXEngine

DECEMBER 17, 2019

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. Evaluate Business Performance: Your Go-to-Market Strategy.

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). Once a POD operates efficiently, do not add AEs to it. This messes up the balance.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

ChurnZero

DECEMBER 2, 2022

If (nearly) missed targets are becoming the norm, it might be time for you to dust off and revamp your customer segmentation strategy. We also had to think about how we were doing their variable compensation to incent fairness across the team. Who gets to go into enterprise? We want highly skilled CSMs in each segment.

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98