ChurnZero

NOVEMBER 18, 2022

And yet, downplaying your team’s needs undermines CS’s current impact and future revenue-driving potential. But it’s not about driving revenue at all costs, cautions Jeff. This is something that I’m doing with fractional headcount allocation. Efficiency and profitability are top of mind for every executive today.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

OpenView Labs

FEBRUARY 10, 2020

Sales now accounts for about 7% of the company’s headcount–a similar share of their workforce as marketing or product management. I’d even argue that the company is still under-resourced in sales; sales accounts for only 7% of Atlassian’s headcount compared to 25% of headcount at the average PLG business. This is a good thing.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

Sales Hacker

MARCH 12, 2020

If you’re in a position to fill a sales role, you’re likely already feeling the pressure, because your revenue targets are built on the assumption that your team is fully staffed. Is compensation too low? Do: Move quickly to hire sales talent — empty seats mean lost revenue. Compensate all sales positions in the same way.

Sales Hiring 76

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 76

InsightSquared

MAY 7, 2019

When scaling the business, sales typically averages roughly 30% of revenue, so therefore sales spend is one of the biggest investments a company can make. At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC).

Scale 102

Scale Sales Hiring Metrics Sales 102

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. At the highest level, the operating expense ratio is measured as a percentage of recognized revenue.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

Sales Hacker

MAY 26, 2021

They want to increase revenue through effective sales strategies. Here, you can use your sales operations skills to get into your reps’ heads by creating compensation and incentive plans. Financial systems management – know how sales choices affect revenue goals. A career in sales, sales ops, or sales enablement?

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

ChurnZero

DECEMBER 28, 2021

Net Revenue Retention vs. Gross Revenue Retention: Explained. Have you ever wondered if you should be paying closer attention to your Net Revenue Retention (NRR) or Gross Revenue Retention (GRR) when analyzing churn? What percentage of company revenue should be spent on Customer Success?”.

Sales Hiring 52

Sales Hiring Headcount Customer Success Outsourced Development 52

SaaStr

OCTOBER 4, 2023

The Heavily Impacted, Not Impacted, and Mildly Impacted Zoominfo is a hero company, bootstrapped to a billion-something in revenue and profitable every year. We have recurring revenue and should predict the next quarter or two. Monday will probably add 25% headcount this year. Why are they included here?

Sales Hiring 240

Sales Hiring SaaS Headcount Compensation 240

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). The annual on target earning (OTE) of this POD should not exceed 40% of annual revenue.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

The Marketing & Growth Hacking Publication

APRIL 8, 2019

After all, there are only two ways for a business to make more money: Increase revenue Cut costs But, what’s your brand worth? Cutting agency compensation down to the brittle bone. We can’t have first-rate capabilities with second-rate fees. I don’t blame clients for seeking out low rates.

Growth Hacking 40

Growth Hacking Headcount Compensation Branding 40

Intercom, Inc.

AUGUST 20, 2019

In most sales organizations, SDR is a foundational early sales role, the day-to-day work of an SDR can feel repetitive, and closing roles usually offer higher compensation than SDR roles. It’s that simple: more and better-qualified leads = more revenue and shorter deal cycles. There are a few reasons behind this. The downside?

Sales Hiring 35

Sales Hiring Underperforming Technical Team Sales Headcount 35

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? Using these models, you too can learn how to go toe-to-toe with your Finance team by presenting trade-offs to get the headcount you need. How to Build a Customer Success Budget for Headcount. Revenue by Segment.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

SaaStr

MARCH 6, 2023

B2B entities can narrow the gap between their revenue and what they could deliver by fixing talent and technology inefficiencies. What B2B sellers are looking for An outstanding salesperson can shift a company’s revenue. Improvements included sales activity executions on a single platform, delivering revenue with fewer resources.

Innovation 227

Innovation Sales Hiring B2B Strategy 227

SaaStr

FEBRUARY 11, 2021

Because sales is a lead-driven but headcount- closed business. In sum -> Learning and understanding how to maximize the revenue per lead. No Revenues”. Drive your revenue per lead way up, and put you in place to jump on and close every practical piece of business that comes through the door. Sales Strategy.

Sales Hiring 363

Sales Hiring Scale Sales Recruiting Sales 363

Kellblog

JUNE 4, 2023

Compound this general lack of attention with reductions in headcount and tough economic times, and partners can devolve from an afterthought to a never-thought. They answered that they needed to focus on getting another few points of market share in the US and that they viewed international as “tactical revenue.” It’s hard work.

Sales Recruiting 110

Sales Recruiting Compensation SaaS Sales Hiring 110

ChurnZero

MAY 1, 2020

To compensate, we stuff in fluff to fill our void of expertise. To persuade your Chief Customer Officer, you’d want to address their top concerns such as optimizing the customer experience without adding internal headcount. “Brevity starts with deep expertise. They point out that acquiring knowledge takes time and hard work.

Business 53

Business Headcount Customer Success Leadership 53

Intercom, Inc.

JANUARY 16, 2019

If you want to build a revenue engine that will fuel long-term growth, you need to build and scale your sales org with intention. The result is greater penetration into the enterprise, higher product appreciation, and more revenue from a given customer. Many great products see exciting initial revenue traction. it all “works”.

Scale 156

Scale Sales Hiring Underperforming Technical Team Scaling 156

OpenView Labs

FEBRUARY 3, 2022

To find out which of these features are most common, OpenView surveyed over 500 SaaS companies ranging from pre-revenue to $100 million in ARR. All too often, companies omit certain acquisition costs, over-inflate recurring revenue by failing to strip out one-time revenue, and/or leave out some of the ongoing costs of serving a customer.

Headcount 73

Headcount SaaS Compensation Acquisition 73

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

ChurnZero

APRIL 29, 2022

Revenue Operations (RevOps) has gained massive traction in the last few years, with many hailing it as a new revolution. This may leave you as a Customer Success professional wondering what part and purpose you serve in this revenue movement. Speakers: Nick Thomas , Revenue & Data Architect, Winning by Design. Q&A Recap.

Customer Success 98

Customer Success Headcount Compensation Churn 98

SaaSOptics

MAY 2, 2022

In a sales-led model, sales processes and teams are the primary drivers of revenue growth. As a result, workplace collaboration tools like Zoom , Slack , and Dropbox all experienced record revenue numbers during this time. . For example, Zoom’s annual revenue increased 325.81%. There Aren’t Many True Product-led Companies.

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97

Chart Mogul

MARCH 10, 2023

– Esben Friis-Jensen, Co-Founder, Userflow So, product-led sales is a sales methodology that focuses on leveraging the product itself as the primary driver of customer acquisition and revenue growth. Sales-led growth still is a big thing in driving enormous revenue for many companies. (.) And it’s not right for everybody.

VP of Engineering 52

VP of Engineering Sales Hiring Sales Compensation 52

Sales Hacker

APRIL 29, 2021

The size of your company and the volume of content you must produce each quarter will determine the headcount needed on your team. Establishing a process, ensuring clearly defined ownership, and keeping a system of organization are all key aspects of a content lifecycle that promotes growth in your revenue org. Content Management.

Scale 102

Scale Sales Hiring Sales Headcount 102

ChurnZero

MARCH 22, 2019

Did you know: For every 1% increase in revenue retention, a SaaS company’s valuation increases by 12% after five years? How to structure and compensate a Customer Success team. We had one of our portfolio companies with 60% of their headcount reporting up through CS, and that’s how they focused and was the culture of the business.

Retention 61

Retention Payment Methods SaaS Payments Outsourced Development 61

Sales Hacker

JULY 16, 2020

Unsurprisingly, the largest nodes are the horizontal platform players in the space, and the mesh of connectivity between the rest represents a potential wellspring of leads, intel, and revenue for the companies inside. As a sales professional, building and co-selling with your ecosystem can help you shake loose new revenue.

Scale 95

Scale Payments SaaS Payments Payment Solutions 95

Sales Hacker

JULY 8, 2020

Michael is a member of Revenue Collective, but perhaps most importantly, he’s the chief sales and strategy officer for Compass, that fast-growing real estate behemoth. Making something big even bigger with strategic revenue generation [12:03]. Our actual revenue last year was about $2.4 Welcome to the Sales Hacker podcast.

Scale 113

Scale Scaling VP of Engineering Technical Review 113

Intercom, Inc.

NOVEMBER 5, 2019

Finally, where do they see the biggest opportunities to accelerate revenue and what obstacles stand in their way? I got off the flight, called them, and literally asked them, “How are you compensated? Could you give us an overview of a few levers that you guys are pulling to drive growth outside of growing headcount?

Scale 139

Scale Sales Recruiting Sales Hiring Trends 139

SaaStr

JUNE 16, 2020

And so while the churn I don’t want to minimize it, stable base of revenue should be able to maintain that through the year. Certainly you have your pre book, you have your pull forward revenue. I get asked by virtually every customer I talk to, “Hey, what are we doing around giving guidance on job roles and compensation?”

Sales Hiring 160

Sales Hiring Scale SaaS Payments Payment Services 160

Kellblog

JANUARY 2, 2024

I’m scoring this a hit not because I think usage-based pricing (UBP) – as it’s also known — is bad, but because I felt it was overhyped and often pushed too hard on companies by investors chasing stratospheric (or Snowflake-spheric) net revenue retention rates (NRR). Per LinkedIn , headcount is up 240% over the past two years.

AI Search 110

AI Search Technical Review ChatGPT Technical Advisors 110