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

CustomerSuccessBox

MARCH 9, 2022

In the glorious business of the SaaS space, one underlying truth that determines the growth and scaling of the business is that it takes several months to recover the Customer Acquisition Cost (CAC) and get to the profitable zone at a unit economics level. However, only one of them performs tasks at scale.

Customer Success 52

Customer Success Scale Customer Lifetime Value Outsourced Development 52

Totango

OCTOBER 1, 2020

Digital engagement is the most productive approach to scale and optimizes the CSM-to-customer ratio. Delivering Engagements That Add Value. When choosing a customer engagement model, you should consider how each model supports: Customer Potential: What is the Annual Recurring Revenue (ARR) of the client?

Engagement 72

Engagement Scale Customer Lifetime Value Headcount 72

ChurnZero

NOVEMBER 16, 2018

The Subscription Model Gives Power to the Customer = Power to Customer Success. It’s time to change our thinking to growing customer lifetime value #PulseEurope2018 #customersuccess pic.twitter.com/yEosP7fhkj. Product and Customer Success are Your Secret Weapons. Always revisit your customer segmentation.

Customer Success 49

Customer Success Scale Headcount Sales Hiring 49

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. We call them enterprise advocates and it’s something that we began to grow about four years ago, with a focus on really complex large customers.”. The rest of their headcount only grew by 31%.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

OpenView Labs

MAY 20, 2019

Tools like Outreach – which recently reached unicorn status – make it exceedingly easy to contact potential prospects across all channels at scale. Competition not only increases CAC, but it simultaneously decreases customer lifetime value (ouch!). Your marketing should start to mimic a B2C business.

Scale 70

Scale Startup Technical Review Software Review 70

OpenView Labs

MAY 20, 2019

Tools like Outreach – which recently reached unicorn status – make it exceedingly easy to contact potential prospects across all channels at scale. Competition not only increases CAC, but it simultaneously decreases customer lifetime value (ouch!). Your marketing should start to mimic a B2C business.

Scale 51

Scale Startup Technical Review Software Review 51

OpenView Labs

MAY 20, 2019

Tools like Outreach – which recently reached unicorn status – make it exceedingly easy to contact potential prospects across all channels at scale. Competition not only increases CAC, but it simultaneously decreases customer lifetime value (ouch!). Your marketing should start to mimic a B2C business.

Scale 40

Scale Startup Technical Review Software Review 40

SmartKarrot

DECEMBER 18, 2020

This customer service trend will pick up drastically for the next year. #4 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.

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

SmartKarrot

DECEMBER 18, 2020

This customer service trend will pick up drastically for the next year. #4 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.

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

Totango

FEBRUARY 21, 2020

Flexible subscription and recurring revenue models mean the customer is in control of their service and tech partnerships and reserve the right to move on to a competitor. Customer success and retention have therefore become critical to achieving maximum customer lifetime value.

Customer Success 83

Customer Success Trends Scale Customer Lifetime Value 83