Tom Tunguz

FEBRUARY 16, 2020

Let’s throw away outliers in the data set, one might say. Look at the data. On one hand, shorter sales cycles are more attractive to investors. I’ve written about why it’s a competitive advantage. But that can lead to this mismatch error. Better to be more conservative.

Scale 297

Scale Forecasting Sales Interviewing 297

ChurnZero

APRIL 25, 2025

Customer teams have more data at their fingertips than ever before. What do our CS leaders and teams do with mountains of historical, behavioral, and customer journey data? How can we shift our mindset from reactive to future focused, from assessing past mishaps to forecasting ideal scenarios? Where can you start?

Forecasting 52

Forecasting Customer Success Payments Data 52

SaaStr

MARCH 18, 2025

Radical Transparency in Growth Planning While most revenue leaders deliberately “sandbag” forecasts to ensure they can over-deliver, Colin Jones did the exact opposite at Wiz. This practical, observable metric drove more decision-making than sophisticated dashboards or forecasting models.

Scale 179

Scale Sales Hiring Scaling Headcount 179

SaaStr

AUGUST 5, 2024

When you find the answer to these questions, you can expand an existing customer base and create cool data-driven case studies to help your sales team bring in net business. It All Starts With Data If you take away anything from this post, it’s to fight for better data for your customer success teams. What can you do right now?

Scale 284

Scale Customer Success Scaling Revenue 284

SaaStr

OCTOBER 23, 2024

The mobile phone user has the highest NPS as a BILL user because it’s super simple and easy, and the clerk does all the data entry, pulling everything in and managing it. They’re asking for moving money faster, creating a specific workflow, and insights and forecasting so they can be strategic about what they’re spending.

SMB 307

SMB Payment Services Payments Payment Methods 307

SaaStr

MARCH 27, 2023

Capchase Co-Founder & CEO Miquel Fernandez and 01 Advisors VP Kristen Clifford use data to show us what differentiates the best SaaS companies from the rest. They are really, really good at forecasting. Recommendations Forecast in next-12-month increments, update your assumptions frequently, and build multiple scenarios.

SaaS Payments 246

SaaS Payments Technical Review Software Review Venture Capital 246

TechEmpower SaaS

MARCH 4, 2024

Post-sale, AI analyzes customer data to improve service and loyalty, making it a cornerstone of modern sales methodologies. This AI-centric approach transforms sales into a data-driven field, emphasizing efficiency and personalized customer experiences.

Generative AI 443

Generative AI CTO Hire AI Sales Recruiting 443

SaaStr

JUNE 4, 2025

Your sales reps are drowning in tasks that have nothing to do with selling: Data entry and CRM hygiene Proposal generation and customization Meeting scheduling and follow-up coordination Lead qualification and research Activity logging and reporting Contract management and renewal tracking All necessary. It’s administrative quicksand.

Scale 244

Scale AI Underperforming Technical Team Sales 244

Blulogix

FEBRUARY 26, 2025

By BluLogix Team The Role of Invoice Forecasting in Financial Planning Introduction Predicting revenue accurately is a game-changer for businesses of all sizes. Invoice forecasting is not just a financial functionits a strategic tool that helps companies optimize cash flow, improve budgeting, and reduce financial risk.

Payment Features 59

Payment Features Forecasting Subscription Data Analysis 59

Tom Tunguz

FEBRUARY 26, 2025

This keeps morale high and creates a very predictable revenue forecast. Usage data feeds product-led growth (PLG) lead scores, enabling account executives to outbound to the most promising users. Inside sales teams selling $5-30K products can sustain a deal velocity of 3-8 transactions per month, depending on quota.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

MARCH 7, 2022

Step 1: Collect data. You can’t sell effectively if you don’t collect data. Investing in a robust CRM software is a must as it helps you consolidate data about customer interactions. Salesforce brings together all prospect and customer data across your business allowing you to win customers and grow your business.

Scale 261

Scale Sales Hiring Scaling Sales 261

Tom Tunguz

APRIL 14, 2020

The data is insightful both as a tool for benchmarking your own company and also to understand the mentality of sales leaders in this challenging time. 72% of respondents have adjusted revenue targets and forecasts, or expect to soon. Only about 1% have seen a benefit and are increasing their forecasts.

Sales Hiring 334

Sales Hiring Sales Forecasting Travel 334

SaaStr

MARCH 24, 2021

Sales forecasting: Over time, you should be able to determine a percentage likelihood of deals closing at each stage. These forecasts are an important budgeting tool and can help you identify gaps in your pipeline. Automate data collection as much as you can and try to minimize clicks. Sales pipeline step-by-step process.

Sales Hiring 318

Sales Hiring Startup Sales Outsourced Development 318

SaaStr

FEBRUARY 24, 2023

Companies are thinking not just of the current year but forecasting demand and growth for the year ahead; this will influence hiring decisions. link] The post Unveiling the Data Behind Effective Scaling with ICONIQ Growth Partner Doug Pepper and Partner & Head of Analytics Christine Edmonds (Pod 637 + Video) appeared first on SaaStr.

Scale 246

Scale Sales Hiring Scaling Venture Capital 246

Clouded Judgement

JANUARY 24, 2025

While cutting-edge language models have demonstrated remarkable capabilities, most are primarily trained on open internet data. In AI terminology, “generalizing” refers to a model’s ability to apply learned knowledge to new tasks or unseen data. This is what I’m calling “Enterprise AI.”

Enterprise 159

Enterprise AI Cloud Artificial Intelligence 159

Tom Tunguz

FEBRUARY 18, 2022

That’s a promising start and the data suggests the team will perform similarly this quarter to previous quarters. Like the tops-down math, the aggregate sales manager forecast confirms the sales team has chalked up 74% of the number for the quarter in late-stage. Forecast are accounts that the managers expect to close.

Scale 331

Scale Sales Forecasting Outsourced Development 331

SaaStr

JUNE 11, 2024

Your data is the other part. That fuel is your data. Let’s discover how you can unlock the value of your data with the help of AI. That’s traditional AI, where it looks at a task a human can do, identifies data patterns, works out what might happen next, and makes suggestions on it. AI is part of that answer.

AI 176

AI Data Artificial Intelligence Generative AI 176

SaaStr

MARCH 12, 2025

In reality, effective marketing is deeply analytical and data-driven, with clear KPIs at every funnel stage. . “Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured.

Sales Hiring 195

Sales Hiring Marketing Technical Review Underperforming Technical Team 195

SaaStr

DECEMBER 13, 2020

When you have a stumble, dispassionately and logically re-forecast. have to try to re-forecast on their own — they’ll quickly lose confidence in your ability to do so. .” If we know you can truly see the future, and it’s still a bright (and data-driven) one — then we can take some interim bad news.

Forecasting 358

Forecasting Communication SaaS Investment 358

Tom Tunguz

APRIL 23, 2023

Healthcare increased 8% Overall software grew 8% The data sets are largely consistent : high single digit growth in most areas outside of hardware. The hard part about this data is that in market, it doesn’t feel this way for most businesses. If Gartner is correct in their forecast, next year should see 13% annual growth.

Software 297

Software Government Healthcare SMB 297

SaaStr

MARCH 13, 2020

Explain to the team, with data, why the company can calmly get through the next 12-18 months, or longer. Calmly re-forecast for the year based on a bottoms-up analysis (e.g., Just “cutting the burn” or freezing hiring isn’t a real, re-forecasted plan. A bit more here. longer sales cycles).

Sales Hiring 312

Sales Hiring Forecasting Enterprise Metrics 312

SaaStr

NOVEMBER 8, 2021

This 20-20-20 data is amazingly useful to that Self-Taught Founder building out their GTM operating model. So when building out your forecast, do the math and work backwards to the top of funnel metrics you need under this 20-20-20 framework. #2 Bonus: More SaaS “Rule of 40” Data. 20% times 20% becomes 4%. .”

Scale 354

Scale Forecasting Cloud Pricing 354

Tom Tunguz

JULY 8, 2023

But the data shows how much the market differs from a few years ago. Companies with great pipeline-to-quota ratios & stable sales cycles can forecast more accurately than the rest. In There’s No Such Thing as Series A Metrics , Charles Hudson explains that there is no magic milestone to raise a Series A.

Metrics 297

Metrics Forecasting Finance Startup 297

IT World

SEPTEMBER 17, 2021

The table below shows my favorite go-to R packages for data import, wrangling, visualization and analysis -- plus a few miscellaneous tasks tossed in. My favorite R packages for data visualization and munging. -. data wrangling, data analysis. The essential data-munging R package when working with data frames.

Data 145

Data Data Analysis Forecasting Cloud 145

SaaStr

MAY 30, 2024

In the product-led sales world, you use that data from freemium users to pitch to your customers. If you have product-led sales, those reps can use the data from existing users to see what features they’re using and their job personas and tailor a pitch to the organization. How does that collaboration and hand-off with sales work?

Scale 299

Scale AI Search Azure Sales 299

SaaStr

APRIL 4, 2022

Weimer organizes her team at Podium by the seven pillars of revenue marketing: Marketing Operations: Marketing operations cover scaling of the campaign execution process, marketing tools, forecasting, attribution and reporting, and driving improvements to campaign quality metrics and infrastructure. . Is there a handoff problem?

Scale 274

Scale Revenue Scaling Marketing 274

SaaStr

DECEMBER 12, 2023

What you need to do instead is leverage more content and intent data. A lot of folks are using intent data and are testing only outbound once someone has landed on their website. Step 4: Align Your Sales Process to the Buyer’s Journey This is where the importance of managing pipeline and forecasting comes into play.

Forecasting 293

Forecasting Point of Sale Technical Review SMB 293

SaaStr

JUNE 22, 2023

Rattle gives revenue leaders control over their business with intelligent real-time alerts that unlock actionable insights, drive collaboration and alignment, and improve forecast accuracy. Update your revenue data from anywhere, all within Slack or MS Teams.

Scale 244

Scale Banking compliance Forecasting 244

SaaStr

APRIL 28, 2022

Outreach , the first and only Sales Execution Platform, helps revenue teams bring intelligence to workflows, unlock full visibility across the entire revenue cycle, and commit their forecasts with confidence. Expense reports and out-of-pocket purchases just don’t work for today’s forward-thinking teams.

Forecasting 273

Forecasting compliance Finance Cloud 273

TechEmpower SaaS

JULY 24, 2023

What special data, content, APIs, etc., What’s the state of the relationships that brings you that data? If you launched tomorrow, how many users would you forecast? Member Profiles What data is included? How does the application behave when location data is not available? What is different, special here?

Innovation 780

Innovation Development CTO Hire Technical Review 780

Valuize Consulting

APRIL 4, 2025

But in a data-rich environment, can we afford to leave actionable insights on the table? Beyond the Minute: Transforming CS Data into a Strategic Advantage Its crucial to understand that this isn’t about micromanaging every minute a CSM spends at work. Without granular data, you’re flying blind.

Scaling 52

Scaling Data Healthcare Cost optimization & reporting 52

SaaStr

SEPTEMBER 1, 2022

The system connects financial and operational data to easily explore historicals, and accurately forecast bookings, revenues, workforce, expenses, and cash flows. Empower your inside sales team by automating the hardest parts of outbound calling.

compliance 274

compliance Forecasting AI Onboarding 274

SaaStr

APRIL 16, 2020

Now you have the data. Yes, most of you lowered your forecast for 2020 and even just decided to get through Q2 without any clear goals. Sometimes, terrible. Sometimes, rough. Sometimes, just crazy. If your bookings dropped, if your churn went way up, then … it did. Things changed. You know what your New Normal is like, mostly.

Payment Services 284

Payment Services Forecasting Churn Retention 284

User Pilot

JULY 29, 2024

To gather the information needed to avoid this, quantitative data is a valuable tool for all startups. This article will examine quantitative data, the difference between quantitative and qualitative data, and how to collect the former. It is often shown in bar or pie charts.

Data 105

Data Data Analysis User Experience Trends 105

SaaStr

JUNE 9, 2022

Once you’ve pulled all of this together, you want to combine forecast data to back everything up. But avoid relying too much on the data. As Allen emphasizes, “You want more than just the data. Bring in your own reports and data if you get the opportunity to meet with them. .

Marketing 255

Marketing Social Media Forecasting Branding 255

SaaStr

JULY 25, 2022

FastSpring’s VP Product, Strategy, and General Manager of IQ, Kurt Smith, explores evidence-based principles to help SaaS companies avoid common pricing mistakes without getting lost in analysis and data. Make your value metric easy to understand, estimate, and forecast. budget and forecast.

Pricing 274

Pricing Strategy SaaS Forecasting 274