Tom Tunguz

AUGUST 20, 2020

introduced a gem of a new metric : month zero cash-on-cash payback. It’s not a metric one sees very often in pitch decks. But it’s another metric to add to the toolkit. Where does ZCP fit into the panoply of metrics for SaaS companies? It’s a cash accounting metric, not an accrual accounting metric.

Metrics 347

Metrics Payments Banking Sales 347

SaaStr

JANUARY 3, 2023

Your enterprise must grow, and profitably. Kate Ahlering, CRO at Calendly, shares how revenue operations are every CRO’s secret weapon to revolutionizing enterprise sales growth. . Each channel, function, and team has different goals, metrics, and KPIs. Embracing revenue operations as buying cycles change. Not anymore.

Enterprise 216

Enterprise Sales Sales Funnel Compensation 216

Kellblog

FEBRUARY 18, 2020

Enterprise SaaS and retailers have more in common than you might think. Now, let’s think about enterprise software. Enterprise software vendors drive growth in two ways: They hire new salesreps They increase productivity of existing salesreps. Let’s think about retailers for a minute.

Sales Hiring 94

Sales Hiring Enterprise Metrics Sales 94

Tom Tunguz

SEPTEMBER 1, 2021

The summary statistics of the business reveal a company with a fairly high contract value of $98,600 and the largest customers generating 72% of revenue, putting the business squarely in the enterprise segment of SaaS companies. Revenue, $M. Revenue Growth. -. Gross Margin. Sales Efficiency. -. Net Income Margin. Where will Amplitude trade?

Metrics 294

Metrics Benchmarks PayPal Enterprise 294

Tom Tunguz

SEPTEMBER 19, 2021

implies a 17 month payback period with a contract size of $55k, but the S-1 suggests the enterprise part of the business has been an important focal point. The breadth of the solution is hard to convey, unless you visit the features page ; when printed it’s more than 100 pages long. Revenue, $M. Revenue Growth. -. Gross Margin.

Metrics 315

Metrics Outsourced Development Scale Cloud 315

SaaStr

JUNE 2, 2021

Q: What are some tricks software companies use to manipulate churn metrics? This is the enterprise version of the first point. The post Dear SaaStr: What are Some Tricks Software Companies Use to Manipulate Churn Metrics? Churn” is a surprisingly imprecise term. This is quite common in self-service businesses. Just improve it.

Churn 229

Churn Metrics Software Enterprise 229

User Pilot

OCTOBER 27, 2023

PLG for enterprise? As enterprise products tend to be complex, their value may be difficult to experience through free trials or freemium. Moreover, the enterprise sales funnel is more complicated than a product-led growth funnel. Personalized onboarding can help enterprise users learn how to best use the product in less time.

Enterprise 104

Enterprise Business Scale Customer Lifetime Value 104

SaaStr

FEBRUARY 14, 2023

In this week’s Workshop Wednesday , Salesforce Ventures Investor, Jessica Bartos, shares the 5 metrics every SaaS company should care about in any market environment, especially the one we’re currently in. Growth Is Still Number One Growth is still the number one metric, but it’s not the only one. You do that by showing momentum.

Metrics 200

Metrics SaaS Marketing SMB 200

SaaStr

JULY 6, 2022

Founding a SaaS company is already a significant challenge for any entrepreneur, but targeting the enterprise space can be an entirely different beast. into one inbox, automates repetitive tasks, supports collaboration, and delivers analytics to track key performance metrics. Investors, the Enterprise Space, and Sales Strategy.

Enterprise 203

Enterprise Sales Hiring Social Media Communication 203

SaaStr

AUGUST 7, 2023

Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday.com, and the founder of SaaStr. For a quick recap on SaaS metrics: What is ARR in SaaS? So now we must be smarter about the most important SaaS metrics because they matter again.

Metrics 182

Metrics SaaS Sales Hiring Finance 182

Andreessen Horowitz

OCTOBER 12, 2023

What do enterprise buyers in healthcare care about most when evaluating AI products? We’ve designed this to mirror the thought process of an entrepreneur building an AI product with an enterprise use case. Across our conversations, enterprise buyers emphasized repeatedly that their procurement decisions start with the problem in mind.

Healthcare 100

Healthcare AI Payments Enterprise 100

Kellblog

MAY 12, 2023

With the able help of Michael Lavner , we did a special, live presentation and discussion of my KiwiSaaS talk, Metrics That Matter in 2023 , for Balderton portfolio executives. Growth endurance (also known as growth retention or growth persistence) as an increasingly popular metric. I love that quote.)

Metrics 115

Metrics Benchmarks Social Media Retention 115

SaaStr

SEPTEMBER 17, 2021

The conversation was great, and we went especially deep on how to run a business that has both a large self-serve component, and a free edition … and a fast-growing enterprise business as well. If You Want to Do Free, Self-Serve, and Enterprise Well — You Have to Leave Some Money on the Table. This energized everyone. #7.

Enterprise 223

Enterprise Scale Sales Hiring Headcount 223

Kellblog

OCTOBER 30, 2022

Unlike Meritech Public Comps , where you can see metrics for the best [1], public SaaS companies, this private company data is somewhat harder to come by (the only other source that springs to mind is RevOps Squared ) and, for most of us, it provides much more realistic comparables than Meritech [2].

Metrics 136

Metrics SaaS Benchmarks Churn 136

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. Overview: Grammarly’s Enterprise Evolution. But in an Enterprise setting, they will be very different people.

Scale 196

Scale SMB Enterprise Sales Hiring 196

Software Platform Consulting

MAY 28, 2019

This is the third in my series on SaaS Metrics for Enterprise-Driven B2B Networks. But it turns out, this is a really important issue for Enterprise-Driven B2B Networks. Should enterprise salespeople “farm” what they “hunt” to align their incentives to the company’s revenues? Source: [link].

SaaS Payments 56

SaaS Payments Enterprise B2B Metrics 56

Kellblog

OCTOBER 13, 2022

And what’s the impact on your other SaaS metrics? If ARR is a forward-looking metric [6], what do ARR-based metrics like net dollar retention (NDR) mean [7] in a world without fixed forward commitments? What’s your CAC ratio if I don’t know what your ARR is because I don’t know what the recurring means?

Metrics 133

Metrics SaaS Payments SaaS Payment Features 133

OpenView Labs

MARCH 4, 2020

In this episode of BUILD, Learn why Sean believes everything is valued on cash flow (eventually), 6 metrics every company should key in on and more. ?. The post SaaS Metrics: Making Tradeoffs to Maximize Enterprise Value [Podcast] appeared first on OpenView.

Enterprise 52

Enterprise Metrics SaaS Development 52

Intercom, Inc.

OCTOBER 8, 2020

And the challenge is a lot harder in an enterprise context, where the buyer and the user aren’t necessarily one and the same person. Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. Meeting the needs of an enterprise buyer.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

User Pilot

JUNE 2, 2023

Product adoption metrics tell you how well your platform is performing. In this article, we dived into 13 important adoption metrics to measure. 13 Key product adoption metrics and why they matter You regularly need to track several metrics to get a holistic understanding of how users are interacting with and adopting your platform.

Metrics 94

Metrics Customer Lifetime Value Churn Onboarding 94

Software Platform Consulting

MAY 6, 2019

There are many great articles about SaaS metrics on the web (e.g., There are also great resources for metrics specific to marketplaces (see here ). But much of my work is with a special kind of network, where one side of the platform is an enterprise buyer (or supplier) and on the other side is their supply base (or customers).

Payments 60

Payments Enterprise SaaS Payments Metrics 60

OPEXEngine

MAY 18, 2021

In this blog, we are looking at the business metrics that can be measured quantitatively and providing a few insights on how investors analyze them. We’ve talked to dozens of our SaaS customers, as well as investors to learn more about what is happening with these key metrics. SaaS Metric #1 – Annual Recurring Revenue (ARR).

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

Software Platform Consulting

MAY 22, 2019

A couple of posts ago , I started a series on SaaS metrics unique to enterprise-driven B2B Networks. This time, let’s consider modifying the concept of LTV/CAC to include an enterprise’s ecosystem. Modified LTV for Enterprise Driven B2B Platforms = Traditional Buyer LTV + ? Modified LTV/CAC. Supplier LTV. (I

B2B 53

B2B Enterprise Metrics SaaS 53

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. Enterprise reps tend to close more ($1m+), and SMB reps less (maybe $500k), with $750k net new bookings per year the median.

SMB 271

SMB Sales Hiring Enterprise Metrics 271

Tom Tunguz

APRIL 29, 2019

Let’s examine this remarkable company and compare it to Zoom , another recent IPO in enterprise collaboration. Also, we’ll compare metrics to a peer group with similar ACVs. Since those early days, the company has grown to employ 1500 employees according to their S-1. The company filed to trade under the ticker SK.

Benchmarks 279

Benchmarks Metrics Scale Revenue 279

User Pilot

OCTOBER 31, 2022

Looking for the right product engagement metrics to track and see how well users are interacting with your product? As a product manager, you need to track product engagement metrics as it allows you to measure user engagement and find ways to deliver more value to your daily active users. Ready to get started? Let’s go!

Engagement 98

Engagement Metrics Strategy Churn 98

Tom Tunguz

AUGUST 26, 2019

To put the company’s stellar trajectory in context, I’ve plotted its metrics relative to two other incredible monitoring companies: NewRelic (NEWR) and AppDynamics (APPD). AppDynamics started with enterprise accounts and they met in the mid-market. Look at that beautiful curve! NewRelic is public and is worth $3.3B

Metrics 189

Metrics Benchmarks Scale User Experience 189

ChurnZero

FEBRUARY 14, 2023

Some Customer Success metrics are considered standard but there’s often more than meets the eye. Sales and marketing professionals that geek out on metrics can find themselves in deep philosophical debates about the best numbers to track. There is often more than one way to calculate a given Customer Success metric; Gaming.

Customer Success 94

Customer Success Metrics Software Review Customer Lifetime Value 94

Baremetrics

DECEMBER 12, 2021

AARRR, often called the pirate metrics framework (as in “arr, matey”), helps Shopify Partners perfect their funnel by providing actionable metrics for each stage of the sales and marketing strategy. Revenue What questions do the AARRR metrics answer? Use Baremetrics to calculate your AARRR metrics. Referral 5.

Metrics 98

Metrics Acquisition Customer Lifetime Value Retention 98

Kellblog

MAY 19, 2021

.” — Me responding to Ray calling me the Yoda of SaaS metrics. Just a quick post to highlight my recent appearance on the Metrics That Measure Up podcast, hosted by Ray Rike , founder and CEO of RevOps^2 , a firm focused on SaaS metrics and benchmarking. How metrics vary with scale. Rangaswami.

Metrics 88

Metrics Scale Benchmarks Acquisition 88

Blulogix

DECEMBER 14, 2023

Demystifying UBP: Models and Metrics – A Deep Dive into Your Pricing Playground By BluLogix Team Welcome, B2B pioneers, to the playground of UBP models and metrics! Take your business further with BluIQ’s flexible, scalable, enterprise-grade intelligent billing solutions.  Don’t get lost in a sea of metrics!

Pricing 52

Pricing Metrics Payment Features Subscription 52

Andreessen Horowitz

DECEMBER 14, 2022

Tracking metrics and benchmarking is a critical part of scaling a growth-stage company, but there are a lot of common failure modes.

Metrics 96

Metrics Benchmarks Scaling Enterprise 96

Totango

MAY 14, 2021

There are many different types of customer retention metrics that one can track. Which customer retention metrics have the biggest impact on your business? Because customer health score is a complex metric, calculating it involves an advanced algorithm. Track Your Key Customer Retention Metrics to Keep More Clients.

Metrics 65

Metrics Retention Software Review Customer Lifetime Value 65

User Pilot

JANUARY 19, 2023

Do you want to measure your product’s success using quantitative metrics? You need to have a solid understanding of key quantitative metrics if you want to focus on and improve essential aspects of SaaS businesses like success measurement and customer retention. What are quantitative metrics? How do they differ?

Metrics 98

Metrics Customer Lifetime Value Retention Onboarding 98

Subscription Flow

DECEMBER 5, 2023

There are certain subscription billing performance metrics that if you track will help you a lot in achieving certain specific business targets. It is equally important for small as well as large enterprise-level businesses to track billing-related metrics for subscription businesses. Haven’t you found out yet? Let us help you!

Payment Features 52

Payment Features Subscription Metrics Revenue 52

Subscription Flow

DECEMBER 1, 2023

This trend is even affecting business-to-business enterprises. Gross profit margins, customer acquisition expenses, manufacturing costs, and revenue growth are examples of metrics that may be used in a traditional business model that involves a one-time sale or a perpetual license.

Payment Features 59

Payment Features Subscription Metrics Business 59

User Pilot

OCTOBER 10, 2022

Are you having trouble deciding on what feature adoption metrics you should choose to measure the success of the new feature? In this article, we’ll cover the key metrics you need to develop an informed feature adoption strategy and discuss how you can improve them. 5 Key feature adoption metrics that product managers must track.

Metrics 92

Metrics Strategy Underperforming Technical Team Onboarding 92