Valuize Consulting

MAY 4, 2022

While the benefits of a Scale strategy may be immediately clear to your CS organization, it’s another matter entirely to convey the importance and urgency of this strategy to Senior Leadership and obtain their enthusiastic support. Identify Your North Star Metric. Evaluate Your Current Coverage Model. Complete A CSM Attribution Analysis.

Scale 52

Scale Customer Success Scaling Strategy 52

ChurnZero

DECEMBER 18, 2020

Stay tuned: The full Customer Success Leadership Study report with more key findings and recommendations for Customer Success leaders will be available in the beginning of January 2021. Like let’s take a more conservative approach in the earlier months of the year in terms of adding headcount. Finish the feature.

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

OpenView Labs

JULY 1, 2020

They apply not just to technical skills but to the specialized skills required to manage IT finances, projects, vendors and business partners as well. Do we have the right leadership? Related: Leadership Advice in Times of Crisis—from Highspot’s Oliver Sharp and Robert Wahbe. Are we working on the right things?

Underperforming Technical Team 86

Underperforming Technical Team Headcount Compensation Leadership 86

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. A senior analyst job posting usually includes these skills: Ability to work with other departments that rely on your insights like finance, marketing, legal, deal desk and product.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Kellblog

NOVEMBER 2, 2023

A mindless policy that basically says the C-suite can’t be bothered with headcount resource allocation and will effectively leave it to chance. No backfill policy. And create perverse incentives to not terminate weak employees in the process. Little or no travel budget.

VP of Engineering 107

VP of Engineering Travel Underperforming Technical Team Headcount 107

ChurnZero

DECEMBER 28, 2021

How do I structure a budget for headcount?”. How do I get the Finance team to support my Customer Success budget?”. We also published our second annual Customer Success Leadership Study. “How much ARR or customers should a CSM manage?”. What percentage of company revenue should be spent on Customer Success?”.

Sales Hiring 52

Sales Hiring Headcount Customer Success Outsourced Development 52

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. Taking HubSpot or maybe Intercom even for example: relatively well funded companies with a relatively happy history when it comes to financing and stuff like that. You get less pressure then. Michael: For sure.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

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.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

Point Nine Land

DECEMBER 12, 2018

Like a large tanker at cruising speed that cannot quickly take a turn, a startup with a fast-growing headcount and a high burn rate loses some of its ability to quickly react to new information, new insights, or changes in the market. If you’re setting yourself up for hypergrowth, the margin for error is very thin.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

Intercom, Inc.

OCTOBER 29, 2019

For example, our leadership team might decide to focus our company strategy on targeting the segments with the best revenue retention. For example, our Finance team is now able to confirm whether new customer growth is up in our target segments. Informing our approach to the market. Assessing progress on our strategy.

Business 184

Business B2C Scale Headcount 184

Sales Hacker

OCTOBER 28, 2019

Sam Jacobs: And how big is the organization from a headcount perspective? So for example, I got my MBA, and when I went to go get my MBA, of course you have a ton of options in terms of your emphasis, and I got my emphasis in finance — because that was something I was really uncomfortable talking about with my CFO.

VP of Engineering 40

VP of Engineering Sales Hiring Sales Recruiting Scale 40

ChurnZero

MARCH 22, 2023

As a CS leader, these tools help keep your team lean, standardize your operations, and give your C-suite visibility into decisions about headcount and tooling. Once you arrive at a ratio of customers to CSM, you have what you need to meet with your finance team to discuss budget and headcount in a data-driven way.

Customer Success 97

Customer Success Headcount Finance Leadership 97

SaaStr

JUNE 10, 2020

And so we’re a great experience for your employees but also for your finance teams who are trying to control costs and save money. We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount. What does finance care about?

Travel 171

Travel Marketing Scale Outsourcing Services 171

SaaStr

FEBRUARY 1, 2024

Enterprise has a budget owner, influencer, decisionmaker, and finance person to sign off. What kind of headcount do you have? Some have a clear path to market leadership, and others don’t. Especially for Enterprise software, there is no single persona in the buying journey. What is the unifying framework?

Scale 193

Scale Scaling Sales Hiring Marketing 193

ChurnZero

MARCH 22, 2023

As a CS leader, these tools help keep your team lean, standardize your operations, and give your C-suite visibility into decisions about headcount and tooling. Once you arrive at a ratio of customers to CSM, you have what you need to meet with your finance team to discuss budget and headcount in a data-driven way.

Customer Success 59

Customer Success Headcount Finance Leadership 59

Intercom, Inc.

JANUARY 20, 2022

Honest feedback can be hard to take, but it’s essential to develop the type of culture that encourages people to constructively criticize processes, leadership styles, or approaches. We’ve touched on this a lot in this podcast, but the cultural component’s really important, especially from the leadership team.

Underperforming Technical Team 249

Underperforming Technical Team Headcount Sales Hiring Scale 249

Sales Hacker

OCTOBER 2, 2020

Get buy-in from the revenue leadership team to ensure you get the potential of your ROI. 10% of companies that have reduced headcount have reinvested the savings into new sales technologies. The UI for modern SEPs can support early- and late-cycle reps, customer success managers and revenue insights for leadership.

Scale 132

Scale Engagement Sales Sales Enablement 132

Intercom, Inc.

JULY 21, 2022

Things like media companies, finance companies, retail companies, sales functions, marketing functions, and customer support. The great thing about performance marketing is the ROI is really obvious, so you can justify increased spend and headcount based on the performance, and that’s what we’ve done.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

Kellblog

MAY 27, 2022

For example, at Host Analytics, finance departments used our EPM product to solve several different problems: Building an annual operating plan. Planning headcount. Leadership. .” If you listen to your customers, you might learn that they see things differently. Creating a long-term financial model. Board reporting.

AI Search 122

AI Search Technical Review Forecasting Software Review 122

SaaSX

JULY 26, 2020

Reports into: Sales leadership or sales operations. Reports into: Operations leadership (COO, Director of operations, CEO, etc). A sales operations manager makes your sales team more effective, so you get more done with fewer headcount. Reports into: Sales leadership. Reports into: Marketing leadership.

Sales Recruiting 64

Sales Recruiting Technical Review Scale Startup 64

SaaStr

FEBRUARY 28, 2020

They’ve raised about $6 million in financing and they found this person who is incredibly talented generally, but they didn’t need a role specifically. How do you think about allowing for agility as you grow and scale headcount? This really takes a shift from the leadership perspective as well. Karl Sun: Yeah.

Sales Hiring 213

Sales Hiring Scale CTO Hire CTO Coach 213

SaaStr

JUNE 16, 2020

Adnan Chaudhry: We’re doing sales leadership, all hands calls with customer service and support and sales every single week. And so we’ve learned good best practices to put more tools and more controls in the hands of frontline managers, frontline reps so the back end finance teams, sales ops teams aren’t inundated.

Sales Hiring 156

Sales Hiring Scale SaaS Payments Payment Services 156

OpenView Labs

MAY 20, 2019

For example, Concur aims to “simplify travel, expense and invoice management for total visibility and greater control,” directly speaking to the finance exec and not the individual who’s actually booking travel and submitting expense reports. It takes sustained resources, focus and executive leadership in order to master it.

Scale 70

Scale Startup Technical Review Software Review 70

Intercom, Inc.

FEBRUARY 10, 2022

Reduced headcount, longer working hours, and a spike in queries have led to burnout. “We surveyed over 1,200 global support leaders across a range of sectors like tech, e-commerce, and finance” We found that the customer support landscape is rapidly evolving, making adapting to change no longer optional for any business.

Customer Support 211

Customer Support Trends Technical Review Headcount 211

OpenView Labs

MAY 20, 2019

For example, Concur aims to “simplify travel, expense and invoice management for total visibility and greater control,” directly speaking to the finance exec and not the individual who’s actually booking travel and submitting expense reports. It takes sustained resources, focus and executive leadership in order to master it.

Scale 51

Scale Startup Technical Review Software Review 51

OpenView Labs

MAY 20, 2019

For example, Concur aims to “simplify travel, expense and invoice management for total visibility and greater control,” directly speaking to the finance exec and not the individual who’s actually booking travel and submitting expense reports. It takes sustained resources, focus and executive leadership in order to master it.

Scale 40

Scale Startup Technical Review Software Review 40