SaaStr

MARCH 20, 2023

Some define it by headcount, typically around 200-2000 employees, and others by revenue, generally $10M to $1B annual recurring revenue. In rapidly growing companies, the headcount can go from 500-3000 in a matter of months. Why The Mid-Market Is So Messy The mid-market is hard to define. They’ll think it’s them.

Scale 243

Scale Enterprise Scaling SMB 243

InsightSquared

JULY 8, 2020

Most companies miss the mark when it comes to sales forecasting — in more ways than you think. The chronic inaccuracy of sales forecasting is well-documented by SiriusDecisions , noting that nearly 80% of sales organizations miss their mark by more than 10%. Fortunately all of these can be addressed with AI-Driven Sales Forecasting.

Forecasting 62

Forecasting AI Machine Learning Artificial Intelligence 62

SaaStr

MARCH 7, 2023

Many of them said headcount management and spend were common levers they pulled, given the immediate and significant impact they have on spend. The forecasted median growth rate is more tepid now, around 35%. What companies actually achieve fell quite a bit short at 38%.

Outsourcing Services 176

Outsourcing Services Scaling Venture Capital Forecasting 176

Intercom, Inc.

SEPTEMBER 29, 2021

Unlock further growth potential to scale Stuart’s support across all of their markets and support more delivery partners without increasing headcount on the support team. Strong, scalable support. Without bots and automation, it can be difficult to consistently tag, log, categorize, and analyze trends in the queries your team is receiving.

Scale 193

Scale Forecasting Headcount Trends 193

InsightSquared

MAY 25, 2021

Curious about what other revenue leaders really think about their own forecasting practices? Ever wish you had sales forecasting benchmarks to assess how your own organization stacks up? . And enough assuming that forecast inaccuracy is simply something you have to accept. . What’s the state of forecast accuracy.

Forecasting 62

Forecasting Benchmarks Sales Headcount 62

Intercom, Inc.

AUGUST 20, 2019

Business needs and team headcounts will change as a company matures. This means that if an SDR shows she is ready for a promotion but headcount doesn’t exist for the next role, she will not be promoted until that headcount opens up. Accurately forecast their business and deeply understand impact deals.

Sales Hiring 35

Sales Hiring Underperforming Technical Team Sales Headcount 35

Sales Hacker

DECEMBER 9, 2022

Defining territories based on historical definitions (“this is how I’ve always done it”) or sales forecasts. Separate from the sales forecast , seller capacity refers to the probability of achieving quota for a given seller. Model options to improve capacity where needed (enablement, coaching, marketing promotions, headcount, etc.).

Scale 117

Scale Headcount Sales Forecasting 117

SaaSX

FEBRUARY 5, 2020

This INCLUDES headcount-related expenses. If you are utilizing Gusto or a similar payroll tool, your headcount expenses are likely coming into your P&L as one (or maybe two) line item(s). these figures are going to be WRONG because you haven’t properly accounted for your headcount costs in Sales & Marketing.

Finance 118

Finance Sales Hiring Headcount Scale 118

OPEXEngine

NOVEMBER 17, 2020

This uncertainty has made it much more difficult for most businesses to accurately forecast growth, operating metrics, and liquidity. To better prepare for the future, and any challenges and opportunities it may hold, companies need to invest the time to refine their forecasting capabilities. Realistic forecasting to achieve plan.

Forecasting 52

Forecasting Finance Headcount Communication 52

ChurnZero

JANUARY 17, 2025

A strong GRR signals a stable customer baseessential for both financial forecasting and customer health assessments. Gross Revenue Retention (GRR) m easure the recurring revenue retained from existing customers, excluding upsells but accounting for churn. Net Revenue Retention (NRR) includes upsells, expansions, and churn.

Customer Success 52

Customer Success Benchmarks Headcount Scale 52

Intercom, Inc.

NOVEMBER 14, 2018

If you’re forecasting short on your global revenue target, do you know how you’ll make up the difference? It helps you understand how efficient you are at allocating headcount and how effective your reps are at hitting quota. As a sales rep, you need to be comfortable understanding the data behind your pipeline.

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

Baremetrics

NOVEMBER 1, 2021

Initially, we’ll be bringing your Baremetrics data into your Flightpath account so you can forecast new revenue by new customers, expansion, contraction, and churn. We can improve our forecasting tools and provide better metrics on expense data. After all, our philosophy at Baremetrics is to help our customers make more. We listened.

Finance 96

Finance Outsourced Development Sales Hiring Forecasting 96

Intercom, Inc.

AUGUST 29, 2019

But that’s easier said than done, which is why we’ve published our new book Intercom on Sales : a deep dive into the many lessons we’ve learned about how selling works at scale, covering everything from hiring tactics to the needs of modern buyers to fundamental processes for forecasting and managing deals. I don’t expect it ever will.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Kellblog

JULY 23, 2024

This quarter (1Q23) we’re starting with 1.9x, forecasting record conversion, and still only 86% of plan. Alliances may have a hot candidate they want to hire, but no open headcount, and could execute quickly if one were opened. By the 1Q24 forecast, the pipeline conversion rate has been effectively cut in half from ~32% to ~16%.

Sales Hiring 133

Sales Hiring Systems Review Marketing Forecasting 133

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. Discovery Call.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

Tom Tunguz

DECEMBER 13, 2012

A financial plan for next year including a headcount plan, a sales plan (if applicable) and a forecast for out of cash date and timing of next fundraise. Financial plans are the ambitions of the company codified in numbers. They help with scenario planning, goal setting, company alignment and team measurement.

Startup 100

Startup Sales Hiring Headcount Compensation 100

Sales Hacker

JUNE 3, 2025

Or how do I in a limited resource and limited headcount way, how do I go about choosing the allocation of different headcount? I’d say, this is exactly how I’m gonna use them and here’s how much revenue I can actually forecast as a result of this, you know, study that we did over a three month period.

Sales Hiring 85

Sales Hiring Scale Sales Recruiting Sales 85

OPEXEngine

OCTOBER 7, 2020

Employee productivity is up for the moment, as companies reduced headcount. We are currently conducting a 2020 Flash for the SaaS benchmarking community, looking at 2020 end of year forecasts for revenue, ARR, growth rates, and departmental expenses and headcount. 2020 Flash.

Trends 96

Trends Technical Review Headcount SaaS 96

Kellblog

FEBRUARY 6, 2021

Founded in 2106 in San Francisco by serial entrepreneur and new friend, David Greenbaum , OnPlan is a financial modeling, scenario analysis, and forecasting tool. to pursue real-time and collaborative budgeting and forecasting to support “continuous planning” (which is reminiscent of Planful’s messaging ).

Finance 92

Finance Forecasting Software Review Systems Review 92

ChurnZero

MAY 17, 2022

The company plans on doubling its headcount in 2022. “Reviewers on TrustRadius value ChurnZero’s centralization of customer data, forecasting, in-app messaging, and customer segmentation,” said Megan Headley , VP of Research at TrustRadius. ChurnZero has quickly become one of Washington, D.C.’s

Marketplace as a Service 98

Marketplace as a Service Technical Review Headcount Software Review 98

ChurnZero

DECEMBER 2, 2022

Alli: Sales projections were based on both white space and sales forecast. Alli: Customer employee headcount aligned well for us with contract value and customer revenue. Many CS leaders struggle with knowing the right headcount they need to run their operations efficiently while avoiding CSM burnout.

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98

ChurnZero

JUNE 9, 2023

Good sales teams typically get the budget, headcount and tools they desire because the function is tied to revenue. As a result, CS teams often have to work harder to make the case for headcount, technology and even product requests on behalf of customers. How can CS leaders address this challenge?

Finance 98

Finance Customer Success Metrics Headcount 98

OPEXEngine

FEBRUARY 2, 2021

And even though revenue forecasts might be highly uncertain, most managers have a good idea of how much it will cost them to operate their businesses under different scenarios. We encourage our partners to use a number of techniques to ensure the quality and reliability of their financial forecasts. Doing so doesn’t just help us.

Forecasting 40

Forecasting Underperforming Technical Team Headcount Scale 40

Kellblog

MAY 27, 2022

Forecasting accuracy vs. AI/ML forecasting system. Think: “uh, it’s a forecasting system; people make forecasts.” Planning headcount. What problems are people looking to solve that we are strategically focused on solving? Here are quick examples of customer-in vs. vendor-out language.

AI Search 141

AI Search Technical Review Forecasting Software Review 141

Sales Hacker

FEBRUARY 5, 2021

Want to increase your close rates and get better predictability in your forecasting? There are industry, size, geography, titles, headcount, and whatever else is publicly available. Instead of hacking together a slick proposal or negotiating trick, focus on qualifying your opportunities and be super disciplined about it.

Scale 131

Scale Sales Underperforming Technical Team Headcount 131

Intercom, Inc.

MAY 21, 2020

And now we’re covering everything on the operation side of things, reporting on individual metrics, team metrics, headcount, planning, forecasting – all that fun stuff. Right now, we have a team of people around the world. It’s been a hell of a run, and I’m very excited to still be here and excited to talk to you today.

Scale 221

Scale Sales Hiring Customer Support Metrics 221

Andreessen Horowitz

FEBRUARY 13, 2024

It divides the total financing proceeds into G&A functions (both headcount and categories like real estate), platform R&D, and program-specific R&D (often further subdivided by each stage of development, CMC, etc).

Development Team Review 125

Development Team Review Technical Review Finance Systems Review 125

Sales Hacker

SEPTEMBER 2, 2023

Forecast prediction: Uses augmented analytics to offer insight on deals in the pipeline that sellers expect to close in a given period through an AI-driven predictive forecast recommendation at multiple levels of the sales hierarchy. Kyle Norton – SVP My main RevTech stack isn’t too complex.

AI 95

AI Revenue Scale ChatGPT 95

InsightSquared

NOVEMBER 19, 2018

Track your “best cases” but don’t include them in your forecast. If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. Don’t expect a 6-12 month enterprise opportunity to close just because they are offered an incentive. However, don’t forget about managing them. Have everyone participate.

Sales 78

Sales Headcount Sales Enablement Compensation 78

Sales Hacker

OCTOBER 2, 2020

Conversational intelligence, forecasting, customer success and more will all ultimately live in one tool. 10% of companies that have reduced headcount have reinvested the savings into new sales technologies. SEP innovation will result in awesome breakthroughs to help sales teams engage in the optimal next best action in real-time.”.

Scale 138

Scale Engagement Sales Sales Enablement 138

The Angel VC

DECEMBER 12, 2018

As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. What makes things tricky is, first, the uncertainty of how your CACs will develop at increasing scale and of how your churn rate will develop over time. The second issue is the timing of some of the major expenses.

Sales Recruiting 106

Sales Recruiting Sales Hiring SaaS Payments Scale 106

BetterCloud

MARCH 17, 2025

You cannot low-ball your forecast for SaaS spending. Allocations can be manual or automatic, depending on the headcount of users. Dont undersell or underestimate SaaS budget One common mistake people make when creating a SaaS budget is not asking for enough money during the budgeting process.

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

ChurnZero

JANUARY 11, 2024

Most company budgets that earmark dollars for customer success intend for it to go towards headcount. ChurnZero refers to that portion of the budget as the “non-headcount budget.” businesses braced for a recession that some economists had forecasted but never materialized. 2023 customer success budgets Economic context: U.S.

Headcount 52

Headcount SaaS Leadership Benchmarks 52

Sales Hacker

APRIL 12, 2022

Outreach allows you to commit to accurate sales forecasting, replace manual process with real time guidance, and unlock actionable customer intelligence that guides you and your team to win more often. This episode of The Sales Hacker Podcast is brought to you by Outreach. Traditional tools don’t work in a hybrid sales world.

Strategy 106

Strategy Marketing Transportation Growth Marketing 106

OPEXEngine

AUGUST 25, 2020

adding headcount, reducing production time, expanding sales territories) to see likely outcomes. Robust models should let you model everything, everywhere—expenses, capital, headcount, revenue, projects, grants, quotas, and territories—across any department, entity, or function. Not exactly X-ray vision, but close.

Headcount 52

Headcount Forecasting Finance Cloud 52

Chart Mogul

SEPTEMBER 26, 2024

Your company growth depends on headcount There’s nothing wrong with growing your headcount or relying on it to drive profits in the early stages. But as your company scales, relying on headcount growth alone won’t cut it. Forecast accuracy: shows how close your actual results are to what RevOps predicted.

Revenue 52

Revenue Technical Review Sales Hiring Scale 52

Totango

APRIL 23, 2019

To account for that, you can insert potential and actual dollar values in place of the headcount: Customer Renewal Rate = Actual Renewal Value ÷ Potential Renewal Value X 100. Accurately calculating your customer renewal rate is a forecast for future growth. The Importance of Customer Renewal Rate.

Headcount 73

Headcount Churn Payment Features Subscription 73