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. Determine Coverage & Forecast Growth For Your Scale Strategy. Identify Your North Star Metric.

Scale 52

Scale Customer Success Scaling Strategy 52

CustomerSuccessBox

DECEMBER 3, 2021

You may find yourself protecting your headcount, rooting for investments you want in tech, and giving suggestions for new product features. As a CS leader, you must quantitatively show the CFO an expense and revenue forecast. Customer Success Manager headcount and performance. CS is not a cost center.

Customer Success 52

Customer Success Data Technical Review Headcount 52

SaaStr

NOVEMBER 27, 2023

​Accurate sales forecasting is more critical to business success than most realize. Having a predictable pipeline enables more effective decision-making, from headcount planning to strategic investments in technology and beyond. This requires a very thoughtful and consistent cadence in how you look at forecasting so it drives action.

Forecasting 242

Forecasting SMB Technical Review Sales 242

Sales Hacker

MAY 26, 2021

Forecast accuracy. This team is responsible for high-level planning and goal setting with a focus on data analysis and sales forecasting. Leadership skills and sales ops knowledge are important for this role. Pipeline management – detailed understanding of how the sales funnel and forecasting rules work. Average win rate.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

CustomerSuccessBox

DECEMBER 14, 2021

Following quantifiable metrics can indicate the real impact of Customer Success on revenue: Forecasting Revenue through renewals, upsells, and expansion. Viewing CS as a cost center and cutting costs by cutting headcount will definitely backfire. Measuring the leading indicators and metrics is one of the ways to make that shift.

Customer Success 52

Customer Success Customer Lifetime Value Headcount Retention 52

Tom Tunguz

DECEMBER 13, 2012

I’m a avid proponent of the OKR (objective and key result) model where the company leadership sets three measurable, quantitative goals for the year. 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. OKR setting.

Startup 100

Startup Sales Hiring Headcount Compensation 100

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. Because of this, make sure that whatever path you choose, all key stakeholders (co-founders, board, investors, leadership team) are aligned on the plan and potential fallback scenarios.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

SmartKarrot

AUGUST 25, 2022

Collaborate with peers and Infogrid leadership to define the operating model for Customer Success Managers within the broader account teams. Accurately forecast effort for capacity planning and develop an accurate capacity model to ensure proper headcount throughout the year.

Customer Success 19

Customer Success Sales Hiring Outsourced Development Headcount 19

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

Point Nine Land

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. Because of this, make sure that whatever path you choose, all key stakeholders (co-founders, board, investors, leadership team) are aligned on the plan and potential fallback scenarios.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

SaaStr

DECEMBER 3, 2020

Sam Taylor: On my first leadership role, I was the first enterprise sales rep, a manager of mid-market team. And so I was their first sales leadership hire. And so I think through your planning process, obviously, like any forecast, you’re going to have, “What’s your call? Let’s go do it.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

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

Intercom, Inc.

MAY 25, 2022

You probably aren’t going to get all the headcount approved that you did. For people who aren’t in leadership positions, it’s really important to assume the best intentions from the leaders. What are you going to need to change? Let’s assume the scenario is, as discussed, that hiring is slowing down.

Sales Hiring 138

Sales Hiring Scale Interviewing Headcount 138

ChurnZero

DECEMBER 2, 2022

I recognize that for a lot of you, your customer base may not always understand that, and so that’s why it’s critically important for your leadership to be out there talking to your customers, discussing the “why,” and explaining how this is going to be a better service model for them. We want highly skilled CSMs in each segment.

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98

ChurnZero

DECEMBER 27, 2022

We also released a number of new product features that got our customers fired up about working with their customers, company, and leadership in new ways that help them show off the value of CS and deliver the best possible customer experience. 5/ 2022 Customer Success leadership study. Is your headcount staying flat next year?

Leadership 90

Leadership Benchmarks Headcount Machine Learning 90

Kellblog

MAY 27, 2022

Forecasting accuracy vs. AI/ML forecasting system. Think: “uh, it’s a forecasting system; people make forecasts.” Planning headcount. Leadership. What problems are people looking to solve that we are strategically focused on solving? Baldness cure vs. minoxidil. Put one or both of these.

AI Search 122

AI Search Technical Review Software Review Forecasting 122

Sales Hacker

OCTOBER 2, 2020

Conversational intelligence, forecasting, customer success and more will all ultimately live in one tool. 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.

Scale 132

Scale Engagement Sales Sales Enablement 132

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. Jeanne: Yeah.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

JUNE 10, 2020

We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount. We certainly can’t do thought leadership round tables in person, and we can’t do the sporting events. We’re looking at everything we do from software to people.

Travel 173

Travel Scale Marketing Outsourcing Services 173

SaaStr

JUNE 16, 2020

Adnan Chaudhry, SVP of Sales at Salesforce then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp, and how you can properly forecast in today’s new landscape. Adnan Chaudhry | SVP of Sales @ Salesforce. Matt Garratt | Managing Partner @ Salesforce Ventures.

Sales Hiring 158

Sales Hiring Scale SaaS Payments Payment Services 158

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. There’s a long list here, but that’s really the first one that springs to mind: don’t stretch your front-line leadership across too many things. .

Scale 221

Scale Sales Hiring Customer Support Metrics 221