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. At the beginning of 2022, most of those plans were based on the assumption that 2021 growth could be sustained — 56% year-over-year growth in revenue.

Outsourcing Services 166

Outsourcing Services Scaling Venture Capital Forecasting 166

OPEXEngine

DECEMBER 17, 2019

For the Top Down approach to benchmarking, you establish next year’s targets for revenue, gross margin and cash flow. Working with your management team, you then develop a bottom up forecast for expenses. In other words, the targeted revenue won’t support the level of expense requested by the management team.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

ChurnZero

DECEMBER 2, 2022

Alli: Sales projections were based on both white space and sales forecast. Why not use revenue or multiple factors to segment? Alli: Customer employee headcount aligned well for us with contract value and customer revenue. Q: Were the sales projections based on a white space analysis?

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98