OPEXEngine

NOVEMBER 23, 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 52

Finance Sales Hiring Headcount Scale 52

OPEXEngine

SEPTEMBER 9, 2021

From variations on the subscription model itself, to inbound marketing or product led growth, account based sales models and Customer Success organizations, the CFO is in the driver’s seat to guide the corporate vessel through evolving models and changing economics. Include them upfront to guide modeling, instead of at the end.* .

Benchmarks 52

Benchmarks Sales Hiring Headcount Customer Lifetime Value 52

OPEXEngine

DECEMBER 17, 2019

This is true even though selling software on a subscription basis has been around for well over 20 years. In my experience working with enterprise SaaS companies over the past five years, I’ve seen a large variance in benchmarks for gross margin across subscription software businesses. Bottom-Up Expense Forecasting.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

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 52

Marketplace as a Service Technical Review Headcount Software Review 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. The biggest cost areas are typically staff-related (salaries, tax, travel, training, recognition), systems (software subscriptions), and facilities. CS is not a cost center.

Customer Success 52

Customer Success Data Technical Review Headcount 52

CustomerSuccessBox

DECEMBER 14, 2021

That’s the beauty of the subscription economy. Thus, Customer Success is the one responsible for getting more licenses and subscriptions from those customers. Following quantifiable metrics can indicate the real impact of Customer Success on revenue: Forecasting Revenue through renewals, upsells, and expansion.

Customer Success 52

Customer Success Customer Lifetime Value Headcount Forecasting 52

BetterCloud

APRIL 25, 2024

You likely already have a laundry list of SaaS subscriptions that have been around the company longer than you have. Are you using too much or too little of your budget on these subscriptions? You cannot low-ball your forecast for SaaS spending. Allocations can be manual or automatic, depending on the headcount of users.

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

SmartKarrot

NOVEMBER 23, 2022

You will drive the Customer Success strategy and mentor the team on the best ways to support the clients from pricing to invoice and everything in between. Accurately forecast efforts for capacity planning and develop an accurate capacity model to ensure proper headcount throughout the year. Apply here: [link].

Customer Success 19

Customer Success Headcount Payment Features Forecasting 19

Baremetrics

JULY 25, 2019

If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business. As of the writing of this post, a query for “SaaS forecasting” returns 2.8 Yet, while forecasting subscription businesses is a new frontier, it’s far from the state of the art.

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

Kellblog

NOVEMBER 23, 2022

One year of forecast. This year that’s your 2022 forecast, which is your first through third quarter actuals combined with your fourth-quarter forecast. The next block focuses on headcount: Total employees, at end of period. The first block is revenue, optionally split by subscription vs. services.

Technical Review 138

Technical Review Software Review Forecasting Churn 138

ChurnZero

DECEMBER 27, 2022

6/ How to transform Customer Success into a profit center with metrics and forecasting. But if you’re in a subscription business that gives customers the flexibility to upgrade, it’s worth considering the untapped expansion potential of your support peers. Is your headcount staying flat next year? Not so much.

Leadership 90

Leadership Benchmarks Headcount Machine Learning 90

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. They’re trying to figure out how to preserve cash, how to control costs, how to forecast out, how to run the business and maintain it successfully through this time.

Travel 229

Travel Scale Marketing Outsourcing Services 229

Sales Hacker

JANUARY 7, 2025

I need to understand, you know, day by day, my forecast is where we’re going to land. Scott Barker: Do you think AI is going to reduce our overall headcounts on revenue teams? You know, and we’ve seen like a lot of companies changing, like saying, hey, I’m going to invoice per, I would say, customer request closed.

Outsourcing Services 113

Outsourcing Services Scale Outsourced Development AWS 113

Kellblog

JUNE 17, 2023

Sales headcount as % of total headcount. I get where they’re coming from with this metric, but I prefer to track what I call quota carrying rep (QCR) density = QCRs / sales headcount. They use what I believe is a non-standard definition of CAC payback period , defining it on ARR as opposed to subscription gross profit.

Scale 131

Scale Sales Benchmarks Consulting 131

Kellblog

JANUARY 2, 2024

While UBP companies were hit harder, as this slightly confusing slide from Iconiq demonstrates [1], they nevertheless grew faster than their subscription counterparts in 2023. Per LinkedIn , headcount is up 240% over the past two years. They’re my funnel for filling AE headcount. The rise of unified ops. Partial hit.

AI Search 133

AI Search Technical Review Technical Advisors ChatGPT 133