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

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

SaaStr

JUNE 10, 2020

Are you a revenue driver or a cost center? Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs – the biggest impact for the business. We’re all aware we see declining pipeline in revenue, cost controls are at the high, we’ve got major expense scrutiny.

Travel 181

Travel Marketing Scale Outsourcing Services 181

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.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Totango

APRIL 23, 2019

Renewal is about a consistent revenue basis. Your customer renewal rate is a measurement of your enterprise’s ability to maintain a customer’s interest and generate long-term revenue. There are two possible outcomes once a subscription draws to a close: renewal or churn. A Guide to Calculating Customer Renewal Rate.

Headcount 70

Headcount Churn Subscription Payment Features 70

Kellblog

JUNE 17, 2023

Usually this is the inverse of the CAC ratio , but sometimes ( and as defined by Scale ) done on revenue, not ARR. S&M % of revenue. Net revenue retention (NRR) aka net dollar retention (NDR) [6]. Gross revenue retention (GRR) aka gross dollar retention (GDR). Annual revenue churn (rate). Magic number.

Scale 102

Scale Sales Benchmarks Metrics 102

Kellblog

JANUARY 2, 2024

I’m scoring this a hit not because I think usage-based pricing (UBP) – as it’s also known — is bad, but because I felt it was overhyped and often pushed too hard on companies by investors chasing stratospheric (or Snowflake-spheric) net revenue retention rates (NRR). Per LinkedIn , headcount is up 240% over the past two years.

AI Search 108

AI Search Technical Review Technical Advisors ChatGPT 108