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. Monitoring and refining.

Forecasting 40

Forecasting Underperforming Technical Team Headcount Scale 40

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 164

Outsourcing Services Scaling Venture Capital Forecasting 164

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 Metrics Customer Success Headcount 98

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.

Finance 96

Finance Outsourced Development Sales Hiring Forecasting 96

ChurnZero

MAY 17, 2022

’s premier technology companies and an employer of choice, growing revenue over 100% annually for the last three years. The company plans on doubling its headcount in 2022. 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

SaaSX

FEBRUARY 5, 2020

Here’s a super basic overview of the key P&L areas we typically use: Revenue Cost of Goods Sold (COGS) Sales & Marketing Expenses (S&M) Research & Development Expenses (R&D) General & Administrative Expenses (G&A). This INCLUDES headcount-related expenses. Not Utilizing a Proper SaaS Chart of Accounts.

Finance 118

Finance Sales Hiring Headcount Scale 118

OPEXEngine

OCTOBER 7, 2020

We filtered on the Bessemer Nasdaq SaaS Index for companies with revenues between $100M and $300M and revenue growth rates over 25%, to give us a cohort of public companies small enough to see resource allocations and trends more easily than with very large companies. Source: OPEXEngine EdgarEngine. Source: OPEXEngine EdgarEngine.

Trends 96

Trends Technical Review Headcount SaaS 96

Valuize Consulting

OCTOBER 7, 2021

With global equations used to calculate investment-to-Revenue in traditional functions like Sales or Engineering , it’s often very straightforward to showcase the value and convince CFOs to invest in these organizations. NDR Efficiency calculates the costs to deliver revenue growth by customer. Projected Revenue Growth.

Customer Success 52

Customer Success New CTO Scale Headcount 52

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 118

Technical Review Software Review Forecasting Churn 118

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. Investment in CS will ensure more customers and increased revenue. Reducing costs to retain revenue doesn’t have to mean cutting costs. Revenue growth. CS as a profit center.

Customer Success 52

Customer Success Data Technical Review Headcount 52

OPEXEngine

SEPTEMBER 9, 2021

Take this example of working with Sales on how many account executives to add in the upcoming year: “Our current sales headcount is 30% higher than the sales headcount benchmark for SaaS companies our size and growth rate, and our ARR per sales rep is 30% lower than the benchmark.

Benchmarks 52

Benchmarks Sales Hiring Headcount Customer Lifetime Value 52

ChurnZero

MAY 17, 2022

’s premier technology companies and an employer of choice, growing revenue over 100% annually for the last three years. The company plans on doubling its headcount in 2022. 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

OPEXEngine

NOVEMBER 23, 2020

Here’s a super basic overview of the key P&L areas we typically use: Revenue. 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). Cost of Goods Sold (COGS).

Finance 52

Finance Sales Hiring Headcount Scale 52

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

Valuize Consulting

MAY 4, 2022

As revenue and customers grow, leaders quickly, and sometimes painfully, learn that they need to adopt a proactive approach to their customer engagement and lifecycle that enables their long tail customers through a powerful Scale strategy. Determine Coverage & Forecast Growth For Your Scale Strategy.

Scale 52

Scale Customer Success Scaling Strategy 52

CustomerSuccessBox

DECEMBER 14, 2021

If you’re starting out, set up the CS team as a profit center (a profit-making business that brings back revenues more than it costs). Customer Success teams, typically, follow the recurring revenue model (followed by almost every SaaS business). By increasing net dollar per customer through expansion revenue.

Customer Success 52

Customer Success Customer Lifetime Value Headcount Retention 52

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 SaaS Payments Sales Hiring Scale 106

Sales Hacker

MAY 26, 2021

Forecast accuracy. They want to increase revenue through effective sales strategies. This team is responsible for high-level planning and goal setting with a focus on data analysis and sales forecasting. 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

Sales Hacker

APRIL 12, 2022

Outreach is the first and only engagement, and intelligence platform built by revenue innovators for revenue innovators. 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.

Strategy 88

Strategy Marketing Growth Marketing B2B 88

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. Once you get this down, you can scale revenue and grow your team as needed. Qualify your opportunities better. Don’t try to skip steps.

Scale 107

Scale Sales Underperforming Technical Team Headcount 107

SmartKarrot

AUGUST 25, 2022

Accurately forecast effort for capacity planning and develop an accurate capacity model to ensure proper headcount throughout the year. Assist UK Commercial leadership with revenue planning, forecasting, and pricing strategy from a sales perspective. Maintain a high level of customer satisfaction with the services.

Customer Success 19

Customer Success Sales Hiring Outsourced Development Headcount 19

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. 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 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

Intercom, Inc.

AUGUST 20, 2019

If an SDR team generates more qualified leads for a sales organization, it means closing reps will better prioritize their efforts to close more revenue in a shorter amount of time. It’s that simple: more and better-qualified leads = more revenue and shorter deal cycles. Why do SDRs (including me) fail to grasp this concept?

Sales Hiring 35

Sales Hiring Underperforming Technical Team Sales Headcount 35

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

MARCH 20, 2023

Vanta’s Chief Revenue Officer, Stevie Case, shares lessons learned from leading Twilio’s mid-market team and shepherding Vanta into a mid-market leader as the company’s first CRO. Some define it by headcount, typically around 200-2000 employees, and others by revenue, generally $10M to $1B annual recurring revenue.

Scale 176

Scale Enterprise Scaling SMB 176

InsightSquared

DECEMBER 28, 2020

Ready to improve your HubSpot Forecast accuracy? . Do you have confidence in your sales forecast? Are you prepared to make critical business decisions such as new headcount, market expansion or product development? . As B2B revenue leaders, you’re consistently looking for ways to predict the future with increased accuracy.

Forecasting 71

Forecasting Machine Learning Artificial Intelligence Sales 71

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. Revenue by Segment.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

InsightSquared

DECEMBER 28, 2020

HubSpot users: Do you have confidence in your sales forecast? Are you prepared to make critical business decisions such as new headcount, market expansion or product development? . As B2B revenue leaders, you’re consistently looking for ways to predict the future with increased accuracy. And it was clear your forecast was off.

Forecasting 62

Forecasting Machine Learning Artificial Intelligence Sales 62

Intercom, Inc.

MAY 25, 2022

You probably aren’t going to get all the headcount approved that you did. What are you going to need to change? Let’s assume the scenario is, as discussed, that hiring is slowing down. Paul: And it’s the same for consumer software.

Sales Hiring 138

Sales Hiring Scale Interviewing Headcount 138

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

SmartKarrot

FEBRUARY 9, 2021

Re-organize current headcount to fit the needs of the company. Accurate monthly forecasting and revenue delivery. Location: Remote, United States Organization: Jarvis Elliott Jarvis Elliott is looking for a Vice President of Customer Success with experience in the SaaS / eCommerce space. and Canada region.

Customer Success 10

Customer Success Scale Headcount Healthcare 10

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

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 174

Travel Marketing Scale Outsourcing Services 174

SaaStr

DECEMBER 3, 2020

Does it have to be tied to a number related to revenue? Sam Taylor: So no matter what, I mean, Dropbox, no matter how you slice it, what function you’re in, was just insane from a growth perspective, headcount-wise, user base-wise, you name it. Oh, and don’t forget to hit your revenue numbers. Harry Stebbings.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Kellblog

MAY 27, 2022

Forecasting accuracy vs. AI/ML forecasting system. Zoominfo alternatives vs. revenue operating system. Think: “uh, it’s a forecasting system; people make forecasts.” Planning headcount. Here are quick examples of customer-in vs. vendor-out language. Baldness cure vs. minoxidil.

AI Search 122

AI Search Technical Review Forecasting Software Review 122

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

Sales Hacker

OCTOBER 2, 2020

It’s a flywheel for the entire sales funnel, speeding up sales motions and connecting every revenue-generating activity. 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.

Scale 132

Scale Engagement Sales Sales Enablement 132