SaaStr

OCTOBER 30, 2022

Gartner: Business Software Spend Still Forecast to Rise 11.3% SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. Go Do More of Them. 5 Interesting Learnings from Paycom at $1.2 Billion in ARR. to $880 Billion in 2023.

Sales Recruiting 301

Sales Recruiting CTO Compensation Software Review 301

SaaStr

MARCH 12, 2025

To avoid model myopia: Conduct quarterly win-loss analysis with a third-party firm Perform win-touch analysis to understand the customer journey Have marketing present every single touch made on 3-4 closed deals from the previous quarter 4. Everything else in the model is just a guide.

Sales Hiring 193

Sales Hiring Marketing Technical Review Underperforming Technical Team 193

Chart Mogul

NOVEMBER 26, 2020

As 2021 approaches, discussions about forecasting MRR are becoming commonplace in companies of all sized. It’s sort of like being the weather forecaster — perfection unattainable. I just reviewed a forecasting model that I built 6 months ago where actual MRR is going to beat the modeled prediction for MRR a month early.

Forecasting 116

Forecasting Advertising Sales Hiring Churn 116

Clouded Judgement

JULY 16, 2024

With embedded applied AI and machine learning technologies built specifically for Finance, our platform automates and streamlines workflows, accelerates analysis and improves forecast accuracy, equipping the Office of the CFO to report on, predict and guide business performance. Financial and Operational Planning and Analysis.

Benchmarks 295

Benchmarks Data Artificial Intelligence Machine Learning 295

Intercom, Inc.

NOVEMBER 26, 2020

Over the course of four weeks, we’ve been exploring some of the key topics around the past, present, and future of retail, looking at the technologies and behaviors that have enabled – and transformed – shopping as we know it. This week, we’re looking at how this year’s holiday Present shopping could change retail forever.

Scale 118

Scale Forecasting Investment Technology 118

Clouded Judgement

SEPTEMBER 13, 2024

Generally, software companies follow a beat-and-raise model in their forecasts. The interpretation of this could be one of several things: 1) companies are remaining conservative in their forecasts, 2) selling conditions have worsened slightly, or 3) beat-and-raise scenarios are simply becoming harder to achieve. the guidance) changes.

Cloud 252

Cloud Forecasting Metrics Subscription 252

Baremetrics

MAY 4, 2021

Financial forecasting models are used to predict financial outcomes within a specified area of your business, like recurring revenue or payroll. In this article, we'll have a closer look at five different forecasting methods and present examples of use cases. What Is Financial Forecasting? Delphi Forecasting Models 4.

Forecasting 98

Forecasting Benchmarks Finance Subscription 98

SaaStr

DECEMBER 13, 2023

Someone could present the data here, stand up, and say we had a good quarter. You want your investors to trust the management team to present the right numbers or update the templates. #7: Only the CFO and ops people are allowed to present metrics. But what they really need to present are the metrics on the right.

Metrics 339

Metrics Sales Hiring Benchmarks SaaS 339

SaaStr

MARCH 21, 2021

6: Do a dynamic, rolling forecast of your revenue and zero-cash date. Let them present around each of their function areas. And clearly present progress against them. Even every 8 week isn’t often enough until you are bigger (say $8m-$10m in ARR). Then much later, you can move to a quarterly cadence.

Sales Hiring 315

Sales Hiring Forecasting Churn Metrics 315

SaaStr

NOVEMBER 22, 2020

There are three main dimensions to expansion: Industry verticals such as healthcare or financial present an opportunity to effectively leverage your Go-to-Market strategy, i.e., distribution, bundling of products, etc. Go-to-Market’s team leader must be a forecasting machine and predictability VP of Sales.

Scale 322

Scale Scaling Technical Review Systems Review 322

Buffer Resources

OCTOBER 3, 2024

TikTok has a creative center that contains the major trends on the platform Pinterest has a trends forecast report that goes out yearly YouTube has a yearly culture report These reports can help you find relevant content ideas, what your audience is searching for, and what’s working on the platform.

Social Media 132

Social Media Trends Forecasting Engineering 132

SaaStr

JULY 13, 2022

Conduct special presentations and training sessions for your sales team. However, the revenue forecast accuracy and the realization of that revenue each month are more important. No control over forecast accuracy: SaaS founders don’t know how many leads they’ve generated. Teach them to handle objections.

Scale 283

Scale Sales Hiring Revenue Marketplace as a Service 283

Sales Hacker

JULY 2, 2019

Getting an accurate sales forecast is almost as important as hitting the revenue target itself. But with so many different sales forecasting methods, how do you know which will give you the most accurate view? According to CSO Insights, 60% of forecasted deals do not actually close. Let’s go back to our Romantic Comedy analogy.

Forecasting 98

Forecasting Sales Pricing Revenue 98

SaaStr

DECEMBER 12, 2023

Step 4: Align Your Sales Process to the Buyer’s Journey This is where the importance of managing pipeline and forecasting comes into play. The seller needs to know what they’re doing, but you want to forecast based on if a buyer is taking action. It removes a lot of the fool’s gold from the forecast.

Forecasting 293

Forecasting Point of Sale Technical Review SMB 293

SaaStr

AUGUST 26, 2024

They explore the unique challenges and opportunities presented by different approaches, from subscription-based models to enterprise solutions. The conversation highlights the importance of tailoring customer success efforts to align with specific business goals and customer needs.

Benchmarks 293

Benchmarks Finance Business Model Forecasting 293

Sales Hacker

JULY 1, 2021

But the reality is that human-based forecasting is subjective and error-prone. A miss in a sales forecast creates pessimism in your market and might impact how your company allocates resources. Business success depends on forecast accuracy , but what happens if the inputs are flawed? Let’s take a look at a case study.

Forecasting 100

Forecasting Sales Artificial Intelligence Systems Review 100

SaaSOptics

DECEMBER 20, 2021

Everything You Need to Know About SaaS Sales Forecasting Methods. Forecasting is an essential practice for growing businesses, especially considering the lightning-fast speed at which technology and the internet continue to change. Forecasting is particularly essential—and challenging—for B2B SaaS companies. What is Forecasting?

Forecasting 94

Forecasting Deferred Revenue SaaS Sales 94

Clouded Judgement

MARCH 29, 2024

For the majority of the software universe, Q4 earning season was not a catalyst for future forecasts to go up. This post and the information presented are intended for informational purposes only. And finally, and update to a chart I’ve consistently shared throughout earnings season - full year guides vs consensus estimates.

Cloud 284

Cloud Forecasting Subscription Payment Features 284

SaaStr

JUNE 9, 2022

Once you’ve pulled all of this together, you want to combine forecast data to back everything up. Beyond presenting a general level of excitement about your company, you will ultimately still have a list of desired stakeholders to reach. Figure out how you fit into your category by defining your unique differentiator.

Marketing 255

Marketing Social Media Forecasting Branding 255

SaaStr

DECEMBER 11, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Salesforce: “Things Are Too Unpredictable to Provide a Forecast”. SaaStr 614: CRO Confidential Presents: Gong SVP of Sales Jameson Yung on Creating a Category. How tough are things out there? It really varies.

Scale 243

Scale Venture Capital Sales Forecasting 243

ChurnZero

JANUARY 6, 2022

Though Customer Success was originally regarded as a post-sale cost center, you can flip its narrative with the right metrics, positioning, and forecasting strategy. Growing their organizational trust with forecasting. Revenue Forecasting (Renewals, Expansion, Upsells, etc.). Grow Organizational Trust with Improved Forecasting.

Forecasting 98

Forecasting Customer Success Metrics Sales Funnel 98

Kellblog

JULY 26, 2023

Specifically, what does it mean in short ASC companies when you discuss common concepts like pipeline coverage and the sales forecast ? Getting marketing to forecast starting pipeline for month 2 and month 3, based on what they have already generated in the high funnel and their current pipeline generation plans for month 2.

Forecasting 86

Forecasting Sales Enterprise Pricing 86

Clouded Judgement

JUNE 19, 2024

Every public company has a number of equity research analysts covering them who build their own forecasted models, which combine guidance from the company and their own research / sentiment analysis. This post and the information presented are intended for informational purposes only. Securities and Exchange Commission.

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

SaaStr

MAY 17, 2024

Depending on the stage and maturity of your business, how far can you realistically forecast, and how do you want to set up your process around that? You can set longer-term goals and know where you want to be, what strategy could get you there, and how to differentiate in the space, but tactically, how far ahead can you forecast?

Scale 299

Scale Technical Review Sales Hiring Artificial Intelligence 299

Tom Tunguz

DECEMBER 3, 2023

Lengthening sales cycles created pipeline shocks & instability in sales forecasting. In this presentation at Saastr, we broke down the major questions for startups building with AI : the layer, the moat, the market, & the depth of AI to use. The Typical Startup Saw a 24% Increase in Sales Cycle in 2023.

Artificial Intelligence 192

Artificial Intelligence ChatGPT Generative AI AI 192

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Forecasting rules. Weekly forecast calls. Forecast category (e.g., upside, forecast, commit).

Sales Hiring 127

Sales Hiring Scale Sales Recruiting Enterprise 127

SaaStr

MAY 13, 2022

Forecast with outcomes orientation. When you are presented with something unexpected, you can determine if this will affect your outcomes. But if you’re not satisfied with the results, learn from your mistake and try something else. Be decisive about what you will and won’t do. Have a stack rank of priorities.

Revenue 246

Revenue Scale Engineering Sales Hiring 246

Andreessen Horowitz

APRIL 23, 2024

Alex: Let’s forecast out. We also have a casual interview that we call the presentation interview. We give people an hour to write a presentation on any topic of their choice. They can build a much better model around predicting than anybody else could on the outside. That data is not public. It’s 2034.

Payments 110

Payments Forecasting Payment Services Sales Hiring 110

Sales Hacker

FEBRUARY 7, 2025

This commoditization presented two significant challenges for DocuSign: Market Saturation: With many providers offering basic e-signature functionality, the unique value proposition diminished, reducing customers willingness to pay premium prices. Data-Driven Decisions: Leverage analytics to fine-tune pricing and forecast customer behavior.

Pricing 107

Pricing Scale SaaS Technical Review 107

SaaStr

DECEMBER 18, 2022

Salesforce: “Things Are Too Unpredictable to Provide a Forecast. SaaStr 617: SaaStr CRO Confidential Presents: Rippling VP of Sales Matt Plank on How to Ramp Up Sales in the Early Days. SaaStr 614: CRO Confidential Presents: Gong SVP of Sales Jameson Yung on Creating a Category. Just This Week. Top Podcasts This Week: 1.

Scale 144

Scale Venture Capital SMB Forecasting 144

SaaStr

MARCH 20, 2023

All three solutions presented by Case will help you get deals over the line more quickly and give you a rock-solid forecast your leaders can trust. The Takeaway You can avoid painful lessons when dealing with the mid-market by understanding the landscape of this unique set of buyers.

Scale 243

Scale Enterprise Scaling SMB 243

Kellblog

SEPTEMBER 30, 2024

The CRO discusses the forecast , using seemingly standard words like best-case and worst-case. Twenty minutes is lost in a discussion trying to figure out what the forecast actually is. For an e-staff meeting, you’ll want the booking forecast (for both new ARR and churn), pipeline coverage, and bookings to date.

Business 114

Business Forecasting Leadership Churn 114

Clouded Judgement

SEPTEMBER 20, 2024

Officials adjusted their unemployment rate forecast for this years end from 4% to 4.4% After the cuts this week, and with the forecasts for the rest of the year, the fed is telling us there will be ~1% of aggregate cuts this year. However, the rate cut also presents challenges. percentage point decrease since June.

Cloud 157

Cloud Forecasting Revenue Investment 157

SaaStr

OCTOBER 30, 2021

You should always rely on data to make decisions and you should always use data when you are presenting to your team. You should have a chart to track every input in that equation and successfully forecast hiring, SLAs, and expected revenue. Be An Expert. Finally to the non-technical pieces!

Scale 284

Scale Sales Hiring Sales Underperforming Technical Team 284

SaaStr

MARCH 7, 2023

The forecasted median growth rate is more tepid now, around 35%. You can find the slide deck from this presentation HERE Every Wednesday at 10 a.m. 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. Most are somewhere in the middle.

Outsourcing Services 176

Outsourcing Services Scaling Venture Capital Forecasting 176

Clouded Judgement

JANUARY 13, 2023

That was more broadly a period of ZIRP, and it’s interesting that today the 10Y isn’t hugely different from where it was in the period of 2010 - 2020 Morgan Stanley CIO Survey Everyone is eagerly awaiting 2023 forecasts to be “de-risked.” Individual company performance is more of the bottoms up analysis on forecasts.

Cloud 130

Cloud Forecasting Subscription Payment Features 130

SaaStr

JANUARY 24, 2022

I simply couldn’t get them to even remotely tie to his presentation deck. There is nothing worse than telling your board and investors you need to adjust your revenue recognized or revenue forecast. But it was on the margin — the ACVs were low, and the CAC was high. And then — he sent me his financials.

Finance 332

Finance Outsourcing Services Systems Review Technical Review 332