SaaStr

DECEMBER 6, 2022

The post Salesforce: “Things Are Too Unpredictable to Provide a Forecast” appeared first on SaaStr. Be honest which category you are in. And rapidly evolve to Keep or Expand, if you’re no longer in it today.

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Forecasting Cloud Scale Enterprise 277

SaaStr

DECEMBER 20, 2024

What’s great about high-volume sales at that scale is the pattern recognition,” Michelle shared. Why Frontline Managers Are Mission-Critical While companies often start each year with ambitious strategies and goals, it’s the tactics and execution that determine actual success. “The latter is much higher risk.”

Sales Hiring 257

Sales Hiring Scale Underperforming Technical Team Sales 257

SaaStr

OCTOBER 20, 2022

The post Gartner: Business Software Spend Still Forecast to Rise 11.3% But SaaS spending is still growing. So if you want to be intellectually honest, don’t make it too much of an excuse. Instead — Go Make It So. to $880 Billion in 2023 appeared first on SaaStr.

Forecasting 293

Forecasting Artificial Intelligence Software Business 293

SaaStr

APRIL 4, 2022

Weimer organizes her team at Podium by the seven pillars of revenue marketing: Marketing Operations: Marketing operations cover scaling of the campaign execution process, marketing tools, forecasting, attribution and reporting, and driving improvements to campaign quality metrics and infrastructure. . Key Takeaways.

Scale 269

Scale Revenue Scaling Marketing 269

SaaStr

JUNE 4, 2025

Mark Roberge (ex-HubSpot CRO) has emphasized that in scaling sales teams, the percentage of accounts followed up with can drop to as low as 30%-40% if reps are overloaded with leads or if theres no strong lead routing and prioritization system. The result?

Scale 244

Scale AI Underperforming Technical Team Sales 244

SaaStr

DECEMBER 6, 2022

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. As you scale, both of our speakers suggest not only knowing what your risk appetite is as a company but actually codifying and clarifying that risk appetite on paper to agree on it. 1) Know your risk appetite as a company.

Scale 269

Scale Scaling compliance Forecasting 269

Tom Tunguz

FEBRUARY 16, 2020

But as a business begins to scale, this assumption is one that often triggers a sales target miss of a quarter. If that’s the case, one could the AE’s sales cycles should be shorter than the norm because they have relationships. There are downstream effects too.

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Scale Forecasting Sales Interviewing 297

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups. Ideas Are Cheap.

Scale 243

Scale Scaling Sales Hiring Cloud 243

Clouded Judgement

JUNE 17, 2025

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. As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth.

Cloud 277

Cloud Software Benchmarks Retention 277

SaaStr

MARCH 7, 2022

Aliisa Rosenthal, VP of Sales at WalkMe , shares her insights on developing a powerhouse inside sales team at scale to succeed in today’s customer-driven marketplace. For forecasting purposes, I use Clari. Scale based on your organization’s priorities. Benefits of inside sales. Finally, my favorite recording tool is Gong.

Scale 258

Scale Sales Hiring Scaling Sales 258

SaaStr

FEBRUARY 24, 2023

They initially double their ARR each year in scaling post $10M. We typically recommend companies have a Burn Multiple under 2x while scaling.” – Doug Navigating the current environment Public market investors have focused on growth at all costs in the last two years.

Scale 246

Scale Sales Hiring Scaling Venture Capital 246

SaaStr

NOVEMBER 16, 2020

Note the root cause is not seasonality, or scaling reps, or any of that stuff. What most likely happened was some part of the org isn’t scaling as hoped. Re-forecast cash — and Come Up With an Action Plan. Do a new forecast. Do not stick with the old forecast. That’s a painful, hard miss.

Scale 342

Scale Forecasting Consulting Revenue 342

Tom Tunguz

FEBRUARY 26, 2025

This keeps morale high and creates a very predictable revenue forecast. Often, a straight UBP pricing model doesn’t scale into the enterprise. The platform fee establishes a stable relationship and the usage pricing enables the customer to scale up or down as a function of their traffic which might vary throughout the year.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

Kellblog

APRIL 29, 2021

This is the second in a three-part series focused on forecasting and pipeline. In part I , we examined triangulation forecasts with a detailed example. For example, by week 12, the only deals still forecast within the quarter should be very high quality. If you have a pipeline of $7,000, a plan of $3,900, and coverage of 2.2x

Forecasting 143

Forecasting Scale Benchmarks Pricing 143

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. In fact, 60% of forecasted deals don’t close, leading to uncomfortable conversations about budgets and with investors. What is sales forecasting?

Forecasting 129

Forecasting Scale Sales Hiring Sales 129

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 post Mastering the Mid-Market: Lessons on Building and Selling Into Scaling Enterprises with Vanta CRO, Stevie Case (Video) appeared first on SaaStr.

Scale 243

Scale Enterprise Scaling SMB 243

Tom Tunguz

FEBRUARY 18, 2022

Like the tops-down math, the aggregate sales manager forecast confirms the sales team has chalked up 74% of the number for the quarter in late-stage. Most of the time, these conversion rates remain relatively steady, especially as a startup scales. Forecast are accounts that the managers expect to close. Won is a signed deal.

Scale 331

Scale Sales Forecasting Outsourced Development 331

SaaStr

NOVEMBER 8, 2021

Example Referenceable Slide + Full Deck : Mark Roberge On The Science of Scaling. So when building out your forecast, do the math and work backwards to the top of funnel metrics you need under this 20-20-20 framework. #2 Full Session YouTube. Full YouTube Session. 2 – Product Qualified Lead To Marketing Qualified Lead Ratio.

Scale 354

Scale Forecasting Cloud Pricing 354

SaaStr

DECEMBER 13, 2020

When you have a stumble, dispassionately and logically re-forecast. have to try to re-forecast on their own — they’ll quickly lose confidence in your ability to do so. As Todd McKinnon, CEO of Okta said at the recent SaaStr Scale: “99 times out of 100, Truth is Your Friend.”

Forecasting 358

Forecasting Communication SaaS Investment 358

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. That’s the number one thing that we’ve done.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

JULY 13, 2022

She draws from personal experience scaling a global product company to $1B and shares common mistakes. The establishment of the enablement function is vital in scaling a business. You need a sales enablement team if your company has scaled to over $10 million ARR. Mistake 1: Not accepting your mistakes.

Scale 276

Scale Sales Hiring Revenue Marketplace as a Service 276

SaaStr

FEBRUARY 3, 2021

It shows the size and scale of Cloud continues to just shock us. So, no, NRR doesn’t have to come down as you scale. Like Slack, Okta shows that you don’t have to rely primarily on existing customers to grow at scale. They often can scale for a very long time. Forecasting torrid growth through 2024.

Outsourcing Services 278

Outsourcing Services Outsourced Development Cloud Banking 278

SaaStr

MARCH 7, 2023

PST, to unveil the data behind effective scaling. What are companies doing today to scale efficiently? This is why there’s no one-size-fits-all advice for scaling efficiently because every company is different. The forecasted median growth rate is more tepid now, around 35%. 80% of companies are slowing hiring.

Outsourcing Services 169

Outsourcing Services Scaling Venture Capital Forecasting 169

SaaStr

JUNE 22, 2023

Rattle gives revenue leaders control over their business with intelligent real-time alerts that unlock actionable insights, drive collaboration and alignment, and improve forecast accuracy. Update your revenue data from anywhere, all within Slack or MS Teams. appeared first on SaaStr.

Scale 244

Scale Banking compliance Forecasting 244

FastSpring

APRIL 29, 2025

When payment partners fail to adapt to player demand and scale quickly, players leave your web shop empty handed, creating dissatisfaction that could have been prevented. Tailored Scaling for Your Unique Game At FastSpring, we know that every game is different. Predictive planning to anticipate peak demand.

Payment Services 132

Payment Services Payments Payment Solutions Payment Methods 132

SaaStr

NOVEMBER 14, 2019

SaaS = Software that scales. But, your people have to scale too. I’ve also scaled global teams across every region, and enabled them to generate over $200 million of annual revenue growth. I almost shed a tear the first time she submitted an actual forecast report.

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Scale Sales Hiring Scaling Underperforming Technical Team 179

SaaStr

AUGUST 10, 2022

And importantly — Atlassian sees and is currently forecasting no slowdown. And come join Atlassian’s CRO LIVE at 2022 SaaStr Annual on Sep 13-15 sharing how they scale their unique business model! Atlassian is one of them. It’s now growing 36% at $3 Billion in ARR, just about the same as the past few quarters.

Scale 277

Scale Headcount Cloud Forecasting 277

SaaStr

MARCH 31, 2020

I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. That’s just not measurable on the revenue scale. The same is true for forecasting. And the last thing is visibility and forecasting. How do you forecast?” How do I forecast the value?

Scale 157

Scale Scaling Sales Hiring Engineering 157

SaaStr

JUNE 1, 2023

Make enables individuals, teams, and enterprises across all verticals to create powerful custom solutions that scale their businesses faster than ever. We have created a special cloud offering for startups and scale-up companies designed to provide the tools to help the businesses of tomorrow reach your maximum growth potential.

Scale 245

Scale Payments Payment Solutions Artificial Intelligence 245

Valuize Consulting

APRIL 4, 2025

This level of insight enables personalization at scale, more accurate forecasting, and a more intentional customer experience. Optimizing Resource Capacity: Proactive Planning, Not Reactive Chaos As teams scale, resource planning must become predictivenot reactive. Time insights reveal emerging trends before they become issues.

Scaling 52

Scaling Data Healthcare Cost optimization & reporting 52

SaaStr

DECEMBER 22, 2022

Qwilr is the tool of choice for scaling B2B sales teams. While there are revenue intelligence tools for pipeline conversion and sales forecasting, intelligence for pipeline generation has been an afterthought. Qwilr makes it easy to create visually compelling sales and marketing collateral, at speed.

Scale 53

Scale Onboarding Government compliance 53

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 611: How to Scale a Platform and Ecosystem to $10B with Atlassian CRO Cameron Deatsch.             . How tough are things out there? It really varies.

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Scale Venture Capital Sales Forecasting 243

USIO

JUNE 13, 2025

That means less float, better forecasting, and improved cash flow. Scales with You As your business grows, your payment system needs to grow with it. That adds up—especially when you’re making hundreds or thousands of transactions a month. Waiting a week for checks to clear? No thanks.

Payments 130

Payments Payment Services Payment Solutions Traceability 130

SaaStr

MAY 17, 2024

As you scale and need someone to prioritize your roadmap and build the organization, then you bring in the high-powered leader who can also build structure around how to strategize for a second, third, and fourth product. In more scaled products, you’re not always optimizing for the learning. Noam gives an example from Grammarly.

Scale 292

Scale Technical Review Sales Hiring Artificial Intelligence 292

SaaStr

JANUARY 30, 2023

Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies.

Sales Hiring 269

Sales Hiring Payment Services SaaS Payments Scale 269

SaaStr

FEBRUARY 21, 2023

Linfjard’s role is to look at the big picture for how to scale and grow businesses based on opportunities and goals that lie ahead. He creates a culture of experimentation versus only looking at historical data and forecasting. So how do you go toward PLG after you’ve already scaled the company through an SLG motion?

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Scale Strategy Marketing Sales 243

SaaStr

MAY 13, 2022

Once you find what works best for your organization, you’ll be able to scale your profits efficiently and stay ahead of the competition with easy-to-implement bottom-line numbers. Know where to build vs. where to scale. Scale with SMEs. Forecast with outcomes orientation. Are you building? Are you optimizing?

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Revenue Engineering Scale Marketing 246