Expert insights. Personalized for you.
If you have a SaaS startup with a higher-touch sales model where revenue growth is largely driven by sales headcount, the plan needs to be modified accordingly. MORE
This enables the team to deliver high-touch service across all of their accounts, without the need to significantly grow their headcount . How to Pro actively Engage Clients and Automate Your High Touch Service – A Success Story . MORE
The chart above shows the headcount growth of the median publicly traded SaaS company from year four through year ten of the company’s life. The multiplicative effect of headcount growth and improving productivity fuels the growth of the business. SaaS companies are marvelous businesses. They are more predictable than most other kinds of companies and in addition they demonstrate leverage from technology. MORE
Not that much given the overall headcount I nominally had assigned to me. A common VC-ism is that You Always Have Competition. This probably is mostly true, especially since 70% of the top SaaS companies are really just new versions of old, established categories. MORE
The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year. MORE
But specializing across the sales process will take more headcount. MORE
SaaS companies tend to have more Finance headcount than traditional, non-Cloud companies. Median Finance headcount in private, growth SaaS companies averaging $25M is 7 Finance executives. Heading into the 2020 planning season, SaaS FP&A teams are working to finalize 2020 budgets and planning. MORE
This was needed anyway as we had grown in headcount and mission quite a bit since the beginning. Hiring has changed, big time. Old school recruiting is out, social recruiting is in. I think this is the first time I’ve actually realized just how true that is. MORE
It has allowed the team to scale to 500+ accounts without the need for additional headcount. . CS Platform Increases Team Efficiencies and Optimizes Trial-to-Paid User Conversions – A Success Story. RFP360 was founded to help customers develop strategic RFP processes that deliver results. MORE
Imagine you work at a startup that is growing headcount 125% year over year. Startups are business machines engineered to grow quickly. The forces of hypergrowth exert enormous strain on every aspect of the company. Internal break all the time as the company moults into a new skin. This is one of the most important things to keep in mind when hiring. MORE
How to Scale without Scaling Headcount. To ensure you success function scales without scaling your headcount, make sure everyone in the company is bought into the success mindset. Top 15 Takeaways from Pulse Europe 2018. MORE
In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Double headcount every 6-9 months. MORE
Sales now accounts for about 7% of the company’s headcount–a similar share of their workforce as marketing or product management. Among the PLG businesses that have gone public since 2017, sales headcount grew by an average of 45% year-on-year compared to a 33% increase in non-sales headcount. MORE
Financial Plan This template helps you create a full financial plan that includes everything from revenue modeling to costs projections and headcount planning. (As you can see, I really like placeit.net :) ) In case you haven't started to think about your plan for 2017 yet, now's the time. MORE
One sure-fire sign of a successful enterprise is an expanding headcount. Product usage metrics reveal the relationship your customer has with your product—and provide context for the relationship you should be having with your customer. MORE
Leveraging automation is not only interesting, but important - after all, if a SaaS company’s headcount growth exceeds revenue growth, it impacts its ability to invest in product, and if that happens, things can start to go awry. MORE
The number of employees when things get particularly troublesome are three, 10, 30, 100, 300 and 1,000 - before company headcount hits these milestones you’ll need to rethink how you operate. I’ve been working within the software as a service (SaaS) industry for more than five years now. MORE
When is the right time to increase sales headcount for a SaaS startup? It is one of the most strategic decisions for early-stage business to make given the amount of effort and expense involved in building, managing and scaling a sales team. While there is no single absolute sign, neither qualitative nor quantitative, these are some of the signals I have found indicate it might be a good time to scale sales. First, the pipeline to quota ratio exceeds 6X. MORE
Above, I’ve charted the headcount growth rate for 10 of the fastest growing software companies in recent history. I’ve normalized the years for when all the businesses were roughly at the same headcount - fewer than 50 people. What does the “average” hyper growth software company look like in terms of headcount growth? How quickly do the fastest growing software companies build their teams? The answer is incredibly quickly. MORE
In the last three years, it has grown from 60 to 225 in headcount, 10x in revenue and now serves 4 different verticals. Tune in for an extra bonus episode of the podcast, hosting SaaStock LatAm speaker André Baldini, CEO of Superlógica who tell us how the company grew revenue 10x. MORE
As you can see in the spreadsheet and in the chart, based on these assumptions your total sales headcount increases from 2 to 9 in year 2 and from 9 to 30 in year 3. PS: As you can see in the chart below, there's a 1:1 correlation (approximately) between ARR and sales headcount. MORE
Benchmarking also provides useful data on spending levels across the major expense categories, i.e., COR, R&D, S&M, and G&A, and well as specific data on headcount for each team within these categories. For example, you can access Sales headcount data for Account Executives, Sales Development Reps/Business Development Reps and Renewal Reps along with compensation data. MORE
Customer success teams must justify the investment of building a CS team, often at the expense of headcount in another team. Constrained by headcount budgets and burn requirements, startup leadership teams often must choose between hiring an additional sales person or investing in a customer success person, for example. MORE
Headcount Planning. But headcount planning is often a useful place to start because the inputs required to make decisions are the least dependent on factors outside of the sales organization. This decision will drive many of your other headcount decisions. MORE
Of course, headcount is always a sensitive topic, so start small to show your executives what is possible. If executed right, the headcount is truly an investment. In this article, you’ll learn how to structure your sales development (SDR) team for maximum efficiency and scalability. Sales leaders, read on! The only easy day was yesterday.”. Navy SEALs. This is one of the most famous principles of the U.S. Navy SEALs. MORE
The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year. ChurnZero Leads Momentum Grid on G2 For Third Season. MORE
Decreased revenue per rep, High turnover as you scale headcount. “It’s We made our machine more efficient even as we scaled, grew headcount, and skyrocketed our revenue. The post 5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount appeared first on Sales Hacker. MORE
As headcount surges, what specific fields mean, why they are useful, and when the business requires that information can be lost in the shuffle. Boston’s Trident Booksellers and Cafe thrums on a Saturday morning. MORE
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). MORE
But let me suggest one reason I learned when I was an exec in a F500 tech company: Headcount was most fixed for a year. Our group had a fixed headcount of about 800 to manage about $800m in revenue. Getting even a single additional headcount was incredibly difficult. MORE
There are a ton of FinTech or RevOps products on the market and you can’t use them all but if your business is growing and you need to keep up without adding a ton of headcount, these are definitely solutions you want to invest in for 2020. MORE
With precise headcount and budget needs. A few seasons back, we wrote a post on hitting how in SaaS, you have to be putting the resources in place by Q3 to hit the plan for the next year. We update this post a bit annually as we head into next year’s planning procress. MORE
At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). Sales is the Growth Engine. Sales is the engine driving SaaS company value. MORE
The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year. MORE
If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. It’s two weeks until December. MORE
This section covers employee satisfaction, headcount, and recruiting metrics. Over the last decade or so, I’ve compiled a metrics sheet to summarise a SaaS business. While no living document like this is ever perfect, this is currently the best board-level summary of the overall health of a business I have found. I’m sharing it so that others may benefit and improve it. If you have suggestions, please email me. Redpoint SaaS Metrics Template. MORE
For a cross-functional role like product ops, it’s not only about convincing leadership for headcount and resources. By Sara Estes, Pendo.io Content Marketing Manager. MORE
Because headcount is often fixed in BigCos. Because overall headcount might be fixed at say 15,000. Q: What are some of the most overlooked details or challenges when integrating two companies post-acquisition? MORE
Headcount Related Topics OpenView Labs
OCTOBER 2, 2019
Headcount Planning. But headcount planning is often a useful place to start because the inputs required to make decisions are the least dependent on factors outside of the sales organization. This decision will drive many of your other headcount decisions.
Tom Tunguz
NOVEMBER 28, 2017
Above, I’ve charted the headcount growth rate for 10 of the fastest growing software companies in recent history. I’ve normalized the years for when all the businesses were roughly at the same headcount - fewer than 50 people. What does the “average” hyper growth software company look like in terms of headcount growth? How quickly do the fastest growing software companies build their teams? The answer is incredibly quickly.
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Sales Hacker
JULY 24, 2018
Decreased revenue per rep, High turnover as you scale headcount. “It’s We made our machine more efficient even as we scaled, grew headcount, and skyrocketed our revenue. The post 5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount appeared first on Sales Hacker.
SaaStr
OCTOBER 4, 2019
But let me suggest one reason I learned when I was an exec in a F500 tech company: Headcount was most fixed for a year. Our group had a fixed headcount of about 800 to manage about $800m in revenue. Getting even a single additional headcount was incredibly difficult.
SaaStock
MARCH 27, 2019
In the last three years, it has grown from 60 to 225 in headcount, 10x in revenue and now serves 4 different verticals. Tune in for an extra bonus episode of the podcast, hosting SaaStock LatAm speaker André Baldini, CEO of Superlógica who tell us how the company grew revenue 10x.
SaaStr
FEBRUARY 11, 2020
Because headcount is often fixed in BigCos. Because overall headcount might be fixed at say 15,000. Q: What are some of the most overlooked details or challenges when integrating two companies post-acquisition?
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SaaSX
FEBRUARY 5, 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).
InsightSquared
MAY 7, 2019
At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). Sales is the Growth Engine. Sales is the engine driving SaaS company value.
InsightSquared
NOVEMBER 19, 2018
If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. It’s two weeks until December.
SaaStr
OCTOBER 18, 2019
With precise headcount and budget needs. A few seasons back, we wrote a post on hitting how in SaaS, you have to be putting the resources in place by Q3 to hit the plan for the next year. We update this post a bit annually as we head into next year’s planning procress.
Tom Tunguz
FEBRUARY 4, 2015
The chart above shows the headcount growth of the median publicly traded SaaS company from year four through year ten of the company’s life. The multiplicative effect of headcount growth and improving productivity fuels the growth of the business. SaaS companies are marvelous businesses. They are more predictable than most other kinds of companies and in addition they demonstrate leverage from technology.
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SaaStr
JULY 18, 2019
Not that much given the overall headcount I nominally had assigned to me. A common VC-ism is that You Always Have Competition. This probably is mostly true, especially since 70% of the top SaaS companies are really just new versions of old, established categories.
SaaStr
OCTOBER 6, 2019
But specializing across the sales process will take more headcount.
The Angel VC
MARCH 23, 2016
If you have a SaaS startup with a higher-touch sales model where revenue growth is largely driven by sales headcount, the plan needs to be modified accordingly.
Hitenism
JANUARY 16, 2017
In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Double headcount every 6-9 months.
OPEXEngine
DECEMBER 17, 2019
Benchmarking also provides useful data on spending levels across the major expense categories, i.e., COR, R&D, S&M, and G&A, and well as specific data on headcount for each team within these categories. For example, you can access Sales headcount data for Account Executives, Sales Development Reps/Business Development Reps and Renewal Reps along with compensation data.
InsightSquared
FEBRUARY 22, 2018
As headcount surges, what specific fields mean, why they are useful, and when the business requires that information can be lost in the shuffle. Boston’s Trident Booksellers and Cafe thrums on a Saturday morning.
OpenView Labs
FEBRUARY 10, 2020
Sales now accounts for about 7% of the company’s headcount–a similar share of their workforce as marketing or product management. Among the PLG businesses that have gone public since 2017, sales headcount grew by an average of 45% year-on-year compared to a 33% increase in non-sales headcount.
Sales Enablement, SaaS and Growth
JULY 24, 2018
The number of employees when things get particularly troublesome are three, 10, 30, 100, 300 and 1,000 - before company headcount hits these milestones you’ll need to rethink how you operate. I’ve been working within the software as a service (SaaS) industry for more than five years now.
SaaStr
OCTOBER 30, 2019
For a cross-functional role like product ops, it’s not only about convincing leadership for headcount and resources. By Sara Estes, Pendo.io Content Marketing Manager.
ChurnZero
JANUARY 3, 2020
The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year. ChurnZero Leads Momentum Grid on G2 For Third Season.
Tom Tunguz
MAY 14, 2014
Customer success teams must justify the investment of building a CS team, often at the expense of headcount in another team. Constrained by headcount budgets and burn requirements, startup leadership teams often must choose between hiring an additional sales person or investing in a customer success person, for example.
ChurnZero
JANUARY 7, 2020
It has allowed the team to scale to 500+ accounts without the need for additional headcount. . CS Platform Increases Team Efficiencies and Optimizes Trial-to-Paid User Conversions – A Success Story. RFP360 was founded to help customers develop strategic RFP processes that deliver results.
The Angel VC
JUNE 25, 2015
As you can see in the spreadsheet and in the chart, based on these assumptions your total sales headcount increases from 2 to 9 in year 2 and from 9 to 30 in year 3. PS: As you can see in the chart below, there's a 1:1 correlation (approximately) between ARR and sales headcount.
OPEXEngine
OCTOBER 31, 2019
SaaS companies tend to have more Finance headcount than traditional, non-Cloud companies. Median Finance headcount in private, growth SaaS companies averaging $25M is 7 Finance executives. Heading into the 2020 planning season, SaaS FP&A teams are working to finalize 2020 budgets and planning.
SaaSOptics
JANUARY 9, 2020
There are a ton of FinTech or RevOps products on the market and you can’t use them all but if your business is growing and you need to keep up without adding a ton of headcount, these are definitely solutions you want to invest in for 2020.
ChurnZero
AUGUST 23, 2019
The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year.
Tom Tunguz
AUGUST 18, 2018
Imagine you work at a startup that is growing headcount 125% year over year. Startups are business machines engineered to grow quickly. The forces of hypergrowth exert enormous strain on every aspect of the company. Internal break all the time as the company moults into a new skin. This is one of the most important things to keep in mind when hiring.
ChurnZero
NOVEMBER 1, 2019
The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year.
Sales Hacker
JANUARY 6, 2020
This was needed anyway as we had grown in headcount and mission quite a bit since the beginning. Hiring has changed, big time. Old school recruiting is out, social recruiting is in. I think this is the first time I’ve actually realized just how true that is.
The Angel VC
NOVEMBER 23, 2016
Financial Plan This template helps you create a full financial plan that includes everything from revenue modeling to costs projections and headcount planning. (As you can see, I really like placeit.net :) ) In case you haven't started to think about your plan for 2017 yet, now's the time.
ChurnZero
NOVEMBER 16, 2018
How to Scale without Scaling Headcount. To ensure you success function scales without scaling your headcount, make sure everyone in the company is bought into the success mindset. Top 15 Takeaways from Pulse Europe 2018.
ChurnZero
SEPTEMBER 10, 2019
This enables the team to deliver high-touch service across all of their accounts, without the need to significantly grow their headcount . How to Pro actively Engage Clients and Automate Your High Touch Service – A Success Story .
Sales Hacker
FEBRUARY 13, 2018
Of course, headcount is always a sensitive topic, so start small to show your executives what is possible. If executed right, the headcount is truly an investment. In this article, you’ll learn how to structure your sales development (SDR) team for maximum efficiency and scalability. Sales leaders, read on! The only easy day was yesterday.”. Navy SEALs. This is one of the most famous principles of the U.S. Navy SEALs.
Totango
NOVEMBER 5, 2019
One sure-fire sign of a successful enterprise is an expanding headcount. Product usage metrics reveal the relationship your customer has with your product—and provide context for the relationship you should be having with your customer.
Tom Tunguz
JUNE 6, 2016
When is the right time to increase sales headcount for a SaaS startup? It is one of the most strategic decisions for early-stage business to make given the amount of effort and expense involved in building, managing and scaling a sales team. While there is no single absolute sign, neither qualitative nor quantitative, these are some of the signals I have found indicate it might be a good time to scale sales. First, the pipeline to quota ratio exceeds 6X.
Sales Enablement, SaaS and Growth
JUNE 26, 2018
Leveraging automation is not only interesting, but important - after all, if a SaaS company’s headcount growth exceeds revenue growth, it impacts its ability to invest in product, and if that happens, things can start to go awry.
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