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. Marketing bookings are often the most difficult to scale with headcount, as “low-hanging fruit” may already be captured by current marketing efforts, and additional paid digital advertising, content marketing, etc.

Headcount 41

Headcount Finance Management Advertising 41

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. In the first six months of the year, our team’s headcount grew by almost 60%, yet our revenue outpaced that, growing by 142%. The post 5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount appeared first on Sales Hacker.

Headcount 53

Headcount Scaling Acquisition Interviewing 53

Tomasz 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.

Headcount 48

Headcount Scaling Management Software 48

The SaaS CFO

OCTOBER 12, 2021

Operating Expenses Headcount OpExWhen I review a SaaS P&L for the first time, I take a high-level approach to understand the financial health of the business. I break the P&L into two sections, the “top half” and the “bottom half.”

Benchmarks 52

Benchmarks Headcount SaaS Revenue 52

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. Especially allocated headcount. Even if your “headcount” is fixed, capped and frozen. There are probably a multitude of reasons.

Headcount 136

Headcount Management Revenue Sales 136

Sales Hacker

JANUARY 7, 2022

Learn how tech-savvy Sales Ops teams like Atlassian’s are using a combination of cutting edge tools to automate tedious tasks, escalate requests, justify headcount, and close deals faster. The post Sales Ops Teams Secrets To Closing Deals Faster ?? appeared first on Sales Hacker. Account Executives Community Events

Headcount 57

Headcount Sales 57

Tomasz Tunguz

AUGUST 15, 2021

Post-PMF, the organization must evolve: it has to grow headcount and then manage that headcount well. It’s easy to miss that detail when building a headcount plan. There’s a simple secret to hiring quickly and building a strong team. Invest in great managers early.

Headcount 108

Headcount Startup Retention Management 108

SaaStr

MAY 12, 2021

But in theory, higher quotas should “pay” for specialization so in theory, this won’t impact headcount too much. But in practice it often adds 20% or so to the headcount in the model.

Headcount 239

Headcount Sales Scaling Revenue 239

SaaStr

AUGUST 16, 2021

“Adding headcount in customer success dept” — Hoala Greevy, CEO, PauBox. You can’t cut corners in headcount in success with automation. You just make the headcount more effective.

Churn 257

Churn Headcount Customer Success Consulting 257

SaaStr

JULY 25, 2021

But in theory, higher quotas should “pay” for specialization so in theory, this won’t impact headcount too much. You can back into it. First, figure out how much revenue you need to close in the next twelve month s. Because that’s more than now.

Sales 239

Sales Headcount Scaling Revenue 239

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. Superlógica was started back in 2001 as an ERP software for condominiums. André Baldini started out as VP of Sales In 2017 he was promoted to CEO.

Pricing 167

Pricing Headcount Banking Revenue 167

Tomasz Tunguz

APRIL 5, 2020

But starting that week, startups began reducing headcount by about 700 per day. ClassPass, one of the fitness startups to reduce headcount, reported a 95% drop in sales in 10 days. Which startup sectors are most affected by coronavirus?

Headcount 92

Headcount Transportation Government Startup 92

SaaStr

AUGUST 31, 2021

But it hindered our support and growth by being behind on headcount. “I In the run-up to the 2021 SaaStr Annual , SaaStr’s very own Poya Osgouei sits down with Bryan Elsesser, VP of Sales at SaaStr.

Headcount 209

Headcount Sales Branding Development 209

Navint

MARCH 20, 2020

They’re experiencing billing disputes and mushrooming headcount in sales operations, and a growing reliance upon manual work arounds in Excel® or email. By: Peter Getchell, EVP, ERP Practice, Navint We talk with many CFOs, CROs, and CEOs who are frustrated by the internal friction their teams experience in day-to-day business operations. In many cases these symptoms perplexingly persist even after. Source. Insight

Headcount 40

Headcount Revenue Sales Business 40

SaaStr

JUNE 6, 2021

Even if the decision is made to invest more, future headcount is often sourced from internal team members and processes. Q: After an acquisition, how long before severance packages are offered due to layoffs/downsizing? Layoffs and downsizing are less common in most tech acquisitions today.

Acquisition 162

Acquisition Headcount Finance Investment 162

SaaStr

NOVEMBER 15, 2020

Hence, Twilio has a very high level of sales efficiency (and relatively small headcount). The lure of freemium (like The Force) is strong. No headaches. Customers try and buy all on their own. Like magic. No salespeople. Well, that can work. For a while.

Sales 268

Sales Headcount Enterprise Revenue 268

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?

Acquisition 168

Acquisition Headcount Business 168

SaaStr

DECEMBER 11, 2021

They wait for two reasons: first, it’s another headcount, which costs money, which can seem expensive when you have say just $5k-$10k a month in MRR and 6 months of runway left before you’re out of cash.

Customer Success 225

Customer Success Headcount Churn Enterprise 225

SaaStr

JULY 31, 2020

Last year, the company doubled its headcount, tripled revenue and landed on G2’s Top 100 Global Software list. . Tom Taulli. Behind the Round with SaaStr: Chorus.ai Raises $45 Million. This week Chorus announced its Series C round for $45 million, which was led by Georgian Partners.

AI 277

AI Headcount Technology Leadership 277

BetterCloud

JANUARY 20, 2022

As an organization grows its headcount, the time IT spends on these tasks increases exponentially. Onboarding is a time-consuming process that is rife with potential pitfalls for IT.

Headcount 52

Headcount Onboarding SaaS 52

SaaStr

SEPTEMBER 19, 2021

With precise headcount and budget needs. If you want to hit the plan for Q1'22, You need to be hiring all the sales reps you'll need then … Now. — Jason BeKind Lemkin (@jasonlk) September 15, 2021. Recurring revenue certainly has pros and cons.

Headcount 226

Headcount Metrics Acquisition Sales 226

SaaStr

NOVEMBER 25, 2020

Hoping headcount (alone) will drive revenue. At some point, every SaaS company gets big enough where headcount does drive revenue. We’ve talked a lot on SaaStr about how to hire a Great VP of Sales.

Sales 275

Sales Headcount Revenue Management 275

Tomasz Tunguz

JUNE 24, 2020

Marketing teams spend 5-10% of ARR on programs (non-headcount expenses), and this is pretty consistent across ARR. Engineering:Account Executive headcount ratios scale from about 3:1 down to 1:1 as a company scales revenue.

Headcount 114

Headcount Benchmarks Retention Metrics 114

BetterCloud

SEPTEMBER 9, 2021

For IT leaders, automation is the key to scaling productivity and efficiency without requiring additional headcount. Okay, okay. Today’s post is more like… Product Tip Tuesday on a Thursday. We’re shaking things up a bit this week, we know.

Headcount 52

Headcount User Experience Scaling Business 52

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. Headcount Budget.

Customer Success 68

Customer Success Headcount Benchmarks Finance 68

SaaStr

SEPTEMBER 17, 2021

Vimeo just hired their first sales rep 3 years ago to spearhead $20k+ deals … and now they have 100 reps, and are on track to double that headcount. We recently had a chance to catch up with Anjali Sud, CEO of Vimeo.

Enterprise 198

Enterprise Headcount Scaling Cloud 198

SaaStr

NOVEMBER 27, 2021

At $2m in ARR, budget $200k in headcount for the CSM positions + support. Is your CS team growing as fast as your sales team? If not, are you sure your have this right? — Jason BeKind Lemkin (@jasonlk) November 29, 2021.

Customer Success 207

Customer Success Headcount Churn Customer Lifetime Value 207

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).

Finance 96

Finance Headcount Revenue Business 96

SaaStr

JANUARY 2, 2021

Your sales headcount. Ok you’ve finally crossed $1m, $2m, $4m ARR. Now — you just want to get there faster. And that’s where you’ll make a lot of mistakes. The most important thing is not to chase the shiny penny, assuming you are growing at least 60% Year-over-Year.

Headcount 243

Headcount Pricing Metrics Branding 243

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 Headcount Customer Lifetime Value Finance 52

SaaStr

APRIL 3, 2021

If nothing else, you can pretty reliability track headcount growth on LinkedIn). There’s a metric the very top founders track quitely, but ruthlessly, that I find other founders either don’t track, or sort of hide from. That’s % of marketshare.

Headcount 146

Headcount Education Marketing Metrics 146

SaaStr

NOVEMBER 27, 2021

At $2m in ARR, budget $200k in headcount for the CSM positions + support. Is your CS team growing as fast as your sales team? If not, are you sure your have this right? — Jason BeKind Lemkin (@jasonlk) November 29, 2021.

Customer Success 174

Customer Success Headcount Churn Customer Lifetime Value 174

Tomasz Tunguz

JUNE 20, 2020

We can derive the table above if we look over the entire respondent base and bucket headcount by ARR. This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey.

Scaling 99

Scaling Headcount Engineering Customer Success 99

BetterCloud

JANUARY 5, 2022

As frustrating as this is for end-users, it’s even more challenging for IT teams, many of which have been asked to do more with smaller budgets and decreased headcounts.

Headcount 52

Headcount SaaS Management Business 52

OPEXEngine

OCTOBER 7, 2020

Employee productivity is up for the moment, as companies reduced headcount. We are currently conducting a 2020 Flash for the SaaS benchmarking community, looking at 2020 end of year forecasts for revenue, ARR, growth rates, and departmental expenses and headcount.

Trends 81

Trends Headcount Benchmarks Travel 81

ChurnZero

JULY 14, 2021

Customer Lifetime Value (CLTV) , also known as, Lifetime Value (LTV), is the gross profit a customer delivers to your business in their lifetime. It is the amount of revenue your business will make from a customer over their average lifetime as a customer.

Customer Lifetime Value 83

Customer Lifetime Value Headcount Customer Success Churn 83

SaaStr

OCTOBER 20, 2020

No headcount limits. Who should you hire, with limited budget? A VP of Sales? A Director of Demand Gen? Or A Head of Product? The answer is Yes. A truly great hire is >always< accretive. At least within just a few months. Hire anyone truly great you can find. Find a way.

Headcount 247

Headcount Engineering Banking Revenue 247

Sales Hacker

JUNE 1, 2020

Sales still makes up 25% of their headcount on average. Sales and business development headcount increased by 45% year-on-year versus just 33% in non-sales roles (the full data is available here ).

Headcount 75

Headcount Enterprise Software Sales 75

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. Costs" tab In order to adjust headcount planning in the G&A, R&D and marketing departments, change the assumptions for start date, base salary and bonus in the grey "Assumptions" area.

SaaS 178

SaaS Headcount Enterprise Finance 178

SaaStr

JUNE 22, 2021

They all either have in their back pocket, and/or are constantly on the prowl for, the next 2-3 great reps because sales is a lead-driven but headcount-closed business. Few things are more 1 + 1 = 3 that when a VPS and a VPM are truly a great team.

Revenue 243

Revenue Marketing Sales Headcount 243