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 54

Headcount Scaling Acquisition Interviewing 54

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 53

Headcount Scaling Management Software 53

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 SaaS Headcount Revenue 52

SaaStr

FEBRUARY 18, 2022

Sales-driven SaaS startups end up with about half their headcount in sales and marketing. Then, it sneaks up on you again as you scale and you realize you need to have about 1.5x-2x the sales headcount you thought you did to hit the full plan for this year, and Q1 of next year.

Scaling 267

Scaling Headcount Marketing Sales 267

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 140

Headcount Management Revenue Sales 140

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 62

Headcount Sales 62

SaaStr

MARCH 1, 2022

Headcount up 7%, while revenue is up 37%. But that only increases total headcount 7% which revenues went up 37%. We last took a look at Atlassian at around $2B ARR , and more subtly has changed than you might think.

Headcount 239

Headcount Cloud Pricing Scaling 239

SaaStr

JUNE 27, 2022

In theory, higher quotas should “pay” for specialization so in theory, and this wouldn’t impact headcount too much. Dear SaaStr: How Many Sales Reps Do I Need? More than you probably would think. You can back into how many sales reps you’ll need in SaaS.

Sales 188

Sales Headcount Scaling Revenue 188

SaaStr

MAY 26, 2022

Net headcount rarely declines. This may sound harsh, But any "layoff" of a single digit % of employees is usually just a reshuffling. The bottom 5%-7% are moved out, to replace them with better performers. — Jason BeKind Lemkin #???????????? jasonlk) May 25, 2022.

Headcount 232

Headcount Scaling SaaS Management 232

IT World

MAY 26, 2022

Microsoft will continue to grow headcount in the year ahead and it will add additional focus to where those resources go,” the company said in a statement. Microsoft is pulling back on hiring quotas for its Windows, Office and Teams chat and conferencing software groups.

Headcount 81

Headcount Pricing Software 81

SaaStr

JUNE 4, 2022

You start making up for it in volume — with headcount. Dear SaaStr: What’s the Harder Part About SaaS Companies, At Each Stage? The hardest part changes every 12–24 months, and the whole company changes every 30-36 months or so.

SaaS 276

SaaS Headcount Leadership Revenue 276

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 113

Headcount Startup Retention Management 113

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 251

Headcount Sales Scaling Revenue 251

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 262

Churn Headcount Customer Success Consulting 262

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 247

Sales Headcount Scaling Revenue 247

SaaStr

JANUARY 25, 2022

You start making up for it in volume — with headcount. The hardest part changes every 12–24 months. But a few thoughts on “the hardest part” for the first few stages: From $1-$100k in ARR, the hardest part is often how little revenue you get from each customer.

Headcount 186

Headcount Revenue SaaS Churn 186

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 98

Headcount Transportation Startup Government 98

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

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 175

Acquisition Headcount Business 175

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 271

Sales Headcount Enterprise Revenue 271

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 165

Acquisition Headcount Finance Investment 165

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 210

Headcount Sales Branding Development 210

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 273

AI Headcount Technology Leadership 273

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 236

Customer Success Headcount Churn Enterprise 236

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

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 273

Sales Headcount Revenue Management 273

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 231

Headcount Metrics Acquisition Sales 231

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

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 Churn 96

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 205

Enterprise Headcount Scaling Cloud 205

Tomasz Tunguz

JUNE 26, 2022

The difference is starkest in headcount: Coinbase employs more than 5,000 people while Uniswap counts fewer than 100. Coinbase and Uniswap are two of the leading crypto exchanges.

Benchmarks 61

Benchmarks Headcount Government Revenue 61

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 251

Headcount Pricing Metrics Branding 251

ChurnZero

MAY 17, 2022

The company plans on doubling its headcount in 2022. WASHINGTON , May 17, 2022 — ChurnZero , a leading Customer Success platform, has earned multiple accolades from business and SaaS industry groups for its product innovation and industry leadership.

Headcount 70

Headcount Leadership Innovation Customer Success 70

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 152

Headcount Education Marketing Metrics 152

OpenView Labs

FEBRUARY 3, 2022

The fastest-growing startups allocate only 7% of their headcount to services and supporting their customers (half that of slower-growing startups). . In turn, these headcount costs can go directly towards building and selling the product. .

Headcount 67

Headcount Compensation Pricing Acquisition 67

Totango

JUNE 28, 2022

The primary mission of a Chief Marketing Officer (CMO) is to foster growth, attract new leads, and increase sales by effectively communicating the value the company’s products and services can provide.

Headcount 70

Headcount Engagement Communication Retention 70

BetterCloud

MARCH 24, 2022

Organizations don’t need to immediately increase IT headcount or focus solely on repetitive onboarding, offboarding and mid-lifecycle tasks to deliver an unparalleled employee experience. If you’re a regular here, you’ve seen a lot about zero-touch IT lately. This wasn’t an accident.

Headcount 56

Headcount Onboarding SaaS Revenue 56

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