SaaStr

MARCH 7, 2023

Many of them said headcount management and spend were common levers they pulled, given the immediate and significant impact they have on spend. What are companies doing today to scale efficiently? However, there is a significant pivot to efficient growth with a projected improvement in margins.

Outsourcing Services 166

Outsourcing Services Scaling Venture Capital Forecasting 166

Intercom, Inc.

AUGUST 16, 2022

Support teams are facing a critical juncture: business costs and customer expectations continue to grow while resources like headcount and budget are decreasing. Plus, 65% of the average company’s revenue comes from existing customers – so it pays off in the long run to keep them happy.

Headcount 118

Headcount Scale Sales Hiring Customer Lifetime Value 118

OPEXEngine

DECEMBER 17, 2019

For the Top Down approach to benchmarking, you establish next year’s targets for revenue, gross margin and cash flow. In other words, the targeted revenue won’t support the level of expense requested by the management team. At the highest level, the operating expense ratio is measured as a percentage of recognized revenue.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

Sales Hacker

JANUARY 29, 2018

Traditional Sales Organizations – Growth of headcount in sales was structured around revenue per individual contributor (IC). What complicates this model is the high-velocity it operates on; many clients commit within 90 days or faster. The annual on target earning (OTE) of this POD should not exceed 40% of annual revenue.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

SaaStr

MARCH 15, 2024

Part of the joy for him was being able to tie the two motions together, building an Enterprise business on top of an existing business, and by the time he left Heroku, they had gone from about 5% to 50% of revenue. Have There Been Any Big Changes for Vimeo Related to Efficiency? In 2021, revenue per employee was around 80k to 100k.

AI Search 245

AI Search SaaS Advertising Sales Hiring 245

OpenView Labs

MARCH 10, 2019

Over this time, our headcount has grown by over 10x, and our revenue has grown by over 60x. Another unusual aspect of our sales team is that we only give ourselves credit for the revenue we bring in if the customer is still paying after two months. We want to make sure that we are setting our customers up for success.

Scale 69

Scale Customer Success Scaling Sales Hiring 69

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Total Addressable Market Total addressable market (TAM) is an economic framework to understand the potential revenue available for a product or service. Operational efficiency. The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213