Intercom, Inc.

JULY 29, 2021

Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. SaaS is the subscription business. This is Scale , Intercom’s podcast series on driving business growth through customer relationships. Scaling in the midst of a global pandemic. Kieron: Interesting.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

OPEXEngine

NOVEMBER 23, 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). these figures are going to be WRONG because you haven’t properly accounted for your headcount costs in Sales & Marketing.

Finance 52

Finance Sales Hiring Headcount Scale 52

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Here are a few benefit sticking points: Owned media can be measured by subscriptions. Platforms like Substack and Patreon allow consumers to connect and support creators through subscriptions.

VP of Engineering 72

VP of Engineering Scale SaaS AI Search 72

OpenView Labs

MAY 24, 2021

You can think of the ratio of R&D:S&M as indicating how much of a company’s future prospects depend on their ability to build great product experiences relative to scaling up their sales and marketing activities. Veeva sees similar dynamics among its Vault customers, with 2013/2014 cohorts growing subscription revenue by 26.8x

Scale 98

Scale Headcount Sales Hiring Benchmarks 98

CustomerSuccessBox

DECEMBER 3, 2021

You may find yourself protecting your headcount, rooting for investments you want in tech, and giving suggestions for new product features. The biggest cost areas are typically staff-related (salaries, tax, travel, training, recognition), systems (software subscriptions), and facilities. A CFO wants to save money.

Customer Success 52

Customer Success Data Technical Review Headcount 52

ChurnZero

JANUARY 7, 2020

Scale their processes. This has allowed for the optimization of their trial subscriptions program. . It has allowed the team to scale to 500+ accounts without the need for additional headcount. . Access to usage insights have optimized the trial subscription process. The y struggled to: .

Scale 52

Scale Headcount Consulting Customer Success 52

InsightSquared

MAY 7, 2019

When scaling the business, sales typically averages roughly 30% of revenue, so therefore sales spend is one of the biggest investments a company can make. At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC).

Scale 102

Scale Sales Hiring Metrics Sales 102

ChurnZero

NOVEMBER 16, 2018

The Subscription Model Gives Power to the Customer = Power to Customer Success. It’s time for #CustomerSuccess to partner with the product team to ensure growth and scale of your company. How to Scale without Scaling Headcount. From Zero to 100: How to Scale Customer Support and Customer Success at Your Startup.

Customer Success 49

Customer Success Scale Headcount Sales Hiring 49

ProfitWell

MARCH 3, 2020

Listen wherever you get podcasts: Your top subscription news. Slack, for instance, grew their sales headcount by 66% year over year, compared to 31% for other functions. In just two days, the Chargify crew goes live and beyond subscription —and they’re taking us with them. And finally, the evolution of B2B SaaS billing.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

ProfitWell

DECEMBER 6, 2019

Your top subscription news. And in this article he explains why, and proposes a different approach to thinking about the optimal CSM headcount to help you build a more effective customer success organization. On a global scale, on average, product marketers with strong leadership support earn almost $13k more a year than those without.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

Practical Advice on SaaS marketing

OCTOBER 9, 2012

They pay you over the life of the subscription. Cut sales and marketing headcount and scale back spending on customer acquisition programs. But those customers don't pay you money now, or at least not all of it. Here's how that looks on an income statement: costs are higher than revenues.

Acquisition 124

Acquisition Scale SaaS Headcount 124

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. Again, it was an easy to use model which scaled effective decision-making. Economies of scale. Subscription business model. Good decision-making is extremely important. Brand equity. Customer data.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

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. Tara Bryant: It’s funny you ask me that.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

FastSpring

MARCH 3, 2023

Zuora is a recurring billing and monetization solution for: Subscription management Revenue recognition Payment collection Quotes And more… However, Zuora has one main shortcoming — it doesn’t handle sales tax or transaction liability for you. Provide electronic invoicing of all transactions.

Payment Services 78

Payment Services Payment Methods Payments Merchant Services 78

SaaStr

MARCH 15, 2024

They also have a media segment, a separate business supporting creators who want to do subscription-based video monetization. Vimeo has spent a fair amount historically on advertising, primarily to fuel the more prosumer individual online subscription business. They top out of what you can do in advertising and rev share on YouTube.

AI Search 231

AI Search SaaS Advertising Sales Hiring 231

Intercom, Inc.

JUNE 3, 2021

” I think the “Sure thing boss, give me more headcount” is obvious. Whereas if things are going well and you’re beating your targets and you can continue to invest in sustainable headcount growth next year, then I think there’s more opportunity to bet on something that will take place tomorrow. Paul: Yeah.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

Intercom, Inc.

OCTOBER 29, 2019

You can’t find email lists using Job-to-be-Done, but you can find ones for B2C subscription businesses that have a high volume of website traffic. If your customers tend to be larger, public companies, then segmenting by revenue and size is reasonable, as most report financial results and headcount on a quarterly basis.

Business 184

Business B2C Scale Headcount 184

SaaSOptics

MAY 2, 2022

There are several different ways to successfully launch and scale a SaaS company. In a study that analyzed the growth trends of 495 product-led companies , Peersignal found the percentage of sales headcounts at product-led companies increased along with total employee growth. If you’re looking to scale, both are needed.

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97

SmartKarrot

DECEMBER 18, 2020

For any business, scaling is the only way towards sustainable growth. But instead of spending money on increased headcount, companies are planning to spend heavily on technology. The economies of scale work best with technology. This customer service trend will pick up drastically for the next year. #4

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

SmartKarrot

DECEMBER 18, 2020

For any business, scaling is the only way towards sustainable growth. But instead of spending money on increased headcount, companies are planning to spend heavily on technology. The economies of scale work best with technology. This customer service trend will pick up drastically for the next year. #4

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

SaaStr

JUNE 10, 2020

We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount. So I did take a hit as we scaled back a little bit, my team is now 32 people. Most travel tech companies are usage based, do you think we will start seeing more subscription-based?

Travel 185

Travel Marketing Scale Outsourcing Services 185

Intercom, Inc.

MAY 9, 2018

So here’s my definition: Business Operations is a function that is uniquely positioned to solve certain classes of problems for rapidly scaling organizations. It’s simple math: if everyone has to be involved in every decision, doubling your headcount quadruples the distinct conversations needed. Sign me up. You’re all set.

Scale 182

Scale Sales Hiring Headcount Scaling 182

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. Use venture capital to scale an inside sales team and dial for dollars to gain market share.

Scale 147

Scale Venture Capital SaaS Headcount 147

Totango

FEBRUARY 21, 2020

Flexible subscription and recurring revenue models mean the customer is in control of their service and tech partnerships and reserve the right to move on to a competitor. Personalized Experience Delivered at Scale with Dynamic Assignment. Data-Driven Scaling Customer Success Initiatives Will Maximize Growth.

Customer Success 83

Customer Success Trends Scale Customer Lifetime Value 83

SaaSOptics

JUNE 24, 2021

This might seem daunting at first glance, but with the right tech stack and processes in place, you can easily empower a lean team to wear multiple hats inside of both RevOps and FinOps , bypassing the urge to add headcount for the sake of adding headcount. . Looking for ways to effectively scale your one-man FinOps band?

Scale 72

Scale Headcount Finance Churn 72

Totango

APRIL 14, 2020

While most of us associate the digital leap to subscription and third-party software services with customer empowerment, those same tech advances make it easier than ever to provide personalized care in a targeted, scalable manner. Deliver at Scale for your Segments.

B2B 71

B2B Scale Marketplace as a Service Sales Hiring 71

Baremetrics

JULY 25, 2019

If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business. Yet, while forecasting subscription businesses is a new frontier, it’s far from the state of the art. Measuring Up: A Forecasting Maturity Scale. Where is your business on this maturity scale?

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

Intercom, Inc.

FEBRUARY 1, 2018

I recently hosted Rachel on our podcast to learn why Slack needed to invest in growth marketing, what her team prioritized first, how they’ve partnered with Slack’s rapidly scaling sales team, and more. Starting and scaling growth marketing at Slack. Below is a lightly edited transcript of our interview. The great thing.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

ChurnZero

JUNE 3, 2022

I bet most, if not all, of them were based on a subscription. I’d go even further to say that somewhere in your business you’re probably already thinking about how you can launch your own subscription-based service to take something you’re already doing or maybe something new and extend it through an as-a-service delivery model.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

ChurnZero

JUNE 3, 2022

I bet most, if not all, of them were based on a subscription. I’d go even further to say that somewhere in your business you’re probably already thinking about how you can launch your own subscription-based service to take something you’re already doing or maybe something new and extend it through an as-a-service delivery model.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

Outseta

JANUARY 20, 2020

Buildium’s valuation highlights how the idea that all revenue needs to be recurring doesn’t take any sort of nuance into consideration. A huge percentage of Buildium’s revenues come not from subscriptions, but instead from pay-per-use payment processing revenues when tenants pay their rent online. You read that right—two!

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Kellblog

JUNE 17, 2023

They’re cutting the data by size bucket (aka, “scale-up stage”). I suspect they use this specific language because Scale Up is a key element of Insight’s positioning. Usually this is the inverse of the CAC ratio , but sometimes ( and as defined by Scale ) done on revenue, not ARR. What do they say?

Scale 103

Scale Sales Benchmarks Metrics 103

OpenView Labs

MAY 20, 2019

Tools like Outreach – which recently reached unicorn status – make it exceedingly easy to contact potential prospects across all channels at scale. Today’s SaaS powerhouses scaled with a dated playbook: sales led growth. Competition not only increases CAC, but it simultaneously decreases customer lifetime value (ouch!).

Scale 70

Scale Startup Technical Review Software Review 70

OpenView Labs

MAY 20, 2019

Tools like Outreach – which recently reached unicorn status – make it exceedingly easy to contact potential prospects across all channels at scale. Today’s SaaS powerhouses scaled with a dated playbook: sales led growth. Competition not only increases CAC, but it simultaneously decreases customer lifetime value (ouch!).

Scale 51

Scale Startup Technical Review Software Review 51

OpenView Labs

MAY 20, 2019

Tools like Outreach – which recently reached unicorn status – make it exceedingly easy to contact potential prospects across all channels at scale. Today’s SaaS powerhouses scaled with a dated playbook: sales led growth. Competition not only increases CAC, but it simultaneously decreases customer lifetime value (ouch!).

Scale 40

Scale Startup Technical Review Software Review 40

Kellblog

JANUARY 2, 2024

While UBP companies were hit harder, as this slightly confusing slide from Iconiq demonstrates [1], they nevertheless grew faster than their subscription counterparts in 2023. Per LinkedIn , headcount is up 240% over the past two years. See chart below for how it varies with scale [10]. The rise of unified ops. Partial hit.

AI Search 109

AI Search Technical Review Technical Advisors ChatGPT 109