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5 Interesting Learnings: The Core 5: Revenue & Growth Metrics 1. The $100K ACV Customer Metric That Matters Most The Numbers : 4,870 customers >$100K ACV (+7% YoY) generating the majority of Okta’s $2.75B ARR. The Bonus 5: Operational Excellence Metrics 6. That math combines roughly to 12% growth.
The learning: When you solve a genuinely hard problem, you get three moats for free: Technical advantage through innovation Legal protection through patents Thought leadership in the space 2. Solve Hard Technical Problems Create multiple moats Patent protection Technical innovation Market leadership 2.
Despite all the sales enablement tools, CRM sophistication, and “sales productivity” solutions we’ve built over the past 20 years, we haven’t moved the needle on the two metrics that matter most: time with customers and account coverage. Because we’ve been fighting symptoms, not the disease. The result?
The event is known for its focused content on SaaS growth strategies, metrics, and best practices, making it particularly valuable for B2B SaaS companies. It’s the largest non-vendor SaaS conference in the world, typically drawing over 12,000 SaaS founders, executives, and investors.
Speaker: Peter Cowen, Managing Director, Sutton Capital Partners & Tim Draper, Founder, Draper Associates
Can you provide business metrics you are prioritizing now more than you were a few months ago? What are some examples of companies and leadership that has impressed you? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g.
Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. The 15 Types of Misuse and Abuse of SaaS Metrics #1: Bludgeoning.
If key stakeholders or end-users see the value during the pilot, its much easier for the client to justify the investment to their leadership team. Both you and the client need to agree on what success looks likewhether its a specific ROI, user adoption rate, or another metric.
Under his product leadership, Procore has grown exponentially, went public in 2021, and recently crossed the coveted $1B ARR milestone. Balanced Metrics : While they track traditional SaaS metrics, they also measure customer success indicators specific to the construction industry.
from IPO price Key Learning : Enterprise financial software with strong integration capabilities can command solid premiums in the CFO-focused market The 5 Critical Metrics Every B2B Leader Should Track for IPO Readiness Based on analyzing these successful (and not-so-successful) public companies, here are the metrics that matter most: 1.
Can you provide business metrics you are prioritizing now more than you were a few months ago? What are some examples of companies and leadership that has impressed you? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g.
Prior to Datadog, Alex held leadership positions at several high-growth SaaS companies and has a proven track record of building marketing engines that deliver consistent, measurable growth. Schedule regular deep dives into performance metrics to maintain your edge. Markets change, competitors emerge, and platforms evolve.
Metrics are the key to evaluating success and setting goals, but not every SaaS business should orient itself around the same one-size-fits-all numbers. This flexible mindset creates just the right conditions for embracing evolving business models and new metrics. The Metric Monolith: The Rise and Fall.
Under his leadership, the company has developed innovative AI-powered solutions for restaurant websites, online ordering, CRM, and marketing automation. Under her leadership, Alloy Automation has pioneered the use of AI to streamline API integration and documentation processes.
This requires entirely new management skills focused on systems optimization, not just people leadership. The CRO Hiring Playbook Has Forever Changed The interview process for revenue leadership roles now at Owner includes a mandatory AI component. You need weekly refinement cycles and deep involvement from revenue leadership.”
Speaker: Peter Cowen, Managing Director, Sutton Capital Partners & Ben Narasin, Venture Partner, NEA
Can you provide business metrics you are prioritizing now more than you were a few months ago? What are some examples of companies and leadership that has impressed you? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g.
Meeting intensity KPI challenge : Sometimes AI efficiencies can reduce a company’s core metrics (like Calendly’s “meeting intensity”), requiring leadership to make conscientious decisions about value tradeoffs. That’s what Calendly’s leadership team discovered as they embarked on their AI journey.
” This represents perhaps the greatest leadership change of the coming year. Develop New Performance Metrics : Traditional sales metrics don’t capture the effectiveness of this hybrid approach. CROs need metrics that reflect the overall team performance rather than separating human and AI contributions.
Each time Claude, GPT, or another system generates content or analysis for me, I need to: Evaluate its accuracy Adjust the framing Integrate it with other workstreams Apply business context the AI doesn’t possess This work—what I call “AI output management”—isn’t captured in our efficiency metrics.
Be explicit about success metrics Define what success looks like beyond revenue targets to align expectations. Our best hires consistently came from our leadership team’s networks. Invest early in supporting functions Don’t underestimate the importance of enablement and revops in driving growth.
Can you provide business metrics you are prioritizing now more than you were a few months ago? What are some examples of companies and leadership that has impressed you? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g.
Let’s jump right into this set of community questions focused on SaaS metrics, growth, and efficiency. What metrics should we expect in this environment? These payback metrics are important for investing. Q: When it comes to GTM efficiency, what are the most important leading indicator metrics? Do zero-cost budgeting.
Really, what you tend to see when you keep a stretch VP too long in their current role is flat metrics. But a VP whose metrics are flat for more than a quarter rarely if even finds a way to reaccelerate growth later. The post Flat Metrics: The One Clear and Simple Sign its Time to “Top” a VP appeared first on SaaStr.
Delivery is the top success metric for product leaders. This is just one of the findings in this year’s State of Product Leadership report. But should it be? Download the report to discover more ways product management is changing in 2021.
Sessions typically focus on real metrics, strategies, and lessons learned, not theoretical concepts. Bringing your leadership team to SaaStr Annual allows for compressed learning experiences that would otherwise take months to acquire. Many vendors offer special event pricing or extended trials, creating additional value.
Monday Has Incredible Free Cash Flow Margins Monday.com has managed the impressive feat of maintaining strong growth while significantly improving profitability metrics. Monday.com is clearly exceeding this metric with 30% YoY growth + 14% operating margin = 44%.
Track Metrics and Give Feedback Constantly Monitor their activity and results closely. If they see you leading from the front, they’ll learn faster and respect your leadership. This kind of support is invaluable, especially in the chaotic environment of a seed-stage startup. Are they making enough calls? Are they booking meetings?
If your engineering team, your product team, or your leadership team hasn’t shipped meaningful AI capabilities into production by now, that have led to a material increase in revenue — you don’t have a strategy problem. That requires leadership that understands both the technology possibilities and the market implications.
Speaker: Peter Cowen, Managing Director, Sutton Capital Partners & Mark Mullen, Co-Founder, Bonfire Ventures
Can you provide business metrics you are prioritizing now more than you were a few months ago? What are some examples of companies and leadership that has impressed you? What advice would you give entrepreneurs who were planning to raise capital right before COVID-19 hit? What sectors (e.g.
In reality, boards and executives are often reluctant to let go of leadership, recognizing the disruption and challenges that come with replacing key roles. Prepare your presentations with this in mind, balancing metrics with high-level strategic insights. Jason says, “There’s no bandaid in leadership.”
The company’s leadership should calculate sales efficiency on the combined OTE (on-target earnings) to quota ratio of these teams. Third, Bill revealed his Mojo Metric , his north-star metric. The Mojo Metric reports the net change in pipeline daily. A land AE with a $300k OTE might have a $600k quota.
For us, that means including a clear understanding of the challenges and obstacles facing AEs, SDRs, CSMs and Revenue leadership. Here are just some of the metrics: Cold calls have dropped 20% overall. Leadership has gotten more involved on both the buying and selling side for several reasons,” said Benton. “On
Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday.com, and the founder of SaaStr. For a quick recap on SaaS metrics: What is ARR in SaaS? So now we must be smarter about the most important SaaS metrics because they matter again. The takeaway?
Goal frameworks ensure that the priorities of the leadership team coalesce the priorities of the rest of the organization. On metrics: Early in Stripe’s history, the company tracked output metrics in dashboards. Strategic metrics are the numbers that move over quarters or years, eg, share of global payment volume.
SRE teams get alerts in Slack and kick off remediation IT teams respond to tickets Sales reps run deal threads Leadership teams share updates, decisions, context Slack is a goldmine of institutional memory and real-time workflows. I created this subset to show companies where FCF is a relevant valuation metric. And this matters.
But a useful metric to understand nevertheless. Fast forward to today, the “average” SaaS company that IPO’s … takes 13.6 years to get there. Some clearly could have IPO’d much earlier. Cavna, Databricks, Stripe and more are waiting until billions in ARR to IPO. Years Or More For The Next Batch.
About Dave Kellogg Dave Kellogg brings a rare combination of marketing and executive leadership experience to his analysis of SaaS businesses. “Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured.
A new VP of Sales can add value immediately by focusing on a few critical areas that drive results and demonstrate leadership from day one: Assess and Support Top Performers : A great VP of Sales will immediately identify the top-performing reps and double down on them. Dear SaaStr: I’m Starting as a New VP of Sales.
ARR (annual recurring revenue) is a hallmark SaaS metric rooted in predictability. However, many companies misuse ARR and count forms of non-recurring revenue as ARR, confusing the metric. These hype-driven purchases can inflate revenue in the short term but vanish once the novelty fades or leadership attention shifts elsewhere.
Scaling your SaaS company isn’t just about hitting the right growth metrics –– it requires a thorough understanding of your business goals, company culture, and leadership dynamic. 1 Measure Key Metrics From Day One. Starting out, there will be fewer metrics to track, and what you need to measure will evolve.
A tenant of leadership is not just building trust, but vulnerability. Anybody can post the numbers—the right churns, contraction profiles, or ARRs—but they should also earn these metrics with integrity. That vulnerability can be a building block for team trust and solid leadership. Align on a top-down and bottom-up approach.
So you need context from leadership to what you ultimately need to deliver on in your function to be successful. When you get everyone on the leadership team in a room to come up with the best ideas, those people take ownership of the ideas. And without that context, you lose out.” What do we value?”
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