SaaStr

AUGUST 7, 2023

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?

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Metrics SaaS Sales Hiring Finance 182

Sales Hacker

AUGUST 11, 2023

Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below. Sara So, Ang, I’m curious what drew you to Sales Leadership originally? Performance : Aim for peak performance and reaching the top of the leaderboard, but also be open-minded to alternative metrics for success.

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Scale Leadership Sales Hiring Sales 63

SaaStr

JANUARY 10, 2024

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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Sales Hiring Scale Technical Review Leadership 236

SaaStr

DECEMBER 29, 2023

Q: As you scale, how metrics-oriented should the company be? ARR asks Jason how he sees the best companies steering into metrics and KPIs to drive performance at a leadership level. Some of his team are more metrics-oriented while others aren’t. Fire anyone that isn’t metrics-oriented. Literally,” Jason says.

Scale 220

Scale Sales Hiring Customer Success AI 220

SaaStr

SEPTEMBER 1, 2021

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.

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Sales Recruiting Scale Sales Hiring Metrics 226

OpenView Labs

DECEMBER 15, 2021

Godard had gone to business school, worked as a consultant, and knew a lot about business strategy, but he still felt like he was missing a key part of the leadership puzzle. He found that missing piece within a practice framework called conscious leadership. . What is Conscious Leadership? Starting with Self Awareness.

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Leadership Entrepreneurship Consulting Engagement 73

ChurnZero

FEBRUARY 4, 2022

Customer Success Metrics that Your Investors and Board Care About. In this article, we share Kristen’s best advice on how you can use metrics to reframe your customer stories, so they’re primed for investor engagement. What metrics do investors care about? What metrics do your investors and board care about?

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Customer Success Metrics Engagement Software Review 98

Sage Intacct

JUNE 23, 2022

If you’re the CFO of a subscription billing company, you want to bring clarity to decisions, understand where to invest, and track cash-flow and SaaS metrics, in the chaos of dynamic, competitive markets.

Metrics 119

Metrics Software Subscription Payment Features 119

SaaStr

SEPTEMBER 25, 2023

As a CMO, Van Vuuren understands this all too well, saying, “As marketers, we can care a lot about the metrics around awareness, audience reach, and database-building and all of those campaign metrics. But the thing that we really need to ensure is that our sales and marketing teams are aligned on the core metrics.”

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Enterprise Marketing Sales SaaS 250

SaaStr

NOVEMBER 30, 2023

There are five metrics ICONIQ feels are indicative of fundamental health regardless of stage, and so, while each one may not be directly tied to GTM health, they are all indirectly tied to it. There’s also a management and leadership layer to enable and coach individual contributors. Net dollar retention.

Scale 223

Scale Sales Hiring Scaling Outsourced Development 223

Tom Tunguz

DECEMBER 1, 2021

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.

Scale 265

Scale Scaling Payment Services Leadership 265

ChurnZero

JANUARY 6, 2022

Though Customer Success was originally regarded as a post-sale cost center, you can flip its narrative with the right metrics, positioning, and forecasting strategy. Choose Metrics that Emphasize Your Value. Changing the perception of Customer Success within your organization starts by evaluating your metrics. Not so much.

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Forecasting Customer Success Metrics Sales Funnel 98

Sage Intacct

SEPTEMBER 6, 2022

CFOs should use metrics to intelligently shape and inform their strategies regardless of their industry. But when your industry moves at breakneck speeds as it does for SaaS companies, the metrics, and your visibility around them, become more than helpful.

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Metrics SaaS Strategy Business 115

SaaStr

NOVEMBER 23, 2022

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.

Underperforming Technical Team 261

Underperforming Technical Team Leadership Outsourced Development Finance 261

Tom Tunguz

AUGUST 14, 2022

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.

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Startup Construction Sales Compensation 342

SaaStr

APRIL 1, 2023

We hired job hoppers that never stayed anywhere for more than 18 months for leadership roles. This data from Carta helps illustrate it: So we cut corners. We stopped doing reference checks. No time, didn’t want to know. We all did, just to get it done. And now we’re paying the price. They just assumed it would come.

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Sales Hiring Investment Leadership Startup 247

Sage Intacct

FEBRUARY 7, 2023

Knowing your cash and metrics can be the difference between winning your market versus having to do layoffs. CFOs who build the most flexible and robust SaaS tech stacks and adopt new tech sooner are more likely to thrive, even in a market downturn.

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Metrics SaaS Marketing Software 94

The SaaS CFO

OCTOBER 25, 2018

One area of the P&L that receives extra scrutiny from leadership and investors is the sales and marketing area. It’s easy to get lost in a sea of SaaS metrics, but in this post, I’ll focus on a couple easy and popular (meaning important) SaaS […].

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Metrics SaaS Sales Forecasting 79

Intercom, Inc.

AUGUST 9, 2022

The Cloud 100 evaluation process involves ranking companies across four factors: market leadership, estimated valuation, operating metrics, and people & culture. For market leadership, the Cloud 100 enlists the help of a judging panel of public cloud company CEOs who assist in evaluating and ranking their private company peers.

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Cloud Leadership Innovation Communication 211

SaaStr

OCTOBER 17, 2022

You can figure it out with your leadership team and a whiteboard. The 3 key metrics for Customer Success are GRR, NRR, and logo retention. NPS is a company metric, not a CS metric. The most important part of planning your CS program is mapping out your customer journey. This is where most companies get hung up.

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Customer Success Sales Hiring Scale Leadership 214

SaaStr

OCTOBER 28, 2022

In 2021, there was much less focus on efficiency and more on revenue metrics like ARR. Still, the good thing is that companies have the power to use levers to help improve their efficiency metrics: “There is the ability to control that gross margin on the expense side,” says Blond. A New SaaS Playbook.

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Sales Recruiting Sales Hiring Leadership Interviewing 195

SaaStr

MARCH 31, 2021

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.

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Scale Scaling Leadership Company Culture 202

SaaStr

JULY 31, 2020

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

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Scale Artificial Intelligence Payments Payment Services 344

SaaStr

AUGUST 11, 2021

And break this up into monthly targets for MQLs, or just Plain Old Leads, or Opportunities, or whatever metric you pick. Marketing thus doesn’t breed ownership and leadership as well as sales. If you want to grow revenue 150% in the next twelve months, then say make marketing hit 200% opportunity growth. Blog posts. A B- PR firm.

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Sales Hiring Marketing Leadership Metrics 265

SaaStr

MARCH 20, 2024

Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. There is less money to spend today, and even if you have money, there is so much more focus on efficiency metrics in addition to growth, and you might not be encouraged to spend it as you once were.

Sales Hiring 244

Sales Hiring Sales Recruiting Scale Headcount 244

Valuize Consulting

AUGUST 2, 2021

The subscription model has exploded in the last decade and fundamentally changed how software companies operate, measure success metrics and engage with customers. Q: If you needed to prove the ROI of Customer Success to a C-Suite Leadership team, how would you approach that conversation?

VP of Engineering 52

VP of Engineering Interviewing Metrics Scale 52

Valuize Consulting

NOVEMBER 5, 2021

Net Dollar Retention (NDR) is the most important business metric that SaaS companies should be tracking. As you approach this conversation, be ready to elaborate on the metric by explaining: The “What” -what is your NDR number today, what has it been in the past, and what do you anticipate it to be in the future?

Scale 52

Scale Metrics Forecasting Leadership 52

SaaStr

OCTOBER 12, 2022

Your leadership team will focus on creating these systems with the goal-system-outcome framework, but it’s essential that as the company grows, the systems shift as well. Leadership Team: 18-month horizon. Rule #4: The Core Plans are Achieved Through Systems. Rule #5: Time Horizons and System Design. CEO: 36-month horizon.

Scaling 197

Scaling Leadership Startup Product Marketing 197

Valuize Consulting

AUGUST 24, 2021

Mobilize Your Team Around Your Most Pressing Value Metric. Net Dollar Retention (NDR) has quickly become the most important value metric in SaaS organizations and for good reason; NDR provides a clear picture of a company’s overall health and valuation. How can I influence our company’s evaluation? Focus On Sticky Adoption.

Retention 52

Retention Metrics Compensation Innovation 52

Valuize Consulting

AUGUST 24, 2021

Mobilize Your Team Around Your Most Pressing Value Metric. Net Dollar Retention (NDR) has quickly become the most important value metric in SaaS organizations and for good reason; NDR provides a clear picture of a company’s overall health and valuation. How can I influence our company’s evaluation? Focus On Sticky Adoption.

Retention 52

Retention Metrics Compensation Innovation 52

Tom Tunguz

NOVEMBER 22, 2015

Maia is especially well known for her thought leadership in developing best in class recruiting metrics. Maia has developed a series of different strategic and tactical metrics for talent acquisition to help startups develop terrific recruiting funnels and optimize their processes for growing as quickly as possible.

Sales Recruiting 100

Sales Recruiting Metrics SaaS Sales Funnel 100

SaaStr

MAY 23, 2023

Sales Leadership Typically Has 40% or So From Variable Comp. Many SaaS companies are struggling to hit those metrics these days, but that’s still consistent with my experience in how the best sales teams achieve when startups are fast growing. CSMs Are Pushing Up to 20%. That sounds about right.

Scale 258

Scale Compensation Sales SMB 258