INDUSTRY INSIGHTS YOUR PEERS ARE READING
This is an excerpt of the article Key SaaS Lessons to Maximize Revenue from VentureBeat that featured an interview from Sean Joyce. From a testing standpoint, the best advice I would give anybody looking at recurring revenue is to make sure you approach the project holistically,” says Joyce. MORE
Revenue run rate—sometimes called annual run rate—lets you estimate how much revenue you might expect from your SaaS company throughout the next year. Run rate is simple to calculate, making it quite popular among founders for revenue projections. Risks of using revenue run rate. MORE
The topic of Customer Success owing revenue is still one of the most hotly debated topics in the industry. Owning revenue is this case is a big no-no. Doing so is not mutually exclusive and owning revenue is therefore supported. The post Why Does Customer Success Fear Revenue? MORE
Not all revenue dollars are created equal, but all gross profit dollars are. Gross profit, not revenue, is the metric companies should be using to compare themselves. Ultimately, gross profits account for more than 55% of the forward multiple of publicly traded SaaS companies after normalizing for revenue growth. Revenue 10. The business generated $10M in revenues in the past year. Subtracting COGS from Revenue yields Gross Profit. MORE
But what about companies where the majority of revenue is tied to a variable component of their pricing model? What does Customer Success look like when you don’t have consistent recurring revenue? What is recurring revenue and why does it matter? MORE
He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Hundred percent revenue retention, 200% revenue growth. Thirty, 50% revenue growth. MORE
If you start a business tomorrow that is able to cleave 1% of revenue from Salesforce, you will have built a billion-dollar business. Salesforce is worth $113 billion. 1% of $113 billion is $1.13 billion. ServiceNow is worth $34B and Workday is worth $33B. 3% of $33-34B is $1B. Atlassian is worth $20.5B. 5% of $20.5B is $1B. Why am I doing all this simple math you might ask? We have reached a point in SaaS where a small fraction of an incumbent is a billion-dollar company. MORE
This week, Ed Laczynski from Zype asks us a key question to understand an important mechanism in growing a subscription company: How do you increase expansion revenue, and quickly? Increases in your average revenue per user can stem from many places. MORE
It doesn’t matter what type of business you’re running; boosting your revenue likely holds a permanent position right at the top of your list of priorities. The post 5 Ways Online Video Content Can Boost Your Revenue appeared first on Nimble Blog. MORE
During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. So, if revenue operations isn’t just another buzzy title for sales operations, what is it exactly? MORE
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. The post How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis appeared first on Predictable Revenue. MORE
It's tempting to think that the relationship between revenue and income is a pretty simple one— that as long as you're keeping one of them healthy, the other will be healthy too. Revenue vs. income: know the difference. What is revenue? Examples of revenue vs. income. MORE
If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. Articles business operations business ops insightsquared revenue operations revenue ops sales sales analytics sales operations Sales Ops MORE
Sales, marketing and business operations professionals will join forces for Ramp by InsightSquared , the second annual revenue ops event of the year, on August 6th-7th at the Westin Boston Waterfront. MORE
The post Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. A robust sales process considers the mindset by which reps attack their day (and their quotas), a nuanced understanding of the buyer mindset, and tactical schemes on how to juggle a significant volume of daily touchpoints. B2B Blog Book Sales Management Sales Process MORE
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource. in annual revenue appeared first on Predictable Revenue. The post How LeadQuizzes’ Jeremy Ellens took his company from 0 to $1,000,000 (and beyond!) B2B Blog Customer Success Interview Lead Generation Sales Process MORE
After the cash lands in your account (and after you’ve cleaned up from the inevitable champagne-and-pizza party), you’ll no doubt want to update your accounts to reflect your newfound revenue. Cash isn’t revenue. What is revenue recognition? When is revenue recorded? MORE
Revenue growth might well be the king of all SaaS metric monsters, the Godzilla of the balance sheet. And what works for the beast from the deep works for revenue growth: to master it, you must first understand it. What is revenue growth? The revenue growth formula. MORE
The post 7 Best Practices for Building Revenue Operations Infrastructure for Scale appeared first on CloudKettle. SaaS Sales and Marketing B2B best practices Chief Revenue Officer Marketing technology Rev Ops revenue operations Saas Salesforce MORE
What is Monthly Recurring Revenue in SaaS? There is no shortage of terms and acronyms in SaaS, and monthly recurring revenue (MRR) is one of them. SaaS revenue terms can be quite confusing, especially around revenue. In this post, I’ll define monthly recurring revenue and how you calculate […]. The post What is Monthly Recurring Revenue? Monthly Recurring Revenue ARR MRR MORE
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Today we’re excited to announce ChartMogul Revenue Recognition! Now finance teams can save countless hours preparing income statements and get a real-time view of GAAP revenues. This new Revenue Recognition product came out of an internal need we had at ChartMogul. MORE
The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue. We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. MORE
If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. We recommend that every quarter you pick one thing to improve about your sales process. MORE
Today, I'm taking a look at the SaaS Quick Ratio: a quick and effective way to measure the health of your revenue growth Fast growth isn't always the same as healthy growth: but how can you tell if your SaaS startup has overstretched? MORE
The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult. MORE
InsightSquared Announces New Solutions that Equip Revenue Operations with End-to-end Platform Capabilities for Marketing, Sales Forecasting, and Customer Success. Ramp is bringing together more than 500 sales, marketing, and revenue operations practitioners, along with the leaders they advise. MORE
Sales Hacker has once again brought another electrifying edition of The Revenue Summit! This recap is perfect for a skimmer—it covers the highlights from my top 5 sessions at Revenue Summit. Simply put, there are two ways to increase revenue—sell more, sell better. MORE
Mark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller “The Sales Acceleration Formula” Join him as he takes you through his step by step guide to revenue growth. MORE
This week we'll get back to basics with recurring revenue. Recurring revenue is the heart of every subscription business, and a key reason for the explosion of SaaS as a business model in recent years. In terms of SaaS, that’s usually revenue from customer subscriptions. MORE
The post How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. We'll discuss how the obsession with perfecting the Marketing Qualified Lead and the inside sales model has led to CQL(Conversation Qualified Leads), and to Drift using bots instead of traditional SDR's. We'll also cover the three main principles for governing day to day sales operations and Zendesk's sales stages! MORE
The post Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. B2B Blog Book Cold Calling Lead Generation Sales Management MORE
Revenue manager increases operational efficiency through automation of complex revenue processes at a large public company Talk about pressure and […]. The post A Revenue Manager’s Wish List appeared first on Zuora. RevPro revenue recognition Revenue Automation MORE
In this roundtable discussion, each leader will share the biggest alignment challenges they’ve faced, and how they’ve solved them to produce ultra high-performing revenue teams. Part 2: How (and Why) to Build Diversity and Inclusion Into the DNA of Your Revenue Team. MORE
We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year! We are seeing more and more high-growth companies experiment and implement a revenue operations model—including Outreach. MORE
But most SaaS companies I have spoken with are incorrectly recording their most important revenue stream. That is subscription revenue and the corresponding deferred revenue balance. The post How to Properly Record Deferred Revenue in SaaS appeared first on The SaaS CFO. Deferred Revenue ASC 606 deferred revenue revenue recognitionSoftware subscriptions are the life of every SaaS business. MORE
Building a freemium product requires a lot of forethought to keep your infrastructure costs low since you’re not deriving revenue from customers until they upgrade. Freemium is an acquisition model, not a revenue model. Simply put, free products can’t drive revenue. MORE
Hosted at Fenway Park, InsightSquared put forth a bold vision—to organize the revenue operations event of the year. Standing in the Red Sox Dugout, peering across the field with a hundred fellow professionals in revenue operations, I felt like I found my tribe. MORE
Even if you get it all right, there’s still one question that you can’t answer: “What will revenue performance be like?” Defining revenue performance. Revenue performance is the analysis and improvement of sales marketing efforts using revenue as the key performance indicator. MORE
Lucidchart is thrilled to be returning as a platinum sponsor of the revenue ops event of the year, Ramp by Insightsquared ! We also spoke to many sales, ops, revenue, and marketing leaders who are looking for ways to see a more holistic picture of the accounts that reps are actively working. MORE
Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. MORE
The post The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. B2B Blog Book Cold Calling Lead Generation Sales Management MORE
Revenue Related Topics InsightSquared
NOVEMBER 5, 2018
If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. We recommend that every quarter you pick one thing to improve about your sales process.
InsightSquared
JANUARY 29, 2018
During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. So, if revenue operations isn’t just another buzzy title for sales operations, what is it exactly?
ProfitWell
JUNE 13, 2019
Revenue growth might well be the king of all SaaS metric monsters, the Godzilla of the balance sheet. And what works for the beast from the deep works for revenue growth: to master it, you must first understand it. What is revenue growth? The revenue growth formula.
InsightSquared
NOVEMBER 5, 2018
If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. Articles business operations business ops insightsquared revenue operations revenue ops sales sales analytics sales operations Sales Ops
OpenView Labs
SEPTEMBER 13, 2019
But what about companies where the majority of revenue is tied to a variable component of their pricing model? What does Customer Success look like when you don’t have consistent recurring revenue? What is recurring revenue and why does it matter?
ProfitWell
AUGUST 27, 2019
After the cash lands in your account (and after you’ve cleaned up from the inevitable champagne-and-pizza party), you’ll no doubt want to update your accounts to reflect your newfound revenue. Cash isn’t revenue. What is revenue recognition? When is revenue recorded?
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ProfitWell
SEPTEMBER 20, 2019
Even if you get it all right, there’s still one question that you can’t answer: “What will revenue performance be like?” Defining revenue performance. Revenue performance is the analysis and improvement of sales marketing efforts using revenue as the key performance indicator.
Tom Tunguz
AUGUST 25, 2018
If you start a business tomorrow that is able to cleave 1% of revenue from Salesforce, you will have built a billion-dollar business. Salesforce is worth $113 billion. 1% of $113 billion is $1.13 billion. ServiceNow is worth $34B and Workday is worth $33B. 3% of $33-34B is $1B. Atlassian is worth $20.5B. 5% of $20.5B is $1B. Why am I doing all this simple math you might ask? We have reached a point in SaaS where a small fraction of an incumbent is a billion-dollar company.
InsightSquared
JULY 27, 2018
Sales, marketing and business operations professionals will join forces for Ramp by InsightSquared , the second annual revenue ops event of the year, on August 6th-7th at the Westin Boston Waterfront.
SaaStr
MARCH 12, 2019
He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Hundred percent revenue retention, 200% revenue growth. Thirty, 50% revenue growth.
Speaker: Azmat Tanauli, Senior Director of Product Strategy at Birst
Predictable Revenue
SEPTEMBER 19, 2019
The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue. We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth.
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ProfitWell
SEPTEMBER 16, 2019
Building a freemium product requires a lot of forethought to keep your infrastructure costs low since you’re not deriving revenue from customers until they upgrade. Freemium is an acquisition model, not a revenue model. Simply put, free products can’t drive revenue.
Zuora
MARCH 4, 2019
Revenue manager increases operational efficiency through automation of complex revenue processes at a large public company Talk about pressure and […]. The post A Revenue Manager’s Wish List appeared first on Zuora. RevPro revenue recognition Revenue Automation
The SaaS CFO
MAY 10, 2018
What is Monthly Recurring Revenue in SaaS? There is no shortage of terms and acronyms in SaaS, and monthly recurring revenue (MRR) is one of them. SaaS revenue terms can be quite confusing, especially around revenue. In this post, I’ll define monthly recurring revenue and how you calculate […]. The post What is Monthly Recurring Revenue? Monthly Recurring Revenue ARR MRR
The SaaS CFO
DECEMBER 12, 2018
But most SaaS companies I have spoken with are incorrectly recording their most important revenue stream. That is subscription revenue and the corresponding deferred revenue balance. The post How to Properly Record Deferred Revenue in SaaS appeared first on The SaaS CFO. Deferred Revenue ASC 606 deferred revenue revenue recognitionSoftware subscriptions are the life of every SaaS business.
SaaStr
APRIL 1, 2019
Mark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller “The Sales Acceleration Formula” Join him as he takes you through his step by step guide to revenue growth.
Cobloom
JULY 29, 2019
Today, I'm taking a look at the SaaS Quick Ratio: a quick and effective way to measure the health of your revenue growth Fast growth isn't always the same as healthy growth: but how can you tell if your SaaS startup has overstretched?
Predictable Revenue
JANUARY 10, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. The post How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis appeared first on Predictable Revenue.
ProfitWell
JUNE 18, 2019
Revenue run rate—sometimes called annual run rate—lets you estimate how much revenue you might expect from your SaaS company throughout the next year. Run rate is simple to calculate, making it quite popular among founders for revenue projections. Risks of using revenue run rate.
InsightSquared
MAY 29, 2019
Hosted at Fenway Park, InsightSquared put forth a bold vision—to organize the revenue operations event of the year. Standing in the Red Sox Dugout, peering across the field with a hundred fellow professionals in revenue operations, I felt like I found my tribe.
Navint
APRIL 18, 2019
This is an excerpt of the article Key SaaS Lessons to Maximize Revenue from VentureBeat that featured an interview from Sean Joyce. From a testing standpoint, the best advice I would give anybody looking at recurring revenue is to make sure you approach the project holistically,” says Joyce.
Predictable Revenue
JUNE 24, 2019
The post How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. We'll discuss how the obsession with perfecting the Marketing Qualified Lead and the inside sales model has led to CQL(Conversation Qualified Leads), and to Drift using bots instead of traditional SDR's. We'll also cover the three main principles for governing day to day sales operations and Zendesk's sales stages!
ProfitWell
JULY 25, 2019
It's tempting to think that the relationship between revenue and income is a pretty simple one— that as long as you're keeping one of them healthy, the other will be healthy too. Revenue vs. income: know the difference. What is revenue? Examples of revenue vs. income.
InsightSquared
JUNE 13, 2019
InsightSquared Announces New Solutions that Equip Revenue Operations with End-to-end Platform Capabilities for Marketing, Sales Forecasting, and Customer Success. Ramp is bringing together more than 500 sales, marketing, and revenue operations practitioners, along with the leaders they advise.
InsightSquared
MAY 16, 2019
We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year! We are seeing more and more high-growth companies experiment and implement a revenue operations model—including Outreach.
Predictable Revenue
JUNE 3, 2019
The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult.
ProfitWell
JUNE 26, 2019
This week, Ed Laczynski from Zype asks us a key question to understand an important mechanism in growing a subscription company: How do you increase expansion revenue, and quickly? Increases in your average revenue per user can stem from many places.
Chart Mogul
SEPTEMBER 18, 2017
Today we’re excited to announce ChartMogul Revenue Recognition! Now finance teams can save countless hours preparing income statements and get a real-time view of GAAP revenues. This new Revenue Recognition product came out of an internal need we had at ChartMogul.
Predictable Revenue
MAY 27, 2019
The post Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. B2B Blog Book Cold Calling Lead Generation Sales Management
Sales Hacker
JUNE 27, 2019
In this roundtable discussion, each leader will share the biggest alignment challenges they’ve faced, and how they’ve solved them to produce ultra high-performing revenue teams. Part 2: How (and Why) to Build Diversity and Inclusion Into the DNA of Your Revenue Team.
Predictable Revenue
MAY 20, 2019
The post The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. B2B Blog Book Cold Calling Lead Generation Sales Management
Sales Hacker
MARCH 22, 2018
Sales Hacker has once again brought another electrifying edition of The Revenue Summit! This recap is perfect for a skimmer—it covers the highlights from my top 5 sessions at Revenue Summit. Simply put, there are two ways to increase revenue—sell more, sell better.
OpenView Labs
MARCH 25, 2019
The topic of Customer Success owing revenue is still one of the most hotly debated topics in the industry. Owning revenue is this case is a big no-no. Doing so is not mutually exclusive and owning revenue is therefore supported. The post Why Does Customer Success Fear Revenue?
Predictable Revenue
JUNE 10, 2019
The post Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. A robust sales process considers the mindset by which reps attack their day (and their quotas), a nuanced understanding of the buyer mindset, and tactical schemes on how to juggle a significant volume of daily touchpoints. B2B Blog Book Sales Management Sales Process
Nimble - Sales
MAY 13, 2019
It doesn’t matter what type of business you’re running; boosting your revenue likely holds a permanent position right at the top of your list of priorities. The post 5 Ways Online Video Content Can Boost Your Revenue appeared first on Nimble Blog.
InsightSquared
MARCH 20, 2019
Lucidchart is thrilled to be returning as a platinum sponsor of the revenue ops event of the year, Ramp by Insightsquared ! We also spoke to many sales, ops, revenue, and marketing leaders who are looking for ways to see a more holistic picture of the accounts that reps are actively working.
Zuora
MARCH 18, 2019
Revenue Directors across companies and across industries are struggling with the complexity of revenue recognition. The post Director of Revenue: A Real Story of Revenue Automation appeared first on Zuora Here we tell the story […].
Predictable Revenue
MAY 23, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource. in annual revenue appeared first on Predictable Revenue. The post How LeadQuizzes’ Jeremy Ellens took his company from 0 to $1,000,000 (and beyond!) B2B Blog Customer Success Interview Lead Generation Sales Process
Chart Mogul
SEPTEMBER 10, 2018
This week we'll get back to basics with recurring revenue. Recurring revenue is the heart of every subscription business, and a key reason for the explosion of SaaS as a business model in recent years. In terms of SaaS, that’s usually revenue from customer subscriptions.
Tom Tunguz
FEBRUARY 27, 2016
Not all revenue dollars are created equal, but all gross profit dollars are. Gross profit, not revenue, is the metric companies should be using to compare themselves. Ultimately, gross profits account for more than 55% of the forward multiple of publicly traded SaaS companies after normalizing for revenue growth. Revenue 10. The business generated $10M in revenues in the past year. Subtracting COGS from Revenue yields Gross Profit.
SaaStr
MARCH 19, 2019
Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems.
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