ChurnZero

JUNE 9, 2023

Good sales teams typically get the budget, headcount and tools they desire because the function is tied to revenue. However, that’s not always the case for Customer Success (CS) teams even though they are often responsible for renewals and expansions. CS teams communicate using a different language than finance.

Finance 98

Finance Metrics Customer Success Headcount 98

OpenView Labs

NOVEMBER 16, 2021

A Quick Glossary of SaaS Metrics. Annual Recurring Revenue (ARR). The value of your contracted subscriptions taking into account revenue added/lost from components such as new sales, renewals, upsells, churn, etc. ACV Ratio = Expense of marketing campaigns : Revenue from marketing campaigns. Churn Rates.

Benchmarks 71

Benchmarks Scale Metrics Sales Recruiting 71

Sales Hacker

NOVEMBER 21, 2017

This is part of the Winning By Design Blueprint Series in which we analyze and provide practical advice for SaaS sales organizations. Figure 1: End to end customer-centric sales methodology with customer-centric measurement points. SQL (Sales Qualified Lead) A person who wants to take action and positively impact the situation.

Metrics 90

Metrics Underperforming Technical Team SaaS Education 90

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. However, most SaaS companies I have spoken with are incorrectly recording their most important revenue stream.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

ChurnZero

JULY 2, 2021

Choosing between Net Revenue Retention (NRR) and Gross Revenue Retention (GRR) as your north-star growth metric isn’t an either-or question. In this article, you’ll learn: Differences between Net Revenue Retention, Gross Revenue Retention, and Customer Retention with definitions and examples.

Retention 97

Retention Revenue Sales Hiring Churn 97