Customer Success
This is a quick post to share the slides I presented today at the GainSight Pulse Everywhere 2021 conference in a session entitled Net Dollar Retention, Key Benchmarks at $50M, $200M, and $1B in annual recurring revenue (ARR). In the session we discuss: * The answer, which is 104%. (Median NDR
HR
I'm back for my second appearance on the ParkerGale Private Equity Funcast, this time speaking with Jimmy Holloran on topics related to Peopleops and the Chief People Officer (CPO) in a session entitled A Board Perspective on Peopleops. Topic we cover include: * The role of HR and my
Marketing
Please join us for our next episode of the SaaS Product Power Breakfast at 8am Pacific on 5/20/21 as we have a discussion with former Alation CMO Stephanie McReynolds on the topic of category creation and her learnings as she helped drive the creation of the data catalog
Metrics
"Measure or measure not. There is no try." -- My response to being called the Yoda of SaaS metrics. Just a quick post to highlight my recent appearance on the Metrics That Measure Up podcast, hosted by Ray Rike, founder and CEO of RevOps^2, a firm focused
Marketing
Ask most startups about their go-to-market (GTM) these days and they'll give you lots of numbers. Funnel metrics. MQLs, SQLs, demos, and associated funnel conversion rates. Seen over time, cut by segment. Win/loss rates and close rates as well, similarly sliced. Maybe an ABM scorecard, if applicable.
Management
In this post, I'll present what I view as the minimum sales management framework for an enterprise SaaS startup -- i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. 1. Weekly sheet 2. Pipeline management rules, with an
Demandgen
The other day I read a book on account-based marketing (ABM), entitled ABM is B2B, and I must say I disliked it. Capital D disliked. My Thoughts on the Book: ABM is B2B Why? It struck me as the kind of buzzword-laden, hype-filled, superficial-case-study-driven, strawman-arguing, compound-adjective-using [1] marketing book that
Product
Please join Thomas Otter and me this Thursday, May 6th at 8:00 am Pacific for the SaaS Product Power Breakfast on Clubhouse with special guest Brett Queener, partner at Bonfire Ventures, former President & COO at SmartRecruiters, product-line general manager at both Salesforce.com and Siebel, and member of
Forecasting
This is the third in a three-post series focused on forecasting and pipeline. Part I examined triangulation forecasts to improve forecast accuracy and enable better conversations about the forecast. After a review of pipeline management fundamentals, part II discussed the use of to-go pipeline coverage to provide clarity on how
Forecasting
This is the second in a three-part series focused on forecasting and pipeline. In part I, we examined triangulation forecasts with a detailed example. In this, part II, we'll discuss to-go pipeline coverage, specifically using it in conjunction with what we covered in part I. In part III,
Forecasting
Ever been in this meeting? CEO: What's the forecast? CRO: Same as before, $3,400K. Director 1: How do you feel about it? CRO: Good. Director 2: Where will we really land? CRO: $3,400K. That's why that's the forecast. Director 1: But best
Marketing
I'm working with a lot of different companies these days and one of the perennial topics is pipeline. * Do we have enough? * Is it spread across reps in a healthy way? * Should I build pipeline then hire reps or hire reps to build pipeline? * From where should pipeline