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Metrics that Measure Up
Thought leaders across the B2B SaaS industry, provide thought-provoking insights in an interactive dialogue on how data-driven, metrics informed decision making impacts SaaS company performance.
4 days ago
Getting to WOW - Secrets of Pitching to VCs - with Bill Reichert, Garage Technology Ventures and Pegasus Tech Ventures
If you are contemplating VC funding, this episode of the Metrics that Measure Up podcast is like receiving a master's degree in pitching to VCs from Bill Reichert and his book "Getting to Wow" Key concepts covered include: Ensure your pitch follows the three C's - Clear - Compelling - Credible CLEAR is removing the complexity Do not fall into the "experts curse" - only you have the depth of expertise on the topic - Ensure anyone can understand what you do in 1-2 sentences - Test your message with fresh brains before your pitch to VCs COMPELLING - Investors are human - they invest with their "heart" - not just their "head" Ensure your pitch invokes emotional engagement - Go beyond the facts and use short stories of how customers are being positively impacted - Imagine if..." CREDIBLE - phrases like "disrupt the entire health care industry" or "we can capture 10% of the market and have $1B in revenue" - can negatively impact your credibility - real life customer stories and proof points go much farther PITCH DECK - their is no template that fits every pitch but a common theme is - LESS slides is much better (15 or fewer) STORY TELLING - Do not use a single story arc or start with a personal story that led to your creation -use small stories to highlight key points Ensure you highlight the SPEED and EFFICIENCY of your Customer Acquisition to highlight your customer acquisition process is repeatable and scalable. Key metrics go beyond just sales cycle length and customer acquisition cost, but also efficiency metrics like Customer Lifetime Value to CAC ratio and your gross margin. Getting to WOW is based upon observing and participating in thousands of entrepreneur pitches to VC's and has been distilled into a guide for any first time or even experienced founder evaluating VC funding.
Feb 16, 2021
Breaking Barriers in B2B Sales - with Gidget Pugh, Socially Focused
Breaking into B2B Sales, especially Enterprise level B2B sales is still a challenge for many in todays Cloud and SaaS industry. Even more difficult for those who do not have relevant experience, ore connections and thus the access and opportunity that comes with many forms of inherent privilege. Gidget Pugh broke through those barriers, not in 2021 but beginning in 1998 with the power of self-confidence, drive and often the most important stimulus of all - a compelling reason to bet on yourself. In this episode of the Metrics that Measure Up, we speak with Gidget Pugh a 20+ year veteran in B2B sales who has recently transitioned into founding and launching her own social media agency focused on the community that she is so passionate about - small business - starting in the town that made Gidget who she is - Oakland, California. Gidget shares her journey from mortician - yes a mortician to her first role in B2B Sales at QRS. QRS was the world's largest subscription platform for sharing UPC codes in their product catalogue across the retail industry supply chain in 1998. Then she leverage that experience to working at household technology brand names including Oracle and Facebook. One of the main topics we discussed was how Gidget maneuvered within an industry and companies where often she was the only female, African American in the sales organization if not in the entire company. A recurring theme of "self-confidence" and "color blindness" were critical to her in every environment she entered. We then move on to her decision to leave the corporate world to launch her own social media agency, Socially Focused to help small and medium size businesses to harness the power of social media and on-line engagement building to counter the impact of COVID on their physical presence business and prepare them for the world of digital commerce that has been accelerated by the experiences and resultant digital transformations of every industry. This is an amazing story of drive, determination and self-confidence that provides everyone looking to move beyond the environment of their current state into the future of opportunity a great story of inspiration and reality all in one.
Feb 8, 2021
Building your Network versus Networking - in Silicon Valley and Beyond
M.R. Rangaswami is an enterprise software executive, angel investor, entrepreneur, corporate eco-strategy expert, community builder, and philanthropist. Wow, is right as his accomplishments are admirable. M.R., as he is known across the software and Cloud/SaaS industry, and around the globe founded the Sandhill Group and sandhill.com in 1997. In fact, the Wall Street Journal placed MR on their front page to highlight his early commitment and success as a leading angel investor in the early days of the Enterprise software movement in Silicon Valley. With over forty years in Silicon Valley, M.R. is probably the most networked person in the industry, through his experiences and connections from founding the Enterprise Software Conference, the Enterprise Retreat for the top SaaS CEOs, the Eco-Forum which is a membership only community of the top 100 executives responsible for driving sustainable green initiatives in Fortune 500 companies, and most recently, Indiaspora to transform the success of Indian American's into meaningful impact worldwide. In this episode, MR discusses the secrets to building his network in Silicon Valley and beyond. He highlights the importance of understanding the difference in building your network versus networking. A key attribute to building a strong, lasting network is to have no expectations beyond helping those in your professional network. Don't sell, don's solicit business, just identify how you can help each person in your network and watch the dividends pay back over the long term. MR and I cover the evolution of the Enterprise software industy to the Enterprise Cloud/SaaS market, the impact that leading cloud and technology companies are having on energy efficiency and green initiatives. If you are a fan of the Silicon Valley experience, and curious to understand how one of the industry's best and most well respected connectors has built his network and reputation, this is a must listen.
Feb 1, 2021
B2B SaaS Metrics that Matter to Growth Stage VCs - with Doug Landis, Emergence Capital
If you are responsible for driving revenue growth at a SaaS company that is preparing to raise Series A or Series B funding, what are the key metrics investors will expect you to know cold? That is exactly what Doug Landis, Growth Partner at Emergence Capital shares on this episode of the Metrics that Measure Up podcast. Doug's journey to becoming Growth Partner at Emergence Capital, the first Venture Capital firm created specifically to invest in SaaS companies, is one of pedigree. Starting at Google as a skills productivity manager, then on to corporate sales productivity at Salesforce, followed by the position of Chief Story teller at Box and now, Growth Partner at Emergence Capital. During this episode, we discuss a wide variety of topics including the top metrics that every Chief Revenue Officer and SVP Sales should now before having a meeting with a growth stage fund, when trying to raise a Series A or Series B round of financing. The conversation moves on to the importance of understanding your customer acquisition and retention metrics on a cohort by cohort basis. Sales and Marketing integration versus alignment became a critical topic, and one that directly impacts the role of the CRO and the performance of the key customer acquisition performance metrics. Finally, we discuss the concept of pattern recognition, which is a key skill that VC's and experiences revenue leaders alike must develop to be successful. An element of pattern recognition is that it is critical to understand industry benchmarks that are relevant and appropriate for your company, including stage, size, annual contract value and distribution model. This is a fast moving, high energy discussion that highlights why Doug is known as an excellent story teller!
Jan 19, 2021
B2B SaaS Finance and Metrics - A European Perspective - with Joyce Mackenzie Liu, Pegafund
*As businesses shift towards the Cloud, SaaS has become the de facto distribution method for modern day software solutions across the US and increasingly so in Europe. * *Joyce Mackenzie Liu, Founder of **Pegafund** which provides go-to market strategy and financial planning services to early stage, high growth B2B SaaS companies shares her perspective on the European ecosystem.* *In this episode, Joyce shares that the majority of investment volume in European SaaS companies occurs in the pre-seed, seed and Series A stages of funding in large part thanks to generous government support. European and country-specific governments remain the largest investor in technology and entrepreneurship, providing direct and indirect funding in the form of individual tax credits, startup grants, and VC equity and debt fund managers.* *The beauty and challenge of scaling an European SaaS company is the fragmentation of the continent and the distinct business cultures in each region. Europe can be broken down into 8 smaller "target markets" : 1) UK and Ireland; 2) Scandinavia/Nordics; 3) Baltics; 4) Germany and DACH; 5) Benelux (Netherlands and Belgium); 6) Spain and Portugal; 7) Italy; and 8) Eastern Europe. Each country within a sub-region has its own legal and tax framework as well as business customs. * *This market reality requires different go-to market motions for each region, making it more difficult to scale across Europe. This phenomenon encourages more creative and out-of-the-box thinking which Joyce believes leads to a relative higher likelihood of European SaaS companies having successful US expansion when go-to market fit has been achieved across Europe.* *The main KPI's for SaaS companies across Europe are very similar to the U.S.; the metrics also evolve in tandem at each stage of business maturity: < $2M ARR, $2-5M ARR, $5-10M ARR and > $10M ARR. In order to get to the right metrics, it requires a business, its leaders and Board members to invest early into data quality and SaaS reporting & metrics, ideally before raising an institutional Series A funding round.* *We also talked through some examples of private and public B2B software companies in Europe and the US, and how those with impressive growth metrics and unit economics command much higher valuations from investors and buyers alike. In fact, at over $400 million in ARR, **UiPath**, a business founded in Romania, is one of the fastest growing global enterprise software companies today.* *The episode closes off with some tips and best practices for European SaaS companies launching and expanding into the U.S. market.*
Jan 19, 2021
The Wayback Machine + Internet Archive with Brewster Kahle - Founder and Chief Librarian
Have you ever thought it would be cool to see a website from 5 years ago, 10 years ago, even 20 years ago? That is exactly the vision that Brewster Kahle, founder of the Internet Archive and The Wayback Machine first started to develop in the late 1990's! In fact, Brewster was developing the Wayback Machine simultaneously to running Alexa Internet, one of the first internet browser plug-ins to track user web activity, which was ultimately sold to Amazon in 1999 for $250M in Amazon stock! Over the last 20 years, the Internet Archive has built the worlds largest archive of internet content - think the LIBRARY of the Internet. The magnitude is incredible: - 516 Billion Web Pages - 70 Petabytes of Storage - 6 Million Movies and Videos - 600,000 Software Programs - 1.5 Million Audio Files - 1.5M Daily Users Brewster was voted into the Internet Hall of Fame (yes, their is an Internet Hall of Fame), and is one of the most visionary, insightful and visionaries in the Internet ecosystem. Listen to this 30 minute session with Brewster and you will come away with a sense of excitement and possibilities that we have not yet realized in the internet economy!
Jan 12, 2021
Strategic Acquisition or IPO? - with Tom Reilly - Former CEO, Cloudera and ArcSight
The most interesting dilemma for a CEO? The decision that comes with having the option to go public or accept a strategic acquisition offer. Tom Reilly, former CEO at Cloudera has been a CEO with the experience of selling a company to IBM, another company to HP and then taking Cloudera public after raising $766.5M from strategic partner, Intel. Tom says a CEO should invest 20% - 30% of their time working with strategic partners - do not outsource to your partnership team. In fact, this advice comes from the experience of Tom working closely with the CEO at Intel which led to their strategic investment in Cloudera. Strategic buyers use partnerships to evaluate the value and fit of a strategic acquisition. It is critical to have well defined performance metrics for strategic partnerships, including close rates, annual contract value, gross and net dollar retention rate and CAC payback period to highlight the financial performance and efficiency of strategic partnerships. We then turned to discuss the decision to go public versus accepting a strategic acquisition offer. Tom shares that IPOs and being a public company do have their challenges - and that there are many great options including Private Equity, Growth Equity and now SPACS! Being public comes with heightened scrutiny on quarterly performance and transparency - which can be distracting. Developing the capability and culture of being able to accurately forecast quarterly revenue, margins and provide longer term guidance needs to a be a focus and competency developed three to four quarters before an IPO Hot take *#1* - being capital constrained can led to learning how to operate more efficiently - it may not always be best to take a lot more capital than needed OR at least ensure the culture of efficiency is maintained even after taking a large sum of investment Hot take *#2* - companies have to start early to instrument, capture, analyze and make metrics informed decisions earlier and faster - numbers do not lie!!! *#IPO* *#SaaS #cloud *
Jan 4, 2021
LinkedIn Co-founder Konstantin Guericke - The keys to building a long lasting B2B Network
B2B Communities caught fire in 2020 - especially B2B sales communities. Revenue Collective, Sales Hacker, Modern Sales Pros, RevGenuis, and Bravado all dramatically increased their membership and levels of engagement following the onset of COVID. Who better to discuss the trend of B2B communities, than a founder of the world's largest B2B network, LinkedIn. Konstantin shares the key differences between a B2B community and a B2B network Konstantin shares the four variables that are required to build a scalable, sustainable and engaging B2B network. He also discusses the techniques that LinkedIn used to quickly reach 1M+ members, and how "Social Capital" was key to gaining initial momentum. Did you know that Inmails used to cost $10 each, or that the only way to join LinkedIn initially was through a referral? In a classic entrepreneurial pivot, we moved quickly from the back story of LinkedIn's early success to how walking meetings were a hallmark of the early days at LinkedIn, and have retained their allure to Konstantin as he mentors and advises new entrepreneurs. Lastly, we discuss Konstantin's founders' journey and he shares some advice based upon his own experiences at LinkedIn.
Dec 29, 2020
An Entrepreneur's Inner Voice of Doubt - with Mike Smerklo, Next Coast Ventures and Mr. Monkey and Me author
Mike Smerklo is by any measure a story of entrepreneurial success. Mike founded a search fund which led to the early stage acquisition of ServiceSource, and he took it to over $300M in revenue, took the company public, and was the CEO for over 13 years. Then Mike followed his passion to help fellow entrepreneurs and founded Next Coast Ventures in Austin, Texas long before Austin was being heralded as the next Silicon Valley for software. His secret, which threatened his success throughout his founder's journey is now out in the open, in his book, Mr. Monkey and Me. Mr. Monkey is a symbol for the fear, uncertainty, and doubt that every entrepreneur and founding CEO will face. During the podcast, Mike shares his "SHAPE" framework, to help fellow entreprenuers understand and mitigate that inner voice of doubt...the imposter syndrome. SHAPE is an acronym for Self-Awareness, Help, Authenticity, Persistence, and Expectations. During our conversation, we also talk about the "strength" of showing vulnerability by asking for help, even when you think as the CEO you need to always portray strength by having the answer to any problem...an impossible expectation. Mike shares that you are not alone with those private thoughts of fear, uncertainty, and doubt that comes with the entrepreneurial and CEO journey, and provides some helpful advice and even a framework to make your "Mr. Monkey" for favorite frienemy.
Dec 23, 2020
Selling the Cloud - Part 2 with Paul Melchiorre and Mark Petruzzi
In this episode, we continue the discussion with the authors of Selling the Cloud. Building upon the first half of our conversation where we discussed the need for grit and passion to be success full in Enterprise sales, we move into several new topics. The Power of No is a key skill to develop. A great enterprise sales professional is qualifying prospects out every step of the process to reduce time investment on low probability to close opportunities. Often the most important "no" is to walk away from blind RFP's that you have had no opportunity to influence or understand before receiving. The other skill is to understand "no means no" but also to ensure the prospect understands you are available to help if they need to re-evaluate their decision that did not include you. The importance of credibility and trust, often starts with the enterprise sales professional knowing when to walk away from an opportunity where you know your solution is not appropriate. Buyers will respect your integrity, and your trust capital over the long term will grow. One fundamental step to being able to walk away from poor fit deals - investing more time in building a high quality, healthy pipeline. If you build more pipeline than you think is required, you will not force-fit your solution into opportunities you should have walked away from in the first place. We discussed their hot take that "opportunities close themselves". If the enterprise sales professionals manage the process by ensuring the buyer has all of the information they need to make a decision, that closing is a natural step, and not the primary objective!? We also discuss why Customer Success is not just a department - it is the responsibility of everyone who touches the customer, especially sales. In today's land and expand, recurring revenue model, having a Chief Revenue Officer who owns customer acquisition, expansion and retention is a key element to ensuring customer success is a culture...not just a function. Finally, we bring out the crystal ball by having Mark and Paul share their perspectives on how Artificial Intelligence (AI) will impact Selling the Cloud...if you are an Enterprise sales professional you will like what they have to say which is AI will serve to decrease the time spent on administration and increase the time available to invest in serving the prospect!!!
Dec 21, 2020
Selling the Cloud - Part 1 with Paul Melchiorre and Mark Petruzzi
In this episode of the Metrics that Measure Up podcast we are joined by Paul Melchiorre and Mark Petruzzi - authors of Selling the Cloud. Paul has over 30 years of experience in enterprise sales leadership, at leading companies including Anaplan, Ariba, SAP, and now in Private Equity. Mark brings over 30 years of experience in strategic consulting firms including Deloitte, N3, Accenture and operating roles at Oracle, and Ultimate Software. GRIT was the first topic we covered as a required attribute for every enterprise sales professional. Paul shared some of his best tips to identify grit during the interview process. Mark added the importance of passion as a critical component of the "WHY" behind grit. We also discuss "process versus playbook", and why flexibility differentiates good versus great in the SaaS industry. Paul shares why he believes that no one sales methodology is that much better than another and that the primary benefit is the standardization of language…
Dec 15, 2020
Revenue Team Communities - with Jared Robin, RevGenius
B2B Sales communities are all the rage in 2020. Sales Hacker, Modern Sales Pro, Bravado, Revenue Collective and now RevGenius are building B2B sales communities to provide experiences, connections, ideas, and research. Jared Robin, co-founder at RevGenius recently joined the podcast to share the story behind Rev Genius and his vision for the community. "Necessity is the mother of invention" a catalyst for RevGenius as Jared contemplated the next step in his career journey due to the impact of COVID. Jared felt too many communities felt "exclusive" and were not truly open RevGenius started as a LinkedIn Group to share events for B2B sales professionals Jared's desire to include members across revenue teams, including marketing, sales development, RevOps, etc. was a goal to enhance "revenue team alignment" . Jared shared his thought that the path to CRO is not only through sales, so it's critical to gain insights, experiences, and connections across every revenue team function…
Dec 8, 2020
Marketing and Sales Alignment - How it can impact Customer Acquisition Performance - with Howard Brown - ringDNA
In this episode of the Metrics that Measure Up podcast we are joined by Howard Brown, Founder and CEO of ringDNA. How does being a clinical psychologist lead to founding a Sales Engagement Platform company? Howard shares the common theme - helping individuals and companies overcome THEIR challenges Key topics discussed include that if B2B companies are too focused on internal processes leading versus the customer's motivation to buy. Sales training represents a major opportunity to improve alignment to the buyer's journey, especially the prospect's personal needs. Howard discusses why increasing business acumen is a significant area of opportunity. We also discuss that "coaching" is different from training and a large opportunity to increase sales productivity. You should be asking yourself, how much time are sales managers investing in 1:1 coaching versus administration, planning and managing versus coaching. Sales *#1* job is to HELP buyers make a decision and it may…
Dec 2, 2020
Founding Father of Marketing Automation - Anurag Khemka
Founding a B2B SaaS company is an exhilarating, yet high-risk experience. Creating a new market category at the same time even higher risk and often serves primarily to pave the path for second-generation market entrants who learn from the successes and failures of the first generation. Anurag Khemka, is a founding father of B2B Marketing Automation. Back in 1996, when the internet was first being commercialized, most B2B marketers were just starting to think about how to develop more personal, 1:1 relationships with potential customers. Anurag founded MarketFirst, the first generation of enterprise-class marketing automation technology. Developing the software was the easy part, educating an entire market on how to design, build, and execute B2B marketing campaigns on the internet was the real challenge. Marketing Automation is now one of the most mature segments of the MarTech market (8K+ companies). Marketing Operations is a mature, yet still evolving profession that was spaw…
Nov 18, 2020
The Founder's Journey - with DocuSign founding CEO - Court Lorenzini
In this episode of the Metrics that Measure Up podcast - Court Lorenzini, Founding CEO at DocuSign discusses his journey to co-Founding DocuSign and then his decision to leave after five years to found two more companies. During our conversation, Court shared his unique path to DocuSign, including his father's legacy as a founding father of Silicon Valley and his habit of recording his observations of how people managed difficult situations starting at the age of 13. Court shares his belief that most CEO's are strongest or prefer one of the three stages that every start-up moves through including: 1) Napkin to Product-Market Fit; 2) Rapid Growth and; 3) Profitability. Court loves, and used the term "Fills my Cup" when discussing the joy he finds from starting companies and achieving Product-Market Fit. Court also shares his two key pieces of advice for aspiring entrepreneurs including: 1) Pressure test your idea rigorously to the point of trying to kill it early and often and;…
Nov 6, 2020
KPIs that SaaS CFOs track - with David Appel - Sage Intacct
In this episode of the Metrics that Measure Up podcast - David Appel, Head of the SaaS Vertical at Sage Intacct shares his insights and lessons learned from over 1,500+ SaaS financial solution implementations. During our conversation, David and Ray discuss several key attributes and approaches that SaaS CFOs take to ensure the data, metrics and KPIs they collect can tell the story of what the "financial data" is telling. Great finance leaders make sure financial information and KPIs get out to everyone as soon as possible to enable timely, data-driven, metrics information decision making. Great CEOs and CFOs ensure the measures that each department have in place are directly linked to the corporate objectives, and not allow functional leaders to primarily highlight those metrics that show their function in the best light, but not for the benefit of the entire company. Dave ends this episode with a quote from Steve Jobs "Building great companies is not dependant on the hierarchies…
Oct 28, 2020
Lessons Learned from Co-Founding Marketo and Engagio - with Jon Miller
In this episode of the Metrics that Measure Up podcast, we talk with Jon Miller, co-founder of Marketo and Engagio, and now Chief Product Officer at *Demandbase* is a MarTech visionary. Marketo was purchased in 2018 by Adobe for $4.75B, and Engagio was recently acquired by Demandbase. Jon shared the B2B Marketing metrics that matter and the lessons learned in his personal career journey as a founding father and leading MarTech visionary. Jon shared how 1st gen Marketing Automation was designed to automate a linear process with discrete hand-offs between marketing and sales. We also discussed how today’s buying process requires insights into demand and buying intent BEFORE a buyer visits your website. We also discussed how the evolving land and expand customer acquisition model requires a non-linear, collaborative process between Marketing, Sales, and CS The most interesting conversation for your host was Jon's perspective on the top KPIs for today's B2B Marketersincluding: 1) P…
Oct 27, 2020
Middle Market Opportunity - with Thomas Stewart - National Center for the Middle Market
In today's episode of the Metrics that Measure Up podcast, Thomas Stewart, Executive Director for the National Center for the Middle Market shares some very interesting insights into the 200,000 companies that represent 1/3 of the American economy. Highlights included that 85% of Mid-market companies are private, 33% are family owned and 17% are in the manufacturing industry. On average, middle-market companies grow an average of 6.5% per year, 3% faster than the average S&P 500 company. Middle Market companies that view Digital Transformation as strategic and are advanced in adoption grow at an average of 9.5%, almost 50% faster than their peers. Lastly, middle-market companies buy technology very differently than larger, Enterprise companies. They typically will not pilot or test innovation, they will watch...watch....watch and then jump in headfirst. Definitely not your early adopter persona. A great listen for anyone responsible for doing business in the middle market -…
Oct 20, 2020
B2B SaaS Sales Compensation in 2020 - with Sally Duby - The Bridge Group
In today's episode of the Metrics that Measure Up, Sally Duby, Chief Sales Officer at The Bridge Grop discussed the findings from their Sales Compensation research conducted in August, 2020 in partnership with the Silicon Valley Vice President Sales Group. Sally shares benchmarks and compensation trends across a wide variety of roles including Chief Revenue Officer, Field Sales - Account Executive, Inside Sales - Account Executive, Sales Development Representative, Sales Operations and Sales Enablement. The trends identified since the latest research The Bridge Group conducted in 2018 is quite surprising. In this episode we find unexpected trends in Equity, On-Target-Earnings by Annual Contract Value (ACV) and how Quotas vary so greatly based upon ACV.
Oct 16, 2020
B2B SaaS KPIs - with William Cordes - KPI Sense
In this episode of the Metrics that Measure Up podcast, William Cordes, Founder and CEO of KPI Sense share the insights and perspectives gained from providing CFO and finance advisory services to SaaS companies. One interesting insight was when William shared that Days Sales Outstanding - the time from invoice to payment is the financial metric that has been impacted the most at B2B SaaS companies since COVID. Other key insights discussed include why detailed monthly financial reviews have increased in importance due to the impact of delayed cash receipts, decreased new ARR, and increased cash burn, how multiple scenario analysis + dynamic planning should be used for 2021 planning. We also discussed why the B2B SaaS industry needs more consistent KPI calculation and reporting for public and private SaaS companies - but not currently covered by SEC, FINRA, FASB or GAAP regulations. Lastly, William shares the core KPI foundation that is required for an early stage B2B SaaS comp…
Oct 13, 2020
Net Dollar Retention Rate - with Kris Beible - Software Equity Group
In this episode of the Metrics that Measure Up, Kristopher Beible, Vice President at Software Equity Group discusses the importance of Net Dollar Retention on SaaS company enterprise value, both for public and private companies. Based upon insights gained from over 100 private B2B SaaS company acquisitions, Kris shares how Net Dollar Retention & Gross Dollar Retention have become the top KPI that acquirers ask about in the early stage of private SaaS company acquisition due diligence Other topics discussed include how private SaaS company acquirers have increased the priority of Gross and Net Dollar Retention rates since the on-set of COVID. We also discuss why companies need to develop a cohort-based understanding of customer acquisition costs and customer retention rates PRIOR to starting a strategic financing initiative. In fact, a cohort-based analysis should be applied to operational decisions 12-24 months prior to starting any investment process.
Oct 6, 2020
Product Led Growth - with Kyle Poyar - OpenView Partners
In this episode of the Metrics that Measure Up, Kyle Poyar, Vice President of Growth at OpenView Partners discusses a Product Led Growth Go-To-Market motion for B2B SaaS companies. High growth B2B SaaS companies like Zoom, Twilio, DataDog, Box and DocuSign have used a product-led go-to-market motion to decrease initial customer acquisition costs, expand the total addressable market and reduce dependency that an Enterprise sales led motion can have on getting executive buyers to engage. Topics discussed include how Gross Dollar and Net Dollar Retention Rates are different from sales led motions, critical KPIs and metrics that seem more B2C oriented and how understanding the marginal Customer Acquisition Costs for Enterprise led versus product-led cohorts is critical to understanding the overall CAC ratio. New terms and concepts for B2B SaaS leaders, including Product Qualified Leads, Natural Rate of Growth and how Free to Paid conversion rates are correlated to # touches are covered…
Sep 28, 2020
Ten Laws of SaaS and Cloud - with Byron Deeter - Bessemer Venture Partners
In this episode of Metrics that Measure Up, we are joined by Byron Deeter, Partner at Bessemer Venture Partners, and one of the founding fathers of SaaS and Cloud Metrics. Byron first published the 10 Laws of being SaaSy in 2008. Over the years, B2B SaaS metrics evolved, and Byron subsequently published the 10 Laws of Cloud in 2019, which include the 6 C's of Cloud Finance. Over the years, BVP has led investments in leading Cloud Companies including DocuSign, Twilio, SendGrid, Eloqua, Shopify and LinkedIn, BVP, and specifically Byron have a world of insights and experience to share with the new entrepreneur, first-time founder and even experiences SaaS or Cloud executive. Bessemer also publishes the Cloud 100, which highlights the Top 100 private Cloud Companies and the BVP 100 Index of publicly traded SaaS and Cloud Companies In today's episode we discuss the insights that the CAC Payback period provides as you evaluate how to accelerate ARR growth, the impact of "marginal" spen…
Sep 22, 2020
Conversation Flow Rate - with Chris Beall - ConnectandSell
In this episode of Metrics that Measure Up, Chris Beall, CEO of ConnectandSell shares a wide variety of Key Performance Indicators and Benchmarks gained from over 10 million dials and over 500,000 B2B sales conversations - just in 2020! Chris, a Physicist by education, and self-professed data junkie provide a deeply analytical perspective into how to turn dials into conversations, and conversations into sales meetings. Chris even invokes the expertise of Chris Voss, formerly the FBI's top hostage negotiator, who says we only have 7 seconds in our first conversation with a prospect to get them to trust us sufficiently to have a productive relationship. In this episode, you will learn both benchmarks and techniques to turn dials into customers, including: Benchmarks: - Dials to Conversation - Conversation to Meeting (Cold calls and Follow-ups) - Meeting show rates - Conversations Per day (SDR and AE) Listen to this one closely, as the episode is data rich and keeps coming at you…
Sep 15, 2020
Recruitment Metrics - with John Younger - RecruiterShare
In this episode of Metrics that Measure Up, John Younger, Founder and Chief Collaborator at RecruiterShare shares his insights developed over his thirty-plus years of experience in all things talent acquisition. Over his career, John has developed talent acquisition software for Bank of America, led recruiting for two divisions at BofA with over 16,000 employees, founded a recruiting company acquired by TriNet, founded an early leader in Recruitment Process Outsourcing that he sold in 2018, and now is the founder of RecruiterShare. In this wide-ranging conversation, we cover a wide variety of talent acquisition topics and metrics to measure hiring success. Topics discussed include the three top talent acquisition metrics every SaaS company should track, including: 1) Days to Present the candidate hired; 2) Net Promoter Score for the recruiter and; 3) Business Impact the hired candidate delivers. Other items covered include the cost of a bad hire, the cost of a bad recruiter hire,…
Sep 8, 2020
Side Hustles & Personal Brand Building - with Amy Volas
In this episode of "Metrics that Measure Up, Amy Volas shares her insights and perspectives on the concepts of side hustles and personal brand building for B2B sales professionals. Amy has seen every side of this topic, as an Enterprise Sales professional, a sales leader, and the founder and CEO of Avenue Talent Partners, which specializes in the recruitment of B2B sales reps, managers, and executive leaders. Amy and Ray discuss multiple topics, and provide experience-based advice including: 1) why money is not and should not be the primary motivation for a career in B2B Sales; 2) the power of "NO" when helping a prospective customer evaluate your solution, and company as a partner; 3) why preparation, practice always precede performance; 4) personal brand or company brand, which is your primary responsibility - is it time for a gut check on your priorities and; 5) Be as an ambassador of your brand and your company's brand by performing in your role as Job 1!
Aug 18, 2020
Modern B2B Selling - Are the motivations different today? - with Andy Paul, RingDNA
In this episode of "Metrics that Measure Up", Andy Paul, the host of The Sales Enablement Podcast and Ray discuss how and if the modern B2B Seller is different today than yesterday. Topics covered include the motivation of sellers to serve their customers and help them make an informed purchase decision, or providing buyers unique insights into a new way of approaching a business process. Why quota may be an outdated concept, and even why a famous British economist's research shows that when a measure becomes a target, it loses its value as a measure...think QUOTA!!! Andy also shares the differences between a "manager" and a "coach" and why companies should consider investing in professional coaches to help sales professionals to deliver maximum output. Within this discussion, we discuss the proven benefit of a positive mindset, why a functional organization may be outdated, and the possibility of instructing around customer acquisition, retention and growth versus sales, market…
Aug 11, 2020
Sales Quota and Compensation - Not built for today's customer centric world - with Sahil Mansuri, Bravado
In this episode, Sahil Mansuri, the Founder and CEO of Bravado, a network of over 70,000 sales professionals, discusses how yesterday's Quota and Compensation models are not relevant in today's, customer-centered world. Sahil shares his insights and perspectives on why sales compensation and quota setting needs to change. These insights have been developed from his experiences as a top salesperson, VP of Sales, Founder/CEO, and early-stage investor. *Topics covered include:* Why is the average tenure of a salesperson < 12 months and a VP Sales < 8 months? Why do < 50% of sales professionals hit quota? What are the roles of Product, Marketing and Sales defined for optimal success? Has the level of specialization negatively impacted the customer experience? Are there just too many SaaS companies in each market segment? What role does the CEO play in ensuring the revenue plan is reasonable?
Aug 3, 2020
Revenue Operations - What, Why and How to Measure Business Impact - Jason Reichl, Go Nimbly
In this episode of Metrics that Measure Up, our guest - Jason Reichl, CEO of Go Nimbly answers a wide variety of questions on the evolving function of Revenue Operations. Topics include why Revenue Operations should own their own quota number, how revenue operations will increase ARR Growth by 10% - 26%, and why Jason believes that Revenue Operations will be to customer experience and ARR growth what the Agile methodology was to software development and how lean manufacturing transformed the automotive industry.
Jul 18, 2020
Sales Development in SaaS - Question and Answer Session with David Dulany - Tenbound
Sales Development is a rapidly growing professional for early career professionals in the B2B SaaS industry. David Dulany, founder and CEO of Tenbound was an early industry thought leader for Sales Development in the SaaS Industry. In today's Metrics that Measure Up, David and Ray discuss findings from their recent research that highlights how the Sales Development function has changed since the initial impact of COVID-9
Jul 18, 2020
Customer Buying Journey - How Customers Buy and Why They Don't - with Martyn Lewis
Martyn Lewis, author of How Customers Buy and Why They Don't: Mapping and Managing the Buying Journey DNA shares his insights from interviewing thousands of buyers. Martyn shares how The Buying Journey trumps the Sales Process, and that Buyers do not typically buy logically or rationally. Other topics include why your value proposition is just not enough and assuming that you understand the buyer journey is so dangerous.
Jul 18, 2020
The SaaS CFO - First Five KPIs - with Ben Murray
During the first session of the Metrics than Measure Up, Ben Murray - The SaaS CFO shares his insights and perspectives on the RevOps Squared KPI Framework and the Five First KPIs. Ben provides his feedback on how SaaS companies can take advantage of Key Performance Indicators like Rule of 40, CAC Ratio, Gross and Net Dollar Retention, Gross Margin, and Customer Lifetime Value to CAC to make smarter, more timely decisions. Come learn on when and how to use metrics that measure up to increase the Enterprise Value of your B2B SaaS company.