Observations, Analyses, Musings

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SDR's need to make 6+ attempts before giving up on a prospect

Part of Trish Bertuzzi's book

The median ACV is $27,499

sales/R&D/G&A should be 40%/20%/20%

Bridge Group's survey of 355 companies

Survey of 384 B2B SaaS companies

$273mm in median revenue, 27% growth, $0.54 of new revenue per $1 of S&M spend

$14,449 is the median of 37 SaaS businesses at exit 

Let the sales team travel, pay well, and ONBOARD!

Best practices for SaaS CS

Public SaaS companies generate 23% of revenue from non-recurring sources

Strive for generating $0.55+ of new recurring revenue for each dollar of Sales & Marketing spend

So make sure you're properly commissioning your CS team and AE's

Good SaaS companies have net retention of 110%+.  Contact is the key.  

Stop trying to rip off the customer, and instead justify the price

and other wisdom from a book called Hire Right, Higher Profits

Once you're bigger and profitable, then you can branch out into other features

Key metrics behind those bookings are also critical

The punchline: net retention needs to be 100%+

but don't fire the sales rep doing 3x

Key excerpts from a great book about selling to the enterprise.

This is a book review of a phenomenal book called Sales Reps are Free.

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