Fresh Insights

Analyses, Musings & Observations

The makeup of SaaS headcount

What percent of SaaS employees should be in R&D, or sales & marketing, or G&A? It’s a question that was recently posed to us, so we dove into the prospectus’ of 31 large and recognizable SaaS companies to find the data. Observations are below.   Median headcount. The median headcount of the dataset was 867…
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Strategic investors can hurt you

Often we hear founders get excited about strategic investors — corporations making venture investments — because the founders think the strategic investor will assist with the product roadmap, become a customer, intro the company to new customers, add credibility, and potentially acquire the company at some point. However, strategic investors have not been a benefit to our companies. Below…
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One way to grow in SaaS: M&A

Today Unity Software goes public. One very interesting graphic in their prospectus is below, which shows their journey to becoming a public company. It’s been a long road for Unity (founded 2004) as it is for most every successful company, but one thing that stands out is the number of acquisitions they’ve made along the…
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Using LinkedIn for prospecting

LinkedIn was born as great way to find your next job. It has evolved into one of the best Social Prospecting tools for finding your next customer.  We recently reviewed “The Fundamentals of Linkedin” which is a primer on social prospecting for sales reps.  It’s by The Bridge Group (bridgegroupinc.com), a SaaS sales consulting firm…
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Recruiting great sales talent

The Bridge Group is a SaaS sales consulting firm that we hold in very high regard.  They release outstanding sales data which can be found at their site, bridgegroupinc.com.  We recently reviewed their “Sales Hiring Hourglass” which is primer on hiring B2B sales talent.  It’s well worth the read, and below I summarize some of…
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How to approach B2B buyers

The Bridge Group is a SaaS sales consulting firm that we hold in very high regard.  They release outstanding sales data which can be found at their site, bridgegroupinc.com.  We recently reviewed their “Ultimate Sales Engagement Guide” which is a survey of how modern B2B buyers like to buy.  56% of the respondents in the…
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CRO data for b2b SaaS

The Bridge Group is a SaaS sales consulting firm that we hold in very high regard. They release outstanding sales data which can be found at their site, bridgegroupinc.com. We recently reviewed their “CRO Research Project” which compiles data from 145 senior sales executives at b2b SaaS companies. It’s well worth the read, and below…
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Great SDR data from SaaS companies

The Bridge Group is a SaaS sales consulting firm that we hold in very high regard.  They release outstanding sales data which can be found at their site, bridgegroupinc.com.  We recently reviewed their “Sales Development Metrics and Compensation research Report” which compiles data from 434 executives at SaaS companies with median revenue of $24mm and…
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65% of reps hit quota, and other SaaS metrics

The Bridge Group is a SaaS sales consulting firm that we hold in very high regard.  They release outstanding sales data which can be found at their site, bridgegroupinc.com.  We recently reviewed their “SaaS AE Metrics & Compensation Report” which compiles data from 287 executives at SaaS companies with median revenue of $27mm and median…
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SaaS S&M spend doesnt scale

Does the Sales & Marketing function at big software companies scale? The data says no. We looked at new revenue divided by sales and marketing spend of SaaS companies at the time they went public. We then compared that figure to the same calculation the year prior to going public. In other words, if in…
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