Fresh Insights

Analyses, Musings & Observations

SaaS headcounts by division

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. 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 41 large…
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Using M&A to grow SaaS revenue

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. Unity Software went public last year and one very interesting graphic in their prospectus is below. It shows their journey to becoming a public company (founded 2004) and one thing that stands out…
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Using LinkedIn to prospect

Sammy is the Managing Director and Cofounder of Blossom Street Ventures. Email him directly at sammy@blossomstreetventures.com, especially seed to Series C founders. LinkedIn initially was a 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…
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How to find SaaS 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 the software sale

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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SDR sales data for 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 “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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SaaS account executive statistics

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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Managing SaaS working capital

Managing your working capital is a topic that glazes the eye, but in this environment it’s very important. In all likelihood, your customers are asking to delay payments and your vendors are asking to accelerate them, so if you don’t pay attention to working capital management, you could put yourself in a tough cash position….
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Tech multiples at all time highs

Tech multiples at all time highs Below are revenue multiples for publicly traded consumer tech companies we follow (B2C). Industries and therefore multiples vary widely. Commentary is below. Side note: if you’re looking for data on SaaS multiples, it’s here.     Social media popped to 19.9x. The highs in 2017 were ~14x, but a more…
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SaaS multiples at all time highs

SaaS comps have never been stronger: of the 93 SaaS companies we follow, the average public SaaS business is trading at 22.6x revenue while the median is 14.1x. Interestingly, the gap between the average and median is wider than ever (8.5x), meaning more attractive SaaS companies are being rewarded with big premiums. Also of note,…
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