Andrew Chen

AUGUST 6, 2018

While DAU/MAU — dividing daily active users (DAUs) by monthly active users (MAUs or monthly actives) — is a common metric for measuring engagement, it has its shortcomings. Some products should be analyzed in a 7 day timeframe – like SaaS/productivity – and others on 30 days.

SaaS 111

SaaS Metrics eCommerce B2B 111

AIHR

MARCH 9, 2021

More specifically, it outlines the organizational structure of the HR department, what the main roles do, technology, key processes, and the most important metrics. Its reputation continues to grow, and revenues go up steeply. HR hasn’t particularly focused on metrics up until this point. Year 3: 200 to 400 staff.

Operations 137

Operations Scaling Recruitment Metrics 137

Brian Balfour

JUNE 20, 2017

It covers: How Patreon decided and defined a leading indicator activation metric. The challenges they faced with that metric. Active, "financially successful Creators" (FSCs) works as Patreon's north star metric for two important reasons. l hope you enjoy the post. Learn About Growth, One Email Per Post.

Onboarding 84

Onboarding SaaS Metrics Sales 84

15Five

MAY 17, 2016

I interviewed Rand recently about growing a subscription SaaS business, finding employees to contribute to Moz’s epic culture during their rapid growth, and the importance of transparency in the workplace… Q: Moz grew in revenue very quickly over the first 7 years. Moz is a self-service SaaS business. That depends.

SaaS 63

SaaS Retention Marketing Engineering 63

LSA Global

APRIL 16, 2021

A Sales Leader’s Dilemma – Top Ways to Grow Revenue There are only so many actions available to a sales leader to profitably grow revenue. The art is identifying, agreeing to, and committing to top ways to grow revenue for you and your sales team. The same is true for profitable revenue growth.

Revenue 36

Revenue Sales Sales B2B 36

Chief Executive

NOVEMBER 11, 2022

That’s why, in a time when growing revenues and profitability are top of mind for every CEO and board member, the ability of your management team to create real customer loyalty is the most essential strategy for success, says Reichheld. It’s smart, simple and you can put it to work this year.

SaaS 40

SaaS Revenue Metrics Retention 40

LSA Global

JUNE 17, 2024

For example, one recent client wanted to run sales training focused on helping their team to shift from selling one-off products to SaaS solutions. Once your sales strategy is clear enough , you can then focus on the sales strategy success metrics that the sales training must impact.

ROI 64

ROI Sales Sales Sales Management 64

Andrew Chen

JANUARY 9, 2020

I did a Q&A on Quora about investing, growth channels, metrics, and life as a startup CEO — it was fun, and some of the answers ended up getting a million views! Series B- Bet on the revenue. Magic metrics indicating a startup probably has product/market fit. Started as a tweetstorm. What do you look for an investment?

Marketing 110

Marketing Retention B2B Scaling 110

AIHR

MARCH 2, 2022

For example, imagine you work for a Software as a Service (SaaS) company. Many companies use organizational learning to grow their products and create more revenue. From there, you can create KPIs and goals and set up metrics for each part. Knowledge transfer – Sharing the learnings with the business.

Retention 98

Retention Implementation SaaS Sales 98

Vantage Circle

FEBRUARY 1, 2021

Revenue versus Target. Revenue vs. Target helps you establish a relationship between your projected revenue and actual revenue. Computing these examples of KPI gives you a fair idea of a particular department's current status and your business metrics. These can be for maximizing sales, revenue, site traffic, etc.

KPI 52

KPI Sales Sales Metrics 52

Walk Me

JULY 4, 2022

Ultimately, the objective of interactive walkthrough software is activation, but it’s also used by SaaS companies to train new staff, onboard new users, and highlight new features and product updates. SaaS companies often employ user segmentation to help them provide specific users a personalized interactive walkthrough experience.

Software 52

Software SaaS Digital Transformation Workflows 52

Chief Executive

NOVEMBER 21, 2022

Each was vying for slightly enhanced revenues. Each product manager was focusing on only one rather narrow primary measure: his or her product revenue or gross margin—without regard to the overall effect, or to the important (but hard to measure) second-order effects on both sales and operations, and on the customers.

Sales 52

Sales Sales Revenue Operations 52

Walk Me

DECEMBER 11, 2023

12 digital transformation best practices with examples Best practices help focus your efforts as change leadership to drive your organization toward innovation, success, and higher revenue, as staff at every level maintain motivation to succeed for all your change initiatives.

Digital Transformation 52

Digital Transformation Revenue Organizational Change SaaS 52

Andrew Chen

MAY 14, 2018

First zero in on a strategy for achieving your desired outcome , and then pick high quality metrics to validate your tests. With B2B, bottoms-up SaaS companies, even Intercom, there is a lot of viral spread because so many people are busy collaborating with each other. Full Interview with Adam Risman (Intercom).

SaaS 71

SaaS Retention B2B eCommerce 71

Harvard Business Review

DECEMBER 9, 2013

Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness. Cloud/SaaS 61%. Cloud/SaaS salespeople had the lowest quota at $1.6 Cloud/SaaS $210,000 $100,000.

Sales 14

Sales Sales Metrics Telecommunications 14

Andrew Chen

SEPTEMBER 14, 2023

We target startups at the very earliest stages of development, often teams without products or metrics. There aren’t games-specific GPs at every major fund (whereas there are for SaaS!). If this sounds interesting to you, please join the program! Apply to SPEEDRUN 2024. Kind of like music, or movies).

Education 72

Education SaaS Metrics Engineering 72

Harvard Business Review

FEBRUARY 7, 2013

Consider Zynga, which lost $209 million in 2012 — but is still valued at about $2 billion because of the cash it raised and because its revenue is still growing. sustainability) of revenue matters as much as quantity (i.e. growth) of revenue. What is your predictability metric? Put another way, quality (i.e.

Revenue 13

Revenue Cash Flow SaaS Metrics 13

Andrew Chen

SEPTEMBER 4, 2018

And we cover everything from the basics of growth and defining key metrics to know, to the nuances of paid vs organic marketing and the role of network effects and more. Sometimes aren’t these metrics ways to figure that out or is this all when you have product-market fit… like is there a pre- and a post- difference between these?

Marketing 75

Marketing Metrics Retention eCommerce 75

Andrew Chen

NOVEMBER 1, 2021

Growing your startup’s users and revenue is so critical that it makes sense to hire someone to run it, and to potentially add a team underneath them to support this goal. One of the most frequent questions that founders ask is – I’ve read all about the importance of user growth, so now, how do I hire a Head of Growth?

Scaling 82

Scaling Marketing Recruitment B2B 82

Walk Me

AUGUST 18, 2022

Depending on the specialism of the organization, this can involve: Cotton swabs Fluid bags Alcohol wipes Sterile and non-sterile gloves Software as a Service (SaaS) A cloud-based platform. For example, a small hospital may lose revenue to a neighboring hospital with several MRI scanners. Canceled appointments mean lost revenue.

Manager 52

Manager Hospitality Insurance Operations 52

Andrew Chen

JANUARY 9, 2020

I did a Q&A on Quora about investing, growth channels, metrics, and life as a startup CEO — it was fun, and some of the answers ended up getting a million views! Series B- Bet on the revenue. Magic metrics indicating a startup probably has product/market fit. Started as a tweetstorm. What do you look for an investment?

Marketing 52

Marketing Retention B2B Scaling 52

Harvard Business Review

FEBRUARY 1, 2016

You see Pareto’s Principle applied to sales all the time — the top 20% of a sales force produces 80% of a company’s revenues and margins — and it’s applicable in a variety of sectors. Companies that have adopted a subscription-as-service model (SaaS) are a great example. Dave Wheeler FOR HBR.

SaaS 15

SaaS Sales Sales B2B 15

Harvard Business Review

SEPTEMBER 11, 2017

Along the way, I’ve talked to hundreds of founders, sales and marketing leaders, customer success VPs, and front-line reps about how to build a customer-first SaaS organization. Don’t obsess over metrics like inquiry volume or time to close tickets. Stay focused on revenue growth, not gross margin. What not to do.

Scaling 15

Scaling SaaS Engineering Metrics 15

Harvard Business Review

MARCH 6, 2015

More than half of Google’s revenue (57%) now comes from outside the United States. Apple has a similar split , with 60% of its 2014 fourth-quarter revenue accounted for by international markets. They know their metrics. Why is it that some companies experience tremendous success abroad, while others struggle to go global?

Revenue 15

Revenue SaaS Software Marketing 15

Harvard Business Review

SEPTEMBER 27, 2011

When the staff conversation turns to operating margins, cash flow, inventory, or revenue, does the CHRO tune out? You should be able to expect your CHRO to offer solutions for improving any of your business metrics through employee alignment and engagement. Your head of HR is hesitant to be accountable for meaningful metrics.

Cash Flow 15

Cash Flow Human Resources Metrics SaaS 15

Harvard Business Review

FEBRUARY 19, 2016

Growing revenue and profits is a core objective of most companies, and it is the responsibility of every function to contribute to the pursuit of this goal. While many growth teams have special requirements that compel them to build their own custom data infrastructure, many choose to work with commercially available SaaS products.

Manager 15

Manager A/B Testing Engineering SaaS 15

Harvard Business Review

JULY 30, 2013

The typical quota for a sales rep varies by type of business model (SaaS vs. perpetual), product gross margin (e.g., For example if you have a 90% gross margin SaaS software product and assign a $1.1M To that point, a well-run telesales operation will be super metrics-driven. in quota for a rep (i.e., $1m

Marketing 8

Marketing Sales Sales SaaS 8

Harvard Business Review

DECEMBER 13, 2017

Beyond shipping new features on a regular cadence and keeping the peace between engineering and the design team, the best PMs create products with strong user adoption that have exponential revenue growth and perhaps even disrupt an industry. Pricing and revenue modeling. Defining and tracking success metrics. Core Competencies.

Manager 8

Manager Engineering User Experience Revenue 8

Andrew Chen

AUGUST 10, 2023

You can ask questions, gather data, and assess the stall to zero in on the problems that are driving the metrics downwards. Yes, of course, it’s when a top line number (like revenue, or active users, or otherwise) stops growing. A marketplace company might look a different set of metrics.

Retention 80

Retention Metrics Scaling Marketing 80

Chief Executive

JANUARY 31, 2023

And Liberty Mutual is among those companies that have been slashing costs significantly by shifting to a cloud environment amid extreme revenue pressures in the insurance industry. So we were aggressive in growth areas, but in a way that always kept an eye on business metrics. Anything beyond 13 weeks becomes hard to predict.

Cash Flow 97

Cash Flow Software Travel ROI 97