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. We needed each variant to be as much data as possible.

Onboarding 84

Onboarding SaaS Metrics Sales 84

Growth Hacker

AUGUST 10, 2022

What’s the most important metric when it comes to converting sales through your SaaS product? These days, SaaS products are essentially an all-you-can-try buffet, why should anyone waste their time with one that doesn’t provide an immediate, intuitive experience? Hint: It’s not signups. It’s not PQLs. Glad you asked.

Onboarding 87

Onboarding SaaS Accounts Marketing 87

Peter Winick

AUGUST 28, 2023

Whether you are responsible for starting a thought leadership function at a startup, or at a large company, you need to have the right talent, the right org support, and the right metrics to define success. In addition, we can help you implement marketing, research, and sales. Contact us for more information. Absolutely.

Engineering 130

Engineering Sales Sales Marketing 130

Chief Executive

OCTOBER 1, 2022

The same pattern occurs in a company’s products, suppliers, sales reps, stores and most other company dimensions. July 4 holiday), by sales rep, by type of account (on-premises or take-out) and so on. Profit Desert customers—typically the remainder of the customers produce minimal profit but consume about 50% of a company’s resources.

Revenue 98

Revenue Sales Sales SaaS 98

LSA Global

AUGUST 21, 2023

The sales force was being asked to shift from selling products and features to selling SaaS solutions across multiple product lines and service offerings in different geographies and sales territories. This included business sales training best practices for managing results-based sales metrics.

Sales 36

Sales Sales SaaS Sales Management 36

AIHR

OCTOBER 27, 2023

These pay programs are typically implemented with sales teams and are often given in the form of bonuses and commissions. Sales compensation A sales compensation strategy is often used to motivate a sales team to achieve its goals. This includes sales-based commission, performance-related bonuses, and team rewards.

Compensation 116

Compensation Benefits Insurance Metrics 116

Brian Balfour

JANUARY 4, 2017

I recently wrote about the most common mistakes with CAC (customer acquisition cost) that can derail growth efforts before you even get started because CAC is a metric that's foundational to growth strategy. Making CAC truly useful as an operating metric comes down to segmenting. Average marketing/sales cycle is less than 30 days.

eCommerce 71

eCommerce SaaS Sales Sales 71

AIHR

JUNE 30, 2023

A key metric to track during this phase is the offer acceptance rate , which is the percentage of accepted offers divided by the total number of offers made. Or, if you’re creating a new SaaS product, you may need to focus on attracting talented developers and coders.

Recruitment 26

Recruitment Onboarding Metrics Software 26

AIHR

DECEMBER 6, 2022

A Martech report found that an average company with 200-500 employees uses “about 123 software-as-a-service (SaaS) applications.” Typically, a data integration tool will allow HR teams to use any data items to create a tailored dashboard of key metrics, business analytics, and graphics. Create data visualizations.

Human Resource Information Systems (HRIS) 132

Human Resource Information Systems (HRIS) Workflows Recruitment Software 132

AIHR

MARCH 2, 2022

For example, imagine you work for a Software as a Service (SaaS) company. Organizational learning would be taking the information you’ve learned from the customer, clearly documenting it, and then making an actional plan with sales, product, and IT to improve the product to prevent further churn. Inter-organizational.

Retention 98

Retention Implementation SaaS Sales 98

AIHR

NOVEMBER 25, 2019

For example, estimating employee potential through hard-coded rules (like in an HRIS), such as attendance records, sales achieved, or certifications will be limited in terms of accuracy. Functionality scoping, including the specifics of reporting and metrics of competing products. The most important ones are listed below.

Human Resources 106

Human Resources Implementation Workflows Recruitment 106

Chief Executive

NOVEMBER 21, 2022

When I looked into it, the Sales VP beat her budget, but the new customers were buying products that were not available in the nearby distribution center and had to be expedited from a distant central warehouse. I spent a few days riding with several sales reps to understand their situation. One-by-one, the VPs said, “I made budget.”

Sales 52

Sales Sales Revenue Operations 52

Vantage Circle

FEBRUARY 1, 2021

These areas can be on sales, performance, marketing, HR support, etc. Regional Sales. This KPI helps you ascertain the sales of your products and services in different regions. Computing these examples of KPI gives you a fair idea of a particular department's current status and your business metrics. Focus on key metrics.

KPI 52

KPI Sales Sales Metrics 52

Harvard Business Review

DECEMBER 9, 2013

Sales is both an art and a science. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.

Sales 14

Sales Sales Metrics Telecommunications 14

Harvard Business Review

AUGUST 22, 2017

But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything. As a consequence, managers don’t have a clear sense of what is really driving sales in their business, while salespeople, who are inundated with dozens of metrics, get lost in the day-to-day noise.

Metrics 14

Metrics Sales Sales Sales Funnel 14

Chief Executive

NOVEMBER 11, 2022

The essential metric, he says, is “Earned Growth Rate”— the quantification of how much of your financial growth is coming from customer loyalty —a great proxy for the ability to outperform financially without adding increased risk. It’s smart, simple and you can put it to work this year.

SaaS 40

SaaS Revenue Metrics Retention 40

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. Which sales growth lever should you pull?

Revenue 36

Revenue Sales Sales B2B 36

Chief Executive

DECEMBER 2, 2022

And these are all things, by the way, that I think require metric-ing and dashboarding in a way that boards can be kept up to date and not get in the weeds, but get a feel for how progress is quantitatively being made.

Digital Transformation 52

Digital Transformation Education SaaS Retention 52

Harvard Business Review

SEPTEMBER 23, 2016

While effective metrics are essential for focusing attention and achieving results, they can also overpower better sense. Most industries cower to a few central metrics, the yardsticks that define the winners and losers. Metrics tried and proven over years become a guide to what’s important, driving resource allocation.

Metrics 14

Metrics SaaS Sales Sales 14

Vantage Circle

MAY 20, 2024

user/month Vantage Rewards Visit Website Read more + Why Vantage Rewards Vantage Circle, a SaaS-based employee engagement platform, allows companies to cover the recognition needs of a global workforce with flexible monetary and non-monetary rewards. user/month Business: $21.99/user/month user/month Business Plus: $26.99/user/month

Employee Engagement 105

Employee Engagement Software Media ROI 105

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. But, at the same time companies must do more than rely on stars if they want to improve their overall sales performance.

SaaS 15

SaaS Sales Sales B2B 15

Andrew Chen

NOVEMBER 1, 2021

SaaS products often grow inside of companies — landing and expanding — which also jumping between companies as employees share products with partner firms and consultants. Direct sales and product-led viral growth for most B2B collaboration apps. This is when a market hits its Tipping Point.

Scaling 82

Scaling Marketing Recruitment B2B 82

Harvard Business Review

FEBRUARY 7, 2013

So in addition to looking at year-over-year growth, you should be looking to these three metrics to drive long-term value: 1. What is your predictability metric? A closer look would show that the majority of its profits come not from e-commerce sales but from its third-party marketplace, media, and growing web and cloud services.

Revenue 14

Revenue Cash Flow SaaS Metrics 14

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. What not to do. Don’t optimize for efficiency. What to do.

Scaling 15

Scaling SaaS Engineering Metrics 15

Vantage Circle

MAY 20, 2024

user/month Vantage Rewards Visit Website Read more + Why Vantage Rewards Vantage Circle, a SaaS-based employee engagement platform, allows companies to cover the recognition needs of a global workforce with flexible monetary and non-monetary rewards. user/month Business: $21.99/user/month user/month Business Plus: $26.99/user/month

Employee Engagement 52

Employee Engagement Software Media ROI 52

Harvard Business Review

MARCH 6, 2015

Companies that deliver web-based products and services, such as e-commerce, SaaS, PaaS, and consumer web and mobile, tend to experience turbo-charged global growth, simply because they can take their software or website international without making a large investment. They know their metrics. What percentage of your sales team?

Revenue 15

Revenue SaaS Software Marketing 15

Harvard Business Review

JULY 30, 2013

Before this occurs, the sales process is a craft or an art, custom-made by the founder or evangelist sales VP. But once you achieve initial product-market fit and are down the Sales Learning Curve (PDF), suddenly you are faced with a new challenge: how do I scale up the sales efforts? 1) Enterprise Sales.

Marketing 8

Marketing Sales Sales SaaS 8

Chief Executive

MARCH 3, 2023

Yesterday’s core inventory metrics — inventory turnover (cost of goods ÷ average inventory) and inventory GMROI (gross margin ÷ inventory cost) — fail to provide the essential information that managers need to avoid the twin problems of missing critical potential profits while having to write off large tranches of costly inventory.

Metrics 98

Metrics Cash Flow ROI Revenue 98

Andrew Chen

NOVEMBER 1, 2018

Dozens of angel investments and advisory roles in SaaS, marketplaces, etc. As I learned from the best in the industry – in particular from the Paypal mafia who had employed a metrics-driven viral approach to build some of their most iconic companies – I started to write about what we’d now call growth. This is great.

Metrics 111

Metrics Scaling Marketing Accounts 111

Harvard Business Review

AUGUST 10, 2018

The most likely software firms to have such data are those that provide transactional capabilities to their customers using a subscription-based SaaS model. Salesforce.com, for example, could let its customers assess themselves on their ability to move sales prospects down the pipeline.

Benchmarking 8

Benchmarking Software B2B Accounts Payable 8

Harvard Business Review

DECEMBER 13, 2017

Defining and tracking success metrics. PMs must understand customers’ emotions and concerns about their product as much as they understand the concerns of the sales team on how to sell that product, or the support team on how to support it, or the engineering on how to build it. Performing market assessments.

Manager 8

Manager Engineering User Experience Revenue 8

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

LSA Global

JANUARY 6, 2025

They faced a few challenges: The current sales team had varied skills and experience. Too many sales reps treated all accounts and opportunities the same even though they represented different value. The sales team was struggling to grow strategic sales accounts and increase portfolio mix. portfolio mix and cross-sell).

SaaS 68

SaaS Software Sales Sales 68

Chief Executive

JANUARY 31, 2023

We’re using previous sales as an input to do a better job of predicting quantities at any given time so that our accuracy cuts down on food waste. So we were aggressive in growth areas, but in a way that always kept an eye on business metrics. First is our ordering processes in the store. The reaction has been pretty healthy.

Cash Flow 97

Cash Flow Software Travel ROI 97