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

Andrew Chen

OCTOBER 17, 2017

Since the 2014 article, Uber has blown past his estimate by 10X, with top line revenues to support it. develop partnerships and manage relationships with local hire car operators (NB: Uber does not own any vehicles. Today, Craigslist in over 57,000 cities, generating $700M in revenue per year (on job listings fees!)

Workflows 0

Workflows Marketing Retention A/B Testing 0

Chief Executive

FEBRUARY 24, 2023

These high-revenue, high-profit customers are generally very service-sensitive, and relatively price-insensitive if you provide a compelling value proposition. In fact, many of these customers actually have a relatively high gross margin—which, of course, leaves out the company’s substantial sales and operating costs.

Hospitality 97

Hospitality Assets Sales Sales 97

Chief Executive

NOVEMBER 21, 2022

A few years ago, I was invited to attend the year-end operating review of a major company. This incident came to mind a few months later, when I was invited to meet at MIT with the top operations executives of one of the largest beverage companies. This was the underlying cause of the huge problems in the brewery’s operations.

Sales 52

Sales Sales Revenue Operations 52

Vantage Circle

AUGUST 21, 2022

With the right tech stack, the sales team can streamline daily operations, maintain data flow and manage leads and sales records. Creating a positive impact on even a few customers can fetch references and referrals, thereby boosting new revenue streams. Tip 2: Encourage the Management to Invest in Sales Tech Stack. What's more?

Human Resources 105

Human Resources Sales Sales Compensation 105

Andrew Chen

JANUARY 9, 2020

Fascinating discussion about what it’s like for a serial entrepreneur to raise money, operate a startup, lessons learned, etc. Series B- Bet on the revenue. 5) market-by-market (or logo-by-logo, if SaaS) comparison where denser/older networks have higher engagement over time (network effects). Seed- Bet on the team.

Marketing 110

Marketing Retention B2B Scaling 110

Andrew Chen

NOVEMBER 4, 2019

Within the platform, there are deep SaaS tools that help people in the Passion Economy actually do their work — particularly key when the work is purely digital in nature, like video streaming or audio broadcasting. They provide holistic tools to grow and operate a business. Factors to consider: Marketplaces vs. SaaS.

SaaS 40

SaaS Software Revenue Advertising 40

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. Your strategy needs to consider the virtual environment your organization is operating in. 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. Understanding this can help you figure out the low performing regions of your business operations. These can be for maximizing sales, revenue, site traffic, etc. Regional Sales.

KPI 52

KPI Sales Sales Metrics 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

Walk Me

JUNE 14, 2023

With its capability to improve service delivery, enhance operational processes, and ultimately improve the bottom line, a modern CRM (Customer Relationship Management) system emerges as an essential tool for businesses wanting to strengthen their customer relationships. The market is predicted to generate $80 billion in revenues by 2025.

Implementation 52

Implementation Software SaaS Sales 52

Chief Executive

AUGUST 8, 2022

The reason for this seeming paradox is that some revenues are very costly to serve, while other revenues are ample to support higher costs. In our experience accelerating the profitability of tens of billions of dollars of client revenues, we have found that gross margin does not predict net profits.

Revenue 52

Revenue Implementation Advertising Marketing 52

Andrew Chen

SEPTEMBER 14, 2023

And founders may not be as familiar either — although very valuable companies like Roblox, Supercell, Riot, etc have been started, the industry has mostly focused on game publishers doing revenue shares and minimum guarantees to finance development. There aren’t games-specific GPs at every major fund (whereas there are for SaaS!).

Education 72

Education SaaS Metrics Engineering 72

Andrew Chen

MAY 14, 2018

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. What’s the order of operations in terms of how much you need to ask people? Andrew: This is one of the reasons why B2B SaaS companies have a recurring revenue model.

SaaS 71

SaaS Retention B2B eCommerce 71

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. If they’re paired with advisors and operators who are experts on the playbook, that can work well. It’s asked often for good reason.

Scaling 82

Scaling Marketing Recruitment B2B 82

Andrew Chen

JANUARY 9, 2020

Fascinating discussion about what it’s like for a serial entrepreneur to raise money, operate a startup, lessons learned, etc. Series B- Bet on the revenue. 5) market-by-market (or logo-by-logo, if SaaS) comparison where denser/older networks have higher engagement over time (network effects). Seed- Bet on the team.

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

Walk Me

NOVEMBER 1, 2022

Enterprise resource planning (ERP) is a type of business software that helps organizations manage their daily operations. By contrast, Customer Relationship Management (CRM) deals with the customer-facing aspects of business operations. ERP systems are designed to be used by large businesses and can be very complex.

Implementation 52

Implementation Software Digital Transformation Change Management 52

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. Stay focused on revenue growth, not gross margin. Give your new customer leader a revenue number. The two most common are net revenue and churn.

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. Why is it that some companies experience tremendous success abroad, while others struggle to go global? They favor the web.

Revenue 15

Revenue SaaS Software Marketing 15

Andrew Chen

DECEMBER 13, 2018

We actually talked to this close friend of mine who’s a founder who, built his company and scaled it to revenue, pretty substantial revenue in the Bay Area. Ryan: You mentioned communication is one skill or trait of people in larger companies. And Andrew, you used to blog, I mean you still do, but you used to blog a lot.

Engineering 79

Engineering Scaling Workflows B2B 79

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. They work cross-functionally with engineering, design, analytics, product management, operations, and marketing to design and execute growth initiatives.

Manager 15

Manager A/B Testing Engineering SaaS 15

Harvard Business Review

AUGUST 5, 2015

It employs over a million workers and is expected to hit $25 billion in revenues in 2016. For example, American services marketplace Thumbtack leverages close to 1,000 home-based contractors in the Philippines to help with business operations. Rocket operates some of the largest e-commerce platforms in emerging markets.

SaaS 15

SaaS B2B Scaling Engineering 15

Harvard Business Review

JUNE 22, 2018

For example, an enterprise software company recently transitioned from selling custom software as a one-time product to selling monthly SaaS (software as a service) subscriptions. Along with the benefits, a two-sales-role model creates some stresses and challenges that must be managed for the model to operate successfully.

Sales 15

Sales Sales Account Management Accounts 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? Does your CHRO blog, tweet, have RSS feeds, and know what cloud computing, SaaS, and YouTube are? Operating as efficiently as possible is a minimum expectation. Does your CHRO use a smart phone?

Cash Flow 15

Cash Flow Human Resources Metrics 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 9

Marketing Sales Sales SaaS 9

Andrew Chen

DECEMBER 13, 2018

We actually talked to this close friend of mine who’s a founder who, built his company and scaled it to revenue, pretty substantial revenue in the Bay Area. Ryan: You mentioned communication is one skill or trait of people in larger companies. And Andrew, you used to blog, I mean you still do, but you used to blog a lot.

Engineering 40

Engineering Scaling Workflows B2B 40

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. Core Competencies. Feature prioritization and roadmap planning.

Manager 8

Manager Engineering User Experience Revenue 8

Chief Executive

MARCH 3, 2023

Precision Inventory Management In the prior Age of Mass Markets, which occurred throughout most of the 20th century, revenue maximization was the right objective. Diminishing unit costs, in turn, meant more revenues and profits. Diminishing unit costs, in turn, meant more revenues and profits.

Metrics 98

Metrics Cash Flow ROI Revenue 98

Walk Me

AUGUST 18, 2022

Healthcare organizations have three budgeting processes: Operational budgeting, capital budgeting, and rolling forecasting. The healthcare manager can separate expenses into several categories, the first of which is operational budgeting. Operational Expenses. Capital Expenses. Policy changes such as Obamacare.

Manager 52

Manager Hospitality Insurance Operations 52

Chief Executive

JULY 8, 2022

But almost no one operates at this more fundamental level. Today, the traditional broad accounting categories of revenues and costs, which worked so well in the prior era and which still work well for financial reporting, are completely inadequate for understanding granular profitability. What Margaret Mead said.

SaaS 52

SaaS Marketing Advertising Accounts 52

Vantage Circle

NOVEMBER 23, 2023

The transition period between losing a staff member and onboarding a replacement can lead to substantial losses in productivity and revenue. Notably, this grocery chain efficiently operates and expands its business under the control of an employee-owned fund. And that's a situation no organization desires.

Benefits 64

Benefits Diversity Insurance Inclusion 64

Andrew Chen

SEPTEMBER 4, 2018

So not revenue per CAC is that you know typically there’s cost associated to user. If you have the organization it’s the operating system for the organization; you have a very different curve. Is a tricky one in some cases like subscription Hulu, Netflix, and then also in the SaaS world. LTV is lifetime value.

Marketing 75

Marketing Metrics Retention eCommerce 75

15Five

JANUARY 8, 2025

As Chief Revenue Officer at Ceridian (now Dayforce), he played a significant role in the transformation of the business through the immensely successful launch of the Dayforce product, turning a legacy provider into a renowned HR tech disruptor. The combined entity is now known as Mineral.

SaaS 52

SaaS Compliance Revenue Performance Management 52

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. This includes reviewing our tech stack, evaluating our SaaS licenses and ensuring oversight for purchases above a certain threshold.

Cash Flow 97

Cash Flow Software Travel ROI 97