Andrew Chen

SEPTEMBER 24, 2018

Dropbox is the fastest SaaS company to $1B in revenue run rate with 600+ million users. It brings together all the growth levers: Viral growth, performance advertising, consumer growth techniques – but also inbound marketing, enterprise sales, etc., The consumerization and developerization of B2B.

SaaS 76

SaaS B2B Sales Sales 76

Chief Executive

OCTOBER 1, 2022

The same pattern occurs in a company’s products, suppliers, sales reps, stores and most other company dimensions. The basic problem with budgeting today is that the core budget categories, like revenues, gross margin and costs are aggregate measures that show whether a company is profitable, but not where it is making and losing money.

Revenue 98

Revenue Sales Sales SaaS 98

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

15Five

MAY 19, 2023

sales revenue, customer service ratings, etc.). Revenue-per-employee Revenue-per-employee is the amount of money each employee generates for the company, on average. You can calculate it by dividing total revenue by the current number of employees. Think of revenue-per-employee as a productivity ratio.

Metrics 105

Metrics Retention Recruitment Revenue 105

Chief Executive

MARCH 3, 2023

It is rooted in two pervasive problems that characterize virtually every company: (1) maximizing sales does not maximize net profits; and (2) maximizing gross margin does not maximize net profit. Diminishing unit costs, in turn, meant more revenues and profits. People imagine that they would prefer variety more than they do.

Metrics 98

Metrics Cash Flow ROI Revenue 98

Andrew Chen

OCTOBER 17, 2017

Since the 2014 article, Uber has blown past his estimate by 10X, with top line revenues to support it. Then people asked if I could pass on a post about a job or something for sale. Today, Craigslist in over 57,000 cities, generating $700M in revenue per year (on job listings fees!) with just 50 employees.

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. They reported these observations to the customer’s sales rep, and this very often led to more sales. These customers are low-revenue, low-profit.

Hospitality 97

Hospitality Assets Sales Sales 97

Brian Balfour

JUNE 20, 2017

By the same token, a high-converting step could actually result in turning away the right Creators, because suddenly there would be lots of live Patreon pages with uninspiring revenue results (Creator earnings are publicly visible on each Patreon page). engineers led by Raviv and inspired by their colleagues in sales, support, and community.

Onboarding 84

Onboarding SaaS Metrics Sales 84

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

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

Brian Balfour

AUGUST 3, 2017

Evidence of the four Fits is most apparent in the SaaS space. We can look at almost any category in SaaS and find multiple $1B+ companies who all essentially have the same core product. Because of that, they use Outbound Sales to sell (Product Channel Fit). We can play this scenario out in almost any SaaS Category.

Marketing 57

Marketing SaaS Scaling Small Business 57

LSA Global

MAY 13, 2024

Our organizational alignment research found that having the right talent to execute your business strategy accounts for 29% of the difference between high and low performing companies in terms of: Revenue growth Profitability Leadership effectiveness Customer loyalty Employee engagement The symbiotic relationship between talent and strategy matters.

SaaS 36

SaaS Digital Transformation Sales Sales 36

Vantage Circle

FEBRUARY 1, 2021

These areas can be on sales, performance, marketing, HR support, etc. Revenue versus Target. Revenue vs. Target helps you establish a relationship between your projected revenue and actual revenue. Regional Sales. This KPI helps you ascertain the sales of your products and services in different regions.

KPI 52

KPI Sales Sales Metrics 52

Walk Me

JUNE 14, 2023

According to Statista , the software as a service (SaaS) market is estimated to be worth around 197 billion U.S. In 2019, spending on Software as a Service (SaaS) reached approximately $42 billion, as predicted by Gartner. Automated sales processes can free up time for sales teams to focus on building relationships and closing deals.

Implementation 52

Implementation Software SaaS Sales 52

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.

SaaS 40

SaaS Revenue Metrics Retention 40

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

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

Vantage Circle

DECEMBER 16, 2021

Bambu by Sprout Social makes it easy for your employees to share selected content across their social networks, increasing reach, engagement, and attracting more qualified sales leads. Sociabble is a SaaS-based mobile-first solution for internal communication, employee advocacy, and employee engagement. Employee-centric gamification.

Media 52

Media Marketing Sales Sales 52

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. When we evaluate companies we look closely at revenue concentration.

Revenue 13

Revenue Cash Flow SaaS Metrics 13

Chief Executive

JULY 8, 2022

This situation occurs in company after company because in our prior Age of Mass Markets, profitability was a function primarily of sales volume, which created economies of scale in everything from production to distribution to advertising. Enterprise Profit Management SaaS systems can be configured in a few weeks.

SaaS 52

SaaS Marketing Advertising Accounts 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

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. 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.

Sales 14

Sales Sales Account Management Accounts 14

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. Direct sales and product-led viral growth for most B2B collaboration apps. It’s asked often for good reason. Hitting the Ceiling.

Scaling 82

Scaling Marketing Recruitment B2B 82

Walk Me

NOVEMBER 1, 2022

With one central source of information, there is no question about where managers need to go to find out about staff, inventory, or sales. Organizations like Nike, the US National Grid, and Haribo can tell you the pain of millions of dollars in lost revenue. Reduced confusion around data. Lower risks around data security. The outcome?

Implementation 52

Implementation Software Digital Transformation Change Management 52

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. What percentage of your sales team? They favor the web. By customer base? They value the opportunity.

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. And so you end up with the, the mullet, but just like kind of, but now you do it in reverse.

Engineering 79

Engineering Scaling Workflows B2B 79

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. I grew with the team, and played a big role in many of our successes … and failures.

Scaling 15

Scaling SaaS Engineering Metrics 15

Harvard Business Review

SEPTEMBER 7, 2015

It’s essential to break up broader geographic “markets” into individual countries with distinct revenue and lead generation goals—and to conduct adequate local market research. Do you see a shorter sales cycle or a higher win rate in some countries? Not adapting their sales and marketing channels.

Marketing 15

Marketing Software Sales Sales 15

Harvard Business Review

DECEMBER 13, 2012

Product "rationalization" is all well and good, but you've probably already figured out that it puts you, the sales manager, in a serious bind. We can certainly drop the price by 30%, but we're going to have to take the customized SaaS solution out of the bundle to meet that price.". Let me explain. It's a lot more fun too!

SaaS 8

SaaS B2B Software Revenue 8

Andrew Chen

SEPTEMBER 4, 2018

So not revenue per CAC is that you know typically there’s cost associated to user. One of the things that we covered very early on is that with SaaS, you always wanna try to take existing users and upsell them because it’s way more expensive to acquire a new customer in that context. (I LTV is lifetime value.

Marketing 75

Marketing Metrics Retention eCommerce 75

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

Harvard Business Review

AUGUST 23, 2013

The reality is that if you''re already seeing interest from your customer base without any support at all, even providing minimal support (online help, for example) will often be a step in the right direction — at least until you have more customers, and therefore more revenue, to fund greater levels of client service.

SaaS 10

SaaS Marketing Sales Sales 10

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. And so you end up with the, the mullet, but just like kind of, but now you do it in reverse.

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

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. As the seventh-largest private firm in the nation, Publix boasts impressive sales totaling $27.5 And that's a situation no organization desires.

Benefits 64

Benefits Diversity Insurance Inclusion 64

Chief Executive

NOVEMBER 23, 2022

How can they champion projects that contribute to revenue growth? Because their modeling failed to account for changing customer behavior, retailers like Target struggled to move excess inventory causing them to rely on premature holiday sales to clear shelves ahead of the 2022 gifting season.

SaaS 98

SaaS Cash Flow Revenue Advertising 98

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. Hes not afraid to push boundaries and challenge the status quo.

SaaS 52

SaaS Compliance Revenue Performance Management 52