Friends & Family Capital’s Post

Cohort based win/conversion rates beat any other form of win rates in #b2bsaas Why? * You clearly see how well your pipeline converts from qualification to closed won. * You are not getting distracted by old pipeline, slipped deals or optimistic closed dates (as with other forms of win rate calculations). To my Germany speaking audience: I had the pleasure to discuss this with Björn W. Schäfer in his GTM-Podcast: https://lnkd.in/dMF32bZV

60 seconds ago, Josh Carter (Pavilion) shared the breakdown of the 800 registrants expected for #GTM2024 📌 100%: Share VP-level titles and above in GTM rols (2 in 3 are CXOs) 📌 77% : Generate $5M+ annual revenue (1 in 3 are doing $25M+) 📌 73%: From B2B SaaS companies (the rest are consultants, agencies, and VCs) We're excited. You should be, too! See you there: https://lnkd.in/ezPFWSmz

Growth in technology and competition is lowering the cost of innovation. Your features/capabilities aren’t as big a differentiator as they were before. In fact, 57% of all deals (across industries) are competitive, and longer deal cycles and deals involving higher MRR experience a higher percentage of competitive deals, according to data from Kompyte by Semrush. How, then, do you ensure your sales team can hit quota even as your customers are faced with more buying choices? 🎯 𝑻𝒉𝒆 𝒂𝒏𝒔𝒘𝒆𝒓 𝒍𝒊𝒆𝒔 𝒊𝒏 𝒄𝒉𝒂𝒏𝒏𝒆𝒍 𝒂𝒏𝒅 𝑮𝑻𝑴 𝒊𝒏𝒏𝒐𝒗𝒂𝒕𝒊𝒐𝒏! ⚙️ Platform capabilities aren’t the only checkbox for customers when it comes to tool procurements. They are also worrying about 👇 ✅ How soon they can onboard a vendor for their problems ✅ How readily does a vendor integrate with their existing tech stack ✅ The effort required in payments, invoicing, rev-rec, etc. 💡 Join us for a discussion with Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems at Canalys – on how modern software businesses are building differentiation by making it easier for the modern buyer to procure and find value from their solutions! 🗓️ WHEN: Thursday, March 21st at 1:30 PM PT (3:30 PM CT) ℹ️ WHERE: https://hubs.ly/Q02mnMr-0 #gtmstrategy #sales #saas #growth

Dave Kellogg ("CAC") and Ray Rike ("Growth") go out on a limb and share their predictions on the Top 5 SaaS Metrics in 2024 - some are old friends and two are brand new for 2024!!! 2023 was a year focused on efficient growth, extending cash runways and making progress towards profitability. Simultaneously, certain metrics became more important in correlation to enterprise value to revenue multiples - including the re-emergence of the Rule of 40 being critical to company valuations. Which metrics are Dave and Ray predicting as the Top Five for 2024: • Rule of X - a growth-weighted Rule of 40 • ARR/FTE - the ultimate overall productivity metric for B2B SaaS companies • GRR & NRR - Why the "&" is so important to measuring retention & expansion • CAC Payback Period and CAC Ratio - The GTM efficiency metric combination • ERG - a growth-weighted enterprise value to revenue growth ratio The Metrics Brothers focused on the "SaaS Metrics" predictions for this episode - but if you would like to see the more holistic 2024 predictions - take a look at Dave's @kellblog post at: https://lnkd.in/e7nFdnNz Happy New Year to all and here is to an improving B2B SaaS environment with a balanced approach to growth and profitability!!! Listen now on https://lnkd.in/eN2vcF5w #SaaSTalk #B2BSaaS #2024MetricsPredictions

Quote of the Week: "𝑮𝒓𝒂𝒕𝒊𝒕𝒖𝒅𝒆 𝒂𝒏𝒅 𝒂𝒕𝒕𝒊𝒕𝒖𝒅𝒆 𝒂𝒓𝒆 𝒏𝒐𝒕 𝒄𝒉𝒂𝒍𝒍𝒆𝒏𝒈𝒆𝒔; 𝒕𝒉𝒆𝒚 𝒂𝒓𝒆 𝒄𝒉𝒐𝒊𝒄𝒆𝒔."  - Robert Braathe Over the past few weeks I have been thinking a lot about the next phase of Benchmarkit's B2B SaaS Benchmarking Index and programs... ...it provided me the opportunity to think about the last few months and how grateful I am to have amazing partners who have provided support to our mission to help SaaS operators make better metrics-informed and benchmark-validated decisions to increase revenue performance We are almost ready to publish the 2024 SaaS Performance Metrics report next week and I wanted to thank our amazing partners for their support on this year's benchmarking research and report: David Appel and Sage who have been partners for 3 consecutive years Randy Wootton and the team at Maxio Bijan Moallemi, Joe Garafalo and Ryan Winemiller at Mosaic.tech Ben Murray - The SaaS CFO Matt Harney at Cloud Ratings Lauren Thibodeau at saascan Phil Sharp at Subscript Helen Lin and Elizabeth Sullivan at Discern Chris Price and Baker Tilly US and a special THANK YOU to the 1,000+ companies who provided their SaaS metrics that make the research and associated report possible!!! #b2bsaas #benchmarks #metrics

PartnerStack is trusted by over 300 software companies to simplify partner programs and boost revenue. Their platform makes it easy to manage partner relationships and payouts so you can focus on growing your business. Here are some key highlights: 🤝 The average customer sees a 118% growth in revenue. 🤝 Partners have driven over $534 million in revenue in the past year. 🤝 The average customer can launch a new partner program in just 44 days. Companies like Close, Interact, Spocket, Leadpages, Moosend, Postscript, PushOwl, and WhatConverts have all utilized PartnerStack to streamline their payments and drive business growth. ⇨ https://lnkd.in/etpi_F2y #saas #partnerships #revenue P.S. Check out some of the case studies in the comment section below.

I'm excited to announce that Go Nimbly's Net Revenue Retention hub is here! We are kicking off our GTM Engine Hub project with expansions! Creating new deals keeps getting more difficult, and for SaaS companies, revenue retention is now the metric to track (top-performing companies are achieving over 110% NRR). Here’s what you’ll find inside the hub: —· 📊 Industry data and insights —· 🧑🏼🏫 People to follow —· ⚙️ Our guide to automating upsell opps —· 📖 How we helped Intercom increase their MRR —· 🚦 Usage signals and how to use them to ID expansion opps Dive into the hub here 👉🏻 https://bit.ly/48LaGtE #RevOpsNRR #RevenueGrowth #SaaS #GTMEngine #RevOps

Looking to achieve sustainable growth for your company this year? Net Revenue Retention (NRR) stands out as the ultimate metric to achieve this goal. Discover the latest insights on retention and expansion by exploring our newly launched content hub. Dive into key topics such as: 🏗️ Opportunity Infrastructure 📡 Product Usage Signals 🤖 Automating Upsell Opportunities 🙋 Ownership of Expansions: Who Should Lead? Check it out here ➜ https://lnkd.in/eAfweRbS #RevOpsNRR #RevOps #Upsells #Retention #Growth

Another great year for 6sense as we're recognised as #3 for net-new purchases by quantity in the Vendr 2023 SaaS Trends Report. With 70% of the B2B buying journey done anonymously, companies know that they can no longer rely on spray and pray methods to win business. Yes, you might have an account that meets your ICP criteria but are they in-market? Are they ready to buy? Are they conducting an active evaluation that you should be in? Are they already in a sales cycle with one of your biggest competitors? Without 6sense, you will never know and this is why companies are continuing to invest in our intelligence layer to support their GTM strategy.

We've crunched the numbers, and it's crystal clear – surpassing the $1MM ARR milestone is no small feat for SaaS companies. 🤯 As observed in our November 2023 report, the odds of success might lean more favorably towards those adopting a subscription invoicing model over a pure-play usage model. This trend holds true for Q4 2023, where invoicing companies processing less than $1MM in annual billings outperformed their consumption-based counterparts by an annualized growth rate of 33%. But what happens after you’ve conquered the wall? Past $1MM, does the path to success take a similar turn? 🛣️ Check out the Maxio Institute’s 2024 Growth Index Report to discover insights and strategies that will guide you in unlocking your next stage of growth – backed by actual billing data from 2,400 B2B SaaS companies. 📰 Download your copy here: https://lnkd.in/g5U--iVP #MaxioInstitute #SaaSInsights #SaaSBenchmarks #DataDrivenGrowth #SaaSStrategies