Both Sides of the Table

DECEMBER 27, 2011

The most obvious way to explain this is with sales people. If you hire 6 sales reps in January at $120,000 / year salary then you’ve taken on an extra $60,000 per month in costs yet these sales people might not close new business for 4-6 months. “COGS” represents the amount that each sale costs you. .

Startup 418

Startup Revenue Technical Review Flash 418

David Teten

NOVEMBER 26, 2019

Instead of budget approvals, monitor key metrics and give managers more flexibility. The next most important set of metrics are sales by category; working capital (cash and other current assets, less current liabilities); EBITA; and gross margin. Traditional budgets can be destructive and a huge waste of time.

Agile 60

Agile Management Forecast Silicon Valley 60

Seeing Both Sides

JULY 11, 2013

I''ve been thinking a lot lately about scaling sales. . Before this occurs, the sales process is a craft or an art - custom-made by the founder or evangelist sales VP. How do I build a repeatable, scalable sales process that is like an industrial machine - not a crafts project? 1) Enterprise Sales.

Sales 50

Sales Technical Review Software Review B2B 50

Cracking the Code

NOVEMBER 13, 2008

Cracking The Code. Thoughts from a Venture Capitalist on Software, Software-as-a-Service (SaaS), Cloud Computing, Internet and more. Thursday, November 13, 2008. Getting through the downturn: a few thoughts for SaaS companies planning their 2009 budget. With this decline, the average EV/08 rev. multiple fell down to ~2.2x

Software Review 48

Software Review Technical Review Valuation Portfolio 48

Duct Tape Marketing

JUNE 7, 2023

Tiffani emphasizes the need for a balanced approach to company strategy that involves all stakeholders, including IT, Marketing, Sales, Operations, and HR. After their salary is having the necessary tools to do their job, right? [15:11] Click on over and give us a review on iTunes, please! That's right.

Employee 76

Employee Technical Review Advisory Board Sales 76

Up and Running

JULY 31, 2014

This is Sabrina Parsons, CEO of Palo Alto Software. What is it about your business that made you think you’re going to make it this much in sales and yet somehow you didn’t achieve that. This means you need to set goals in sales and expenses. Don’t set a sales goal or a sales forecast with a hundred line items in there.

Software Review 74

Software Review Sales Acquisition Small Business 74

ConversionXL

JUNE 8, 2017

According to a recent academic study, “a typical Netflix member loses interest after perhaps 60 to 90 seconds of choosing, having reviewed 10 to 20 titles (perhaps 3 in detail) on one or two screens.” This is a correlative metric – a behavioral cohort used as a heuristic for growth. Image Source. The solution?

Programming 97

Programming Revenue Analytics Software Review 97

Up and Running

MAY 28, 2015

We recently had Tim Berry, Palo Alto Software founder and business planning expert, present our Bplans audience with his latest advice on lean business planning. That’s the sales forecast, the spending forecast and the cash flow. They’re going to look first at the sales forecast. That’s a lean business plan.

Lean 60

Lean Business Plan Video Software Review 60

www.forentrepreneurs.com

FEBRUARY 2, 2010

Business model viability, in the majority of startups, will come down to balancing two variables: Cost to Acquire Customers (CAC) The ability to monetize those customers, or LTV (which stands for Lifetime Value of a Customer) Successful web businesses have long understood these metrics as they have such an easy way to measure them.

Acquisition 103

Acquisition Cost Customer Entrepreneur 103

YoungUpstarts

SEPTEMBER 7, 2014

Being able to charge more for a product is great, but along with higher prices come longer sales and payment cycles. Because of these nuances, startups selling to enterprise customers must be even more diligent in tracking the right growth metrics. Here are a few metrics your startup should be watching: 1. Revenue Growth.

Metrics 219

Metrics Churn Rate Startup Acquisition 219

David Teten

JANUARY 23, 2021

In particular, highlight the metrics by which you measured your past activities: size of exit, number of people you managed, $ budget you were responsible for, etc. Set up a Data Room, with a filled-out Due Diligence Questionnaire (“DDQ”). Treat this as a formal sales process, and aggressively maintain your CRM. .

Private Equity 78

Private Equity Venture Capital Technical Review Software Review 78

Altgate

DECEMBER 17, 2009

it's up to the Board or CEO) One or more financial metrics Balanced scorecard For very early stage startups (e.g.  It is just too hard to see out 12+ months with any certainty to be able to pick meaningful metrics.  If you have an important software release coming up, that could be included.

Venture Capital 47

Venture Capital Metrics Startup Software Review 47

ConversionXL

DECEMBER 21, 2015

You know, like Moz, Buffer, Groove, that release key metrics and speak in a candid tone. Is sharing everything (metrics, opinions, etc) an effective strategy for growth? At Buffer, not only do they release their employees’ salaries , but they openly display all of their revenue numbers and other financial information as well.

Marketing 48

Marketing Metrics Virginia Salary 48

ConversionXL

OCTOBER 8, 2021

That’s why Customer Acquisition Cost (CAC) is such a critical metric. In most cases, it includes: Salaries of sales and marketing teams Advertising spend on acquiring new customers (Search/Display Ads, Social Ads, Sponsorship, etc.) LTV/CAC – Understanding the golden metric. Segmenting CAC to prioritize channels.

Acquisition 135

Acquisition Churn Rate Cost Customer 135

Up and Running

MAY 1, 2014

You’ve reviewed what a business plan is , and why you need one to start and grow your business. The company overview provides a quick review of the company’s legal structure and location, as well as some background on the company’s history if you’re writing the plan for an existing business. Marketing and Sales Plan.

Business Plan 163

Business Plan Forecast Balance Sheet Distribution 163

Steve Blank

OCTOBER 24, 2017

A version of this article is in the Harvard Business Review. This required a repeatable and scalable sales process, which required a professional sales staff and a product stable enough that customers wouldn’t return it. This seems to be occurring more and more. Why do these founders get to stay around? Hire a CEO to Go Public.

Founder 252

Founder Technical Review CTO Hire IPO 252

Occam's Razor

AUGUST 11, 2015

Custom reports allow you to deeply focus (by eliminating the rif-raf metrics and dimensions, they save time and show just what you want). We mis-align metrics and dimensions across Users, Session, Hits. Hostname [Domains with your GA code]. Key Metrics: Map Overlay Visualization. Hostname [Domains with your GA code].

Analytics 60

Analytics Customer Metrics eCommerce 60

Duct Tape Marketing

APRIL 7, 2022

Click on over and give us a review on iTunes, please! Look, if you work in sales, wanna learn how to sell, and frankly who doesn't check out the sales podcast, where host Will Barron helps sales professionals learn how to find buyers and win big business ineffective and ethical ways. Like this show? Duct Tape Transcript.

Cofounder 77

Cofounder Hosting Networking Software Review 77

A Smart Bear: Startups and Marketing for Geeks

MARCH 11, 2014

Jason: Okay, so that’s a very small company in which the CEO is pulling out the credit card for meeting software because even people with a hundred people, the CEO is not the person pulling out a credit card for the meeting software. I don’t care about what the software looks like yet. Edwin: I tend to disagree.

Technical Cofounder 220

Technical Cofounder Cofounder Software Review Management 220

ConversionXL

AUGUST 12, 2016

That’s the sound of potential customers leaking out of your sales funnel. After fighting tooth-and-nail to launch your SaaS business, the last thing you want is a leaky sales funnel to undermine all your hard work. The Metrics That Matter. MRR is probably the most critical metric for any subscription business.

Software Review 48

Software Review Metrics Revenue Acquisition 48

maplebutter.com

JANUARY 8, 2013

Written By Dan Martell on February 2nd, 2012 | Category: Hiring LeanStartup Marketing Metrics Startup Life | 6 Comments. Building Metrics / Usage Reports / KPI 3. Product/Metrics (70%/30% time) * Get your product activation (sign-up + meaningful action) to 60% * then, Get your product retention to 20% weekly. Why do I do it?

Technical Review 44

Technical Review Startup Cofounder Software Review 44

Occam's Razor

FEBRUARY 25, 2013

Every post is about unleashing the power of digital analytics (the potent combination of data, systems, software and people). Product improvements are quantified in incremental sales. Your digital marketing team has a monthly budget of $30k, and the company sees $120k in monthly sales from it. Marketing dollars (hopefully!)

Analytics 142

Analytics DC Revenue Web 142

Cracking the Code

OCTOBER 10, 2008

Cracking The Code. Thoughts from a Venture Capitalist on Software, Software-as-a-Service (SaaS), Cloud Computing, Internet and more. Only after reaching $1M in CMRR should you consider hiring European sales and services execs behind customer demand. Labels: SaaS , sales and marketing , software. at 11:09 AM.

Software Review 48

Software Review North America Europe Metrics 48

Austin Startup

MAY 19, 2018

Disclose intentions early It’s not a big deal if you’re doing diligence on a competitor. If you are doing diligence on a competitor, or even if you’re just talking to a competitor, disclose it early in the conversation so that the founder understands the reason for your interest. A good CEO is likely a sales person by nature.

Founder 75

Founder Early Stage Software Review Deal Flow 75

Up and Running

AUGUST 12, 2015

Recently, Palo Alto Software CEO Sabrina Parsons hosted a webinar for our Bcast members on how to use LivePlan to create a better business plan, pitch your idea to investors, and track your business. For example, in the building that Palo Alto Software is in, on the first floor, we have a great coffee shop. It just is.

Forecast 60

Forecast Video Business Plan United States 60

blog.expensify.com

APRIL 24, 2012

The right sort of person is so passionate about coding, they can’t be stopped from doing it. But every day spent in that kitchen is a day NOT spent in a real kitchen, learning how to cook real food, and write real code. I currently work in information security, and I help teach developers how to write better, more secure code.

Java 107

Java PHP Software Review Coder 107

ConversionXL

JUNE 2, 2020

You can see the same in software. Adding words like “robust” to your email marketing software description won’t do much. Gaining market share is the best thing a brand can do for its loyalty metrics, word of mouth, and getting into a consideration set of buyers. Maybe you’re the sales leader. You build Y, they build Y.

Differentiation 162

Differentiation Software Review United States Demand 162