20VC: The Metrics That Matter in SaaS As we speak; Why CaC Payback is Flawed and CAC Ratio is Higher, Why You Have to Rent Three Gross sales Reps at a Time, The best way to Forecast in 2024 and The Greatest Errors Made in Forecasting & Why Renewals are More durable Than Ever and What That Means for Buyer Success with Dave Kellogg

Posted on thirty first January 2024 by Harry

Dave Kellogg is one of many OGs of Saas. Amongst his many accomplishments, Dave was the CMO of Enterprise Objects the place he helped scale the enterprise from $30M to $1BN in income. Dave has additionally been a CEO twice, as soon as scaling the enterprise from $0 to $80M and the opposite enterprise from $8M to $50M earlier than promoting it. Dave can be an advisor to a few of the greatest together with GainSight, Logickull, MongoDB, Pigment, Recorded Future, and Tableau.

In As we speak’s Episode with Dave Kellogg We Talk about:

1. What are the Metrics That Matter:

• Why is CAC payback interval such a flawed metric?
• What’s CAC ratio? Why is it simpler than understanding payback?
• Why is gross income retention extra necessary than internet income retention?
• What are the only largest errors that founders make when utilizing metrics immediately?

2. The best way to Construct and Scale the Finest Gross sales Groups:

• Why ought to founders rent three gross sales reps at one time? What’s the profit?
• What are the three several types of gross sales calls all groups should have?
• What ought to all CEOs and Heads of Gross sales ask of their gross sales staff in forecasting?
• What’s the single largest mistake most corporations make in forecasting?
• How ought to a CEO/board member reply to a gross sales staff that lets a deal slip to subsequent quarter?

3. Are CFOs Shopping for New Tech and The best way to Win Renewals:

• Are CFOs open for enterprise? How has the highest down gross sales course of modified within the final yr?
• Why is the best way that startups take into consideration renewals utterly damaged?
• What are the three several types of buyer success groups we’ve got immediately?
• What’s the core function of buyer success? How can we incentivise them to promote extra?

4. Mastering Product Advertising, Buyer Profiles and Crossing the Chasm:

• How can we use product advertising to extend gross sales velocity?
• What’s the single largest threat in product advertising immediately?
• What does Dave imply when he says “an ICP begins as an aspiration and turns into a regression?”