The weekly top 10 for B2B tech operators · Every Friday
Triple-Double-Double is a classic mantra we hear a lot in the SaaS world, referring to an abbreviated version of what it takes (revenue wise) to become a $100m ARR business. Jason Lemkin of SaaStr pitches that “10-100-110” is enough. Which is 10m ARR, 100% YoY growth, and 110% net-revenue retention.
Sales prospecting is a method of sales lead generation sourced via quality research (different than a sales prospect). This article from Crunchbase outlines some great prospecting techniques rests can utilize.
Can be a quick solution to lines of funding outside of more traditional paths (such as Venture Capital) Point Nine capital outlines what to look out for.
Chorus.ai have built a great report of what high-performing sales teams are doing to close deals (this is an analysis of over five million sales calls!). You can add in the kind of business you are (SMB, Mid, Enterprise) to see how you measure up. Key nuggets: An SDR dials, on average, 106 people to schedule just one meeting and the typical win rate of a sales qualified lead (SQL) is 19%.
This is a repeat post, but it’s a fun one. There are many different ways to build a $100M SaaS business, and the analogy is, it depends on the “animals" your business is hunting as to which strategy is best.
Yes this is a thing and it needs to be! In this Age of the Customer it’s a way to align operational excellence around the customer experience. Here are 3 nuggets of wisdom from some RevOps leaders.
These are some of the attributes that great growth leaders have.
This is a pretty significant metric: 90% of growth in innovation-sector jobs occurred in just 5 cities across the US according to a recent report from the Brookings Institution.
I’m deep in this phase right now. Early customers are critical in Enterprise - but do they have what it takes as a business to take your product out of the trial phase?
How to create a Content Marketing strategy (and more importantly set up the right OKR’s for success)
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