Metrics that Measure Up

Business
Management
Technology

saas
cloud
b2b
Revenue Operations
revops
Customer Acquisition
founders
benchmarks
metrics
B2BCloud
B2BSaaS

B2B SaaS and Cloud founders, CEOs, and Go-To-Market operating executives share their journey as they scaled their business from $0M ARR to $100M and beyond. The guests share their insights on measurements of success, performance metrics, and benchmarks they use to guide and inform their decision-making and growth journey.Guests include founders and CEOs of amazing success stories such as LinkedIn, DocuSign, Marketo, Gainsight, Salesforce Commerce Cloud, ringDNA, InsightSquared, Cloudera and Gong. Beyond founders and CEOs, we also speak with leading Venture Capitalists, Go-To-Market executives and industry thought leaders who share their experience and insights into customer acquisition, customer retention, and customer expansion best practices.

Credits

Ray Rike

The SaaS CFO - First Five KPIs - with Ben Murray

During the very first session of the Metrics than Measure Up podcast, Ben Murray - The SaaS CFO shares his insights and perspectives on the RevOps Squared KPI Framework and the Five First KPIs.

Ben provides his feedback on how SaaS companies can take advantage of Key Performance Indicators like Rule of 40, CAC Ratio, Gross and Net Dollar Retention, Gross Margin, and Customer Lifetime Value to CAC to make smarter, more timely decisions.

Come learn on when and how to use metrics that measure up to increase the Enterprise Value of your B2B SaaS company.

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Sales Development in SaaS - Question and Answer Session with David Dulany - Tenbound

Sales Development is a rapidly growing professional for early career professionals in the B2B SaaS industry.

David Dulany, founder and CEO of Tenbound was an early industry thought leader for Sales Development in the SaaS Industry.

In today's Metrics that Measure Up, David and Ray discuss findings from their recent research that highlights how the Sales Development function has changed since the initial impact of COVID-9

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Customer Buying Journey - How Customers Buy and Why They Don't - with Martyn Lewis

Martyn Lewis, author of How Customers Buy and Why They Don't: Mapping and Managing the Buying Journey DNA shares his insights from interviewing thousands of buyers.

Martyn shares how The Buying Journey trumps the Sales Process, and that Buyers do not typically buy logically or rationally.

Other topics include why your value proposition is just not enough and assuming that you understand the buyer journey is so dangerous.

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Revenue Operations - What, Why and How to Measure Business Impact - Jason Reichl, Go Nimbly

In this episode of Metrics that Measure Up, our guest - Jason Reichl, CEO of Go Nimbly answers a wide variety of questions on the evolving function of Revenue Operations.

Topics include why Revenue Operations should own their own quota number, how revenue operations will increase ARR Growth by 10% - 26%, and why Jason believes that Revenue Operations will be to customer experience and ARR growth what the Agile methodology was to software development and how lean manufacturing transformed the automotive industry.

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Sales Quota and Compensation - Not built for today's customer centric world - with Sahil Mansuri, Bravado

In this episode, Sahil Mansuri, the Founder and CEO of Bravado, a network of over 70,000 sales professionals, discusses how yesterday's Quota and Compensation models are not relevant in today's, customer-centered world.

Sahil shares his insights and perspectives on why sales compensation and quota setting needs to change. These insights have been developed from his experiences as a top salesperson, VP of Sales, Founder/CEO, and early-stage investor.

Topics covered include:

Why is the average tenure of a salesperson < 12 months and a VP Sales < 8 months?

Why do < 50% of sales professionals hit quota?

What are the roles of Product, Marketing and Sales defined for optimal success?

Has the level of specialization negatively impacted the customer experience?

Are there just too many SaaS companies in each market segment?

What role does the CEO play in ensuring the revenue plan is reasonable?

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Modern B2B Selling - Are the motivations different today? - with Andy Paul, RingDNA

In this episode of "Metrics that Measure Up", Andy Paul, the host of The Sales Enablement Podcast and Ray discuss how and if the modern B2B Seller is different today than yesterday.

Topics covered include the motivation of sellers to serve their customers and help them make an informed purchase decision, or providing buyers unique insights into a new way of approaching a business process.

Why quota may be an outdated concept, and even why a famous British economist's research shows that when a measure becomes a target, it loses its value as a measure...think QUOTA!!!

Andy also shares the differences between a "manager" and a "coach" and why companies should consider investing in professional coaches to help sales professionals to deliver maximum output.

Within this discussion, we discuss the proven benefit of a positive mindset, why a functional organization may be outdated, and the possibility of instructing around customer acquisition, retention and growth versus sales, marketing and customer success.

This episode is for anyone thinking about how to re-engineer the sales professional and accelerate revenue performance.

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Side Hustles & Personal Brand Building - with Amy Volas

In this episode of "Metrics that Measure Up, Amy Volas shares her insights and perspectives on the concepts of side hustles and personal brand building for B2B sales professionals.

Amy has seen every side of this topic, as an Enterprise Sales professional, a sales leader, and the founder and CEO of Avenue Talent Partners, which specializes in the recruitment of B2B sales reps, managers, and executive leaders.

Amy and Ray discuss multiple topics, and provide experience-based advice including: 1) why money is not and should not be the primary motivation for a career in B2B Sales; 2) the power of "NO" when helping a prospective customer evaluate your solution, and company as a partner; 3) why preparation, practice always precede performance; 4) personal brand or company brand, which is your primary responsibility - is it time for a gut check on your priorities and; 5) Be as an ambassador of your brand and your company's brand by performing in your role as Job 1!

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Recruitment Metrics - with John Younger - RecruiterShare

In this episode of Metrics that Measure Up, John Younger, Founder and Chief Collaborator at RecruiterShare shares his insights developed over his thirty-plus years of experience in all things talent acquisition. Over his career, John has developed talent acquisition software for Bank of America, led recruiting for two divisions at BofA with over 16,000 employees, founded a recruiting company acquired by TriNet, founded an early leader in Recruitment Process Outsourcing that he sold in 2018, and now is the founder of RecruiterShare.

In this wide-ranging conversation, we cover a wide variety of talent acquisition topics and metrics to measure hiring success. Topics discussed include the three top talent acquisition metrics every SaaS company should track, including: 1) Days to Present the candidate hired; 2) Net Promoter Score for the recruiter and; 3) Business Impact the hired candidate delivers.

Other items covered include the cost of a bad hire, the cost of a bad recruiter hire, and the Maslov's talent acquisition of value including the best fit candidate, the retention period of each new hire, and lastly the cost. John discusses the cost of a "bad hire" versus the traditional metrics of "Cost Per Hire".

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Conversation Flow Rate - with Chris Beall - ConnectandSell

In this episode of Metrics that Measure Up, Chris Beall, CEO of ConnectandSell shares a wide variety of Key Performance Indicators and Benchmarks gained from over 10 million dials and over 500,000 B2B sales conversations - just in 2020!

Chris, a Physicist by education, and self-professed data junkie provide a deeply analytical perspective into how to turn dials into conversations, and conversations into sales meetings.

Chris even invokes the expertise of Chris Voss, formerly the FBI's top hostage negotiator, who says we only have 7 seconds in our first conversation with a prospect to get them to trust us sufficiently to have a productive relationship.

In this episode, you will learn both benchmarks and techniques to turn dials into customers, including:

Benchmarks:
- Dials to Conversation
- Conversation to Meeting (Cold calls and Follow-ups)
- Meeting show rates
- Conversations Per day (SDR and AE)

Listen to this one closely, as the episode is data rich and keeps coming at you every minute.

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Ten Laws of SaaS and Cloud - with Byron Deeter - Bessemer Venture Partners

In this episode of Metrics that Measure Up, we are joined by Byron Deeter, Partner at Bessemer Venture Partners, and one of the founding fathers of SaaS and Cloud Metrics.

Byron first published the 10 Laws of being SaaSy in 2008. Over the years, B2B SaaS metrics evolved, and Byron subsequently published the 10 Laws of Cloud in 2019, which include the 6 C's of Cloud Finance.

Over the years, BVP has led investments in leading Cloud Companies including DocuSign, Twilio, SendGrid, Eloqua, Shopify and LinkedIn, BVP, and specifically Byron have a world of insights and experience to share with the new entrepreneur, first-time founder and even experiences SaaS or Cloud executive.

Bessemer also publishes the Cloud 100, which highlights the Top 100 private Cloud Companies and the BVP 100 Index of publicly traded SaaS and Cloud Companies

In today's episode we discuss the insights that the CAC Payback period provides as you evaluate how to accelerate ARR growth, the impact of "marginal" spend on non-organic and paid media customer acquisition.

Why you may need to identify your SECRET KPI, some examples of some predictive KPIs identified by Twillio, Docusign, and Shopify. Why conducting cohort-based Gross Dollar Retention and Net Dollar Retention Rates is critical to ensure you are not under-reporting churn.

If you love SaaS and Cloud Metrics, or just want to take Byron's advice to be a scholar of the industry, this podcast is a must-listen.

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