Singh: GTM leaders should benchmark quota against full pod cost
Curran Singh · How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures · Feb 27, 2024 · at 20:53
Curran Singh, Partner at Sapphire Ventures, explains why standard quota-to-OTE ratios fail to capture the true cost of over-specialized GTM teams.
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“We have a lot of folks talk about quota to OTE ratios being four to seven X, things to that effect. It's fair. We should consider things like that. But what about quota to full pod cost? All the resources that are being supporting are supporting the revenue generation we're talking about. Consider that As a benchmark, as a guardrail for you, as you could build out a go-to-market org, the full go-to-market picture.”
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