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Lee: Today's GTM Designs Require 120% Quota Attainment for Historical Efficiency

Jane Lee · How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures · Feb 27, 2024 · at 17:40

Jane Lee, VP at Sapphire Ventures, contrasts traditional versus modern SaaS sales organization models to illustrate how ballooning support headcount degrades magic number efficiency.

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“In fact, if we want to go back to the same level of efficiency that we had from scenario one, what we have to do now under today's go-to-market composition is to increase sales quota attainment to a 120% across the board.”

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Assertion Supported

Lee: Public SaaS Median Magic Number Dropped From 0.7x to 0.3x

“The median net magic number for public SaaS companies has dropped from .7 X earlier last year To .3 X in the most recent quarter.”

Jane Lee Feb 27, 2024 ▶ 2:35 How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures

Assertion Contradicted

Lee: Modern SaaS Organizations Shift Toward a 1:1 AE-to-SDR Ratio

“For the same 36 sellers, what we're seeing is an A to SDR ratio closer to one to one.”

Jane Lee Feb 27, 2024 ▶ 16:16 How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures

Lee: Today's GTM Designs Require 120% Quota Attainment for Historical Efficiency

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