The Ledger
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Product Marketing Backgrounds Correlate Best With Head of Marketing Success
“And what we found is both from a commonality standpoint as well as a correlation with tenure and success, it's product marketing.”
SaaS Net Bookings Attainment Dropped From 95% Pre-2020 to 83% in 2023
“And to put these numbers in perspective, pre twenty-twenty, we typically saw these fall in the 95 to a hundred percent range, so really just speaks to the meaningful impact that we've seen. Again, 83% in the first half of this year may feel like renewed optimi…”
SaaS Companies Average Two to Three Sales Leaders Before Going Public
“In general, we find that most companies have somewhere between two and three sales leaders between founding and actually going public”
Most SaaS Startups Hire Their First AE Before a Head of Sales
“Most companies will hire their first AE before a head of sales.”
Scaling Companies Prioritize Geography and Size Over Industry Segmentation
“The maturity of segmentation really kicks in during this phase, with most companies prioritizing geography and size. As companies continue to scale, that's where we start to see segments like industry come into play”
Scale-Up Sales Leaders Need Quota Experience 14x Your Current ARR
“You're looking for a sales leader that has at least 14 times of your ARR in quota-carrying background.”
Sales Leaders Present at IPO Average Three Years of Prior Tenure
“On average, we find the sales leader that is there at time of IPO has been there for more or less three years prior to that, just to have the time to build out the maturity and sophistication in that revenue repeatability.”
Over 50% of Pre-IPO Revenue Comes From Upsells and Cross-Sells
“The first is thinking about the split between existing customer base and new customers, and what you see here is by the time companies are ready to IPO, over 50% of their revenue is generated by existing customers through either upsell or cross-sell.”