Medina: Gross margin-adjusted CAC payback should never exceed 20 months
Manny Medina · Look Back: Can Outreach beat Vista Backed Salesloft? · Mar 21, 2022 · at 11:57
Manny Medina, CEO of Outreach, shares his baseline unit economics threshold for SaaS sales segments with Nathan Latka.
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“You never want payback to be longer than 20 months. Okay. Gross margin adjusted payback.”
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