Tech PE - Alpha, Edge & ROI

[WIP / Draft] This is how Top-Line Growth or Revenue Growth is the primary Value Creation driver for Tech PE portfolio companies.   Grow Sales & Revenue (Capital-Efficiently) ⬇️ Margin Expansion ⬇️ Cash to pay down debt & for accretive add-on acquisitions ⬇️ Higher EBITDA ⬇️ Multiple Expansion ⬇️ Successful…  Read More >

As the simplest level, here are the fundamental KPIs every Chief Revenue Officer should focus on in Growth PE.   New Logo Sales  / New Customer Acquisition Note: these should be measured per segment / per team / per territory, etc. # of New Business (aka New Logo) Opportunities in…  Read More >

What is signaling to be the *Biggest* impact on SaaS Sales & GTM in the next 5 years? This is not a prediction – it’s something anyone can hear directly from Chris Degnan the CRO at Snowflake. 1. In a discussion with Sam Jacobs (CEO of Revenue Collective/Pavillion) with Chris…  Read More >

Growing Your New Logo Sales The blueprint below is meant to be strategic and is focused on driving growth at PE-Backed companies beyond an average benchmarked industry organic sales growth. Assumptions: Consistent Sales Pillars across Every B2B Company (especially software/SaaS) every B2B SaaS company has many “commonalities” – i.e. Sales Pillars…  Read More >

As the simplest metric, here are the most fundamental 4 “New Logo Sales” KPIs every CRO or a VP of Sales should focus on improving. Increase the # of New Opportunities in the Sales Pipeline Increase the Win Rate Increase the $ASP Reduce the Sales Cycle The CRO has other…  Read More >

Every successful fast-growing B2B SaaS company has to have a large TAM (Total Addressable Market) and lots of greenfield upside in that TAM. But there is more to the best of Growth-stage SaaS – based on what I’ve seen of the best companies where I’ve been on the executive teams…  Read More >

Several times a year you must do a quick checkup and get a gauge on whether you need to rethink your Execution or troubleshoot your SaaS Sales Strategy. This is primarily about the “New Business” deals/sales rather than expansion sales (i.e. not as much about AM/CS driven renewals or upsells…  Read More >

Assessing Your Sales Force Strength to Identify Upside for Growth As a CRO, you need to know how to audit/assess your overall B2B Sales & Revenue Growth capability and team strength. Typically I start with my simple “People / Pipeline / Process / Performance / Plan” approach. But for a…  Read More >

A couple of years ago I presented at the annual Sales Acceleration Summit about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). This relates primarily to New Logo / New Customer Acquisition – the The Magic Sales Formula is the “SaaS New Logo Sales Growth Formula”:   Here…  Read More >