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 >

Here is what great PE professionals have that I’ve observed in the past several years but also going all the way back to my days in Investment Banking working with some investors we represented, to the days in VC and learning from our team as well as many other investors…  Read More >

Retaining customers is more cost-efficient than acquiring new ones. Once a customer is acquired, focusing on repeat business is crucial due to the higher cost of acquisition. Customer retention is more cost-effective than acquisition, which can be three to six times more expensive. Balancing acquisition and retention strategies is essential…  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 >

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 >

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 >

In the past, I discussed what companies should include in their “Strategic Plan” which focuses on the “Corporate Strategy“. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft their strategy) – it…  Read More >