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Redpoint's Tomasz Tunguz on Benchmarking SaaS Companies

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There are about 46 publicly traded software-as-a-service and platform-as-a-service businesses and there’s a strong correlation between revenue growth and the value of the business. The most valuable businesses have grown 200% in the last year. In this Heavybit Speaker Series presentation Redpoint Ventures' Tomasz Tunguz teaches SaaS companies how to emulate these patterns by reducing their customer churn.

Video available here: http://www.heavybit.com/library/developer-go-to-market/video/2013-11-12-tomasz-tunguz

Redpoint's Tomasz Tunguz on Benchmarking SaaS Companies

  1. 1. aaS Benchmarks ! Tomasz Tunguz Redpoint Ventures tomtunguz.com/saas!
  2. 2. Revenue Growth = Customers x ! Avg. Contract Value x ! (Growth Rate - Churn Rate)
  3. 3. Revenue Growth = Customers x ! Avg. Contract Value x ! (Growth Rate - Churn Rate)
  4. 4. Customer Acquisition Model
  5. 5. Inside Sales! Outside / Field Sales OTE in $k 65 350 Annual Quota in $k 400 1250 Sales Size in $k 10 250 Sales Velocity / Quarter 10 1.3 Close Rate 20% 30% Annual Leads Req’d 200 17 Rev / CoS 5 3 Sales Team Benchmarks
  6. 6. CAC Payback = 15 mos
  7. 7. Revenue Growth = Customers x ! Avg. Contract Value x ! (Growth Rate - Churn Rate)
  8. 8. Pricing Structures
  9. 9. Revenue Growth = Customers x ! Avg. Contract Value x ! (Growth Rate - Churn Rate)
  10. 10. Grow through Sales
  11. 11. Grow through Upsell
  12. 12. Grow Organically
  13. 13. Revenue Growth = Customers x ! Avg. Contract Value x ! (Growth Rate - Churn Rate)
  14. 14. http://tomtunguz.com/revenue-at-risk/ Revenue at Risk: 1-3%
  15. 15. Customer 1st Year
  16. 16. Saved Customer
  17. 17. Churned Customer
  18. 18. max Revenue Growth = Customers x ! Avg. Contract Value x ! (Growth Rate - Churn Rate)

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