We help clients develop a funded go-to-market plan built on differentation and supported by operating #Cadence you and your Board can depend on. #RevenueGrowth
Austin, TX USA
Joined October 2022
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Investing in a sales culture without a RevOps backbone is like building your home on sand. It will look good at first, but the foundation will crack and pipes will burst.
To scale revenue, build your sales culture *on the rock* of an operating cadence. #scalerevenue – at Texas, USA
This. Learn from history, or become the world’s sausage. – at Austin, TX
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Biggest “miss” we see in sell-side SaaS diligence is an underinvestment in operating cadence and #SaaSKPIs.
Cleaning these up BEFORE you enter a process helps focus on #NRR (growth rate) and #CAC (margin) which drives #EnterpriseValue (aka your MULTIPLE).
#RuleOf40 #PE #VC #10X – at Austin, TX
Just got off a coaching call and it never gets old. It sounds so basic but it is so important.
Your P&L must be set up as a true SaaS P&L. Make your P&L easily consumable for your Board, investors, and potential investors.
See my detailed post in the comments. #saas
Cadence Growth Consulting retweeted
You never appreciate retention and #CustomerSuccess more than when new logo sales slow down. And that appreciation is happening in 1000s of SaaS companies as we speak.
#CustomerSuccess keeps companies in business through downturns.
What is a rationale #ARR #valuation band for your segment today?
We’re seeing:
#SaaS: 8-30x (from 100+)
#TES: 3-10x
#Services: 1-4x
Make sure to back up your #409A multiple w/ #MRR bridge, contracts, pipeline, funnel & team, or get help >12 mo before you will need the next $! – at Austin, TX
114x annual recurring revenue — the multiple at which private, venture-capital-backed SaaS companies raised capital in 2021, up from “only” ~15x to 30x a few years prior (Source: @PitchBook)
via @pcordway
Solid summary of #SaaS #performancemetrics.
Going further, build your Org, #OperatingCadence and #RevOps stack to manage to these KPIs.
Without focus on all 3, you’ll have scores but not the growth performance.
#revenuegrowth – at Austin, TX
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Avoid the “great reset” on valuations. Attack your growth assumptions by inserting a cross-functional operating cadence focused on NRR.
Every day we wait slows alignment and drags future cash and EBITDA.
SaaS valuations have fallen from about 100x ARR to 15x ARR. That means you need to grow 7x to get a flat round.
pitchbook.com/news/articles/…
What we’re seeing:
1. New: Hunt
2. Up+Cross-sell: Harvest
3. Adopt+Renew: Plant
If you need 2. for #NRR > 100%, hire a #CCO to reduce NRR risk in a down market.
But if you can’t afford both roles, hire a #CRO with high #servantleader EQ.
#revenuegrowth
#operatingcadence
Jason is spot on: Both VC & PE expect profit + growth. They just get to the #Ruleof40 differently.
Either way, unit economics from LTV/CAC ratio unlocks the answer to growth!
"[#RevOps] is about making Sales and Finance love each other."
Meredith Schmidt @MeredSchmidt
EVP, Salesforce
So romantic, but spot on! If love is the answer, then #RevOps strategy and systems are the solution.
linkedin.com/feed/update/urn…
#Growth is still the lever. Lukewarm is death.
Constantly seeking balance toward #innerpeace is key to inspiring personal and organizational growth. If #cadence is the engine, #authenticity is the oil that fuels teams to grow.
If the pre-Covid zeitgeist was about “grit” and “growth mindset,” many of us are now seeking to unclench our minds and find greater peace. hbr.org/2023/01/the-power-of…
Fascinating how @openai #ChatGPT “influence campaigns” (aka “marketing”) will change political and corporate propaganda.
It's becoming even MORE important to consume media from trusted actors…who are yours? #growthstrategies #operatingcadence
openai.com/blog/forecasting-…