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aaS Benchmarks
!
Tomasz Tunguz
Redpoint Ventures
tomtunguz.com/saas!
Revenue Growth =
Customers x
!
Avg. Contract Value x
!
(Growth Rate - Churn Rate)
Revenue Growth =
Customers x
!
Avg. Contract Value x
!
(Growth Rate - Churn Rate)
Customer Acquisition Model
Inside Sales! Outside / Field Sales
OTE in $k 65 350
Annual Quota in $k 400 1250
Sales Size in $k 10 250
Sales Velocity / ...
CAC Payback = 15 mos
Revenue Growth =
Customers x
!
Avg. Contract Value x
!
(Growth Rate - Churn Rate)
Pricing Structures
Revenue Growth =
Customers x
!
Avg. Contract Value x
!
(Growth Rate - Churn Rate)
Grow through Sales
Grow through Upsell
Grow Organically
Revenue Growth =
Customers x
!
Avg. Contract Value x
!
(Growth Rate - Churn Rate)
http://tomtunguz.com/revenue-at-risk/
Revenue at Risk: 1-3%
Customer 1st Year
Saved Customer
Churned Customer
max Revenue Growth =
Customers x
!
Avg. Contract Value x
!
(Growth Rate - Churn Rate)
Redpoint's Tomasz Tunguz on Benchmarking SaaS Companies
Redpoint's Tomasz Tunguz on Benchmarking SaaS Companies
Redpoint's Tomasz Tunguz on Benchmarking SaaS Companies
Redpoint's Tomasz Tunguz on Benchmarking SaaS Companies
Redpoint's Tomasz Tunguz on Benchmarking SaaS Companies
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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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