AI to ROI

In this episode of the Metrics that Measure Up podcast we are joined by Paul Melchiorre and Mark Petruzzi - authors of Selling the Cloud. Paul has over 30 years of experience in enterprise sales leadership, at leading companies including  Anaplan, Ariba,  SAP, and now in Private Equity.  Mark brings over 30 years of experience in strategic consulting firms including Deloitte, N3, Accenture and ope...

B2B Sales communities are all the rage in 2020.  Sales Hacker, Modern Sales Pro, Bravado, Revenue Collective and now RevGenius are building B2B sales communities to provide experiences, connections, ideas, and research. Jared Robin, co-founder at RevGenius recently joined the podcast to share the story behind Rev Genius and his vision for the community. "Necessity is the mother of invention&q...

In this episode of the Metrics that Measure Up podcast we are joined by Howard Brown,  Founder and CEO of ringDNA. How does being a clinical psychologist lead to founding a Sales Engagement Platform company?  Howard shares the common theme - helping individuals and companies overcome THEIR challenges Key topics discussed include that if B2B companies are too focused on internal processes leading v...

Founding a B2B SaaS company is an exhilarating, yet high-risk experience. Creating a new market category at the same time even higher risk and often serves primarily to pave the path for second-generation market entrants who learn from the successes and failures of the first generation. Anurag Khemka, is a founding father of B2B Marketing Automation. Back in 1996, when the internet was first being...

In this episode of the Metrics that Measure Up podcast - Court Lorenzini, Founding CEO at DocuSign discusses his journey to co-Founding DocuSign and then his decision to leave after five years to found two more companies. During our conversation, Court shared his unique path to DocuSign, including his father's legacy as a founding father of Silicon Valley and his habit of recording his observ...

In this episode of the Metrics that Measure Up podcast - David Appel, Head of the SaaS Vertical at Sage Intacct shares his insights and lessons learned from over 1,500+ SaaS financial solution implementations. During our conversation, David and Ray discuss several key attributes and approaches that SaaS CFOs take to ensure the data, metrics and KPIs they collect can tell the story of what the &quo...

In this episode of the Metrics that Measure Up podcast, we talk with Jon Miller , co-founder of Marketo and Engagio,  and now Chief Product Officer at Demandbase is a MarTech visionary. Marketo was purchased in 2018 by Adobe for $4.75B, and Engagio was recently acquired by Demandbase. Jon shared the B2B Marketing metrics that matter and the lessons learned in his personal career journey as a found...

In today's episode of the Metrics that Measure Up podcast, Thomas Stewart, Executive  Director for the National Center for the Middle Market shares some very interesting insights into the 200,000 companies that represent 1/3 of the American economy. Highlights included that 85% of Mid-market companies are private, 33% are family owned and 17% are in the manufacturing industry.  On average, mi...

In today's episode of the Metrics that Measure Up, Sally Duby, Chief Sales Officer at The Bridge Grop discussed the findings from their Sales Compensation research conducted in August, 2020 in partnership with the Silicon Valley Vice President Sales Group. Sally shares benchmarks and compensation trends across a wide variety of roles including Chief Revenue Officer, Field Sales - Account Exec...

In this episode of the Metrics that Measure Up podcast, William Cordes, Founder and CEO of KPI Sense share the insights and perspectives gained from providing CFO and finance advisory services to  SaaS companies. One interesting insight was when William shared that Days Sales Outstanding - the time from invoice to payment  is the financial metric that has been impacted the most at  B2B SaaS compan...

In this episode of the Metrics that Measure Up, Kristopher Beible, Vice President at Software Equity Group discusses the importance of Net Dollar Retention on SaaS company enterprise value, both for public and private companies. Based upon insights gained from over 100 private B2B SaaS company acquisitions, Kris shares how Net Dollar Retention & Gross Dollar Retention have become the top KPI t...

In this episode of the Metrics that Measure Up, Kyle Poyar, Vice President of Growth at OpenView Partners discusses a Product Led Growth Go-To-Market motion for B2B SaaS companies. High growth B2B SaaS companies like Zoom, Twilio, DataDog, Box and DocuSign have used a product-led go-to-market motion to decrease initial customer acquisition costs, expand the total addressable market and reduce depe...

In this episode of Metrics that Measure Up, we are joined by Byron Deeter, Partner at Bessemer Venture Partners, and one of the founding fathers of SaaS and Cloud Metrics. Byron first published the 10 Laws of being SaaSy in 2008. Over the years, B2B SaaS metrics evolved, and Byron subsequently published the 10 Laws of Cloud in 2019, which include the 6 C's of Cloud Finance. Over the years, BV...

In this episode of Metrics that Measure Up, Chris Beall, CEO of ConnectandSell shares a wide variety of Key Performance Indicators and Benchmarks gained from over 10 million dials and over 500,000 B2B sales conversations - just in 2020! Chris, a Physicist by education, and self-professed data junkie provide a deeply analytical perspective into how to turn dials into conversations, and conversation...

In this episode of Metrics that Measure Up, John Younger, Founder and Chief Collaborator at RecruiterShare shares his insights developed over his thirty-plus years of experience in all things talent acquisition.  Over his career, John has developed talent acquisition software for Bank of America, led recruiting for two divisions at BofA with over 16,000 employees, founded a recruiting company acqu...

In this episode of "Metrics that Measure Up, Amy Volas shares her insights and perspectives on the concepts of side hustles and personal brand building for B2B sales professionals. Amy has seen every side of this topic, as an Enterprise Sales professional, a sales leader, and the founder and CEO of Avenue Talent Partners, which specializes in the recruitment of B2B sales reps, managers, and e...

In this episode of "Metrics that Measure Up", Andy Paul, the host of The Sales Enablement Podcast and Ray discuss how and if the modern B2B Seller is different today than yesterday. Topics covered include the motivation of sellers to serve their customers and help them make an informed purchase decision, or providing buyers unique insights into a new way of approaching a business process...

In this episode, Sahil Mansuri, the Founder and CEO of  Bravado, a network of over 70,000 sales professionals, discusses how yesterday's Quota and Compensation models are not relevant in today's, customer-centered world. Sahil shares his insights and perspectives on why sales compensation and quota setting needs to change.  These insights have been developed from his experiences as a top...

In this episode of Metrics that Measure Up, our guest - Jason Reichl, CEO of Go Nimbly answers a wide variety of questions on the evolving function of Revenue Operations. Topics include why Revenue Operations should own their own quota number, how revenue operations will increase ARR Growth by 10% - 26%, and why Jason believes that Revenue Operations will be to customer experience and ARR growth w...

Sales Development is a rapidly growing professional for early career professionals in the B2B SaaS industry. David Dulany, founder and CEO of Tenbound was an early industry thought leader for Sales Development in the SaaS Industry. In today's Metrics that Measure Up, David and Ray discuss findings from their recent research that highlights how the Sales Development function has changed since...

Martyn Lewis, author of How Customers Buy and Why They Don't: Mapping and Managing the Buying Journey DNA shares his insights from interviewing thousands of buyers. Martyn shares how The Buying Journey trumps the Sales Process, and that Buyers do not typically buy logically or rationally. Other topics include why your value proposition is just not enough and assuming that you understand the b...

During the very first session of the Metrics than Measure Up podcast, Ben Murray - The SaaS CFO shares his insights and perspectives on the RevOps Squared KPI Framework and the Five First KPIs. Ben provides his feedback on how SaaS companies can take advantage of Key Performance Indicators like Rule of 40, CAC Ratio, Gross and Net Dollar Retention, Gross Margin, and Customer Lifetime Value to CAC...