Matt Curl

Public SaaS sales efficiency metrics continued to UNINSPIRE in Q1 Our focal point as always: How much Sales & Marketing dollars are spent to acquire $1 of Net New ARR This figure has exploded from ~$1.50 two years ago… to ~$2.30 last year. As for Q1?  More of the same!  Barely moved.. (The chart also shows the same metric removing Stock-Based Compensation from S&M – a better benchmark for privates, since SBC is ~0 for them.) Stay tuned for more Q1 benchmarks and a tally of winners and losers. #SaaS #Metrics #Benchmarks #GTM

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Great conversation with Joey Brodsky! Definitely one of the sharpest guys I know. I love his passion, drive and unique perspectives. I have followed his podcast for a long time and was super happy to be able to be a guest. I will share more insights from our time together but wanted to post a quick thank you to Joey and share the episode. #NextGenSales

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There’s a dramatic divide in how GTM teams are setting up signal-driven outbound. Some teams are thrilled with a 2% conversion rate, and others expect 20%. Here’s why: It comes down to whether your motion is for SMBs or MM / ENT. Companies selling to SMBs have a massive TAM. Using Bluebirds, we found ~500k accounts in the US with less than 200 employees. With smaller ACVs and this large of a TAM, SMB motions need to rely on automation to make the economics work. Here are the benchmarks at an account level: - 0.3% meeting rate with just email sequences, no signals - 1% meeting rate with email sequences that are signal-driven (job change, job postings, fundraising, etc.) - 3% to 5% meeting rate with email, call, connection requests and signals It’s difficult to scale beyond these benchmarks without smaller territories and higher-touch rep involvement, which breaks the unit economics. Luckily this works really well if you can automatically touch thousands of accounts per week using tools like Smartleads, Bluebirds, Clay, dozens of inboxes, Orum / Nooks, etc. On the flip side, companies selling to MM / ENT have a much tighter TAM of ~50k accounts. After tiering, reps might be responsible for 100-200 accounts and need to drive $30k ACVs. Three VP of Sales running this GTM motion said they expect their reps to convert at a 15-30% meeting book rate, within 2 weeks of working an account. These teams still want signals to improve productivity and know where to focus, but don’t wan’t extreme outbound automation. Their tech stack looks more traditional, using Outreach instead of Smartleads, a moderate number of inboxes, and something like Bluebirds for signals. One approach isn’t better than the other, it just depends on your GTM motion. Feels like this nuance has been glossed over in the signal-driven outbound conversation on LinkedIn.

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Should every partner be a special snowflake? There's a delicate balance between building the meaningful relationships that make partnerships a unique GTM rhythm and building the operational efficiency to scale them. This is particularly difficult for partner enablement functions. Aaron Howerton and Adam Pasch and I got right into it on this episode of Literal Scratch. Also a little shout to Chris Lavoie, PhD... can't stop thinking about your post on leading indicators.

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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🎤 RevOps friends! Delegate will be joining Sweep's webinar on (How to own your GTM Tech stack without becoming an "Accidental Admin") 🔊 Our VP of Platform, Ernest Wong will be speaking alongside Daniel Cohen, MBA, Stefan Klotzbuecher, and Aviv Bergman about strategies to manage your GTM systems. Link in comments! #RevOps #Delegate #gtm

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