{"id":2899,"date":"2023-05-22T20:23:24","date_gmt":"2023-05-23T01:23:24","guid":{"rendered":"https:\/\/sellingsherpa.com\/?p=2899"},"modified":"2023-10-14T19:38:44","modified_gmt":"2023-10-15T00:38:44","slug":"metrics-that-measure-up-podcast-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2023\/05\/22\/metrics-that-measure-up-podcast-summary\/","title":{"rendered":"Metrics That Measure Up (Podcast Summary)"},"content":{"rendered":"<div class=\"nolwrap\">\n<h2 class=\"wp-block-heading\">State of the Cloud 2023 &#8211; Top Five Predictions with Janelle Teng, Bessemer Venture Partners (Episode #2)<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/www.bvp.com\/atlas\/a-ceo-s-tactical-guide-to-driving-profitable-growth\" target=\"_blank\" rel=\"noreferrer noopener\">A CEO&#8217;s Tactical Guide to Driving Profitable Growth<\/a><\/li>\n\n\n\n<li>Employees will push their employers to adopt AI<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">State of the Cloud 2023 &#8211; with Janelle Teng, Bessemer Venture Partners (Episode #1)<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li> (lookback at public cloud investment performance and venture capital fundraising)<\/li>\n\n\n\n<li>Key metrics:\n<ul class=\"wp-block-list\">\n<li>ARR growth<\/li>\n\n\n\n<li>CAC payback<\/li>\n\n\n\n<li>CLTV:CAC<\/li>\n\n\n\n<li>Retention<\/li>\n\n\n\n<li>Efficiency score\n<ul class=\"wp-block-list\">\n<li>For early stage &lt; $30M ARR = (net new ARR) \/ (net burn); best-in-class &gt; 1.5<\/li>\n\n\n\n<li>For later stage, &gt; $30M ARR, use Rule of 40 = ARR growth + FCF margin; target &gt; 40<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>There is an open question around whether to include stock-based compensation (SBC) in FCF margin<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Event-Led Growth in B2B SaaS &#8211; wit Julius Solaris, Founder and CEO Boldpush<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Events are typically the first to go during economic downturns but not in 2023<\/li>\n\n\n\n<li>The pendulum is swinging aggressively back to in-person events<\/li>\n\n\n\n<li>Events are a strong content creation driver for businesses<\/li>\n\n\n\n<li>Big events spark satellite micro-events that allow people to connect with their true peers<\/li>\n\n\n\n<li>Vendor booths at virtual events don&#8217;t work<\/li>\n\n\n\n<li>At very large events, chat should either be turned off or tightly moderated<\/li>\n\n\n\n<li>Sponsors, do not pitch yourself in event chat threads<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Full Funnel Conversion Optimization &#8211; With Guy Yalif, Founder and CEO &#8211; Intellimize<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Key performance metrics B2B marketers should track\n<ul class=\"wp-block-list\">\n<li>Leads or pipeline generated<\/li>\n\n\n\n<li>Cost per MQL (and ultimately MQL-to-opp and own-to-closed-won)<\/li>\n\n\n\n<li>Share of voice<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Attribution is a waste of time; just measure &#8220;Marketing-influenced revenue&#8221; and CAC<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">No Forms &#8211; No Spam &#8211; No Cold Calls &#8211; with Latane&#8217; Conant, CMO 6Sense<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>IICP = in-market ideal customer profile (i.e. prospects showing intent to purchase)<\/li>\n\n\n\n<li>Include situational data in your ICP: growing; doing M&amp;A; just raised funding<\/li>\n\n\n\n<li>6QA SLA\n<ul class=\"wp-block-list\">\n<li>24 hrs to work a 6QA<\/li>\n\n\n\n<li>We expect x personalized touches of y types per contact<\/li>\n\n\n\n<li>Must reach out to at least 3 personas per account<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Even if someone raises their hand for a demo, I still believe reps should reach out to two additional contacts in the account<\/li>\n\n\n\n<li>Key metrics Latane&#8217; tracks: (each by segment)\n<ul class=\"wp-block-list\">\n<li>win rate<\/li>\n\n\n\n<li>sales cycle<\/li>\n\n\n\n<li>ASP<\/li>\n\n\n\n<li>Ideal profile web traffic and conversion<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Market to a new vertical to warm it up <strong>before<\/strong> hiring a sales team to go after the new segment<\/li>\n\n\n\n<li>Enterprise customers love analyst content; mid-market customers love how-to guides; VSB customers want to know how to get started.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Building a Media Asset Inside a B2B SaaS Company with Patrick Campbell, Founder &amp; CEO of ProfitWell (Paddle)<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>As products have become easier to build, they have become harder to (efficiently) market since every channel swamped by competitors vying for attention<\/li>\n\n\n\n<li>Success is not millions of viewers of your webinar; it is 500 of your target buyers attending, esp. multiple times<\/li>\n\n\n\n<li>Benchmark content does well because it reduces anxiety<\/li>\n\n\n\n<li>Benchmarks are only needed on an episodic basis so hard to charge for benchmark-only products<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Product Analytics and Metrics that Matter with Todd Olson, Founder &amp; CEO, Pendo<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>&#8220;Requiring a human being to teach you how to use a product is a bug, not a feature.&#8221;<\/li>\n\n\n\n<li>Top 3 CPO metrics (also see <a href=\"https:\/\/go.pendo.io\/rs\/185-LQW-370\/images\/Pendo_eBook_2021_10KPIs.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Pendo&#8217;s 10 KPI Ebook<\/a>)\n<ul class=\"wp-block-list\">\n<li>2nd-week retention (% of users who sign up and come back the 2nd week)<\/li>\n\n\n\n<li>PLG conversion funnel<\/li>\n\n\n\n<li>Product engagement score (PES) = (a) breadth of feature usage (b) stickiness &#8211; ratio of weekly active use to monthly active use (c) growth &#8211; ratio of new &amp; recovered users to lost users<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li> CEO level metrics\n<ul class=\"wp-block-list\">\n<li>ARR per employee<\/li>\n\n\n\n<li>Net retention<\/li>\n\n\n\n<li>Revenue Growth<\/li>\n\n\n\n<li>Rule of 40 &#8211; The sweet spot is 30% to 40% growth and 0% to 10% EBITDA margin<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>State of the Cloud 2023 &#8211; Top Five Predictions with Janelle Teng, Bessemer Venture Partners (Episode #2) State of the Cloud 2023 &#8211; with Janelle Teng, Bessemer Venture Partners (Episode #1) Event-Led Growth in B2B SaaS &#8211; wit Julius Solaris, Founder and CEO Boldpush Full Funnel Conversion Optimization &#8211; With Guy Yalif, Founder and CEO [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":3125,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-2899","post","type-post","status-publish","format-standard","has-post-thumbnail","category-uncategorized","entry"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- 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