SaaS Founders, How to Navigate the Downturn With Accurate Revenue Data?

  • VC investment firm Reach Capital advised start-ups to “account for an extremely capital-constrained environment, even for companies with strong growth rates.
  • Sequoia alerted its start-ups to cut costs or face a ‘death spiral.’
  • “This market could still be choppy 15 months from now. So looking at 30 months of runway is a better goal for folks to have,” warned Craft Ventures.
  • Reevaluate your valuation, understand your burn multiples, and build scenario plans” is the advice to start-ups by a16Z.

VC Money Wells Are Drying Up

What Does This Mean for Start-ups?

Are Job Cuts the Only Way to Extend Runway?

Do More With Less With The Right Data

  1. Where are your reps spending time? Are they chasing the right deals?
  2. Are your Customer success team members meeting your top customers frequently?
  3. Are you losing more deals selling to technical buyer vs economic buyers?
  4. Is your sales team spending more time on low-margin customers?
  5. Are your reps ramping fast enough and enabling you to have a better payback period?
  6. Which stages are slowing down your revenue generation?
  7. Are your reps working on the hot leads that marketing generated?
  8. When was the last time your rep touch the committed deal this month?

5 Data Areas to Urgently Prioritize on This Downturn

1. Monitor and measure your data quality

2. Unify your existing GTM data to capture all key selling moments

3. Improve the ROI of your existing GTM tools

4. Take data-driven decisions to increase win rates

5. Drive rep productivity with the right tools

  • Leadership dictates how sellers should meet their sales objectives
  • Leadership is disconnected from the reality sellers operate in
  • Sellers just “go through motions” to meet their activity tracking requirements

Close Revenue Faster With Better Data

  • Never miss out on critical revenue data from entering your CRM
  • Have a clear view of where revenue leakage is happening in your GTM funnel
  • Get your GTM teams aligned and calibrated with communal data that is accurate and trustworthy
  • Make your teams more productive to drive higher win rates

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Been part of an amazing growth journey in building & leading a multi-Million, multi-region $SaaS business. On course to relive that journey at Nektar.ai

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Abhijeet Vijayvergiya

Abhijeet Vijayvergiya

Been part of an amazing growth journey in building & leading a multi-Million, multi-region $SaaS business. On course to relive that journey at Nektar.ai

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