SaaSletter - The Long Decline Of Quota Attainment
Plus a podcast with Paul Stansik from ParkerGale Capital
First: Our Paul Stansik from ParkerGale Capital Podcast
VIDEO | AUDIO: Apple Podcasts | Spotify | All Platforms
We cover hiring in the middle market, choosing the right sales + marketing KPIs, and the role of PE operating partners.
Related Reading:
writes on Substack at + ParkerGale ships strong content - our highlights:"What CEOs Should Expect From Their Sales Leader"
The Weekly Sales Metrics Playbook
Hiring Playbook Slides: How We Hire At ParkerGale
The Bridge Group 2024 SaaS AE Report
The 2024 edition of one of the longest-running (I first read in 2010!) and granular sales benchmarks were released by The Bridge Group:
The long-term quota trend (2012: 74% → 2024: 51%) is likely the most notable slide:
…with a thumbnail of my other excerpts below. Again, go download (email required) their full 2024 SaaS AE report.
Related Reading: Like Bridge Group’s long-term view, here was our earlier aggregation of Pacific Crest / Key Bank reports:
Curated Content
Good 2024 forecast data out from Scale Venture Partners - link here
Okta released their “Businesses at Work" 2024 report (36 slides) sourced from their user data - my excerpts on LinkedIn:
The Deal Director (a good sales practitioner newsletter) had a good write-up on Samsara’s use of ROI in their successful GTM
ICYMI - February 2024 quota attainment data from RepVue
Mark Roberge’s updated “Science of Scaling” (96 slides)
Thoughtful takes from
on NPS: “Is Net Promoter Score the Ozempic of Metrics?”Good tactical advice from
on managing a budget as an operator: “Corporate Budget Hacks: How to Find More Money - Lessons from Managing $400M+”2024 Benchmark Participation
Cloud Ratings + this newsletter are serving as a partner to drive submissions for
+ Benchmarkit’s 2024 SaaS Benchmark report (for 2023, n = 1,800+):Hello Cloud Ratings
Some recent meetings have reminded me that I need to tell the Cloud Ratings story more often… but I am running out of words. So here is our story in 1 slide: