Articles

Poll Results - Changes to SaaS Sales Quotas, Territories, and Commission Payments

OPEXEngine fielded a second quick poll to the SaaS Finance community between April 2-April 14, 2020 – over 60 individual companies participated, ranging from companies with under 100 employees to companies with more than 5000 employees. Most of the companies were US and Canadian-based. The anonymous and confidential poll covered changes to Q2, Q3, Q4 and FY 2020 Sales Quotas, Territories and Commission payment policies.

5 of the Most Revealing SaaS Customer Success Metrics

Product Launches Become the Operating Cadence of a Startup

There’s no feeling like launch day. It’s the day you reveal to the world the sum total of your team’s efforts for weeks or months. That’s how I felt as a PM - a huge sense of urgency, anxiety and motivation. I imagine this is how every founder fats on the eve of demo day.

March 2020 Hiring and Layoff Poll of Growth and Mid-Sized SaaS Companies

In late March, we launched a SaaS peer community poll to see what companies are doing in light of the corona virus pandemic’s effects on 2020 budgets. Approximately 70 unique companies participated, and we pulled together the results here. Companies ranged from early stage to companies with over 1000 employees, the majority of respondents were from companies with less than 500 employees.

Best Practices To Clean Up Your Messy Sales Ops

Sales operations constantly swings back and forth between strategy and executive function to simultaneously move deals forward, deliver results, inform sales leaders and drive process improvements. This places a heavy burden on sales ops leaders to navigate the loop while balancing their responsibilities.

What is ACV in Sales and What is a Typical SaaS ACV

The world of SaaS is awash with cryptic acronyms. If your business model relies on annual subscriptions, ACV will be a term that’s constantly on your mind as your company grows.So, what is ACV in sales and what is a typical SaaS ACV? We explain all that and more, below.

From Real-Time Insights to Future Time

Insight. The one true currency of a finance professional. If we don’t have any insights to share with our business stakeholders, then we’re not helping improve decision-making. A lot has happened on the insight front in recent years. We’ve talked about going from insights about past events to insights in real time. Few finance functions have landed there yet, but they all have the same aspiration. However, we must go beyond even real time and talk about “future time,” or in other words, predictive and prescriptive analytics.

SaaS Conversations: Building a Culture of Metrics

Last week, Mike Volpe, CEO of Lola.com, and I had a terrific, hour-long discussion on the value of a metrics-driven culture at every stage of growth, from early stage to large enterprise.

A Deep Dive Into e-Commerce Gross Margin

Gross margin is one of the key metrics for e-Commerce businesses, and one of those metrics that businesses tend to be sensitive about. After all, would you reveal how profitable your e-commerce store is to random strangers on the internet?I didn’t think so. So let’s dive in what Gross Margin is, how to look at it and how you can improve it.