1. Rule of 40 2. Repeatable, Scalable, Profitable 3. Net new ARR = New ARR + Expansion ARR - Churned ARR (5:00) 4. Bookings = Sales people x PPR (Productivity per Rep) (9:40) 5. LTV should > CAC (Cost Acquire Customer) (12:30) 6. 14:00 7. Negative churn matters (16:00) 8. Balance Sheet & Profit and Loss Statement DON'T work for SAAS 9. Guidelines for SAAS success: (a) LTV > CAC * 3 (b) Month to recover CAC < 12~18 (18:46)

@gouribhalerao

2 жыл бұрын

Really great session!! Although couldn't understand what's meant by "Quota" here...especially in the metric Salesperson Unit Economics at 20:15

@mfrshi

2 жыл бұрын

@@gouribhalerao quota is salesperson’s target

This guy is a total legend. This 20 minutes will carry me for the next 5 years of my life. Soooo thankful for this.

@chetnathelife

Жыл бұрын

100% Agreed! This video is a treasure..

@VDJones

3 ай бұрын

5 yrs later. Did it serve you well?

This is one of those great training sessions you want to study over and over.

@bigdata9605

5 жыл бұрын

PHD knowledge right there

@ahadulislam7185

3 жыл бұрын

No

Thank you! Supervaluable, well structured and eye opening, and in only 20 minutes!!

Just Superb! Talk! Truely amazing.

Brilliant! The most valuable 20 mins ever!

I can't belive this is free! This is so helpful and awesome. Thank you so much!!!!

Super useful and clearly explained. Thank you very much !

Great video. and must watch to get the context of SaaS growth

So much powerful information in a simple presentation

Such a great talk.

An immense wealth of information wow. Amazed. Thank you.

Awesome talk. To the point and so much information

Great explanation, thank you Mr. Skok

This was simply brilliant and needed so badly in understanding the matrix of SaaS

Excellent, high level!

Amazing presentation. Just what I needed! What are other great videos that teach about the SaaS business?

Brilliant Session!

very informative and useful session

Spoken like someone who knows it inside out! 👏

Great video, great content. Thank you!

Before this, there were many blindspots for me in Saas business model. But this talk cleared lot of questions for me

David Skok, you are magnificent.

hands on ! super useful !

Wow! Blown my mind.

Best video on SAAS metrics

Awesome! Thanks ! Distilled simplicity.

What a smart guy

Amazing!!!

I am 2 hours new to this and find thus very intriguing.

Amazing video!

Nice video teaches ways to improve your business.

Mind bender!!

Amazing.... Excellent..

Great Video!

Amazing stuff

what a great talk

very interesting thanks!

The concepts are exceptional. I appreciate you shared. However, in case of negative churn, the customer one who is churned may give a negative feedback. I mean, if the first customer who is churned will no more advocate for the business. so isn't it a predictable loss. Maybe, he would have recommended the business to someone who has the value worth 8K.

Brilliant

Thank you

Incredible

An eye opener session for people who are into SAAS.

is thre a link of the video of the talk he is mentioning link please

You Sir are a "God" amongst men

Interesting and valuable story of metrics. Would like to know a bit about the best sales person or people David's ever worked with. Seems to marginalize the sales team a bit, but perhaps for sake of brevity.

Equations are simple but the parameters are complex.

So then what is the secret sauce to get to repeatable, scalable and profitable while still growing the product? B2B sales needs the product to evolve and scale while still selling. I know there is no easy answer but this is not a unique problem.

Do you have a template for those metrics

where's the second talk he mentions at the end of the video?

Amazing. Anyone who has tested this approach?

Nice ppt

Good for SDR BDR AE Sales people?

Really great session!! Although couldn't understand what's meant by "Quota" here...especially in the metric Salesperson Unit Economics at 20:15

@mailrgn

2 жыл бұрын

means sales target

Rule of 40 -> One thing which is critical here is the current scale. If you are a 500k ARR company, 40 is not what you should be aiming at. If you are a 100M ARR company, that's great.

@angeloveeran7793

Жыл бұрын

At an $800k ARR what should be the target Rakesh? What estimate valuation would the above ARR, with 15% growth and 3% churn and 10% profitability. 10 year trading history

@rak111esh

Жыл бұрын

@@angeloveeran7793 Sorry the comment above is not as valid in the current downturn economic scenario. I do not have enough info here. In the old world, ignore profitability to get 50%+ (or 100+%) growth 📈 at 1M was the advice we heard a lot.

Can someone tell me who’s this guy? It’s amazing

What do you mean by "Average Deal Size" in funnel section ?

@AhmedKhan-dv6kf

4 жыл бұрын

Shivam Mohan Trivedi deal as in one sale

what's his blog name?

19:07 Skipped that part?

The other infamous Lord Kelvin saying is “heavier-than-air flying machines are impossible” :)

Everyone is saying life changing or amazing when he just basically said: more sales ppl = more money. good salesperson = more money.

Sell cheap drug, even at a loss and then when they are addicted charge higher giving less. It's not rocket science people.

the quality of presentation is so poor, a 3rd grader makes better deck. Quite diasppointed

Brilliant