SaaS company growth rates are strongly inﬂuenced by customer retention and upsell For the third year in a row, the survey indicates that the fastest growing SaaS companies have a signiﬁcantly better record on churn and upsell, underscoring the critical role of managing revenue from existing customers in the SaaS business model.
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If your Net Revenue Churn is high (above 2% per month) it is an indicator that there is something wrong in your business; which may have a dramatically negative effect on your company’s growth. Source: Mckinsey
When determining Sales Capacity, “it’s worth noting that some percentage of new sales hires won’t meet expectations, so that should be taken into consideration when setting hiring goals. Typically we have seen failure rates around 25-30% for field sales reps, but this varies by company. The failure rate is lower for inside sales reps. can be counted as half of a productive rep”
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