To establish a revenue or lead-commitment based on your funnel metrics and revenue-growth goals, work backward from the gross revenue amount that marketing is responsible for generating (generally around 40%)

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If you haven’t done so yet, it’s time to establish a revenue or lead-commitment based on your funnel metrics and revenue-growth goals. Then lock these goals in with a service-level agreement between your marketing and sales teams.

From here, clearly define how many marketing-qualified leads must be delivered to the sales team in a given month along with what percentage of those will become sales-qualified, then opportunities, then customers. These metrics will allow you to determine how many account executives will be needed for the sales team when factoring monthly quotas and quota-attainment percentages. It will also help you determine how many visitors and leads the marketing team needs to generate to hit its goals by working backwards from these metrics.

More Growth Strategy Stats

In 2018, the global tech spending is forecast to amount to 3,212 billion U.S. dollars.

In 2019, spending on IT services is expected to amount to 1,016 billion U.S. dollars worldwide

The metrics that matter for each sales funnel, vary from one company to the next depending on the steps involved in the funnel

SAAS companies that are focused mainly on enterprise sales have higher levels of professional services

Customer Segmentation analysis will help point out which are your most profitable segments

26% of SAAS companies with at least $15MM in 2015 GAAP revenue had a revenue growth rate + EBITDA margin of 40% or higher

The statistic shows the worldwide IT spending on enterprise software from 2009 to 2020.

55% of SaaS companies rate Customer Retention as the key metric to measure

The median cost for a SaaS company to acquire a dollar of new customer revenue is $1.18

SAAS companies invest between 80% and 120% of their revenue in sales and marketing in the first 5 years of their existence