Introducing the Lightspeed SaaS Operating Model - Deepstash
Introducing the Lightspeed SaaS Operating Model

Introducing the Lightspeed SaaS Operating Model

Curated from: medium.com

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Modeling ARR and sales: Start by building a Bottoms Up Model

Modeling ARR and sales: Start by building a Bottoms Up Model

  • 1A. AE Rep Productivity by Segment. AEs are direct outbound sales reps with variable ramping schedules and quotas depending on their segment. 
  • 1B. Inside Sales Rep Productivity
  • 1C. Average ACV by Segment
  • 1D. Accounts
  • 1E. ARR by Segment
  • 1F. Sales Expense by Segment

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SaaS Metrics

When there is no CFO in place, planning out a sales-driven ARR forecast that takes into account a mix of new and ramped sales reps with various quotas can get difficult.

As a founder, you might want to know what SaaS metrics are realistically achievable based on a proposed hiring plan and productivity goals. 

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