Learn more about problemsolving with this collection
How to set achievable goals
How to manage time for personal and professional life
How to avoid distractions
“new logos are oxygen.” They’re the foundation you’ll have to expand in the future.
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38 reads
MORE IDEAS ON THIS
Tracking annual contract value of new logos and % growth over time helps you manage your GTM strategy. This is particularly important if you’re trying to move upmarket.
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26 reads
Early sales really takes an entire company, so I’d rather see total burn than trying to break out GTM unit economics. Ultimately, I like to look at cumulative burn and compare it to how many dollars it’s generated
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22 reads
Lately the economics of B2B companies are more driven by expansion than up front ACV (annual contract value). This is the best indicator of that motion.
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32 reads
Some board members prefer LARR to CARR because it can take a long time to implement a deal. And some never make it.
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72 reads
Pipeline generated in the previous period less pipeline removed (sold or lost) is a good indicator of market pull, and a leading indicator for scaling sales. Generally a bogus number early on, but good discipline to be in the habit of reporting.
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42 reads
Total contracted annual recurring revenue is the single best metric for the health of a business. It encapsulates new logo growth, expansion, and churn in a single number. Shows the money that comes in every year for the life of a subscription (or contract).
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327 reads
If you have a couple quarters of sales data, measuring CAC (customer acquisition costs) payback gives you a read on sales efficiency. The typical calculation is (sales + marketing) / (net new ARR x % gross margins). The average startup has a CAC payback of 12-18 mos. If you sell to large enterpri...
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25 reads
Gross retention reflects your churn and downsell and is often an indicator of how mission critical your product is.
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31 reads
Includes $ from new logos booked and expansion net of churn and downsells. This is the best leading indicator of market pull.
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39 reads
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Expand your horizons and try new things: for example, an art class or a dance class. It will open up the possibility of making friends in new and interesting places.
Expose yourself to new ways of thinking by learning something new.
Whatever you choose to engage in, line up new experiences to set your brain on course to think in novel ways. Get your mind to expand laterally, enhancing your creativity and problem-solving capabilities.
In dealing with the current pandemic, people are using technology to recreate their rituals as best they can. But they’re also inventing new ones.
The loss of many of our public rituals, including things as simple as meeting a friend for coffee or a drink, has led people to naturally look f...
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