Net promoter score is terrible - it's become useless for SaaS. We discuss the problems with it, and how to fix it.

• (00:00) - Introduction

• Earned Growth Rate from HBR
• NPS isn't a leading indicator of churn from Gainsight

PS: NPS was developed in the 90s by Bain & Co -- before SaaS really came around.

The biggest growth lever you have? It's your customers. In this episode we talk about CSMs, incentives and 4 common expansion strategies.

• (00:00) - Introduction

We’ve been zinging finance a bit on the show. Today we decided to invite a SaaS CFO, Ben Murray.

We talked about how the two functions should create a solid revenue plan together - how to manage crazy ambitions and much more.

• (00:00) - Introduction: Finance + RevOps

About Ben

Ben is a fractional CFO and founder of TheSaaSCFO.com and TheSaaSAcademy.com

Want more from Ben? Check out his newsletter here https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

You have a pipeline coverage ratio (PLC) of 10x. Is that good? Is it bad? Will you hit target? Will you team understand it?

The only thing you know for sure: It needs a winrate of 10% to work out.

But how do you use it operationally? Well.. It's pretty difficult. We dive into the problems with PLC in this episode.

• (00:00) - Introduction

You can calculate churn however you want. The problem? Churn as a metric will start to lose meaning.

Toni and Mikkel discuss the different options to make it useful.

• (00:00) - Introduction

Something you want us to cover? Drop us a note on [email protected]

The most predictability businesses have for revenue is the forecast. But what are some other simple steps you can take to build more predictability on revenue?

Toni and Mikkel discuss non-magic steps you can take towards predictable revenue.

• The industrialization of sales (05:09)
• How to go about it (06:32)
• Giving targets to your team (08:31)
• Steer clear of magic (10:31)
• The 10% rule (11:02)
• Give quarterly targets (13:44)
• Where will you add a buffer? (14:47)
• How do you get to quarterly targets? (19:41)
• Too much cushion? (21:33)
• Focus on the 10 percenters (25:30)
• The board and the plan (26:50)

Interested in GTM live? You can sign up here

Product led growth is still all the rave. But is PLG right for you? How do you build the business case and how do you think about modeling it out? 

We're not experts in PLG. Fortunately we brought on Leah Tharin who is to discuss it.

Here's what we covered:

• First: Is PLG right for you? (07:54)
• 2 stages where you can implement PLG (09:54)
• PLG is not about acquisition (11:08)
• Can you easily explain your offering? (17:44)
• Modelling PLG (21:02)
• Product Qualified Accounts (30:57)
• Operating cadence for PLG/PLS (40:04)

You can check out Leah here:

www.leahtharin.com + her linkedin: https://www.linkedin.com/in/leahtharin/

Enjoy!

"I don't have that number!"... "where did you get that data from?".. Ugh, so many objections to data, and the worst part? You get stuck chasing data perfection (which is an endless endeavour). Instead, follow this simple framework to create data trust.

And the best part? It's self validating over time.

In the episode, we discuss:

• The problem with data (02:19)
• Biases that break data (04:00)
• How to build data trust (10:24)
• First step: Go on a data diet (11:18)
• Establish accountability for the numbers (17:45)
• Pressure test the system (20:52)
• Monitoring the data (22:42)
• Expanding the data (25:31)
• Wrapping up (31:03)

PS: No joke. Write a long review and get a book. Send a screenshot to [email protected]

If you want predictable revenue, you need sales consistency. Not a "backlog" quarter where 80% of deals close in the last two weeks.

That's pretty stressful - so we decided to share 3 ways you can work towards more consistency in your sales.

We covered:

• The Unicorn of Sales: Consistency (01:47)
• The 80% of sales efficiency (05:00)
• #1 - Onboarding & offboarding (05:23)
• #2 - It's all about opportunity supply & demand (12:44)
• #3 - It's all about the mindset (24:24)
• Bonus: Fix to consistency (28:42)

Interested in the revenue letter? You can join here: https://growblocks.com/revenueletter/

There are things that just shouldn't be in sales comp plans. And then there are things that definitely should be.

In this episode we talk about a simple approach to drive the right behaviour for you and the sales team.

• Clawbacks (04:47)
• Step functions (08:40)
• Capped comp (10:42)
• Cliffs (12:56)
• Put this in your comp plans: Kickers (14:18)
• Negative kickers or debuffs (18:28)
• Contract length (18:40)
• Free months (22:30)
• Positive kickers aka buffs (23:24)
• Sales rep consistency (23:32)
• Intra Quarter Pacing (26:08)
• Quarter over Quarter consistency (27:10)
• The fifth quarter (28:50)
• Double bubble (30:09)
• Wrapping up (31:29)

You can check out GTM live here: www.growblocks.com/gtm-live/

Email us with questions at [email protected]