Michael Schumann

As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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Catch up on Adam Robinson's journey on The Force & Friction Podcast as he discusses scaling a SaaS company from $20M towards $50M ARR. Watch the full episode here: https://bit.ly/3YzjaBH "It’s a game of different rules at each stage". #ForceAndFrictionPodcast #RevOpsLife #GTM #SaaS #B2BGrowth #EntrepreneurJourney #ScalingUp

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RevOps leads - is leadership tasking you with AE-sourced pipeline initiatives? As companies use this channel to close gaps in 2025 pipe coverage, many RevOps leads struggle to operationalize the goal. Why? Even with a fancy tech stack, prospecting gets deprioritized when AEs go deep on active deals, and without a structured process, the habit breaks entirely. The most effective RevOps teams tackle this head-on by embedding prospecting into the daily workflow. They make it simple, manageable, and aligned with their broader revenue strategy. Here are a few tactics helping RevOps teams drive AE-sourced pipeline: Manageable daily lists: Reps receive 2–5 high-priority accounts in their inbox each day, based on historical signal and ICP performance. Contextual alerts: Insights from enrichment and signal data surface clear reasons to engage, cutting down necessary research time. Streamlined sequences: Pre-built outreach tied to each account’s context minimizes research and effort. Streaks: Gamifying daily prospecting with streaks and leaderboards, while simple, goes a long way in maintaining the prospecting habit. Manager-level reporting: Clear metrics empower leaders to drive accountability and reward engagement with spiffs. In summary, RevOps should strive to eliminate all friction for AEs, create a daily prospecting habit, and maintain leadership focus on the initiative with data. Without this process and attention, AE-sourced pipeline initiatives usually fizzle out for most AEs. RevOps leaders, what’s working for you to ensure AEs hit their pipeline goal?

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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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Missing revenue targets can be a symptom of three things in high-growth SaaS companies: 1. Lack of relevant messaging at different stages of the buyer's journey 2. Lack of proper, segmented pipeline being delivered to sales reps 3. Lack of experience in certain parts of the sales process on the rep’s part If the issue is #1, get marketing to help fill in the content gaps. If it’s #2, review how you segment the market and feed your team leads. If it’s #3, focus on improving training, coaching, and support for your reps. Hear more about driving sales efficiency with Matt Gallagher, Portfolio CRO at Hg Capital, in this episode of the podcast --> https://lnkd.in/e9gyYnjz

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With the entire Qualified Platform, NextGen sourced $7.5M in pipeline and $690K in revenue in eight months. With Piper the AI SDR, NextGen eliminated missed chat requests for their inbound SDR team. 💪 The Challenge NextGen Healthcare has been a longtime customer of Qualified, using the full platform across AI Conversations, AI Meetings, AI Offers, and AI Signals to increase inbound conversion across their site. The challenge was scale. NextGen’s SDR team was strapped for bandwidth, fielding inbound from both the website and other channels. One of the areas for improvement was with missed chats–NextGen’s SDR team had missed 1400 inbound chat requests on the site in 12 months, which netted out to an additional $60K in potential revenue left on the table. 💰 The Solution Piper was added as a fallback option to the chat experience on NextGen’s site if no SDR was available to connect with a visitor. Now, Piper can jump in and answer any questions or book meetings if their human SDRs aren’t able to field the inbound chat request. This eliminated missed inbound chat requests for NextGen, and they’ve sourced $7.5M in pipeline and $690K in revenue with the entire Qualified platform since January 2024. 🫰 The Results After hiring Piper to scale inbound chat and fill in coverage gaps for their SDR team, NextGen is seeing incredible results: 💬 1400 → 0 missed inbound chat requests with Piper, representing an additional $60K in potential revenue 📈 $7.5M sourced pipeline with the entire platform in last eight months 💰 $690K sourced revenue with the entire platform in last eight months Read the full case study here: https://bit.ly/4fu1D3J

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So many SaaS companies lead their sales process with their sales team. Great idea, right? Wrong. Find out how we do things differently to create stronger relationships with our clients—and how it benefits you—in the video below. --- PS—Book a call with Integrate.io to experience it yourself.

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In the final push for year-end revenue, it *could* be time for... A pipeline blitz.⚡ As Maria Oczko-Canant shares, you can potentially energize your sales team with this type of spiff to accelerate deal close or hone in on deal health. 👉 How might you design a spiff in the remainder of the year to get your business development and account reps earning individual rewards for their contributions—all while working together at the pod level toward a larger, overarching team goal? Tell us—when your team hits targets collectively, what larger-level rewards tend to be a hit?

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2024 has continued to be a year of recalibration for SaaS—and for me personally. The shift from "growth at all costs" to sustainable, profitable growth has tested leaders across the board. Those who thrived demonstrated adaptability and a return to fundamentals: operational excellence, efficient scaling, and long-term value creation. I’ve been fortunate to witness this firsthand at Kapiche, working alongside Ryan Stuart, and a team dedicated to our customers. It's been a powerful reminder that, even in challenging times, innovation and customer-centricity are what set companies apart. Here are some observations from the year: 👉 Australia’s SaaS landscape has improved significantly ‣ Local talent has matured, making it easier than ever to build world-class teams right here. ‣ Remote work continues to enable global collaboration, though challenges like cultural alignment and team connection still require focus. 👉 Customer-first values remain an unresolved challenge ‣ Companies want to listen to customers, but outdated systems, silos, and misaligned cultures often stand in the way. ‣ Leaders must champion customer-centricity from the top down, and Boards need to prioritise customer metrics alongside financial KPIs. The companies that solve this will dominate their markets. ‣ This is an industry agnostic issue and there is significant room for improvement across the board. Looking ahead, 2025 feels poised to be a breakout year. Optimism is returning to SaaS, driven by leaner operations and shifting macroeconomic and geopolitical conditions. As the tech sector rebuilds momentum, I’m confident that we’ll see a return to normalcy (not euphoria, though). Wishing everyone a joyful holiday season!

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🎧 Start your weekend with the latest episode of The Science of Scaling podcast. This week Mark Roberge speaks with Ryan Longfield, former CRO of Gong to discuss "How to Run Your Sales Org Like a Billion Dollar Company." They discuss: ➡ How to chart your career path based on priority and life stage 📚 Why content marketing is your best differentiator early on 🔎 What to look for in choosing the next company leader you work with https://lnkd.in/gsRzcXid

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🔥Tech Stack for Your Entire GTM Sales Funnel🔥 Top – Middle – Bottom In today's era of advanced sales tech, it can be challenging to determine which tools to use at each stage of your GTM funnel. Here's some good suggestions: -- Top of funnel -- → Clay - Great for pulling and enriching lead lists for cold outbound → ListKit - Also great for finding valid B2B contacts → Common Room - Real buyer Intent signals and integrations → Instantly.ai - Sending platform and DFY domain set-up → Trigify.io - Social signals from Linkedin → LeadMagic - Find valid B2B email adresses and identify mx records -- Middle of funnel -- → Vector 👻 - Off site buyer intent + onsite lead identification → Distribute - Digital sales rooms → RB2B - Website visitor identification and enrichment → Calendly - Meeting book and pre call flows -- Bottom of funnel -- → Fathom - AI Meeting Assistant - Auto generate summaries of sales meeting and record content → Airtable - CRM and data reporting ----- What's your favourite part of the funnel to operate in? ___________________________________________ ✅ We share the latest AI & No-Code Automation contents every day! Follow Best AI Tools Finder  for more AI updates! ♻️ Repost to share this update with everyone! Brilliant share by: Louis Young 👋𝐇𝐞𝐥𝐥𝐨, 𝐋𝐨𝐨𝐤𝐢𝐧𝐠 𝐭𝐨 𝐝𝐫𝐢𝐯𝐞 𝐦𝐨𝐫𝐞 𝐭𝐫𝐚𝐟𝐟𝐢𝐜 𝐭𝐨 𝐲𝐨𝐮𝐫 𝐀𝐈/𝐒𝐚𝐚𝐒 𝐭𝐨𝐨𝐥𝐬? 𝐒𝐞𝐧𝐝 𝐮𝐬 𝐚 𝐃𝐌!👆 ___________________________________________  #chatgpt #nocodeautomation #SaaS #aitools #bestaitools2025 #bestaitool #bestaitools #2025trendingaitools #2025aitools #newaitools2025 #aitools2025 #bestaitools2025

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Want proof that multi-threading works? Here's our own data: We only win 4% of deals when there's one contact engaged. Scott Tower posted today about this https://lnkd.in/g2y-xjE4 This shows that buying is a team sport, and if there's only one person involved in a buying process it's likely going nowhere fast. One contact usually means they are on an information-gathering tour - typically a person with no decision-making authority - talking to vendors to collect pricing and present it to an executive team. This is the dumbest way to buy anything. People need to stop trying to avoid talking to sales reps. Great sales reps don't pressure prospects to buy products they don't need - they are there to help them buy and ensure their needs fit the solution. They can't do that if they aren't talking to the person with the pain and who has the authority to make the deal happen.

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Struggling to get your team to outbound? 80%+ of sales leaders we interviewed outbound with their teams. - Carlos Delatorre CRO at Harness is making cold calls with his team - Daisy Chung Head of Revenue Strategy at Orum 🥇helped create a culture where everyone prospects from the rep level to the CEO - Carrie Bosworth SVP Sales at Checkr, Inc. says it best ... "I think sales leaders get the most buy in when they do the work. So roll up your sleeves, and be willing to lean in" What do you do to build your outbound muscle?

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Software decisions can define your business trajectory. Should you build custom solutions or leverage off-the-shelf tools? On the Systems Simplified podcast, I shared a key principle: start by assessing your processes and goals. Why? Clear alignment leads to better outcomes. → 70% of software projects fail due to unclear objectives. → Integrating tools with existing systems can cut costs by 40%. → Custom solutions provide scalability tailored to your needs. For healthcare, where compliance is critical, a phased approach ensures adaptability and minimizes risk. If this got you curious, watch the full episode for practical insights. https://lnkd.in/eHrXZCtb #businesssoftware #softwareintegration #healthcare #customsoftware #businessgrowth

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Quotas shouldn’t be equal. Quotas should be fair ✅ Jamie Edwards, Head of GTM Ops & Tools at Gusto, illustrated this subtle difference by classifying sellers into 2 types: - Relationship sellers: Invest significant time to bring in larger deals - Quick sellers: Strive on getting the quickest sale possible When you’re assigning accounts to the reps, here’s the difference in approach: ⚖️ EQUAL: Splitting accounts 50/50 Result? Quick sellers will exhaust their lists faster, while relationship sellers won’t be able to hit most of their accounts. ✅ FAIR: Matching the number of accounts with seller type Result? Quick sellers can engage with more accounts, while relationship sellers can invest time to build deeper connections. That’s how you can improve quota attainment 🎯 #quotaattainment #quotas #sales #podcast #gotomastersshow

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Hey RevOps - here's a hack for you to eliminate all the time and money you are spending on your sandbox environment 👇 Test in production. 😏 Follow me for me RevOps hacks...and have a good weekend y'all ✌️ #revops #revenueoperations #salesops #salesoperations #sfdc #salesforce #salesforceadmin #sfdcadmin

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