Pete Crosby

Founder, 4x #SaaS CRO. #Coach, Advisor & Mentor. Co-author of The Definitive Guide to #Revenue Leadership. SUBSCRIBE TO MY REVENUE DEEP-DIVES 👇🏻

[Pete Crosby @petercrosby]

📚 While keeping in mind that few products can ever score the top marks, think through how you can articulate PAIN more effectively so that your narrative conveys as much URGENCY as possible, driving the score upwards. ⬆️

6/7

[Pete Crosby @petercrosby]

@CotonCrescent @WindsweptSarah do we need tickets, or is it just turn up please?

[Pete Crosby @petercrosby]

More on how to work through this topic here: https://t.co/nYAYWtHGG0

6/6

[Pete Crosby @petercrosby]

In a recession increasing ARPA (annual revenue per account) is crucial - max out the spend per deal. But how? 🔑 How do you increase your ACV? 💰

1/6

[Pete Crosby @petercrosby]

❓ What is the STRATEGIC DRIVER which is causing the PAIN for your prospects? 🤔

📚 Once you know that, you can start to develop a solution that will address their PAIN at the strategic level, thereby increasing ACV. 📈💡

5/6

[Ben | The SaaS CFO @TheSaaSCFO]

We’ve all heard of Revenue per FTE. I believe that this ratio is good, but it’s generic. What about contractors? What about regional cost differences?

Do I really care about the number of FTE’s? Or do I care about how many DOLLARS I’m investing into my employee and contractor base?

You’ll be surprised by your trends when you chart this metric for your SaaS business.

I created the ROSE Metric metric three years ago, and it is more relevant than ever as we look to scale efficiently.

What do we need?

>> Recurring Revenue = the sum of your recognized subscription revenue and variable revenue. Do not include services or other one-time revenue.

>> Employee Related Expenses = wages, payroll taxes, benefits, retirement plan costs (i.e. 401K match), commissions, stock compensation (optional), and bonuses. Any expense directly tied to the compensation of your employees.

>> Contractor Expenses – direct payments to full-time and part-time contractors that help you on a consistent basis. I’d exclude consultants and one-time projects.

Headcount = full-time equivalent (FTE) employees in your SaaS business so you can map the solid blue part of the chart below.

RESULT = dollars of recurring revenue for every dollar of employee/contractor investment.

Check out the link below to the full post, formula, and Excel template. #saas #scale #cfo

>> https://t.co/vBgGRLoZ4u

[Pete Crosby @petercrosby]

Premium subscribers can download the PIP RISK MATRIX here: https://t.co/KiOBvraBdQ

7/7

[Pete Crosby @petercrosby]

🧵When building a Revenue Strategy, establishing PAIN alone is not enough. ❌

Buyers act because of RISK. 🧵

1/7

[Pete Crosby @petercrosby]

📊 These 3 vertices can each be scored on a scale of 1-5. If you are not scoring 10 or more out of 15… it is probably not RISKY enough to act.

6/7

[Pete Crosby @petercrosby]

🔍 There is a full deep-dive on this for all subscribers (both free & premium) & many other Revenue Strategy topics here: https://t.co/V9yaIDksZM 🔗 #revenue #sales 🔍

7/7

[Pete Crosby @petercrosby]

All salespeople know we are supposed to uncover PAIN but how should we quantify it & use that measurement to inject URGENCY?

🌡️ McGill University in Canada rank PAIN on a scale from 1-50. For example, planned childbirth scores 32/50. 🤰

1/7

[Pete Crosby @petercrosby]

📚 While keeping in mind that few products can ever score the top marks, think through how you can articulate PAIN more effectively so that your narrative conveys as much URGENCY as possible, driving the score upwards. ⬆️

6/7