How do your sales and marketing strategies stack up?

Welcome back to Flight School.

As promised at this newsletter’s founding, Flight School aims to equip SaaS leaders with the data, insights, and stories they need to scale up and take off. With the back-to-school season approaching, it’s a perfect time to recalibrate your goals, starting with sales and marketing.

Our Onsite experts have created two tools for SaaS leaders to visually assess their current approaches: the SaaS Sales Periodic Table and the SaaS Marketing Periodic Table .

Based on almost 30 years of investment experience and data from our diverse portfolio of private and public SaaS companies, our Periodic Tables highlight the top-line metrics that are critical to driving growth.

The benchmarks below are not meant to be targets, but instead a starting point for discussion. All companies are unique and should seek to improve performance regardless of where they measure against benchmarks.

?? How do your SaaS sales metrics stack up?

In the table, you will find SaaS benchmarks across sales program efficiency, performance, quota and comp, capacity, and strategy/reporting for the most important sales metrics to track :

?? How do your SaaS marketing metrics stack up?

In the table, you will find SaaS benchmarks across marketing budget, program efficiency, people resourcing, and conversion rates for the most important marketing metrics to track :

How to use these periodic tables

ScaleUp founders and leaders can use these sales and marketing periodic tables as a visual checklist of their company's top metrics.

• Select the ARR segment that best fits your business.
• Click into a metric to see how best practices differ based on your ASP.
• Each card contains the definition of the metric, and how to calculate it.

As we round the corner on Q3, it’s also a good time to check in on how you’re using #generativeAI. Now more than ever, it’s harder to cut through the noise, and B2B SaaS leaders need a new approach.

After closely monitoring the five seismic shifts of genAI , our Onsite experts have lasered in on one shift that is rapidly evolving: Modern Word of Mouth.

??? What is Modern Word of Mouth??

Insight Partners defines Modern Word of Mouth as a marketing strategy where diverse stakeholders actively engage across scalable, authentic channels to mold B2B brand narratives. In this approach, brands use genAI to listen to and analyze stakeholder conversations. These insights augment existing messaging, which is then amplified to the market to drive advocacy, presence, and buying decisions.

Traditional Word of Mouth vs. Modern Word of Mouth (mWOM)

How can startups and ScaleUps start using this new approach?

?? How do you feel about traditional word of mouth marketing versus mWOM? Let us know in the comments below ??????

New report featuring insights from 400+ enterprise execs

Whether you’re looking for a benchmarking guide, or simply trying to better connect with senior tech buyers, our 2024 State of Enterprise Tech Report is a tool for founders and leaders to evaluate the current and future state of enterprise technology. Read the report below:

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