Metrics that Measure Up

B2B SaaS and Cloud founders, CEOs, and Go-To-Market operating executives share their journey as they scaled their business from $0M ARR to $100M and beyond. The guests share their insights on measurements of success, performance metrics, and benchmarks they use to guide and inform their decision-making and growth journey.Guests include founders and CEOs of amazing success stories such as LinkedIn, DocuSign, Marketo, Gainsight, Salesforce Commerce Cloud, ringDNA, InsightSquared, Cloudera and Gong. Beyond founders and CEOs, we also speak with leading Venture Capitalists, Go-To-Market executives and industry thought leaders who share their experience and insights into customer acquisition, customer retention, and customer expansion best practices.

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Episodes

Recruitment Metrics - with John Younger - RecruiterShare

In this episode of Metrics that Measure Up, John Younger, Founder and Chief Collaborator at RecruiterShare shares his insights developed over his thirty-plus years of experience in all things talent acquisition. Over his career, John has developed talent acquisition software for Bank of America, led recruiting for two divisions at BofA with over 16,000 employees, founded a recruiting company acquired by TriNet, founded an early leader in Recruitment Process Outsourcing that he sold in 2018, and ...

Sep 15, 2020•43 min

Side Hustles & Personal Brand Building - with Amy Volas

In this episode of "Metrics that Measure Up, Amy Volas shares her insights and perspectives on the concepts of side hustles and personal brand building for B2B sales professionals. Amy has seen every side of this topic, as an Enterprise Sales professional, a sales leader, and the founder and CEO of Avenue Talent Partners, which specializes in the recruitment of B2B sales reps, managers, and executive leaders. Amy and Ray discuss multiple topics, and provide experience-based advice including: 1) ...

Sep 08, 2020•37 min

Modern B2B Selling - Are the motivations different today? - with Andy Paul, RingDNA

In this episode of "Metrics that Measure Up", Andy Paul, the host of The Sales Enablement Podcast and Ray discuss how and if the modern B2B Seller is different today than yesterday. Topics covered include the motivation of sellers to serve their customers and help them make an informed purchase decision, or providing buyers unique insights into a new way of approaching a business process. Why quota may be an outdated concept, and even why a famous British economist's research shows that when a m...

Aug 18, 2020•39 min

Sales Quota and Compensation - Not built for today's customer centric world - with Sahil Mansuri, Bravado

In this episode, Sahil Mansuri, the Founder and CEO of Bravado, a network of over 70,000 sales professionals, discusses how yesterday's Quota and Compensation models are not relevant in today's, customer-centered world. Sahil shares his insights and perspectives on why sales compensation and quota setting needs to change. These insights have been developed from his experiences as a top salesperson, VP of Sales, Founder/CEO, and early-stage investor. Topics covered include: Why is the average ten...

Aug 11, 2020•42 min

Revenue Operations - What, Why and How to Measure Business Impact - Jason Reichl, Go Nimbly

In this episode of Metrics that Measure Up, our guest - Jason Reichl, CEO of Go Nimbly answers a wide variety of questions on the evolving function of Revenue Operations. Topics include why Revenue Operations should own their own quota number, how revenue operations will increase ARR Growth by 10% - 26%, and why Jason believes that Revenue Operations will be to customer experience and ARR growth what the Agile methodology was to software development and how lean manufacturing transformed the aut...

Aug 03, 2020•46 min

Sales Development in SaaS - Question and Answer Session with David Dulany - Tenbound

Sales Development is a rapidly growing professional for early career professionals in the B2B SaaS industry. David Dulany, founder and CEO of Tenbound was an early industry thought leader for Sales Development in the SaaS Industry. In today's Metrics that Measure Up, David and Ray discuss findings from their recent research that highlights how the Sales Development function has changed since the initial impact of COVID-9

Jul 18, 2020•14 min

Customer Buying Journey - How Customers Buy and Why They Don't - with Martyn Lewis

Martyn Lewis, author of How Customers Buy and Why They Don't: Mapping and Managing the Buying Journey DNA shares his insights from interviewing thousands of buyers. Martyn shares how The Buying Journey trumps the Sales Process, and that Buyers do not typically buy logically or rationally. Other topics include why your value proposition is just not enough and assuming that you understand the buyer journey is so dangerous.

Jul 18, 2020•12 min

The SaaS CFO - First Five KPIs - with Ben Murray

During the very first session of the Metrics than Measure Up podcast, Ben Murray - The SaaS CFO shares his insights and perspectives on the RevOps Squared KPI Framework and the Five First KPIs. Ben provides his feedback on how SaaS companies can take advantage of Key Performance Indicators like Rule of 40, CAC Ratio, Gross and Net Dollar Retention, Gross Margin, and Customer Lifetime Value to CAC to make smarter, more timely decisions. Come learn on when and how to use metrics that measure up to...

Jul 18, 2020•38 min

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