Noah Kjos

If you’re struggling to build and properly scale your RevOps team, this post is for you! CRM + RevOps Tech + Strategy = RevOps Success

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Analyzing Churn- do you know what metrics to look at? How often are you looking at this and being proactive to prevent it? What metrics should you be looking at if you do not have CS Ops? The Infinite Renewals team recommends looking at these first: % Churn # of accounts $$ churned % calculated churn (12 MONTH) $$ renewed # accounts renewed $$ upsold # accounts upsold $$ booked # account booked The above monthly and quarterly It would be best if you also had the ability to drill down on the numbers above to be able to see which accounts made up the $$, #, %

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In a hyper-competitive SaaS landscape, your game-changer isn't just what you're selling — it's how you're selling it. Enter Product-Led Growth (PLG), the strategy turning traditional sales models on their head. Think Slack, Zoom, Calendly. These companies didn't just create great products; they made those products their best salespeople. How? By letting users experience value firsthand. If you're interested in joining the PLG revolution, here's a snapshot of the playbook: • Craft an irresistible user experience • Align your entire org around PLG and focus on solving user problems. • Build for scale from day one, invest early in tech that grows with you. • Data driven decisions! Use analytics to continuously refine and optimize the user journey. Curious where you stand on the PLG spectrum? Download our Product-Led Growth Readiness Checklist. Assess your maturity across 8 key areas and chart your growth. https://hubs.ly/Q02SCvtT0 #ProductLedGrowth #SaaS #GrowthStrategy #ProductDev

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🚨 "𝗟𝗮𝘀𝘁 𝘄𝗲𝗲𝗸 𝗜 𝘁𝗮𝗹𝗸𝗲𝗱 𝘁𝗼 𝟭𝟯 𝗦𝗮𝗮𝗦 𝗖𝗠𝗢𝘀 𝗱𝗼𝗶𝗻𝗴 𝗻𝗼𝗿𝘁𝗵 𝗼𝗳 $𝟭𝟱𝗠 𝗔𝗥𝗥 𝘄𝗵𝗼 𝗮𝗹𝗹 𝗮𝗴𝗿𝗲𝗲𝗱 𝘁𝗵𝗮𝘁..." You won’t believe what they all had to say! Okay, we'll tell ya! Turns out, they all agreed that hooks like the one at the top are trash. 😲 This is Liam Moroney's experience who sums it up well: "𝗧𝗵𝗲 𝗿𝗲𝗮𝗹𝗶𝘁𝘆 𝗶𝘀 𝘁𝗵𝗮𝘁 𝗵𝘂𝗺𝗮𝗻𝘀 𝗵𝗮𝘃𝗲 𝗮𝗻 𝗲𝘅𝗰𝗲𝗽𝘁𝗶𝗼𝗻𝗮𝗹 𝗸𝗻𝗮𝗰𝗸 𝗳𝗼𝗿 𝘀𝗽𝗼𝘁𝘁𝗶𝗻𝗴 𝗽𝗮𝘁𝘁𝗲𝗿𝗻𝘀, 𝗮𝗻𝗱 𝘀𝗼 𝗶𝘁 𝗼𝗻𝗹𝘆 𝘁𝗮𝗸𝗲𝘀 𝗼𝗻𝗲 𝘁𝗼 𝘂𝗻𝗱𝗼 𝘁𝗵𝗲 '𝗮𝘂𝘁𝗵𝗲𝗻𝘁𝗶𝗰𝗶𝘁𝘆' 𝗻𝗮𝗿𝗿𝗮𝘁𝗶𝘃𝗲 𝘁𝗵𝗮𝘁 𝘆𝗼𝘂’𝗿𝗲 𝗹𝗶𝗸𝗲𝗹𝘆 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝗵𝗮𝗿𝗱 𝘁𝗼 𝗰𝘂𝗹𝘁𝗶𝘃𝗮𝘁𝗲." Absolutely, Liam. Our experiences align, showing that patterns—whether in business or personal life—quickly become recognized and associated with manipulation when overused. Think about it. When children don't get their way, they cry. The first couple of times, we're fooled and give into their demands. But once it starts to become a pattern, it becomes less effective. We're no longer fooled. Well, it's the same with selling. We're training people to know our next move. Hence, when we repeatedly use the same hook, template or opener, people start to see it as a ploy to sell rather than genuine engagement. 📉 While once effective, these tactics eventually wear out. The key is remaining fresh, creative. Avoid becoming too comfortable with what currently works, as it can quickly become stale. 𝗗𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝗽𝗲𝗼𝗽𝗹𝗲 𝘁𝗼 𝗿𝗲𝗰𝗼𝗴𝗻𝗶𝘇𝗲 𝗮 𝗽𝗮𝘁𝘁𝗲𝗿𝗻? Then don't abuse or create a new one. P.S. For more insightful content, give Liam Moroney a follow! 👏

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The One Metric Every SaaS Leader Should Obsess Over What if I told you there's a single metric that cuts through the noise? One that's simple to calculate, yet profoundly revealing? It's called ARR per FTE (Annual Recurring Revenue per Full-Time Employee). And it's the metric every SaaS leader should obsess over. Why? Because it's a raw measure of efficiency. It tells you how effectively you're turning human capital into revenue. No fancy formulas. No financial sleight of hand. Just cold, hard truth. So, what does "good" look like? Based on data from 700+ private SaaS companies: - $1-5M ARR: $90k is good, $150k+ is great - $5-20M ARR: $150k is good, $250k+ is great - $20-50M ARR: $200k is good, $275k+ is great - $50M+ ARR: $250k is good, $300k+ is great But here's the kicker: The bar is rising. Fast. Median ARR per FTE jumped year-over-year. SaaS companies are doing more with less. So how do you improve this metric? Three areas to explore: 1. Leverage AI and automation to boost productivity across marketing, sales, and customer success. 2. Rigorously measure the incremental returns from sales and marketing investments. Double down on what works, cut what doesn't. 3. Scrutinize R&D performance. Prioritize features and products that exceed your profitability hurdle rate. But a word of caution: Don't optimize for ARR per FTE too early. Startups need to invest in future growth. Plan for lower numbers initially (<$100k), but have a path to $200k+ at maturity. The bottom line? ARR per FTE is the metric that separates the wheat from the chaff. Master it, and you'll be on the path to SaaS success. What's your company's ARR per FTE? How are you driving it higher? Share your insights below.

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we're making progress with a Slack app that automates driving more & better practice / outputs / behaviors with your AEs & other sellers… goal: make role-playing practice more manageable, realistic, & consistent while applying it to actual deals during prep ofc we're plugging into AI for some fun feedback loops too 😊 our next phase is seeing how more teams react to decide what to build for early customers. we can focus on anything you're looking to improve right now: outbounding, cold calling, disco, negotiation, storytelling, improv, forecasting, testing champs, etc... let me know if you want to test it out with your team, or it's easy to get started with the link below. thx!

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Normalizing to meet market demand isn’t the same as dying… Rightsizing to meet market demand is what happens when companies need to earn a profit vs inflate valuations. If the growth projections aren’t based in reality nothing you do based on it will be either

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Good numbers

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Our revops “team” at Chili Piper does A LOT OF automations. If you’d see our list, you’d think we have a full train of rev ops folks working here at Chili Piper (spoiler alert, we have 1 and a half). Here’s an example of an “unconventional” automation We assign churned accounts to SDRs. Yep, we automate outreach to churned accounts Here’s why and how First, let me tell you, it breaks my heart to see any customer churn. I feel like my heart is asking but always aim to learn from it and make everything better for them if they were to come back. Hence, we want to learn what made them leave, fix the problem, and win them back And the good news is that we win many of them back . Here are the nitty gritty on how we do this : We setup these rules for assigning churned accounts to our SDRs: – Account Status = updated to Churned – Transaction End Date = 91 days – Round Robin across SDRs and update SDR Owner – SLA: after 12 working hours, check if there was activity yesterday AND ROE phase ≠ unfit to work, send Slack notification – SLA: after 12 working hours, check if there was activity yesterday AND ROE phase ≠ unfit to work, reassign – Provide a Slack notification to the AM (80 days post-contract end date) – Provide a Slack notification to the SDR once the Account has been assigned (91 days post-contract end date) – Provide SDRs with information on why the account is churning in SFDC to give them the context to sell into the account effectively. If you are curious about more details on this, let me know!  

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Burning Revenue Question: What is the one biggest hurdle you faced when building a truly CUSTOMER-CENTRIC GTM motion? Answered with gusto by James Kaikis:  “The biggest hurdle is fighting the traditional norms, like NOT caring about MQLs and SQLs.” He went on to say how times have changed from the growth-at-all-costs era when money was cheaper to a more efficient way of doing things while maintaining profitability. This change calls for peeling the layers off of traditional processes and understanding the why behind those, to figure out if that makes sense for your business and your customers. Watch the full episode now to learn how to one-up traditional norms and build a truly customer-centric GTM strategy. 👇 🔗 https://lnkd.in/gZDf-B-m

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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🚀 Breaking News: SaaS #SalesSoftware Market Set to Explode! 📈 Industry giants Buffer, Clearbit, and Salesmate are leading the charge in revolutionizing how we approach sales tech. 💼💻 Key players like Intuit Mailchimp, Hunter, GoToMeeting / GoToWebinar, and even tech behemoths Google and Slack are shaping the future of sales processes. 🔥 🔍 What's driving this growth? 📊Increasing demand 💰Rising disposable incomes 🖥️Cutting-edge tech advancements But it's not all smooth sailing - fierce competition is pushing innovation to new heights! 🏆 Whether you're an #SME or a large enterprise, there's a SaaS sales solution tailored for you. With cloud and on-premise options, flexibility is the name of the game. ☁️🏢 #NorthAmerica is leading the pack, but the global market is heating up! 🌎 Ready to supercharge your sales process? The future of SaaS sales software is here, and it's game-changing! 🚀 #SaaSSales #SalesTech #BusinessGrowth #TechInnovation #CloudComputing #MarketGrowth #BusinessInsights #TechTrends #SalesManagement #MarketResearch #FutureOfSales 🔗 Learn more: Link in the first comment ⬇️

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💡 SaaS Tip: Implement processes that help you notice churn patterns early. Example: 👉 Less frequent log-ins 👉 Repeated failed payment attempts 👉 Increase in customer support tickets When you notice some of these signs, reach out. Ask for feedback. Your customers will appreciate it. #saas #tip #churnprevention

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SaaS is in a weird place right now. Many SaaS companies aren't looking for hyper-growth anymore. What they're really looking for is relevance. Here's three reasons why: 1. Buyers are consolidating their SaaS solutions. 2. Buyers don't want yet another SaaS tool. 3. Buyers are tired of over-promised software and transformations. BUT, regardless of those reasons, buyers are still buying real results. This means there's a natural survival of the fittest happening in SaaS. There will be major winners, and there will be lots of losers. Why? Because their product isn't 10X better... OR worse, their product is 10X better but they never figure out how to communicate it to the buyer. If you’re a SaaS Founder looking to find relevance and communicate the value your product brings, start by building a proper Go-To-Market strategy. To learn how, grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. I’ll walk you through the 5 critical components to building a GTM strategy and communicating your inherent value. Just follow the link in the comments below. 👇

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🗞️ Weekly #RevOps newsletter just shipped, here's the 🔥 you'll find inside this week 👇 🎙️ What is RevOps? An interview with Rhys Williams, CEO of Domestique 💥 Partner anniversary announcement with our friends at Rattle 🦖 * rawr * 🧵 Top Slack threads on topics like: How to calc current MRR in HubSpot What the right* number of systems is for RevOps to own Integrating #HubSpot and Maxio 📚 RevOps reflections like: Empowering efficiency = letting your employees make decisions The real cost of lower performing data enrichment (from Openprise) What I wish I knew about Sales Sequencing Software (from our blog) 💼 RevOps jobs like: RevOps Manager from Distru RevOps Systems Manager from Workleap Director of RevOps from Cartwheel Salesforce Admin from Pigment And a lot more. Are you feeling glum 😔 because you don't see this marvelous piece of content in your inbox this morning? Instead of being upsetti, lets get you some RevOps spaghetti 😏 Join the community for * f R e E * at www(dot)revopscoop(dot)com 🔗 #revenueoperations #salesops #salesoperations #marketingoperations #marketingops #mops #sops #csops #cxops #gtmops #alltheops

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It all starts with getting your company values right.

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Last week we shipped some crazy stuff! 1. Gong integration 📞 This will automatically fetch Gong sales call transcripts, and process them all on autopilot. Revenue teams love it as it helps them be analytical about their requests to the product teams: now they can put dollar values on feature requests! 💰 2. Public changelog - Beta 🎉 It was already possible to write your release notes in Cycle, but there was a missing piece: sharing them with your users.   We’re more than excited to announce that we're starting the beta program for the public changelog feature. Our very own changelog is actually powered by Cycle now. 3. Cycle Ask - Beta 👀 Want to know what makes customers angry? Wonder what the main customer pain points are this quarter? Curious to learn what your top customers love about your product? Just ask! Cycle Ask will browse through all of your customer feedback and give you an answer in no time 🤗 👉 Learn more and see other updates in our changelog: https://lnkd.in/e9RiQFJt

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