The #1 Thing Your VP of Marketing, Sales and CEO All Have to Agree On; Plus Weekly SaaS News and Updates

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Hey SaaStr Community,

Q: How do I drive alignment between my new VP of Marketing and my VP of Sales?

A: The simplest forcing function to help your first VP of Sales and Marketing work well together is for you all to agree on what the #1 core metric in the funnel is.

And then what the core goals are there for each month and quarter of the year.

Is it X leads per month?
Is it a certain number of MQLs? Or is it SQLs? Or is it SQOs by number?
Or is it Y $$ of opportunities?
Or is it simply Z $$$ of closed/won business?

I.e., pick >one< phase/stage of the funnel as Priority #1 for the Demand Gen+ Team Goals. (This of course is in addition to your MRR growth goal).

> More here

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You may not have heard of Procore if you aren’t in construction, but it’s a quiet SaaS leader we can all learn from if we think about it as a break-out Vertical SaaS leader. They filed to IPO just before Covid hit and their business was impacted, as you might imagine. But they quickly bounced back and are now ready to IPO again at $500,000,000 in ARR.

Here are the five interesting learnings -->

This edition of the SaaStr weekly is sponsored in part by Capchase

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Many SaaS products don’t really charge upfront fees -->

This edition of the SaaStr weekly is sponsored in part by Snowflake

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Go long in SaaS -->

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Watch now -->

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