Sightfull Newsletter
December 31, 2024
EDITOR'S NOTE
Hey there, GTM devotees! 👋 Ready to ditch the spreadsheets and unlock the true potential of your SaaS metrics?
This ain't your grandma's data newsletter. We're serving up piping hot insights, ABM secrets, pipeline optimization magic, and GTM insights so good, they'll make your competitors jealous (and maybe a little hangry).
On the last day of this year, we made a resolution to create a monthly newsletter, and here we are with the very first one.
So grab your favorite data snack, and let's dig in.
ABM Like a Boss: Conquer Your Pipeline with This Template
ABM. So hot right now. 🔥 But let's be real, it can be a beast to manage. Enter Sightfull's ABM Funnel Template – your secret weapon for streamlining your strategy, tracking accounts like a hawk, spotting bottlenecks, and getting your marketing and sales teams in perfect harmony.
Why it matters?
ABM done right is a game-changer. This template gives you the inside scoop on every stage of your funnel, so you can see where the magic happens (and where deals go to die…so you can rescue them!).
Who benefits?
This is for all you Marketing Leaders, Sales Directors, and ABM Specialists looking to crush your quotas, impress your boss, and maybe even snag a promotion. 😉
Key benefits:
- Strategic Insight: X-ray vision into your ABM funnel. See what's working, what's not, and where the party's at.
- Increased Efficiency: Bottlenecks? Buh-bye. Smooth out your funnel and watch those deals flow.
- Account Prioritization: Focus on the whales, baby! Target the high-value accounts that'll make it rain. 💰
- Improved ROI: Stop wasting ad spend on campaigns that don't convert. Get laser-focused for maximum impact.
How it works
It's like magic, but with data. ✨ The template uses ABM Funnel and ABM Funnel Snapshot metrics to give you a real-time view of your account flow. Tweak your strategy on the fly and watch the results roll in.
- Stalled Accounts: Spot 'em, fix 'em, win 'em. The ABM Funnel Snapshot makes it easy.
- Sales & Marketing Alignment: Finally, a tool that gets the two teams speaking the same language.
- Review Frequency: Monthly check-ins will keep your strategy fresh and your pipeline full.
- Campaign Success: Know exactly which campaigns are performing and which ones need a makeover.
Ready to become an ABM superstar?
Pipeline Conversion Rate: Your Sales Secret Weapon
Pipeline Conversion Rate (PCR). It's not just another metric; it's the ultimate sales performance indicator. It tells you how many of your pipeline opportunities are actually turning into closed-won deals (and who doesn't want more of those?).
Why it matters?
High PCR? You're a sales rockstar. Low PCR? Time to get back to basics. This metric is your compass for revenue growth, accurate forecasting, and a sales team that's as efficient as a well-oiled machine.
- Business Growth Unleashed: Boost your PCR, and watch your revenue skyrocket. It's like adding rocket fuel to your sales engine. 🚀
- Forecasting Like Nostradamus: Predict your revenue with uncanny accuracy. Impress your boss, and maybe even yourself.
- Sales Team Superpowers: Spot the weak spots in your sales process and transform them into strengths.
Real-World Example
Imagine a SaaS company with a $1M pipeline and a measly 25% PCR. They're looking at $250k in bookings. Bump that PCR up to 35%? Boom! $350k. Same leads, way more money. 💰
How to calculate PCR
Don't worry; it's not brain surgery. PCR = (Closed Deals / Total Deals in Pipeline) × 100
- Count all the deals in your pipeline.
- Count all the deals you closed-won.
- A little bit of math magic, and voilà!
Example Calculation: 200 deals, 50 closed-won = 25% PCR.
PCR Variations
Because data gets more interesting with options:
- Net Conversion Rate: How much of your starting pipeline closed as bookings?
- Gross Conversion Rate: Compares all bookings (including new opps) to your starting pipeline, giving you a historical view of your sales prowess.
Sightfull makes tracking and analyzing your PCR a breeze
Finance Presentations: Ditch the Snoozefest, Tell a Story
Finance presentations. They're known for being about as exciting as watching paint dry. But what if I told you it's not the finance part that's the problem? It's the presentation part. Soufyan Hamid is dropping truth bombs on LinkedIn about this, and we're here for it.
Why it matters
Most people think finance presentations fail because they're boring or badly designed. Nope. The real culprit? Data dumps with zero narrative. Your audience needs a story, not a spreadsheet.
The big picture
Finance storytelling isn't just for CFOs; it's a superpower every finance pro needs. It's about making your numbers make sense (and maybe even getting people excited about them!).
- Start with a Story: Hook 'em from the beginning. Context is king.
- Anticipate Questions: Be ready for the tough ones. Addressing potential weaknesses head-on builds credibility.
- Speak Business (Not Finance): Ditch the jargon and talk about outcomes. What do your numbers mean for the business?
- Make It Real: Real-world examples make your points stick. Nobody wants abstract theories; they want relatable stories.
- Visuals are Your Friend: Charts and graphs are great, but they shouldn't steal the show. They're there to support your story, not replace it.
- Train Your Weaknesses: Not a natural storyteller? No worries! Practice makes perfect.
Turn your finance presentations into compelling narratives that people actually want to listen to.
Dig Deeper (with Soufyan Hamid!)
👉 Why we think finance presentations fail
👉 Become your company's finance storyteller
The Four Funnel MQL Model: R.I.P.
The "growth at all costs" era is over, folks. And the Four Funnel MQL Model? Yeah, it's going down with it. Chris Walker's, , founder of Passetto, helps CEOs and GTM leaders drive growth and optimize go-to-market strategies, has been preaching this gospel, and it's time we all listened.
Why it matters
This model was great when VCs were throwing money at anything that moved. But now? Unit economics are back in vogue. The Four Funnel MQL Model doesn't cut it anymore.
The big picture
This model lacks the visibility you need to make smart decisions. It's like managing a $50M stock portfolio without knowing which stocks are actually performing. Yikes.
Yes, but: The siren song of fast growth is tempting, but ignoring unit economics is a recipe for disaster.
The bottom line
CEOs, this one's on you. You need to lead the charge in overhauling your GTM strategy. Get your exec team together and rebuild your data collection, measurement, and investment processes.
Deep Dive (with Chris Walker) 👉 Read More
SaaS Benchmarks 2024: What's Hot, What's Not
The latest SaaS Benchmarks report is out, and CJ Gustafson's dropping some serious knowledge. SaaS spending is back, baby! But growth? It's got a whole new meaning.
Why it matters
After a year of tightening belts, SaaS companies (especially the smaller ones) are opening their wallets again. But they're not just hiring like crazy; they're investing in efficiency and keeping their teams happy.
The big picture
Growth expectations are leveling out. 25% YoY growth is now considered excellent. Remember the days of insane, unsustainable growth? Yeah, those are over.
By the numbers
Vertical SaaS is crushing it. Turns out, specialized solutions are where it's at.
The bottom line
Want to win in 2024? Focus on bigger deals (higher ACVs) and watch your net revenue retention (NRR) soar.
Dig Deeper:
Want to know more?
Book a Demo to Leverage Analytics Without Delay!
Implementing PCR Analysis
Stop guessing and start knowing. PCR is your key to unlocking sales success.