Trouble shooting Go-to-Market (GTM) issues is a critical competency to master for every SaaS company as they face the pressures of lower growth and reduced revenue growth efficiency. Dave "CAC" Kellogg and Ray "Growth" Rike introduce a GTM trouble shooting framework that addresses the five primary opportunities to improve GTM efficiency.

The five key areas of Go-to-Market efficiency opportunities include:

• Pipeline Generation
• Pipeline Conversion
• Win Rates + ACV
• Customer Retention
• Customer Expansion

CAC and Growth discuss some of the key metrics that measure the performance and health of each of the above areas. In addition, as two former B2B SaaS operators, they cannot help but dive into some of the key issues and solutions that go beyond "trouble shooting" and move into potential solutions to enhance revenue growth efficiency and improve performance.

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Benchmarkit recently published their 2024 SaaS Performance Metrics Benchmark Report based upon 936 B2B SaaS companies participation. Dave "CAC" Kellogg and Ray "Growth" Rike discuss the recent trends and insights.

SaaS Metrics and the corresponding benchmarks discussed include:

• 2023 Growth Rates
• 2024 Planned Growth Rates
• CAC Ratio (Blended, New and Expansion)
• CAC Payback Period
• Net Revenue Retention
• Sales and Marketing expenses as a % of Revenue
• ARR per Employee

The full report and interactive benchmarking tool can be reached at: benchmarkit.ai/2024benchmarks

If you work in the B2B SaaS or Cloud industry this episode is a must listen!

NOTE: Benchmarkit was founded by SaaSTalk co-host, Ray "Growth" Rike"

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Is Pipeline Coverage Ratio simply the inverse of the win rate? Many people will translate a 20% win rate into the need for a 5:1 Pipeline Coverage Ratio - Dave "CAC" Kellogg and Ray "Growth" Rike dive into why that just isn't the case! There are multiple variables that need to be considered including:

• Win Rate versus Closed-Won Rate Conversion - there is a difference
• What happens to Pipeline Coverage Ratio when deals are pushed into or pushed out of the quarter
• How is Pipeline Coverage Ratio different in a 30 day sales cycle versus a 180 day sale cycle
• Bottom line - why Pipeline Coverage Ratio is NOT as simple as 1/Win Rate

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