Research Reports

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In Partnership with the Bridge Group.  B2B SaaS Sales Research Report - The Impact of a Pandemic


RevOps Squared, in partnership with The Bridge Group conducted research throughout the first 3 weeks of April to better understand the impact B2B SaaS Sales organizations have experienced.
 

Insights include:
- Inbound Lead routing changes
- Account Executive reductions - By Company Size and ACV
- Concern/Confidence on future AE impact
- Confidence in hitting Q2-Q4 - By Company Size and ACV
- AE Quota Changes

 

Resultant recommendations for SaaS Leaders - especially Sales Leaders:

Identify top performers and ensure they are 100% engaged and committed - consider quota modification and even recoverable draws to retain top performers

Collaborate with Marketing to supercharge Account-Based Marketing and Account-Based Sales including compelling high-value content and engagement programs that the ENTIRE company is supporting - establish shared ABM/ABS goals

Collaborate more closely with Customer Success. If your company transitions accounts from Sales to Customer Success in a hunter/farmer model after the initial close - have the AE re-engage fully including QBRs, executive relationships, and up-sell/cross-sells

Sales Development Research Report_5_6_20

In Partnership with Tenbound.  SaaS Sales Development Research Report - The Impact of a Pandemic


RevOps Squared, in partnership with Tenbound conducted research throughout  April, to better understand the impact B2B SaaS Sales Development organizations have experienced.
 

Insights include:
-Sales Development reductions - By company size and ACV
-Sales Development concern regarding future reductions
-Sales Development segmentation - Inbound vs Outbound
-SDR quota and goal modifications due to COVID-19
-SDR compensation including Base Salary and VC
-SDR VC Components
-SDR Activity Level Changes - By Channel
-Inbound lead handling changes

Resultant recommendations for SaaS Leaders - especially Sales Development  Leaders:

 

Refine the metrics that you measure and reward SDRs.  Link every dollar of expense to dollar of pipeline created and Closed-Won ARR

 

Increase the amount of time investment on enablement to ensure SDR has a mastery of new messaging and positioning

Evaluate how SDRs are using LinkedIn to ensure high value, personalized messaging is being used

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