The Essential Go To Market Math for Beating Your SaaS Startup’s Growth Targets

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tomtunguz.comHow big is your SaaS startup’s sales pipeline? How big does it need to be to achieve next month’s bookings target? What is the ratio of the sales pipeline to bookings? What should it be?

When asked these questions during a fundraising pitch, one CEO responded with the number of demos per account executive per day to attain next month’s bookings, impressively conveying his command of his business. A startup’s leadership should know the number of customers, sales and marketing qualified leads to meet or exceed plan at all times. If you haven’t performed this exercise this before, use the interactive worksheet below. Change any of the text boxes and the figures will update. If you’re reading this post by email, please click through. Some email clients don’t allow JavaScript for security.

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