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B2B SaaS Metrics that Matter to Growth Stage VCs

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Doug Landis

SaaS Metrics & Benchmarks

If you are responsible for driving revenue growth at a SaaS company that is preparing to raise Series A or Series B funding, what are the key metrics investors will expect you to know cold? That is exactly what Doug Landis,  Growth Partner at Emergence Capital shares on this episode of the Metrics that Measure Up podcast. Doug's journey to becoming Growth Partner at Emergence Capital, the first Venture Capital firm created specifically to invest in SaaS companies, is one of pedigree. Starting at Google as a skills productivity manager, then on to corporate sales productivity at Salesforce, followed by the position of Chief Story teller at Box and now, Growth Partner at Emergence Capital. During this episode, we discuss a wide variety of topics including the top metrics that every Chief Revenue Officer and SVP Sales should now before having a meeting with a growth stage fund, when trying to raise a Series A or Series B round of financing. The conversation moves on to the importance of understanding your customer acquisition and retention metrics on a cohort by cohort basis.   Sales and Marketing integration versus alignment became a critical topic, and one that directly impacts the role of the CRO and the performance of the key customer acquisition performance metrics. Finally, we discuss the concept of pattern recognition, which is a key skill that VC's and experiences revenue leaders alike must develop to be successful.  An element of pattern recognition is that it is critical to understand industry benchmarks that are relevant and appropriate for your company, including stage, size, annual contract value and distribution model. This is a fast moving, high energy discussion that highlights why Doug is known as an excellent story teller!

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