My favorite benchmarking reports

Bookmark this for easy reference

Me explaining my benchmarking comp set to my CEO

As a child I collected baseball cards. As an adult, I now collect benchmarking reports.

Do yourself a favor and bookmark this list in your Chrome browser (or Microsoft Edge browser, if you’re a complete psychopath) for ease of reference. It will be especially helpful during annual planning season when you’ll need to sanity check:

1. Revenue Growth

2. Productivity

3. Profitability

Speaking of planning, this Thursday we’ll be releasing Part 4 of our 5 part series on Annual Planning. Here are the first 3:

Your Complete Guide to Annual Planning (Part 1): The Kickoff

Your Complete Guide to Annual Planning (Part 2): Building Sales Capacity

Your Complete Guide to Annual Planning (Part 3): Marketing Budget

You can get access to the complete series and templates by upgrading to paid here:

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Operational Benchmarks:

• SaaS Benchmarks Report by OpenView (2022 results)

  • Financial and Operating Benchmarks Report by OpenView (2021 results)

  • Expansion SaaS Benchmarks by OpenView (2020 results)

  • Expansion SaaS Benchmarks by OpenView (2019 results)

• SaaS Benchmarking Report by Chart Mogul (2023)

• B2B SaaS Benchmarks Report by Benchmarkit (Q2 of 2023)

• Topline Growth & Operational Efficiency by ICONIQ (As of September of 2022)

• The Cloud 100 Benchmarks by Bessemer (2022 results)

  • Scaling to $100M by Bessemer (As of September of 2021)

  • The BVP Nasdaq Emerging Cloud Index by Bessemer (As of 2023)

• Public SaaS Comparables by Meritech (As of 2023)

• KBCM Private Company SaaS Survey by Keybanc (2022 results)

  • KBCM Private Company SaaS Survey by Keybanc (2021 results)

  • KBCM Private Company SaaS Survey by Keybanc (COVID) (2020 results)

  • KBCM Private Company SaaS Survey by Keybanc (2019 results)

  • KBCM Private Company SaaS Survey by Keybanc (2018 results)

  • KBCM Private Company SaaS Survey by Keybanc (2017 results)

  • Pacific Crest Private SaaS Company Survey by Pacific Crest (2016 results)

  • Pacific Crest Private SaaS Company Survey by Pacific Crest (2015 results)

  • Pacific Crest Private SaaS Company Survey by Pacific Crest (2014 results)

Procurement Benchmarks:

• The SaaS Trends Report by Vendr (As of Q1 of 2023)

Talent and Compensation Benchmarks:

• State of SaaS Talent by OpenView (As of 2023)

• The Definitive Guide to Sales Compensation by ICONIQ (As of May 2023)

• The SaaS Org Chart by David Sacks (As of July 2021)

• Revenue per Employee Benchmarking by SaaS Capital (As of November 2021)

• Employee equity benchmarking for startups by Index Ventures (As of 2022)

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The “Run the Numbers” Podcast

If you’ve been granted equity in the company you work for, do yourself a big favor and listen to this episode. A couple of items we touched on:

• Why employees should cash in on secondary transactions

• How to ask your CFO about your equity

• When someone once tried to expense a chainsaw (no, seriously)

Episode 2 with Ivan Makarov of Webflow live on:

• Spotify

• Apple

• YouTube

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Mostly Mountains

I’m fresh off a week in Leadville, Colorado, where we held our finance team offsite. Planning for next year is hard. Planning at 10,000 feet altitude will make your head spin.

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Quote I’ve Been Pondering

“Every successful business is a loosely functioning disaster”

-Brent Beshore, via Morgan Housel

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What I’m Looking Forward to

Dates: Sep 12—22, 2023.

My friends

The Software Analyst Newsletter

and

Thomas Robb

are putting on a kickass bootcamp for tech professionals, SaaS operators, SaaS investors, and Cybersecurity professionals.

Thomas Robb used to be a leading software research analyst at Morgan Stanley's NYC SaaS research team and is currently a senior finance director at OneTrust. And Francis Odum is a leading voice for the cybersecurity community.

The program is built around in-depth case studies of Datadog, Palo Alto Networks and CrowdStrike, with expert guest speakers from these companies.

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