Dan L.’s Post

Optimizing your ARR is about more than just the bottom line. From Gross New to Churn, breaking down ARR into its component parts allows you to understand the story of the business. And drive consensus around how to influence it. In this installment of the Ultimate Guide to ARR, we walk through how to analyze and optimize each component to keep your growth charts moving up and to the right. Subscribe to Wrap Text ↩️ for new installments each week. Link in the comments.

ARR, LTV, NRR. Acronyms that are familiar, inter-related, and plastered on plenty of reports, charts, and executive documents. While related, only one is the north star for companies focused on growth. And today, Go Nimbly is launching a content hub around...🥁the NRR metric! You'll find content focused on helping revenue operators optimize their upsell and renewal strategies to keep NRR healthy, like: - Opportunity Infrastructure - Sales-Readiness Signals - Automating Upsell Opportunities - Who Should Own Expansions Check it out: https://lnkd.in/eH9cfcDi #RevOpsNRR #RevOps #Upsells #Retention #Growth

CEO: We need to hit $30M ARR this year. CRO: How did you get to that number? CEO: Umm...that's just what we need to hit. What's the right response here? For me, we need a bottoms up analysis. Questions I would need answered: 1. What NRR can we expect? - What do our historic numbers tell us? - What do we know about each account? - What can we realistically forecast for NRR? 2. What new business do we need to land? - Simple math, Target ARR minus NRR 3. What's the ASP we can expect? - Are all deals similar? - Or do we have different types of deals? - What ASP can we realistically expect? 4. When do we need to generate this pipeline? - If our ENT deals take 9 months to close... - We have very little time to initiate those deals - When do we need pipeline to close this year? 5. What Close Rate can we realistically expect? - What do our historic numbers tell us? - Has the market changed over time? - Is Close Rate different for different types of deals? - Is Close Rate different for different channels? - What can we realistically expect? 6. How much pipeline do we need - We know ASP, Close Rate and Sales Cycle - We know how this breaks down into categories - So we can calculate how much pipeline we need when 7. How do we generate that pipeline? - What can we realistically expect from inbound? - Based on historic numbers, spend, website traffic - Conversion rates, etc etc etc. - What can we realistically expect from outbound? - Based on historic numbers, headcount, activities, etc - Do we have any other channels we can leverage? - Do we have the headcount, budget, tools to execute? This is the bottoms up target setting that was so often ignored during the "Growth at All Costs" era where we simply expected to spend money and triple, triple, double, double without any underlying fundamentals. Sadly for all of us that time has passed. (If I'm being honest I'm not sad.) ✌️

Goals are a critical component of any sales team. Making sure those goals are grounded in reality is equally important! There is no easier way to discourage and burn out your sales reps than setting unrealistic goals. Eddie Reynolds has a lot of great thoughts about goal creation and questions to ask when generating those goals.

We helped add $250K in ARR to our client's SaaS business last month! 🎉 Front-end metrics like signups and awareness from target accounts are nice, but they don't pay the bills. Revenue does. What made the difference? It wasn't a secret formula or a magic button. It was a relentless focus on ROI. Every ad, every campaign, every decision, driven by data and aimed at revenue. That's performance marketing. It's not about creating a flashy front end. It's about driving growth where it matters - on the bottom line. 💡Here's a tip: Stop chasing metrics that don't matter. Need to generate more pipeline from your performance marketing campaigns? Let's chat. 🚀👊🏼💥

Outbound ain't dead. Outbound as we know it is. This lad drove $622k ARR 12 weeks after launching his unusual visitor identification SaaS tool. All from LinkedIn traffic. Adam Robinson joined me on the Breaking B2B pod. We dive into: -> Why outbound as we know it is dying -> WTF is inbound-led outbound -> Why go all in on LinkedIn -> His unusual content approach -> How to replicate his growth process Listen/watch the full ep: https://lnkd.in/e_kyYKAv

Growth Channels By ARR Stage: PLG vs. SLG

Outbound ain't dead. Outbound as we know it is. This lad drove $622k ARR 12 weeks after launching his unusual visitor identification SaaS tool. All from LinkedIn traffic. Adam Robinson joined Sam Dunning on the Breaking B2B pod. They dive into: -> Why outbound as we know it is dying -> WTF is inbound-led outbound -> Why go all in on LinkedIn -> His unusual content approach -> How to replicate his growth process Listen/watch the full ep: https://lnkd.in/eufaugF5

SaaS GTM: The Mechanics of Exponential Growth by Santosh Sharan - a youtube video with incredible value that only got 161 views (shocker). In case you didn't know, Santosh is the COO of Retention.com, mastermind behind RB2B, ex-VP Product/Growth at ZoomInfo & advised a load of data SaaS companies you've definitely used, including Gong... I like to geek out on GTM strategies, and this one SLAPS. Here's a little Google Doc I've put together (in collaboration with Samuel Svestka & ChatGPT) which summarizes the hour long video: https://lnkd.in/d4r7EEnn ✅ Drop a like if I should share some of my other findings on SaaS GTM strategies. ✅ Don't forget to drop Adam Robinson & Santosh Sharan a follow, their approach to building in public is defining a new paradigm in B2B SaaS.

We are closing June with the highest new MRR added in a month, yet! Alhumdulillah New MRR comes from revenue from new customers signed in the month, and expansion revenue form existing customers (adding more branches to the Blink network or signing up with another product, POS and/or Fleet management) It has been a long journey since we signed our first paid customer, and it took many iterations in our GTM over the years (from marketing to sales and customer success), often times completely revamping how we acquire and retain customers, to get here Scaling a B2B SaaS is a long game, what worked in previous quarters / years might not work in the future. As we scale to $1m ARR and beyond, we will need to unlock more levers for growth and continue to provide incremental value to our customers It comes down to having the right people in place who are enabled by the right processes to assist the customers quickly and consistently. Big shoutout to all our colleagues and customers at Blink Co Technologies for helping us get here & looking forward to the years ahead 🚀