Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Summit 2016: Dawn Poulos, VP Marketing, Mattermark

163 views

Published on

The State of the B2B SaaS Market
Mattermark collects and organizes comprehensive information on the world's fastest growing companies. Dawn Poulos, Vice President of Marketing at Mattermark, will present data collected by Mattermark's technology that identifies specific SaaS market trends, overall ecosystem health, and individual SaaS category performance in The State of The B2B SaaS Market.

Published in: Business
  • Be the first to comment

  • Be the first to like this

Summit 2016: Dawn Poulos, VP Marketing, Mattermark

  1. 1. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Organizing the World’s Business Information Small Business Web Summit - May 10, 2016 The State of the B2B SaaS Market
  2. 2. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Today’s discussion @Mattermark @dawnpoulos Goal: How to find and sell to high-growth B2B SaaS companies
  3. 3. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM SaaS multiples - what’s going on? Oh crap Just kidding lol @Mattermark @dawnpoulos
  4. 4. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM The pain point 0 125 250 375 500 0 1000 2000 3000 4000 10/1/2013 9/1/2013 12/1/2014 5/1/2014 9/1/2014 12/1/2015 5/1/2015 9/1/2015 4/1/2016 Growth Score Employees @Mattermark @dawnpoulos
  5. 5. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Account based sales @Mattermark @dawnpoulos Using growth signals to improve: • Quality of SDR prospecting • Efficiency of Sales Execs • Profitability of Customer Success
  6. 6. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Prospecting starts with your customers Identify your most profitable customers Find new ones just like them @Mattermark @dawnpoulos
  7. 7. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Identify your top customers @Mattermark @dawnpoulos
  8. 8. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Find ones just like them @Mattermark @dawnpoulos
  9. 9. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Key signals for B2B SaaS @Mattermark @dawnpoulos • Funding • Employee headcount growth • Growth score
  10. 10. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Funding Months 14 16 18 20 22 Seed to A A to B B to C C to D D to Late Average Number of Months Between Funding Rounds for SaaS Companies @Mattermark @dawnpoulos
  11. 11. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Employee headcount growth @Mattermark @dawnpoulos
  12. 12. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Funding & employee growth 10-14% 15-24% 25-50% 51%+ 0 75 150 225 300 n=489 Employee 6-month growth rate for B2B SaaS companies that received funding within last 9 months @Mattermark @dawnpoulos
  13. 13. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Growth score 0 1000 2000 3000 4000 10/1/2013 8/1/2013 10/1/2014 2/1/2014 5/1/2014 8/1/201410/1/2015 2/1/2015 5/1/2015 8/1/2015 2/1/2016 Growth Score @Mattermark @dawnpoulos
  14. 14. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Sales is all about efficiency @Mattermark @dawnpoulos
  15. 15. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Prioritization based on triggers @Mattermark @dawnpoulos
  16. 16. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Prioritization based on triggers @Mattermark @dawnpoulos
  17. 17. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Growth: verticals B2B SaaS Customer Support Finance Software Development Human Resources Cloud Computing Analytics Enterprise Software Marketing Payments Network/Hosting Security Advertising Recruiting eCommerce Average Growth Score 0 70 140 210 280 Growth Score @Mattermark @dawnpoulos
  18. 18. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Customer success @Mattermark @dawnpoulos
  19. 19. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Identify your VIP customers @Mattermark @dawnpoulos
  20. 20. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Reduce churn @Mattermark @dawnpoulos
  21. 21. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM The state of B2B SaaS? @Mattermark @dawnpoulos
  22. 22. © 2016 ALL RIGHTS RESERVED ● MATTERMARK.COM Learn more . . .

×