ICONIQ Capital just published their 2024 State of Go-to-Market report with analysis from 150 B2B SaaS companies. I highlight ARR Growth, Net Dollar Retention, AE Quota Attainment and Funnel Metrics in this summary and link to the original report.

One of the top questions in RevOps communities is how to become more strategic and demonstrate the ROI of Revenue Operations.

In this article I’ll look at the challenge and propose how focusing on pipeline and revenue growth is the answer.

ICONIQ’s Go-To-Market Reporting Guide provides deep dive advice for founders, revenue leaders and RevOps professionals covering the key metrics, reports and trends to share with your leadership , your team and your board.

OpenView’s 2023 Product Benchmarks Report is out, providing metrics from 1,000 respondents across the PLG lifecycle.

Access the report and see my highlights in this article.

Founders are increasingly measured on metrics that look at efficiency over pure ARR growth.

I look at slides presented by Dave Kellogg and Michael Lavner of Balderton Capital and suggest how revenue leaders can influence these metrics.

Attribution encourages siloes in your revenue team, whereas accountability aligns everyone with the same revenue goals.

Learn the difference and I’ll share a plan for introducing accountability to your teams.