Adam @ RepVue @thaAdamLittle Twitter profile

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Adam @ RepVue

3 months

Let's pretend for a moment that Software isn't Dead... and that it's just really cheap right now. Now let's pretend you valued the Health and Performance of the GTM as part of your investment thesis Where might you look?

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Adam @ RepVue

@thaAdamLittle

4 months

@ForePlayPod @ImperialHats @RiggsBarstool have some respect for Christ sake

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Adam @ RepVue

@thaAdamLittle

8 months

Does Private Equity really know how to run a SaaS business? ....specifically do they know how to run GTM for SaaS businesses? Let's take a look back at how Coupa, Zendesk and Qualtrics are fairing in the hands of their news owners, Thoma Bravo, Silver Lake, Hellman & Friedman

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Adam @ RepVue

@thaAdamLittle

20 days

Quota Attainment by SaaS Sub-industry for Q3-24 (still a few weeks to go...)

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Adam @ RepVue

@thaAdamLittle

4 months

The Senior Enterprise Account Executive Back row of the quarterly All Hands First time in office in months Being told RTO is mandatory Knowing he won’t comply Knowing they won’t touch him

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Adam @ RepVue

@thaAdamLittle

1 month

Private Equity kills quota attainment. That's the post. Data: @repvue YTD Quota Carrying Tech Reps, N=20,188

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Adam @ RepVue

@thaAdamLittle

3 months

Q2-24 is in the books and Cybersecurity Quota Attainment continues to push lower - clocked in at 36.44% in Q2 - the lowest of any sub-industry since Q1-22 Not only is Quota Attainment in this vertical abysmal - but Lead Flow sentiment is the lowest among the the other 8

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Adam @ RepVue

@thaAdamLittle

2 months

At the start of this year I made a goal to really lean into X and engage with the SaaS/Software/Sales community here to learn and share some of the valuable work we're doing at @repvue Quick shout out to some of the folks that have helped along the way and keep this place

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Adam @ RepVue

@thaAdamLittle

2 months

We all know that one 'job hopper' friend... the one who successfully managed to get 20%-30% bumps in comp every time they switched orgs - and switched every 12-18 months for 5-10 straight years. For the ones who stick it out, jealousy, FOMO, we've all felt it to some degree But

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Adam @ RepVue

@thaAdamLittle

2 months

In SaaS land - everything is just a little bit stuck in the mud... Below is look at US SaaS Quota Carrying Reps - with ACVs ranging from 25K to 300K, Sales Cycles ranging from 21 to 360 days, Base Comp ranging from 50K to 250K who rated on RepVue as 'Current Employee' over the

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Adam @ RepVue

@thaAdamLittle

4 months

🚨ATTENTION ALL SOFTWARE SALES REPS 🚨 Maximum Earning Potential Utility is reached at 100K-150K in average deal size. Stop chasing 250K deals - find that sweet spot 🤑 Good luck out there! Happy Memorial Day Weekend! 🇺🇸 N = 145,559 AEs in Software, source @repvue

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Adam @ RepVue

@thaAdamLittle

13 days

WOW - some GREAT Sales Orgs here very surprised by the general strength in Product Market Fit sentiment across this group N=4,322

Matt Harney

@SaaSletter

13 days

👀 $100M+ ARR, 30%+ Growth Private Software Co's - via @SapphireVC "Market Memo" I ran through 2-year charts of secondary market trading via @noticedotco -> proxy for IPO demand = looks "neutral" or balanced 1/3 - great trendlines, window open 1/3 - flat 1/3 - down charts

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Adam @ RepVue

@thaAdamLittle

26 days

You're looking at SaaS GTM metrics all wrong. Here are the 5 most important longitudinal @repvue KPIs I look at to analyze the Health & Performance of SaaS Sales Organizations. a 🧵...

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Adam @ RepVue

@thaAdamLittle

4 months

Hyperscaler GTM Performance pulse check YTD 2024 Average Deal Size (Enterprise) 1. Google Cloud - 400K 2. AWS - 388K 3. Azure - 330K Sales Cycle Length (Enterprise) 1. AWS - 187 Days 2. Azure - 189 Days 3. Google Cloud - 201 Days % Team Quota Attainment (Enterprise) 1.

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Adam @ RepVue

@thaAdamLittle

2 months

Saw an article (link in comments) yesterday that estimated Grafana Labs is growing Revenue at ~69% YoY! and already hit $270m ARR Kinda blew my mind 🤯especially in contrast to the deceleration in top-line growth at comps like $DT and $DDOG growing in the 20% range and obviously

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Adam @ RepVue

@thaAdamLittle

1 month

Want to be an Enterprise Account Executive? trying to secure the bag 💰 sure, we all do. ...but it's a grind. We surveyed 64,921 Account Executives in Tech who sell to the SMB, Mid-Market, and Enterprise and this is what we saw...🧵

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Adam @ RepVue

@thaAdamLittle

6 months

Interesting view at the HR/Payroll space when looking at lead flow sentiment among sales reps at public vs private providers the 'Lead Flow Sentiment' among publics ( $PAYC $PAYX $PCTY $PYCR $ADP ) all move together and tightly in the 1.5 - 2.5 range ... not very good (trending

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Adam @ RepVue

@thaAdamLittle

7 months

🚨ATTENTION ALL SALES LEADERS 🚨 At all costs, please for the love of shareholder value, create a sales org that predictably can get at least 50% of your team to reach their individual quotas. That's it. Low bar right? Wrong - only 25% of Sales Orgs are doing this. The

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Adam @ RepVue

@thaAdamLittle

1 month

$CRWD reporting $218m in Net New ARR how might they have gotten there? Approx 2200 GTM professionals - so let's assume 40% of them have quotas principally aligned to new logos Roughly 880 reps carrying a blended annual quota of $1m each (SMB lower, ENT higher) - so $250K each

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Adam @ RepVue

@thaAdamLittle

4 months

We spend a lot of time looking at and talking about Quota Attainment - but if you look further up funnel, at the Inbound Lead Flow sentiment score we collect at @repvue - I think you can get an interesting read on demand for different SaaS verticals, and its pretty telling...

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Adam @ RepVue

@thaAdamLittle

5 months

New Q1-24 RepVue Cloud Sales Index report drops this week. Macro pulse on trends within Cybersecurity, Data & AI, DevOps and Developer Tools, Sales Tools, Marketing Tools, HR Tools, Finance & ERP, Productivity and Collaboration Tools, and Vertical Industry Software. Quota

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Adam @ RepVue

@thaAdamLittle

3 months

I keep coming back to the stark difference in GTM KPIs between the incumbent public HR/Payroll providers and the newcomer private entrants - it seems to me to be the widest 'gap' between public/private GTM KPIs in all of software. I know they generally serve different end

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Adam @ RepVue

@thaAdamLittle

5 months

Quota Attainment 📈 Lead Flow Sentiment 📈 PMF Sentiment 📈 RepVue Score 📈 The Sales Org KPIs at $GME are rock solid. I've been trying to tell yall. Folks just now waking up to it. I really don't know if I can keep giving away this much alpha.

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Adam @ RepVue

@thaAdamLittle

5 months

Quota Attainment within our Cybersecurity Benchmark continues to print new lows - half way through Q2 and less than 36% of sellers are able to meet or exceed their quota. All other SaaS sub-industries have put in a bottom 2 or 3 Qs ago - Cyber heads lower. Why?

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Adam @ RepVue

@thaAdamLittle

2 months

Excited to release the @repvue Q2-2024 Cloud Sales Index report today! Check it out below: TL;DR - Quota Attainment is stuck moving sideways, multiple sub-industries hit new lows, very little to get excited about...apart from maybe Data & AI? About:

RepVue Cloud Sales Index | Q2 2024

www.repvue.com

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Adam @ RepVue

@thaAdamLittle

5 months

In a past life, about 6 years ago, I used Monday $MNDY and loved the product. Used it for Project Management workflows, planning, data sharing, etc. I think we paid ~ $1,000 a year for a handful of seats, never talked to a sales rep. Today, at @repvue I've got a different view

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Adam @ RepVue

@thaAdamLittle

5 months

Quick reminder to folks that CloudFlare $NET has seen its RepVue Score (Health and Performance of Sales Orgs) drop quarter over quarter from 87% percentile to 50% percentile over the past 8 quarters. In absolute terms it has fallen 9,252 spots to rank on the median across the

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Adam @ RepVue

@thaAdamLittle

22 days

Found this really interesting 💡 Look at the change in Average Deal Size by division as you scale up across RepVue Scores... Just reinforces the fact that Average Deal Size is everything for sellers. Higher Average Deal Size leads to higher comp, higher comp (generally) leads

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Adam @ RepVue

@thaAdamLittle

3 months

In an increasingly tough and challenging space - Wiz sales reps seem to think Wiz has something figured out... See the only increasing line? The blue one? The one at the top of the heap? ...That's Wiz 'GTMomentum' is worth a premium

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Adam @ RepVue

@thaAdamLittle

6 months

It looks to me that it's IMPOSSIBLE to accelerate revenue growth YoY in SaaS without having a GTM machine that consistently allows >=50% of your quota carrying sales reps to attain or exceed their personal quota To make this point, going to deep dive into $OKTA and $NOW 🧵

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Adam @ RepVue

@thaAdamLittle

2 months

Gong has such an interesting Sales Org story. Gang busters in 2021, off the charts Quota Attainment Quota Attainment begins to struggle Got out past their ski's a bit, over capacity Quota Attainment bottoms RIF follows Quota Attainment buoys post RIF measured re-investment

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Adam @ RepVue

@thaAdamLittle

3 months

Most Sales Organizations are performing worse than they were a year ago. The RepVue Score is an aggregate measure from the sentiment of sellers within the sales organization that quantifies the health and performance of the sales organization. Below is a look between June 24

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Adam @ RepVue

@thaAdamLittle

4 months

We're so back.

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Adam @ RepVue

@thaAdamLittle

2 months

$CFLT This is an interesting one, given the restructuring of the comp plan in late 23 to more of a consumption based model. From the data we're seeing and the reviews we're collecting its looks like Top Earner Potential in the Enterprise was ~900K in 2023 - and only ~725K thus

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Adam @ RepVue

@thaAdamLittle

2 months

I was wondering how @wiz_io felt bullish enough to turn down what looked like a pretty aggressive offer from $GOOGL (if all of that reporting was true) Digging in a little bit - it looks like it might be because Wiz might be...winning? in the crowded CNAPP space. ...at least

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Adam @ RepVue

@thaAdamLittle

4 months

Heading down to Pinehurst this morning for the U.S. Open, so golf on the brain. Here are some Professional Golfer to SaaS comps: DJ - $DOCU Peaked in Covid, coasting towards early retirement Tiger - $CRM The Goat, but not what it once was one Brooks - $PCOR Blue collar, shows

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Adam @ RepVue

@thaAdamLittle

1 month

Stating the obvious, but the @repvue data backs it up. $ZM is stuck in the mud. Sales Org Capacity - Flat YoY Sales Org Performance - Flat YoY NRR - 99%? Guided to....<1% YoY Rev Growth...probably looking at 1.5% print ... it does print cash 💵, so there is that I guess.

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Adam @ RepVue

@thaAdamLittle

6 months

In SaaS, a pretty tight trend line looking at RepVue Score vs Multiple (EV/NTM Revenue) ...that is if you exclude $DDOG, $NET, $PLTR 🧐 RepVue Score = Health and Performance of the Sales Org makes sense to me, quality GTM orgs = premium

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Adam @ RepVue

@thaAdamLittle

2 months

If I was an 'average' Account Executive comparing offers to join the Mid-Market teams at Datadog vs New Relic this is why I would turned down the offer with an OTE worth 35K more! a 🧵...

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Adam @ RepVue

@thaAdamLittle

9 months

Early still, but we recently added Business Units to our data collection process for some orgs to get a better read into the separate sales orgs and cultures in larger companies. $MSFT for example - Azure quota attainment ~65% vs Modern Work ~48%.

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Adam @ RepVue

@thaAdamLittle

3 months

Was looking into $PCOR yesterday and found this really interesting... % of Team Quota Attainment for the 8Qs from Q123 - Q424 is correlated .978 with Net New Customers reported. Does that suggest that new logos are the primary driver of the comp plan / quota? With Gross

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Adam @ RepVue

@thaAdamLittle

6 months

A lot has happened in the world of sales in last 365 days. Of the 25,000 Sales Orgs we track at @repvue these 8 orgs have experienced the biggest moves in RepVue Score, 4 to upside 📈 and 4 to downside 📉 $ZIP $CARG $NET $PSTG $AMPL $INTU $WKME $PATH Lets take a look at what

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Adam @ RepVue

@thaAdamLittle

5 months

Been playing with some derivatives within our dataset. OTE x 5 is proxy for Quota, Quota / ACV is deals needed to hit quota. Sales Cycle Length (Days) x Deals Needed / 365 is proxy for frequency needed of closed deals. Proxy / Sales Cycle Length is assumed win rate. (i.e. I

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Adam @ RepVue

@thaAdamLittle

2 months

$NET - Inbound Lead Flow Sentiment among sellers in Q2 was up 25.5% YoY. That, in combination with Q2-24 marking the first reversal in a long trend of declining quota attainment, maybe some positive signs to give confidence behind raising outlook.

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Adam @ RepVue

@thaAdamLittle

3 months

The slow down in all things GTM at $OKTA seems particularly pronounced to my eye relative to the general slow down across most all of Software. In Fiscal Q1 23 Quota Attainment = 57.7% Lead Flow Sentiment = 3.33 PMF Sentiment = 4.69 Culture and Leadership Sentiment = 3.69

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Adam @ RepVue

@thaAdamLittle

5 months

$TEAM has some spectacular quota attainment percentages across the org....humming

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Adam @ RepVue

@thaAdamLittle

5 months

Interesting, no BDRs for $CFLT Cloud Lean and mean, land and expand

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Adam @ RepVue

@thaAdamLittle

6 months

Not sure $CRM has the best track record of 'realizing synergies' with their M&A...at least not with their 'Salesforce' Salesforce, Slack, Mulesoft, Tableau all still function with effectively separate GTM teams / motions. If there was ever a place to 'realize synergies' wouldnt

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Adam @ RepVue

@thaAdamLittle

1 month

I'm growing more and more intrigued with the ratio between ACV and Sales Cycle Length, feels like its a good proxy for 'Deal Efficiency' Here is $CRM over the last few quarters - split by Division (Enterprise, Mid-Market, SMB) SMB holding flat, Enterprise and Mid-Market

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Adam @ RepVue

@thaAdamLittle

6 months

Tough to grow or maintain ARR with Quota Attainment <20%

Zain Rizavi

@MrRazzi17

6 months

Absolutely wild if true. Lacework would sell for $200M to Wiz, and in their last round, they were valued at $8.3B. That's not a sharp discount; that's dramatic erosion.

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Adam @ RepVue

@thaAdamLittle

2 months

Digging into $APPF a little bit... according to a sales rep review in October 23 "leadership has restructured quotas for a target of 25% attainment" another sales rep review in July 24 "company wide quota attainment is less than 25%" according to aggregated '% of Team Quota

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Adam @ RepVue

@thaAdamLittle

5 months

'blown away at how much room for improvement there is in our GTM team' -New President of Revenue ...yep.

Adam @ RepVue

@thaAdamLittle

5 months

Quick reminder to folks that CloudFlare $NET has seen its RepVue Score (Health and Performance of Sales Orgs) drop quarter over quarter from 87% percentile to 50% percentile over the past 8 quarters. In absolute terms it has fallen 9,252 spots to rank on the median across the

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Adam @ RepVue

@thaAdamLittle

2 months

$DDOG reported a ~26.7% YoY Revenue Growth last week. Sales Org Capacity over the same period was up ~10% Sales Org 'Performance' ( @repvue Quota Attainment as proxy) was flat over the same period NRR over the same period was 'mid-110%s' That all kinda squares doesn't it?

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Adam @ RepVue

@thaAdamLittle

1 year

A snippet from the March @repvue SaaS Sales Performance Index. Couple of call outs when you look at company Head Count change and Quota Attainment over the last 6 months. #SaaS $TWLO $TOST $CXM

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Adam @ RepVue

@thaAdamLittle

2 months

Lead Flow Sentiment >3.5 = Quota Attainment >55% 12 Companies fit that bill thus far in 2024 Can you guess who they are?

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Adam @ RepVue

@thaAdamLittle

2 months

Using Q1-23 as a benchmark - below is the change in both Sales Org Capacity (h/t @RevelioLabs ) and Sales Org Performance (as measured in % Team Quota Attainment from survey data collected on @repvue ) The absolute performance obviously matters here - big difference to revenue

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Adam @ RepVue

@thaAdamLittle

16 days

Over the last 14 months we've collected nearly 50,000 free-text written reviews from Sales Professionals. In late June of 2023 we started collecting free-text written qualitative reviews of Sales Orgs. This is an optional written review provided in addition to the structured

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Adam @ RepVue

@thaAdamLittle

4 months

IF Quota Attainment is flat to down AND Quota Carrying Sales Rep (Capacity) is flat to down AND NRR is down to sub 100% THEN Growth will close to and go through 0

RepVue

@repvue

4 months

Docusign - % of Team Quota Attainment vs YoY Revenue Growth Quota Attainment in Fiscal Q125 is up 2% YoY

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Adam @ RepVue

@thaAdamLittle

29 days

$ZS reporting after the bell today. Positive trend in GTM performance - eclipsing Q423 levels Continued investment in GTM capacity - up 13% YoY Guided to approx 24-25% YoY top line revenue growth They typically beat in the 3-5% range in recent Qs Will check back in after

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Adam @ RepVue

@thaAdamLittle

4 months

You know what's bullish AF when your sales reps think you have improving PMF $ADBE +10.6% PMF sentiment Q1 24 YoY give the troops some actual AI features to go sling and see what happens

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Adam @ RepVue

@thaAdamLittle

8 months

12 Month look back at the change in RepVue Score. Stand-outs: $NET deteriorating $PSTG entering elite tier view RepVue Score as the aggregate Health and Performance of the Sales Organization < 5% of over 24,000 orgs on @repvue score 90+

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Adam @ RepVue

@thaAdamLittle

8 months

Excited to release the RepVue Cloud Sales Index Report for Q4 23. We broke down 207 Cloud Sales Orgs into 9 Sub-industries and measured Quota Attainment, Deal Size, and Sales Cycle Length trends to get a macro view on the state of sales. N = 28,000

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Adam @ RepVue

@thaAdamLittle

1 year

$NOW has a really impressive Sales Org. A RepVue Score of 90.07 makes it the #1 overall Sales Org for Large Sized Companies, and #4 Sales Org for Public Companies. Lets take a closer look... 🧵

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Adam @ RepVue

@thaAdamLittle

7 months

Wait so creating a healthy, supportive, and winning environment around your GTM teams is a good idea?

Ryan @ RepVue

@ryan_c_walsh

7 months

Top 10 public tech companies by RepVue score vs. bottom 10 public companies by RepVue score (min 150 submissions). The organizational sentiment of sales professionals, believe it or not, is generally going to be a good indicator of what's really happening in there.

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Adam @ RepVue

@thaAdamLittle

2 months

As @repvue continues to grow and reach more and more sales people, we're also getting more and more continued adoption from sales reps that are leaving their third, fourth, fifth survey on the site re-rating their experience in their current role. One interesting use case this

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Adam @ RepVue

@thaAdamLittle

7 months

FYI $NVDA % of Team Attaining Quota is 105%

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Adam @ RepVue

@thaAdamLittle

2 months

$MSFT: That's on you bro $CRWD: ....I f*cked up didn't I?

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Adam @ RepVue

@thaAdamLittle

4 months

Spent the last two days in NYC at the Neudata conference and running around the city talking to clients and prospects. Here are the 7 things I learned: 1. Allowing 30 mins between meetings across town is a terrible idea 2. Very few folks have good B2B data/insights outside

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Adam @ RepVue

@thaAdamLittle

3 months

Got any leads?

RepVue

@repvue

3 months

$OKTA - Leadflow Sentiment vs Cybersecurity Benchmark Leadflow Sentiment in Fiscal Q125 - down 10.1% YoY relative to cybersecurity benchmark

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Adam @ RepVue

@thaAdamLittle

1 month

It can be a grind as an Enterprise Account Executive in Tech Sales....just make sure you find a role where you can smash your Quota - if you can't, very likely your total comp crushing it in a Mid-Market or even in an SMB closing role could still exceed that of a struggling

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Adam @ RepVue

@thaAdamLittle

7 months

$IOT has maintained Sales Rep Quota Attainment at Enterprise, Mid-Market, and SMB >60% WHILE adding capacity to their GTM team by approx 20% in the L12M Hard to do. Well done!

Brad Freeman

@StockMarketNerd

7 months

$IOT killed it. Quarter 6% ahead on revenue. Large EBIT beat. Annual revenue guide 2.4% ahead. EBIT well ahead. Congrats shareholders. May have to add this to the coverage network.

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Adam @ RepVue

@thaAdamLittle

2 years

We’ve heard from over 500 AEs at $CRM in the last 180 days and over 200 in the last 50 days. L6M Quota attainment, product market fit, and leas flow sentiment trends coming later this week from @repvue #SaaS #CRM $CRM

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Adam @ RepVue

@thaAdamLittle

1 month

$PANW reporting after the close today... Story here looks like fiscal Q4-23 marked the bottom and the reversal of a downward trend on most of the metrics we look at @repvue Quota Attainment - up 8% YoY, exceeds the cybersecurity benchmark by 6% Lead Flow Sentiment - up 23%

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Adam @ RepVue

@thaAdamLittle

9 years

@At_The_Hive Lin Sanit3

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Adam @ RepVue

@thaAdamLittle

5 months

126 Days into this experiment. Current progress below Positive Momentum - Up +20.32% YTD $PSTG +53.50% $IOT +22.40% $TOST +48.50% $ADBE -15.85% $WDAY -6.95% Negative Momentum - Down -7.03% YTD $ZM -11.45% $NET -8.70% $WKME -18.67% $PEGA +30.77% $BILL -27.11%

Adam @ RepVue

@thaAdamLittle

9 months

The Thesis: ... (a 🧵) Do companies that are showing material improvement in the Health and Performance of their GTM orgs (RepVue Score) perform better in the public markets? (1/5)

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Adam @ RepVue

@thaAdamLittle

28 days

$ZS $ASAN $GTLB Using the YoY Revenue Growth KPI as the target for forecasting, this is the approach that I've been messing around with, maybe dumb luck that it kinda works - but it also kinda works... Idea is to use the same Q a year prior as a baseline of performance, the

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Adam @ RepVue

@thaAdamLittle

2 months

Sales Org Capacity x Quota x Performance = Sales Org 'Output' Below is a look at the relative rate of change in Sales Org 'Output' from $MNDY $ASAN $SMAR and $WRIKE i.e. Monday's org can produce 30% more than it could 2 years ago Sure Asana is outpacing Smartsheet - but this

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Adam @ RepVue

@thaAdamLittle

4 months

@repvue unrelated, my new title at repvue is 'Head of Macro'

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Adam @ RepVue

@thaAdamLittle

9 months

Ok @Kellblog , putting @repvue spin on this.. If I'm following: 1. Upper Right could be viewed, good sales orgs that folks love 2. Upper Left could be viewed, good sales orgs that folks don't love yet 3. Lower Right could be viewed, ok sales orgs that folks still love

Dave Kellogg

@Kellblog

9 months

Demystifying the Growth-Adjusted Enterprise Value to Revenue Multiple, and Introducing the ERG Ratio.

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Adam @ RepVue

@thaAdamLittle

7 months

Product Market Fit. The #1 most important attribute of a Product/Org for Sellers (we know we asked 250K of them) - and arguably even more important in the CyberSecurity sector of SaaS. If you lose PMF, when the stakes are so high to your customers, you'll soon feel that pain

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Adam @ RepVue

@thaAdamLittle

1 month

Databricks - assuming the same fiscal period - similarly declined QoQ clocking in at 38.8% Quota Attainment. Databricks saw 21% YoY Sales Org Capacity growth $SNOW saw 10% YoY Sales Org Capacity growth

Adam @ RepVue

@thaAdamLittle

1 month

$SNOW clocked in fiscal Q2-25 at 44.8% Quota Attainment and YoY Revenue Growth cooled to 30%

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Adam @ RepVue

@thaAdamLittle

6 months

@NC_Governor @c0ldslaw Guy gets it

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Adam @ RepVue

@thaAdamLittle

8 months

Coupa in January 2023 - Quota Attainment 32%, RepVue Score - 81.2 Coupa in December 2023 - Quota Attainment 20%, RepVue Score - 79.5

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Adam @ RepVue

@thaAdamLittle

4 months

@carlquintanilla If AI does your KYC, do you really know your client at all?

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Adam @ RepVue

@thaAdamLittle

3 months

In the realm of B2B Seller Sentiment, Compensation, and Performance data - @repvue has amassed nearly 300K ratings from sellers, 40K free text reviews, combined for nearly 10million time-seriable data points - x-ref that with company metadata on over 27,000 public and private

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Adam @ RepVue

@thaAdamLittle

2 years

@giglio_OG @jackdawson2355 Grew up a Duke fan, wants to be a UNC fan, will be a State fan

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Adam @ RepVue

@thaAdamLittle

2 years

AEs across all of RepVue saw Quota Attainment at 40.4% in February - $OKTA sliding below that.

RepVue

@repvue

2 years

% of salespeople at Okta hitting quota; 6-month trend. #OKTA $OKTA

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Adam @ RepVue

@thaAdamLittle

5 months

Really good stuff here It's becoming really clear that understanding the Sales Org HC and the composition of it, specifically the QBSRs, the Quota Capacity those heads represent, and then the relative performance of that capacity as measured through our surveys of those QBSRs is

Ryan @ RepVue

@ryan_c_walsh

5 months

One of the first things I learned about SaaS businesses in the early 2000s was that at a constant state of revenue addition (even if you're adding customers every quarter), your growth will revert to zero. It will drop below zero given a persistent negative NRR, given the

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Adam @ RepVue

@thaAdamLittle

7 months

Inbound Lead Flow sentiment from Reps is a leading indicator to % of Team Quota Attainment. Here is a look at the last 27 months (since Jan 2022) Inbound Lead Flow sentiment led the way down from Q4 2021 highs to a Q2 2023 bottom, and has turned the corner back to the upside.

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Adam @ RepVue

@thaAdamLittle

1 month

@BrianLaManna_ @repvue We get hit up all the time from orgs saying 'how do I take control of this page and remove these reviews, etc , how do increase my RepVue Score?' ... well they can't. You want a better RepVue Score? do better. Appreciate the shout out!

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Adam @ RepVue

@thaAdamLittle

3 months

Really interesting conversation around 'the death of software' on this episode of @BG2Pod with @altcap and @bgurley ... particularly these snippets from $CRM and $PATH caught my eye. Checks out with the @repvue survey data we're seeing from sales reps at these orgs wrt sales

Bg2 Pod

@BG2Pod

4 months

BG2 Ep10. Week-end Pod. Huge Late Stage $$, AI Hype Cycle, Is Software Dead? Tech, Markets, & more. 👊💥 @altcap @bgurley

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Adam @ RepVue

@thaAdamLittle

5 months

$TWLO - Data & Applications/Segment is beyond broken - Comms seems to be doing just fine (post RIFs)

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Adam @ RepVue

@thaAdamLittle

5 months

I guess Thoma Bravo sees the opportunity to turn things around? Here is $DARK historical quota attainment relative to the entire Cybersecurity sector ... just a perpetual laggard. RepVue Score of 73.45 places them in the 24% percentile in terms of the Health of Performance

SecurityWeek

@SecurityWeek

5 months

Darktrace to be Taken Private in $5.3 Billion Sale to Thoma Bravo -

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Adam @ RepVue

@thaAdamLittle

3 months

@dalibali2

Administrative Family Office™ - Eton Solutions

Learn about Eton Solutions' Administrative Family Office (AFO) - Privacy, Security & Control - for Family Office Management. Visit our Website!

www.eton-solutions.com

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Adam @ RepVue

@thaAdamLittle

7 months

$DOCU $IOT $MDB - 3 orgs we have great coverage on Participation on @repvue from the GTM team: DocuSign - 1,562 Ratings Samsara - 952 Ratings MongoDB - 936 Ratings From what we can measure via our RepVue Score - think CARFAX for the Health and Performance of the Sales Org

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Adam @ RepVue

@thaAdamLittle

2 months

This is what GTM machinery looks like $NOW

RepVue

@repvue

2 months

$NOW - % of Team Quota Attainment vs YoY Revenue Growth Quota Attainment in Fiscal Q124 is down 5.2% YoY

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Adam @ RepVue

@thaAdamLittle

3 months

@thedealdirector

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Adam @ RepVue

@thaAdamLittle

9 months

$MSFT Azure Quota Attainment Comps: $AMZN AWS - ~67% (trending down) $GOOG Cloud - ~51% (trending down) Azure gaining share?

Adam @ RepVue

@thaAdamLittle

9 months

Early still, but we recently added Business Units to our data collection process for some orgs to get a better read into the separate sales orgs and cultures in larger companies. $MSFT for example - Azure quota attainment ~65% vs Modern Work ~48%.

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Adam @ RepVue

@thaAdamLittle

7 months

Was just poking around with some $PANW salary data. Can someone explain to me why AEs in the US are consistently 1:2 base:OTE (150k/300k) but in the UK they're consistently 2:3 base:OTE (100k/150k)? ( @thedealdirector maybe??) Looks like this isn't just the norm at PA but most

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Adam @ RepVue

@thaAdamLittle

4 months

Where does $ADBE capture the most value and ride the AI momentum? Digital Media: Creative Cloud Where does $ADBE add the most net new ARR? Digital Media: Creative Cloud Where do $ADBE sales reps find the most success with 63% of the team able to hit or exceed quota?

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