How To Develop Best In Class Sales Efficiency


A public market investors asked me if there are any patterns in the list of recent software IPOs with the best sales efficiencies. As I looked through the list, I noticed one.

All of these businesses sell bottom up with small initial ACVs that grow dramatically. Continue reading on Tom Tunguz.


Notes On This Article

Land and expand, IMHO, this is the beauty of SaaS. In this article, Tomasz Tunguz explains the relationship between NDR (net dollar retention) and sales efficiency. Perhaps this can explain the fervor around the massive series B raised by Front?

– Rob