The Marketing Math Behind Scaling a SaaS Salesforce

A terrific SaaS VP of Marketing once told me, “If the sales team is focused on hitting this quarter’s revenue target, then the marketing team ought to be focused on next quarter and the following quarter.” In SaaS companies, one of the marketing department’s primary responsibilities is generating sufficient customer interest to enable the company to achieve their revenue targets. If that’s the case, determining how and when to scale a sales team in a SaaS company is contingent upon the marketing team’s metrics.

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