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πŸ‘‹ Hi, I'm Adam.

I'm chief analyst here at PeerSignal and CEO/co-founder of Keyplay. Join 17K+ B2B SaaS leaders who study modern GTM with my almost-weekly newsletter.

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Featured Post

🚦 G2 winners analyzed

Before diving into today's analysis, could you quickly hit reply with β€œgot it” so I can confirm deliverability? I made some DNS tweaks and want to make sure big tech still puts us in the inbox. πŸ€žπŸ™πŸ€ž G2 published their Spring 2024 grid reports last week. I was excited to see Keyplay land as a High Performer in our first grid with 4.8/5 stars, amongst the highest satisfaction in our category. This got me wanting better understand the top companies on G2 -- who they are, how they go-to-market,...

19 days agoΒ β€’Β 2 min read

Did you hear that LinkedIn Sales Insights (LSI) is shutting down this year?! 😒 If you are an LSI customer, we've got something to fill the void at Keyplay. Talk to me about a free POC and then you can be the judge. πŸ§‘βš–οΈβœ¨ Last time I shared RevOps org benchmarks. We found that B2B Software companies have 1 RevOps headcount for every 12 sales reps and showed how that varies by size/stage. Today we looked at RevOps hiring data... Not surprisingly, RevOps is way down the list of GTM roles when it...

26 days agoΒ β€’Β 2 min read

Today I analyzed 2,500 B2B software companies to better understand Rev Ops teams sizes, sales ratios, and how things change by stage. You can flip a summary deck and/or comment on LinkedIn here. Let's go through the analysis and some take aways... Small Teams, High Leverage Rev Ops is a small, but important part of the modern GTM org. Rev Ops headcount is less than 1% of total B2B Software company headcount in our sample. In aggregate we see a 12:1 overall ratio of Sales Reps (AE+SDR) to Rev...

about 1 month agoΒ β€’Β 1 min read

Today I'm excited to introduce Keyplay Org Insights. 🎯 It’s a new way to understand the size and density of any team, role, or function within your accounts. For example, I'm tracking the size of AE, SDR, and Rev Ops teams. I can now segment and prioritize my target accounts based on this kind of data:πŸ‘‡ Then I have custom signals for account scoring like this: I've been wanting to build something like this for a long time. While doing ICP work with our customers, I’ve noticed that headcount...

about 2 months agoΒ β€’Β 1 min read

Quick ask: If you are the Keyplay customer who shared this case study with Scott, can you email or DM me? In a time when efficiency is key, I love seeing a 60% reduction in cost per opportunity! I'm hoping to hear more about the details. πŸ‘‡ We're finding a lot of leverage from bringing ICP into focus for 2024. TALE OF TWO CITIES? These 30 B2B software companies have added a whopping ~26K employees in the last 18 months. They’ve grown ~43% in that time and continue hiring today. Some never...

3 months agoΒ β€’Β 1 min read

Welcome back and happy new year! πŸŽ‰ Entering 2024, we have reason to be optimistic in SaaS. Maybe a few green shoots? I shared this chart on LinkedIn today. Following a big drop in H2 2022, we saw the number of open roles in PeerSignal's index of 10K SaaS companies start to climb in the back half of 2023. Across our index there are ~92K open roles at the start of this month. Not quite back to the levels we saw in mid-2022, but a positive trend since January 2023. Note: This focuses on startups...

4 months agoΒ β€’Β 3 min read

I'm proud of these G2 reviews. Hoping to see 1 more before Thanksgiving. πŸ¦ƒ THE AI GOLD RUSH AI features have very quickly become table stakes in SaaS. We all see it happening. Today I analyzed 17K SaaS companies to better understand how & where it's happening. Overall, a whopping 33% of SaaS companies now promote some AI features or capabilities. πŸ“Š This graphic shows a quick breakdown (keep scrolling for details) AI isn’t new. But the Generative AI gold rush kicked into full gear following...

5 months agoΒ β€’Β 4 min read

Seeing Keyplay featured in last week's Growth Unhinged newsletter was a big high for me (even bigger than the Halloween sugar high). πŸŽƒπŸ•Ί If you are building an outbound motion, it's worth checking out the story from Thena. I'm very impressed by their GTM strategy and and Brendan Kazanjian has been the ultimate power user. CHALLENGER ICP ANALYSIS: LINEAR DEEP DIVE As Geoffrey Moore teaches, startups need to win an early market before β€œcrossing the chasm.” It requires strategic focus. Smart...

6 months agoΒ β€’Β 2 min read

WHAT I'M WORKING ON: 1.) Quick ask: Do you have a favorite framework for defining an ICP? I'm working on a collection of ICP templates, frameworks, and tools. I'd love to include your favorites (and I will cite you!). 2.) The Keyplay free plan has been my focus this week. Lots of big updates! Feedback always appreciated. πŸ™ MODERN SAAS vs BIG SAAS This table shows a common pattern in SaaS markets. In the early days of SaaS, startups challenged incumbents by moving applications to the cloud...

6 months agoΒ β€’Β 3 min read

IN FLIGHT & ASKS: 🎯 1.) Keyplay Lookalikes are the easy way to define your ICP. We'll be bringing lookalikes to the free product for you very soon. In the meantime, I'm looking for any gut reactions on the teaser -- does the 12-second gif pique your interest? πŸ—³ 2.) If you are obsessed with PLG like me, please consider taking this year’s PLG survey. I'll be joining Kyle Poyar (OpenView, Growth Unhinged), Sandy Mangat (Pocus), and Leah Tharin (Productea with Leah) to analyze the results. ARE...

7 months agoΒ β€’Β 3 min read
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