I'm betting that ICP Marketing is the new way. Here's what I've learned about backtesting your ICP model. RESEARCH: 2024 CLOUD 100 This week, we analyzed the new 2024 Forbes Cloud 100 winners, comparing it to 4,800 similarly sized companies from our B2B SaaS Index with 300-5K employees. For spreadsheet jockeys & social supporters: ➡️ 1.) Summary & take-aways on LinkedIn. Comments are always appreciated to help new people find us. ➡️ 2.) All 100 companies enriched in this ungated spreadsheet...
3 months ago • 3 min read
"ABM" has become a loaded term. Over-priced ABM platforms have spent a decade spinning a fundamental B2B concept into an overly complex buzzword soup to justify their insane prices. But ABM doesn't require a $100K+ piece of software. I'd suggest a simple 3 part framework: account selection, account engagement, and account measurement. Comment here with your take. Mutiny is a B2B company that gets ABM. The results are impressive. For context, Mutiny is an AI-native, Series C SaaS co, that last...
4 months ago • 4 min read
I'm excited to introduce the GTM Tech 1000 (v1.0). We started with ~8,000 sales/mar-tech companies and curated this 1,000 company dataset for ongoing research. The full spreadsheet is free for PeerSignal members to explore and download. Our goal is to represent modern GTM tools and playbooks. That said, I’m sure there are some exciting companies or sub-categories that we haven’t found yet. We plan to expand regularly with your help. Two ways to contribute: Tag your favorite sales/mar-tech...
5 months ago • 2 min read
The all-new Keyplay List Builder just launched. As a PeerSignal subscriber you can get double power-ups. 🍄🍄 25 free bonus credits. 18% discount on any additional credit purchase. >> Just reply “bonus” and I’ll send over your special codes 🎟️ 🎯 How do you build a “good” account list? For the last 2 years I've been working with fast-growing B2B companies like Gainsight, Iterable, Ashby, and Hackerrank to help identify and prioritize their target accounts. List Builder is our new self-serve...
6 months ago • 4 min read
Rippling’s $200M raise at $13.5B valuation caught my attention. The fact that Rippling could reach this mark in such a short time is a testament to their strategy and execution, but also says something about the broader category. HR Tech is one of those SaaS categories that appears bottomless. It has at least twenty $2B+ businesses today. And there’s a steady stream of new startups entering the space or carving new sub-categories. We found ~3,000 total companies and then curate this list to...
6 months ago • 2 min read
Personal update: Katie is back (katie@keyplay.io). Please consider asking her how proven ICP principles + Keyplay = your best accounts for outbound & ABM. 🎯🔑 Ok, now that I fired myself from the sales team, this newsletter is about the SDR in 2024... The SDR/AE model has been the standard for B2B sales teams. Since Aaron Ross published the playbook in 2011, SaaS leaders have studied and practiced the "Predictable Revenue" model from seed to scale. But, only 9% of our 479 survey respondents...
7 months ago • 3 min read
Before diving into today's analysis, could you quickly hit reply with “got it” so I can confirm deliverability? I made some DNS tweaks and want to make sure big tech still puts us in the inbox. 🤞🙏🤞 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,...
8 months ago • 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. 🧑⚖️✨ 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...
8 months ago • 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...
8 months ago • 1 min read