A critical ingredient to scaling a SaaS business is: Repeatability.
But what is repeatable? The definition: To perform or accomplish something again and again with a predictable outcome.
To illustrate this with a quote from Robin van Lieshout, CEO of Insided in one of our CEO Masterminds:
One of my learnings in hindsight is this: If you cannot repeatedly close X amount of deals in a certain period with almost the same type of funnel metrics (Lead>MQL>SQL>Opportunity) with a predictable set of resources (money and people), then don’t even think of hiring more senior executives to step in, take and scale.
Here’s the thing:
Going to a repeatable GTM engine is one of the most important things for a SaaS company below 10 million AR. Not having a repeatable GTM engine results in uncontrolled burn, unpredictable growth, and challenging conversations with your investors.
The essence of creating a remarkable SaaS business is to create leverage. Without repeatability, that fails. It’s simply too costly.
But once you see repeatability – how do you go about it? Shay David, CEO of Retrain AI, shared three of his principles:
- Normalize terminology – to align everyone
- Gather data – about everything
- Build processes – automate everything (with people in the loop)
Question for you to reflect upon:
On a scale of 1-10, what’s your ability to repeatedly (and profitably) close X amount of deals in a certain period with the same resources?
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