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?

 

Be Remarkable

Like this message?

Every day I send out a short 2 min reflection on shaping a B2B SaaS business no one can ignore. Join the 1,000+ subscribers that have become fans. 

Not sure? Browse the archive