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GTM Strategy

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Sales Development

Quota grows linearly with ACV in Outside Sales

By Tomasz Tunguz

Quota metrics for SDRs/BDRs

By Tomasz Tunguz

Racecar Growth

By Lenny Rachitsky, Dan Hockenmaier

Ratio of IAE:SDR

By Tomasz Tunguz

Remote is here to stay

By Jennifer Stanley

SaaS conversion benchmarks

By Jacco van der Kooij

SaaS dominant sales channel by customer type (2020)

By Kyle Poyar, Sean Fanning

SaaS marketing contribution by ACV (2020)

By Trish Bertuzzi

SaaS metrics by ARR (2020)

By Kyle Poyar, Sean Fanning

SaaS mix of employees by function and ARR (2020)

By Kyle Poyar, Sean Fanning

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