Win Rates, Close Rates and Milestone vs. Flow Analysis - by @kellblog
november 2017 by jonerp
"Back to our original topic, the same concept comes up in analyzing win rates. Regardless of which win rate you’re calculating, at most companies you’re calculating it on a milestone basis. I find milestone-based win rates more volatile and less accurate that a flow-based SAL-to-close rate. For example, if I were building a marketing funnel to determine how many deals I need to hit next year’s number, I’d want to use a SAL-to-close rate, not a win rate, to do so. Why? SAL-to-close rates."
marketing
metrics
modeling
saas
sales
startups
uncategorized
november 2017 by jonerp
EPM: Now More Than Ever - by @kellblog
november 2016 by jonerp
"If you cannot predict the future, you should at least be able to respond to it in agile way. If your company takes 6 months to make a budget that gets changed once a year, you will be very exposed to surprise changes."
featured
posts
technology
software
agile
planning
budgeting
epm
modeling
scenario
analysis
strategy
uncertainty
november 2016 by jonerp
Reprise: A Great Miracle Happened Here! - by @infullbloomus #hcm
december 2015 by jonerp
"The end of chest beating by industry executives, of hyping their own accomplishments in hopes no one will ask too many questions, and of disrespecting the competition in loud voices and with known half-truths if not outright lies."
enterprise
software
holiday
thoughts
hr
tech
hrm
models
modeling
preferred
architectural
behaviors
december 2015 by jonerp
Modest Rant — HCM SaaS Economics - by @infullbloomus
february 2015 by jonerp
"Unless your organization is operating in the same environment as it did 20+ years ago, doing pretty much the same things within pretty much the same competitive landscape (and this is true for NO ONE), then the cost of technology-enabled innovation should be the focus of any cost comparison between on-premise or faux SaaS/”cloud” and true SaaS."
"killer"
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debunking
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hr
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saas
february 2015 by jonerp
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