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How Much Should You Invest in Sales and Marketing as a Percentage of Revenue?

Tony Hughes

MAY 12, 2019

He inspired me to dig deeper into WiseTech, a cloud Software as a Service (SaaS) provider for the global freight and logistics industry. With the exception of WiseTech, data in the above graph was sourced from Bloomberg.com published on May 18, 2016 in an article by Dina Bass titled: This $5 Billion Software Company Has No Sales Staff.

Revenue 65
Revenue Hiring Marketing NetSuite 65
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The SaaS Playbook for Moving Up-Market

Sales Hacker

APRIL 21, 2022

Enterprise buyers typically have a certain window of opportunity every year to buy a new piece of software. Number of employees / licenses. These enterprise features are usually the incentive for the company to purchase the bigger package. I’m not kidding. It will take two to five years to move up-market. Product usage.

Ideal Customer Profile 85
Ideal Customer Profile Marketing Enterprise Enterprise 85
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