Source: Survey of 38 CEOs, CFO,s and CROs from ICONIQ Growth companies and other private SaaS companies in November 2022 regarding cost management strategies Hiring slows include Software Engineering, Marketing, HR / Recruiting, and Finance. In 2022, implementing hiring slows and/or freezes across all teams. ~80% of companies participating in the survey reported slowing headcount growth versus plan Of companies that have or likely will slow hiring vs. Roles impacted by Hiring Slows by Function1 Representative of a B2B SaaS company’s overall growth and efficiency:ġ Quarterly operating and financial data from the companies included in Topline Growth & Operational Efficiency report, dated September 2022Ģ Alternative Rule of 40 calculations include YoY Revenue Growth and EBITDA Marginģ Quarter of S&M OpEx utilized in magic number calculations should depend your company’s sales cycle ICONIQ Growth standards across five key metrics we believe are highly Less Relevant Less Relevant 95% 75% 70% 70% 65%Ĭurrent Q net new ARR / prior Q S&M OpEx3 (BOP ARR + expansion ARR - gross churn ARR) / BOP ARR (EOP ARR – prior year EOP ARR) /prior year EOP ARR Resulting from RIFs across the industry to Take advantage of unique recruiting pool.Retain key accounts, and secure competitive Focus on GTM engine to accelerate growth,.Performance will be key as companies continue to scale this upcoming year While efficient growth is high-priority, balancing the two in a way that aligns to the realities of While retaining “great” talent” – F500 Engineering ![]() “While this is a challenging time, this is also the mostĭepersonalized opportunity to let go of “good” talent ![]() ICONIQ Growth companies and other private SaaS companies in November 2022 regarding cost management strategies and go-to-market impact Sources: Financial and operating data from select ICONIQ Growth enterprise SaaS investments and public data from certain SaaS IPOs that occurred during 2H 2013 –2021 via Factset and quarterly earnings. For more information on methodology please refer to our 2022 Topline Growth & Operational Efficiency report See a full list of portfolio companies here. None of the companies illustrated have endorsed or recommended the services of ICONIQ Select ICONIQ Growth companies included in the analysis are not shown Notes: As of August 2022 Trademarks are the property of their respective owners.
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