While we all have this in common, the process of setting the goals looks pretty different in enterprises vs. start-ups.
3 Keys to Start-Up Marketing Revenue Forecasting
Early-stage companies face the challenge of setting their KPIs with limited benchmark data to base them on. For example, start-ups don’t typically have enough historical data to understand mobile number data the percentage of leads that convert to MQLs, percentage of MQLs that convert to SQLs and so forth.
Forecasting target numbers in your demand generation strategy takes a bit of iteration in order to achieve the practicality and stability you’re looking for. While this isn’t always easy, it’s definitely always possible!
Lauren O’Brien, VP of Marketing at Balto, walks us through her process for setting practical, attainable KPIs.
Her advice includes:
Start with a revenue target and work backward from there
Make the creation of your KPIs a collaborative process with Sales to achieve alignment on goals
Establish and communicate clear paths for achieving the goals to Sales and Marketing teams
Tune in now to learn how to build a foundational, iterative process for establishing KPIs for your start-up.
Video Transcript:
CAROLINE: Hi, today I am here with Lauren O'Brien. Lauren is a super sharp B2B SaaS marketer with experience in growth marketing and startup marketing from early stage to merger and acquisition. And today she is the vice president of marketing at Balto. Lauren, thank you so much for being with me today.