Challenges Contribution
KPIs Contribution
Mix of FTE:
8%
Typical Team’s Ratios for a Series B Company (5-10M€ ARR)
% of FTE: 8%
% Revenue Spent / Team: 5-6%
Source: https://www.europeansaasbenchmark.com/ + XAnge Portfolio Companies
Typical Team’s Org for a Series B Company
Usual Report to: CEO or CRO/CBO
Key Org Change to Notice
At the Series B stage, the Marketing team is better equipped to analyze their contribution to sales efforts and adjust team size accordingly. However, apart from supporting metrics like Average Sales Cycle Length or Outbound vs Inbound vs Cobound, the Marketing team also begins to build a real brand. That's why, at Series B, companies typically hire a strong CMO with experience in brand building and the ability to transform the marketing team from "sales marketing" to a "full stack marketing team."
CMO (9)
- Director, Demand Gen/Sales Enablement, plus 3 marketers (4)
- Director, Brand Marketing (2)
- PR & Analyst Relations (1)
- Events/Community (1)
Source: XAnge +
Typical Team’s Contribution to Company KPIs
Growth Rate
Growth Rate
🟠: 1x-2x 🟡: 2x-5x 🟢: >5x
Additional Resources
Revops Squared 2022 SaaS Benchmarks.pdf