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FOUNDER’S GUIDE TO B2B SALES GLIDESLOPE PLANNING The below model does glideslope planning, where we create a long-term model and show our glideslope to converge to key targets over time. MICROSOFT EXCEL In this model we use multiple benchmarks, past actuals, the current-year plan and the next two year’s models to drive a discussion about key metrics, benchmarks, long-term targets, and our convergence to them over time. TO LEARN MORE ABOUT PLANNING • KeyBanc SaaS metrics survey by KeyBank • RevOps Squared SaaS benchmarks by RevOps Squared • Scale Up by the Numbers by Insight Partners • OpenView SaaS metrics by OpenView Partners • Scaling to 100M playbook, by Bessemer Venture Partners • Opex Engine benchmarking by Bain Capital • Sirius Decisions (now owned by Forrester) • Topo (now owned by Gartner) SPRING 2023 .57

BALDERTON The Founders Guide to B2B Sales - Page 57 BALDERTON The Founders Guide to B2B Sales Page 56 Page 58

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