HockeyStack

We analyzed 8,000+ conversions to understand the correlation between last-touch sources and self-reported attribution & how useful self-reported attribution is. What we found out: - 45% of total high-intent demo bookers discovered the brand through a search engine. - Social media ranked second overall with 1,670 out of 8,528 mentions. LinkedIn is the biggest source. - 18% of responses were 'word of mouth.' - Only 12 of the 8,528 (0.001) responses mentioned a podcast, even though 46% of companies had a podcast. (even less than ChatGPT) - 24% of direct conversions said they came from social media - 20% of the responses were useless. (random characters or “online”, “research”, “web”, etc.) - There is a big overlap between conversions coming from social and SRA (60%) Even though there were a lot of useless form fills, self-reported attribution still gives a lot of insights about how people buy from you. If you only use last-touch, self-reported attribution might be a great next step to understanding buyer journeys better.

This week on Can You Dashboard It with Lily Roosevelt: Average touchpoints required for MQLs, SQLs, and closed won deals in 59 SECONDS!

Another big quarter on G2 for HockeyStack! Excited to bring even more badges in Q3 and to do more with G2 🔥

We analyzed $47M revenue and 2,500+ SDRs for this HockeyStack Labs report 🔥 We researched the relationship between the sales team size and sales metrics - The average pipeline generated by SDRs in B2B SaaS is $384K per month. - The length of sales cycles explains only 27% of the variance in deal size, meaning that deal size alone doesn’t have a massive impact on the length of sales cycles. - Although it’s a weak one, there is indeed a relationship between the number of sales reps and the average deal size.

Hi everyone! Rajalakshmi Venkatesh here, Head of Talent & Internal Operations at HockeyStack. I built teams from scratch at Meta, Slack, and Salesforce, and now building teams at HockeyStack. We are growing FAST and hiring in all departments: - Backend and infrastructure engineers - AEs - SDRs - Demand gen - CSM We are backed by YC, General Catalyst, Soma, and many world-class angels. Reach out to me if you are interested and keep an eye on our future openings :)

Gifting has been one of those polarizing topics among marketers - does it really help close deals, or does it just help book more meetings? We analyzed outbound, inbound, and open deals data from 30 B2B SaaS companies to find out: • The impact of gifting on conversion rates • How gifting influences outbound and inbound deals • The relationship between gifting and open deals HockeyStack Labs - The State of Gifting is live!

B2B is known for pricing pages without actual pricing, demo pages without the demo, and lengthy case studies. The big questions are: - Should you put pricing figures on your website? - Do prospects even read case studies? - How well do demo pages convert? Our HockeyStack Labs report answers all those questions, and provides some B2B SaaS Website benchmarks. After studying data from 80 companies, we found that transparent pricing doesn’t convert to leads as great as a pricing page without the actual pricing, but those leads/conversions are 1.7x more likely to convert into real pipeline. What about case studies pages? We found that website visitors (not including bounces) that visited case studies are 8% less likely to submit a demo form and 22% less likely to submit the pricing form 🤯

The Q2 report reveals a significant contrast in deal sizes between Q1 and Q2, the same pattern was also observed in 2023. Does this mean we might need to focus on solution selling during specific times of the year and value-based selling at other times? We’re definitely bullish about testing this hypothesis. Meanwhile, we’re dropping the link for the report below. We've analyzed over $250M in ad spend and a $1.5B pipeline and uncovered many interesting insights such as: - Google’s fluctuating conversion rates - Monthly trends in MQLs and pipeline - Changes in deal sizes and revenue across months

We analyzed $28m in LinkedIn Ads spent across 70+ B2B SaaS for our HockeyStack Labs LinkedIn Ads Benchmarks report. In this report, we dive deep into budget allocation, change in the ad spend over time, impact on conversions, and changes in in-platform metrics. The key learnings are that: - The best month for MQLs is May; - The best month for the pipeline is July; - The best month for revenue is October; - The spend: pipeline ROI is 6.01 - The spend:revenue ROI is 2.46

HockeyStack swag made its first appearance in Mykonos at James Spoor and Lisa's honeymoon! Wishing them a ton of fun and safe travels back home to San Francisco 🙏🏻