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11 Jun 2025
Fundamental equity research in software is challenging due to limited alternative data to support a thesis and complement your research mosaic.
That's changing.
repvue.com/data
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Jun 5
Sales Leaders can actually lower quotas....
the question is why would they?
remember the cost of an empty seat is the real cost - the model never planned on you hitting quota in the first place. sometimes kicking the attrition can down the road makes economic sense, at least in the short term... but sometimes (many times) its indicative of much bigger issues.
$IT
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Jun 3
Quota Attainment remains challenged at $CXM
yet - total comp is decent due to lots of SPIFFs
is that the sign of a good or broken comp plan?
good for the reps maybe bad for the business?
Good commentary here:
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Jun 2
Tenured Enterprise Rep at the back of the All-Hands typically doesn't say a word
but when they do...
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Adam @ RepVue retweeted
May 26
@JaredSleeper pretty interesting. Was your sample was across customers of the vendors?
May 26
This has now gotten to fairly considerable n.
Share of saying AI is good for each vendor (makes it more valuable, etc.):
Databricks- 91%
Datadog- 84%
Gitlab- 84%
Salesforce- 83%
Grafana- 81%
Snowflake- 78%
Cloudflare- 71%
Workday- 71%
Atlassian- 71%
MongoDB- 59%
Figma- 53%
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May 26
Big SaaS earnings week
Couple of things I want to listen for in earnings based on some RepVue trends we're seeing
1. $ZS - does / where does the accelerating AI impact bullishness from the sales org show up
2. $BOX - does / where does this "...a lot of reps hit numbers and with AI it's making the product even stickier" show up
3. $CRM - most metrics turned a little soft in May - wondering if that shows in the guide?
4. $SNOW - looking for commentary on any enterprise vs commercial disparity in GTM execution
5. $BRZE - will continued quota attainment re-acceleration continue to support the revenue re-acceleration
6. $PATH - how does soft future outlook reconcile with bullish AI impact?
7. $MDB - looking for more clarity on GTM leadership / re-org etc - Sales Capacity and Attrition trends need inspection (despite solid sentiment)
8. $ADSK - were quota attainment gains all layoff/capacity related or more demand/performance related
9. $OKTA - how much (not is) is AI impacting the surge in attainment?
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May 22
Guess that SaaS!
(see comments for the hints)
33%
$DOMO
17%
$CMRC
17%
$THRY
33%
$PD
6 votes • Final results
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May 22
Welcome back to "Guess that SaaS"
(all <1b AUM public cos)
"This place is a total mess. We've had so many changes and our CRM has been turned upside down. I'm now doing the job of 3 people because of the layoffs and people fleeing this place en masse...and still nowhere near hitting quota. STAY AWAY."
"Terrible place to work - poor PMF, poor comp, some great people but terrible leadership in EMEA - business under real danger of going down I feel"
"Leadership has no idea what they’re doing. They’re falling behind to competition & gaslight the sales team. There were NO INBOUND leads even though through the interview process it was supposed to be a bulk of the pipeline. Did several RIFs; avoid"
"Product market fit is not very good. There have been many management changes over the last 2 years. Fairly unstable."
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May 22
This will be a fun one to monitor over the coming quarters - early read is promising and optimistic.
But Aneel also was walking into a GTM Culture that ... checks notes ... was at its LOWEST level in recorded RepVue history
$WDAY
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May 20
Only SaaS I could spot last night.
S&M expense % of revenue needs to be discussed more
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May 15
NOTHING IS WORKING!
HOW DO WE GROW REVENUE?!?!
*crickets*
....hire more sales reps?
but only 18% of the team can hit quota?
screw it, hire more reps. (yellow line)
this won't end well.
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May 15
If it didn't mention IAM I think you could read this for any one of probably 50 Public SaaS company's and conclude 'yea that tracks'
but alas - $DOCU
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May 14
Can anyone make an argument why the practice of annual territory/account reassignment is good for the business?
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