Appendix Page 27 Thank you to all our contributors for their input on these benchmarks, particularly: Jens Hutzschenreuter, Digital Business Group (Germany, United States) Gero Decker, Co-founder and CEO at Signavio (Germany) Neil Ryland, Peakon (United Kingdom) Edward White, Interana (United States) Jean Belanger, Cerebri AI (United States) Amnon Drori, Octopai (United States) Page 75 Source: Art of Sales Podcast via Digital Kompakt https://www.digitalkompakt.de/b2b-sales-podcast/ Source: SaaStr podcast 176 https://player.fm/series/the-official-saastr-podcast-saas-founders-investors/saastr-176- what-saas-startups-need-to-raise-a-series-a-today-why-we-need-a-new-framework- to-think-about-saas-multiples-and-how-the-rule-of-40-changes-with-scale-with-kristi- na-shen-partner-bessemer-venture-partners Source: McKinsey https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/cutting-sa- les-costs-not-revenues 94