Objectives and Key Deliverables
Project: Research high level sales and financial
fundamentals for 10 peer companies to benchmark
My company sells software to enterprise customers. I am in
the process of identifying ‘peer companies’, outside my immediate software
category, that also sell to enterprise customers. That will help our sales
& marketing efforts to benchmark ourselves not only to competitors, but
also to other peer companies competing for attention and budget of the CIO,
I’ve identified some target companies to be in this peer
list. Now I need to validate some business fundamentals to confirm they are
indeed the right target peers. For each possible peer, I would like to identify
the size of their customer base, average deal size, and some other metrics, detailed
This project’s deliverable will be a table, with the peer
companies in the lines, and the desired business fundamental metrics in the
columns. In addition, the consultant may provide a report with commentary. This
project could bring follow on opportunities to the consultant, in the form of
new projects (ex: expand list of target companies, expand metrics in more
detail, or perform periodic check points on the target peers)
The companies are, in order of priority for analysis:
The metrics are, in order of importance for my analysis:
Number of customers in customer baseAverage deal size (of perpetual license deals)Average annual contract (of SaaS subscription
deals)Annual revenue Private or public# people in sales or pre-sales technical roles# people in mktg rolesValuationIf private, total funding received so farYears since foundationAnnual revenue when the company was 7 years old
I have suggestions for where to find such information, but
would also like to hear the alternatives the consultant can creatively offer.
Please provide partial work and use the order of priority of
companies and metrics to guide the effort, exactly to be able to generate some
upfront information even before completing the table.
Requirement: Have you researched sales and financial fundamentals for companies before? in what capacity? what level of detail? which companies?
Desired response: Yes
Requirement: Do you have access to databases like hoovers, sec files, gartner, linkedin, cbinsights, pitchbook?
Desired response: Yes