5 must-have board slides for SaaS gross sales and income leaders – TechCrunch

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As a income chief at giant and small know-how firms, I’ve spent the final 15 years attending quite a lot of quarterly board conferences.

These conferences take numerous hours to organize for and may create quite a lot of stress. The prep and the follow may be draining, and, extra importantly, distracting out of your each day grind.

That is all needed as a result of the board assembly is such a high-stakes occasion. As a sensible mentor as soon as instructed me, nobody ever will get a promotion from a board assembly, however folks certain do get fired afterward.

So in the event you’re chargeable for driving income development at your organization, how do you make your portion of those conferences as participating and impactful as doable? I’ve obtained some hard-earned recommendation on that entrance, in addition to options for 5 must-have board slides — personalized for leaders at B2B, software-as-a-service firms — that can assist you give an incredible presentation and protect your sanity.

Measurement issues — and so does consistency

I’ve been a part of firm board conferences the place the deck was 30 slides, and I’ve additionally been in conferences the place decks could be greater than 150 slides. You’ll have to gauge what stage of element is correct to your group, however my basic rule is to chop your slides till it hurts the narrative of the deck.

You must also try for consistency. You’ll need to ship the identical units of metrics and particulars in every quarterly assembly in order that administrators and executives could make apples-to-apples comparisons of key knowledge.

One caveat: The world is evolving and the concept of “cohort knowledge” is prospering. As companies evolve and new fashions like consumption- or payment-based pricing turn into extra frequent, it’s possible you’ll want to regulate sure metrics over time, significantly in case you are a B2B SaaS firm.

Ship the products

From the supply perspective, I’ll share a few concepts.

The primary is pretty well-known: Don’t current slides; current the story. Board members are expert at skinny slicing via knowledge and composing their questions forward of time. Don’t really feel the necessity to current each nuance round your knowledge — get to the purpose.

The opposite piece of recommendation right here is to look forward. First-time attendees at board conferences typically lean towards giving a have a look at the previous, which might be not the place you have to be focusing most of your vitality. Learn via your presentation and see how a lot focuses on the longer term versus the previous.

The vast majority of your deck ought to paint an image of what you’re going to do, not what’s occurred. The board has acquired a board flash from the CEO proper after the quarter closed and has now learn the deck. What you’re right here to do is share the changes you’re making to steer the enterprise ahead.

Lastly: Create an appendix. This permits your content material — new initiatives, modifications to go-to-market methods and product matters — to remain front-and-center and never get slowed down by an excessive amount of knowledge. However having an appendix nonetheless permits the board to view extra detailed, quarter-over-quarter modifications.

Concentrate on these 5, must-have slides

I historically construct my “speak time” round 5 revenue-focused slides throughout a board presentation. Some variations of those slides have been in my board decks for the previous decade. These are data-rich slides, so once more, put together to debate the story they’re telling and never the information.

For instance, your board members will discover in case your gross sales velocity is rushing up and your common promoting worth is trending down. They will see that in your numbers, so that you must clarify why that’s occurring.

Slide #1: Headline reel

After the quilt web page and agenda, I feel each deck ought to begin with the headline reel: the important thing outcomes of what you achieved final quarter. No matter whether or not your quarter was good or dangerous, don’t make the board search via the deck to seek out the main points.