作者：JASON LEMKIN 编译：张苏月 核心提示：想要了解对手公司的赚钱实力，本文告诉你一个简便的计算公式。 A friend of mine who heads business intelligence at a public web company taught me a little hack that does seem to work pretty well to figure out the revenues of any pre-public SaaS/web serv

作者：JASON LEMKIN 编译：张苏月 核心提示：想要了解对手公司的赚钱实力，本文告诉你一个简便的计算公式。 A friend of mine who heads business intelligence at a public web company taught me a little hack that does seem to work pretty well to figure out the revenues of any pre-public SaaS/web services company.  Here is the formula: 我的一个朋友在公共网络公司负责商业智能研究这一块，他教给我一些似乎很容易算出：任何打算上市的SaaS公司或网络服务公司的收入规则。 下面就是公式: Take the # of employees the SaaS company has, as reported on LinkedIn’s Company profile for that company. 首先查看一下LinkedIn官网上关于该家公司的员工数简介。 and 然后 Multiply by $150,000 if well-funded.  $200,000 if modestly funded.  如果该公司资金充足的话就用员工数乘以15万美元。如果资金并不充足的话就乘以20万美元。 And that’s the company’s revenues.  All done. 那么，所得结果就是该公司的收入。  If the company is very heavily funded (>$40m+ plus, growing quickly), it may be as low as $100,000 in revenue per employee.  If it’s self-funded, and/or is primarily freemium, the number may be as high as $300,000.  (Higher than that is rare in SaaS, if less so in successful consumer internet). 如果公司资金非常充足，远多于 4千万美元，而且公司处于快速增长时期，那么可能每个员工有至少10万美元的收入。如果是自筹资金，且主要基于免费增值模式，那么这个数值可能高达30万美元。在SaaS公司高于这个值还是很罕见的，一般来说成功的消费者互联网企业会低于这个数值。 But on average $150k revenue if well funded, else $200k / employee seems to work pretty well as soon as you are past a few million in ARR.  And LinkedIn is pretty accurate in telling you employee headcount, since basically everyone fills out their LinkedIn profile. 但如果公司资金充足的话，员工的平均收入可达15万美元，20万美元也是可能的，只要公司ARR多于百万美元。LinkedIn可以很准确地告诉你公司的员工人数,因为基本上每个人都填写了他们的LinkedIn资料。 Let’s do a few checks, and compare to the actual company revenues we have for 2011 on a GAAP basis from our friends at Inc: 下面，让我们来做个验证，根据美国公认会计准则，与2011年公司的核算实际收入作为参照: Marketo.  368 employees.  x $200k = $74m ARR.  Could be.  Lots of capital. x $150k = $55m ARR.  More likely. 1、Marketo。拥有的368名员工。以 20万美元，则得到7千4百万美元的ARR。有可能。如果是资本注入很高，则乘以 15万美元得到 5千5百万美元的ARR。这个可能性更大。 Hubspot.  468 employees x $150k = $70m ARR.  Probably too high since they did $29m in GAAP in 2011.  But lots of capital.  Update:  actual number is $60m in ARR.  Super high growth rate pushes it down a bit below $150k. 2、Hubspot。员工468人。乘以15万美元得到的ARR 为7千万美元。可能有点儿太高了，因为根据公认会计准则，2011年全年收入是2千9百万美元。但如果有大量的资本 ，需要更新一下：实际ARR是6千万美元。超高的增长率使得基数略低于15万美元。 YouSendit.  YSI is primarily freemium but well funded.  So 235 employees x say $250k = $58m ARR.  Exactly what they recently reported on TechCrunch (YouSendIt Acquires Found To Enable Integrated File Search Across Apps, Devices, Cloud Storage Platforms And More | TechCrunch) — and makes sense if they did $38m in GAAP the past year. 3、YouSendit。YSI主要是免费增值，但其资金充足。所以员工235人乘以 25万美元，等于5千8百万美元的ARR。这个正是他们最近在TechCrunch上报道的数值。TechCrunch上写道：YouSendIt收购Found公司，集成从设备，到云存储到平台等文件搜索。如果他们去年GAAP收入为3千8百万美元，那么这就有意义。 Anyhow I know this is no secret.  And it just gives you a range, but if you move the revenue number back and forth based on funding, stage, and business model … it gets you pretty close. 总之，我知道这不是秘密。只是给你一个范围，但如果你基于资金，发展阶段，商业模式等等来回调整收入数字，就非常接近我们上面的公式了。 It’s especially useful for companies you have an interest in, but simply no idea how big they are. 尽管可能你不知道对感兴趣的公司规模不是很了解，但是十分有用。 A nice summary for more mature tech companies at scale is here: 下图是对一些比较成熟的科技公司的完善总结: and a broader one here with a great Google Doc spreadsheet: 基于更广泛的数据考察，以下图表通过谷歌文档制作：