The Harris Consulting Group Revenue (2024)

The Harris Consulting Group generated approximately $120,000 in annual consulting revenue as of 2021, based on figures Harris discussed with Latka in April of that year. Harris stated that his five-week training and reinforcement program is priced at around $1,800 per engagement, and that he typically works with two to three clients per month, with a self-imposed ceiling of about five clients per month.

The Harris Consulting Group counts Gainsight, Google Cloud, Visa, JFrog, Force Therapeutics, and Achievers among its named clients. Harris told Latka in April 2021 that roughly 90 percent of his clients are SaaS-related, with the remainder including enterprise and non-SaaS accounts such as Visa, which engaged Harris to help sell corporate cards to large enterprises like Delta Airlines, and Google Cloud, which Harris described as operating in a model that is "kind of SaaS, but kind of not."

Harris takes on approximately two to three new clients per month and caps his active load at around five clients per month. The five-week training and reinforcement program is priced at approximately $1,800 per engagement regardless of team size. Harris does not charge by the hour or by the number of participants. Gainsight was his second-ever client, engaged in 2013 at a healthy five-figure fee for an initial 30-day on-site retainer.

The Harris Consulting Group operates on a project-based retainer model. The core offering is a five-week training and reinforcement program priced at approximately $1,800 per engagement. Harris does not charge by the hour or by the number of participants, making the pricing flat regardless of team size.

The five-week program is structured as two hours per day, four days per week in the first week, followed by once-weekly sessions with managers and once-weekly sessions with the sales team for the remaining four weeks. This model replaced an earlier format of single-day on-site training sessions, a shift Harris attributed to the COVID-19 pandemic and its effect on in-person delivery.

Harris shared several benchmark figures relevant to the SaaS sales market he serves. He cited $2,500 in annual contract value as the minimum threshold at which a human sales touch becomes economically viable, noting that below that level a self-serve model is typically more appropriate. He also referenced JFrog's net revenue retention rate of 131.48 percent as a benchmark for what SaaS companies at scale should target to justify expansion revenue motions. On sales rep attrition, Harris stated that roughly one in three reps makes it on a sustained basis, a figure he used to contextualize Gainsight's historical rep turnover. Profitability of the Harris Consulting Group was not discussed in the interview.

The Harris Consulting Group appears to operate as a solo practice led by Richard Harris. No additional employees or team members were mentioned in the April 2021 interview. Team composition and headcount beyond Harris himself were not discussed.