SaaS Metrics School

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Ben Murray brings you actionable SaaS metrics lessons that he has learned through years of being in the SaaS CFO trenches. Whether you are new to SaaS or a SaaS veteran, learn the latest SaaS metrics, finance, and accounting tactics that drive financial transparency and improved decision-making. Ben’s SaaS metrics blog consistently rates a 70+ NPS, and his templates have been downloaded over 100,000 times. There is always something to learn about SaaS metrics.

Ben Murray


    • Jun 21, 2025 LATEST EPISODE
    • weekdays NEW EPISODES
    • 3m AVG DURATION
    • 290 EPISODES


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    Latest episodes from SaaS Metrics School

    61% R&D Spend?! What SaaS Benchmarks Reveal by Revenue Size

    Play Episode Listen Later Jun 21, 2025 2:37


    How much R&D spend is too much—or not enough? In episode #290 of SaaS Metric School, Ben Murray breaks down R&D spend benchmarks by company revenue size, based on data from Ray Rike's Benchmarkit.ai. Whether you're a founder, CFO, CTO, or finance leader, understanding how your R&D investment compares is crucial for building operational leverage and scaling sustainably. What You'll Learn: Why R&D spend can feel like a black box—especially for CFOs Top vs. lean R&D spending benchmarks by revenue tiers: How R&D spend typically scales down as companies grow Why controlling opex and creating operating leverage is key to cash flow and EBITDA Resources & Links:

    What Top SaaS Performers Spend to Acquire a Dollar of ARR

    Play Episode Listen Later Jun 19, 2025 5:16


    In episode #289, Ben dives into one of his favorite SaaS metrics: Cost of ARR (Annual Recurring Revenue), also known as the SaaS CAC Ratio. This powerful go-to-market metric helps operators and investors evaluate how efficiently a company acquires recurring revenue. Ben breaks down how to calculate it, segment it, and benchmark it using the latest data from Ray Rike at Benchmarkit.ai. What You'll Learn: What is Cost of ARR and why it matters for SaaS operators and investors The formula How to calculate blended, new, and expansion Cost of ARR Latest benchmark data by ACV from Benchmarkit.ai Why aggregate benchmarks are risky and how to segment by ACV size How to use this metric to validate your bookings forecast and GTM budget When to adopt this metric Resources Mentioned Benchmark your SaaS business: Benchmarkit.ai (give-to-get model) Ben's blog, templates, and courses at TheSaaSCFO.com Join the SaaS Community: https://www.thesaasacademy.com/offers/dzSx6W32 Stay in the loop with exclusive SaaS content: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    Don't Make this LTV Mistake

    Play Episode Listen Later Jun 17, 2025 5:08


    In episode #288 of SaaS Metrics School, Ben Murray tackles a frequent mistake SaaS operators make when calculating Lifetime Value (LTV) — treating it as an aggregate rather than the point-in-time metric. Ben breaks down the correct formula, shares how to align it with gross revenue retention, and explains when LTV (and LTV to CAC) should be used SaaS businesses. What You'll Learn: Why LTV is a point-in-time estimate, not a company-wide average The correct formula for LTV in SaaS: Cohort ARPA × Gross Margin ÷ Churn How to choose the right churn input using gross revenue retention When LTV to CAC is reliable vs. misleading based on your sales motion (SMB, Mid-Market, Enterprise) Common pitfalls when using LTV in low-volume enterprise models Key SaaS Metrics Covered: LTV (Lifetime Value) LTV to CAC Ratio Gross Revenue Retention (GRR) Cohort ARPA / ACV Churn measurement strategy (trailing 3 vs. 6 months) Who Should Listen: SaaS CFOs, founders, marketers, and RevOps professionals looking to improve financial modeling and SaaS efficiency metrics — especially if you rely on paid acquisition or track LTV to CAC closely. Resources Mentioned: SaaS Metrics Foundation Course: https://www.thesaasacademy.com/the-saas-metrics-foundation Free SaaS Metrics Tools: TheSaaSCFO.com Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page Like What You Hear? Please leave a rating and review to help this podcast reach more SaaS professionals who want to build metrics-driven businesses.

    What Is Subscription ARR? 3 Common Definitions Explained for SaaS Operators

    Play Episode Listen Later Jun 15, 2025 4:04


    In this episode of SaaS Metric School, Ben Murray dives deep into the often-confusing world of Subscription ARR (Annual Recurring Revenue). After analyzing over 160 public tech company filings, Ben shares the three most common ways companies define and calculate ARR—and why these differences matter for SaaS operators, investors, and finance teams. If you've ever struggled with benchmarking ARR or explaining it to stakeholders, this episode will give you clarity and context. What You'll Learn The three standard definitions of Subscription ARR: Run-Rate MRR Annualized Contract Value Committed/Contracted ARR (CARR) The difference between ARR and CARR and why it matters Why even “pure subscription” businesses report ARR differently How public companies present ARR in earnings reports and filings The pitfalls of using AI tools (like ChatGPT) for ARR extraction Who This Is For This episode is a must-listen if you are: ✅ A SaaS CFO or finance leader looking to align ARR reporting with industry norms ✅ A founder or CEO trying to understand what ARR numbers mean (and don't mean) ✅ A SaaS investor or advisor comparing metrics across multiple portfolio companies ✅ Anyone responsible for forecasting, benchmarking, or reporting SaaS revenue metrics Resources

    Why SaaS Metrics Break Without Proper MRR Layering

    Play Episode Listen Later Jun 13, 2025 2:35


    In episode #286 of SaaS Metrics School, Ben Murray breaks down one of the most common — and costly — mistakes SaaS founders and CFOs make when building their Monthly Recurring Revenue (MRR) schedules: netting contraction and expansion. This seemingly small error can break your ability to calculate key SaaS metrics like Gross Revenue Retention (GRR) and Net Revenue Retention (NRR). What You'll Learn: The essential structure of an accurate MRR waterfall schedule Why separating expansion, contraction, and churn is crucial for calculating SaaS metrics How to calculate GRR and NRR using distinct MRR layers Why trailing 3- and 6-month annualized retention rates offer deeper insights Pro tips on segmenting your MRR by product, ICP, or geography Who This Is For: SaaS founders, CFOs, FP&A leaders, and revenue ops teams looking to improve their SaaS financial reporting and ensure clean, actionable SaaS metrics that stand up to investor scrutiny. Resources Mentioned: Join Ben's private SaaS metrics community: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page Free SaaS Metrics Tools & Templates at TheSaaSCFO.com Enjoying the show? Please rate and review the podcast — it helps more SaaS professionals discover how to build better businesses with metrics that matter.

    What's a Healthy G&A Budget for SaaS? Benchmarks by ARR Stage

    Play Episode Listen Later Jun 11, 2025 4:25


    In episode #285 of SaaS Metrics School, Ben Murray dives into one of the most overlooked levers in SaaS financial performance—G&A (General & Administrative) spend. How much should you really be spending on back office functions like finance, HR, legal, and IT? Using data from Benchmarkit.AI, Ben walks through G&A as a percent of revenue across ARR stages—from startups under $1M to companies exceeding $100M. He also explains how operating leverage is created through back office efficiency and why using benchmarks segmented by ARR is crucial in SaaS metrics analysis. What You'll Learn: Why aggregate SaaS benchmarks are dangerous G&A benchmarks by ARR segment (top quartile vs. median) The role of operating leverage in SaaS profitability How to evaluate your own back office spend using metrics Actionable targets for G&A as a percent of revenue SaaS Metrics Covered: G&A % of Revenue Operating Leverage Opex Profile by ARR Benchmarking by ARR vs. ACV Resources Mentioned: Benchmarkit.ai Join Ben's SaaS Metrics community for webinars, templates, and live sessions: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    How Verint Defines AI ARR and Why You Need to Know This

    Play Episode Listen Later Jun 6, 2025 4:44


    In episode #284, let's break down AI ARR. As artificial intelligence transforms SaaS business models, a new metric is gaining traction: AI ARR (Artificial Intelligence Annual Recurring Revenue). But what exactly is AI ARR, how do public SaaS companies define it, and why should private SaaS operators care? In this episode, Ben Murray dives deep into how companies like Verint Systems are reporting AI ARR in their earnings and press releases. Ben breaks down the nuances of these definitions, the implications for SaaS valuation, and what founders, CFOs, and GTM teams need to know to stay ahead of the curve. Key Topics Covered What Is AI ARR? Understand how public companies define AI-based recurring revenue and what makes it distinct from traditional ARR or subscription ARR. Case Study: Verint's AI ARR Disclosure Learn how Verint, a customer and communication automation platform, separates AI ARR from Subscription ARR, and why AI now accounts for 50% of its recurring revenue. Run Rate vs. Recognized Revenue Explore the concept of “annualized quarterly run rate” and why some AI ARR definitions include overages and signed (but not yet active) SaaS contracts. Why AI ARR Matters for SaaS Metrics & Board Reporting Discover how AI ARR can become a key growth driver metric, especially for AI-first SaaS platforms or tools with significant AI adoption. Benchmarking and Financial Transparency Trends Understand why SaaS companies are simplifying metric reporting and focusing on high-signal KPIs like AI ARR for investors and stakeholders. Who Should Listen This episode is a must-listen for: SaaS founders and CEOs scaling AI-powered platforms CFOs and FP&A teams defining KPIs for board decks SaaS investors tracking AI monetization trends RevOps and metrics leaders modernizing dashboards Anyone serious about becoming a SaaS metrics expert Why This Episode Matters As SaaS businesses race to integrate and monetize AI, understanding how to measure, disclose, and leverage AI ARR could be your edge in strategic planning, fundraising, or M&A. SaaS Metrics School isn't just about numbers—it's about empowering you to lead with data. Subscribe & Follow Never miss an insight from the top SaaS metrics podcast. Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    Can a Properly Formatted SaaS P&L Increase Your Valuation Multiple?

    Play Episode Listen Later Jun 5, 2025 2:13


    In episode #283, I address some recent conversations with SaaS founders who implemented my SaaS P&L format. In one instance, it was key to a successful exit. - How early should you implement the SaaS P&L - Make your data easily consumable for potential acquirors How to Structure Your SaaS P&L: https://www.thesaascfo.com/how-to-structure-your-saas-pl/ Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    Are Public Tech Companies Defining ARR?

    Play Episode Listen Later May 20, 2025 2:56


    In episode #282, I cover some research I did for the SaaS Metrics Summit in NYC. Are public tech companies disclosing how they define ARR? - Is ARR dead, or is it just evolving? Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    The Top 3 Metrics to Determine if You Have a Scaling Problem

    Play Episode Listen Later May 7, 2025 4:27


    In episode #281, I cover my top three metrics to determine if you have a scaling problem. This is a follow-up to episode #280, the growing versus scaling problem. - My foundational three metrics - What's the difference between growing and scaling? Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page Greg's podcast: https://podcasts.apple.com/us/podcast/profitability-playbook-the-simple-numbers-podcast/id1707856652

    Growing vs. Scaling? You Must Know the Difference

    Play Episode Listen Later May 6, 2025 4:13


    In episode #280, I just listened to a business podcast and must share the concept of growing versus scaling. This is such a critical concept for SaaS operators to understand. - Growing - Scaling - Metrics to measure Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page Greg's podcast: https://podcasts.apple.com/us/podcast/profitability-playbook-the-simple-numbers-podcast/id1707856652

    What Metrics to Track from 5 to 10M ARR

    Play Episode Listen Later Apr 30, 2025 2:38


    In episode #279, I'm tackling the metrics to track in your SaaS journey. One you pass 5M in ARR , a SaaS CFO can do a lot with your operational and financial data. - Use my 5 Pillar SaaS Metrics Framework - Pillar 1 Growth - Pillar 2 Retention - Pillar 3 Margins - Pillar 4 Financia Profile - Pillar 5 Efficiency - Should we segment? Retention Bootcamp:https://www.thesaasacademy.com/offers/Q2uE6U2B/checkout 5 Pillar SaaS Metrics Framework: https://www.thesaascfo.com/scaling-with-confidence-the-ultimate-saas-metrics-playbook/

    What Metrics to Track from 3 to 5M ARR

    Play Episode Listen Later Apr 29, 2025 4:13


    In episode #278, I'm tackling the metrics to track in your SaaS journey. One you reach the 3-5M ARR range, things can get really interesting with your financial profile and metrics. - Use my 5 Pillar SaaS Metrics Framework - Pillar 1 Growth - Pillar 2 Retention - Pillar 3 Margins - Pillar 4 Financial Profile Retention Bootcamp:https://www.thesaasacademy.com/offers/Q2uE6U2B/checkout 5 Pillar SaaS Metrics Framework: https://www.thesaascfo.com/scaling-with-confidence-the-ultimate-saas-metrics-playbook/

    What Metrics to Track from 1 to 3M ARR

    Play Episode Listen Later Apr 25, 2025 4:17


    In episode #277, I'm tackling the metrics to track in your SaaS journey. Things start to take shape in the 1-3M ARR range. - Use my 5 Pillar SaaS Metrics Framework - Pillar 1 Growth - Pillar 2 Retention - Are we concerned about our financial profile yet? Retention Bootcamp:https://www.thesaasacademy.com/offers/Q2uE6U2B/checkout 5 Pillar SaaS Metrics Framework: https://www.thesaascfo.com/scaling-with-confidence-the-ultimate-saas-metrics-playbook/

    What Metrics to Track from 0 to 1M ARR

    Play Episode Listen Later Apr 24, 2025 5:42


    In episode #276, I'm tackling a subscriber question who is just starting their SaaS journey. There are definitely some building blocks to put into place so you have no regrets later. - Selecting your accounting software - Who does the accounting? - Building your accounting foundation - Cash or accrual accounting - Tracking your bookings - What metrics to track? Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    You Must Define Your Type of Variable Revenue

    Play Episode Listen Later Apr 12, 2025 3:49


    In episode #275, I'm sharing revenue insights from helping a lot of SaaS companies with their finances. You must clearly define your major revenue categories. Next, you must define your type of variable revenue. - The 6 major revenue categories - The types of variable revenue - Why this matters Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    Can the Large Software Incumbents Survive the Agentic AI Competitive Threat?

    Play Episode Listen Later Apr 8, 2025 4:34


    In episode #274, I'm sharing some insight from a Mark Roberge talk in Tempe, AZ at PHX FWD. The software business is undergoing another major shift. In the 80/90's it started with on-premise software, then ASP, then SaaS, and now AI. - Business model changes - What if agentic AI entered your space? - Siebel Systems - from top player to SaaS laggard Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    Don't Believe the $5M ARR per Employee Hype

    Play Episode Listen Later Apr 6, 2025 4:48


    In episode #273, I'm sharing some insight from a Mark Roberge talk in Tempe, AZ at PHX FWD. Should we believe the ARR per FTE hype? - Is my SaaS being left behind? - Should we believe the hype? - Current benchmarks for ARR per FTE Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    Founders Please Close Your Books On Time

    Play Episode Listen Later Mar 26, 2025 2:53


    In episode #272, I address poor financial close practices. You must close your books on time to understand economic performance. - What day should your books be closed? - Insource or outsource accounting? - It's not just cash performance Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    Billing Pauses Wreak Havoc on Your Revenue Retention

    Play Episode Listen Later Mar 13, 2025 4:14


    In episode #271, I address a student question from TheSaaSAcademy.com. And that's billing pauses. How should we handle this with our revenue retention calculations? - Let's define a billing pause - Impact on your MRR schedule - Impact on GRR and NRR - Unpredictable revenue Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    Cohort Retention is NOT the Only Retention Method

    Play Episode Listen Later Feb 25, 2025 5:49


    In episode #270, I address the methods of calculating your retention. Contrary to those social media posts, cohort retention is NOT the only way to calculate retention. I'll tell you why. - The 3 retention calculations - What is cohort retention - What is aggregate retention - Segmentation Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    Am I a Software Co with Hardware or Hardware Co with Software?

    Play Episode Listen Later Feb 20, 2025 3:31


    In episode #269, I address a question from a recent conversation with a founder who was starting a software/hardware play. You must understand your business model and the type of company that you are building. - Am I Software or Hardware? - What is my business model? - Have you defined your SaaS P&L? - What about people-powered revenue? Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    Should Rev Ops Report to the CRO or CFO?

    Play Episode Listen Later Feb 19, 2025 5:37


    In episode #268, I address a debate that arose a recent SaaS CEO and CFO dinner in San Francisco. - What is Rev Ops? - CFO or CRO? Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    What is the Purpose of an MRR Schedule and Why You Should Care

    Play Episode Listen Later Feb 18, 2025 3:56


    In episode #267, I address the coveted MRR schedule. Done wrong, it causes a ton of headaches and can derail due diligence. - What is the MRR schedule? - Where do you source the data? - What systems house this data? Have you joined our SaaS community? https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    Should I Count Payment Processing Revenue as ARR

    Play Episode Listen Later Feb 4, 2025 4:10


    In episode #265, I address a reader's question about payment processing revenue. There are two key points. Recording the revenue on your P&L, and can I take ARR credit for this revenue stream? - The nature of your payment processing revenue - ARR credit - Gross profit Join my SaaS community to be notified of future training, webinars, templates, and more: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    How to Calculate Services Backlog in Months

    Play Episode Listen Later Jan 29, 2025 3:36


    In episode #264, I address one of the four key professional services metrics. I received a message from someone who read my blog posts about this metric. Let's break down the steps and inputs. - Services backlog - Monthly burn number - Billable FTE's Services Metrics: https://www.thesaascfo.com/how-to-effectively-manage-your-professional-services-team-with-metrics/

    The Difference Between Booking Date and Revenue Start Date

    Play Episode Listen Later Jan 23, 2025 2:22


    Episode 264 – The Difference Between Booking Date and Revenue Start Date In episode #264, I tackle a question from a SaaS CEO in Spain. They messaged me on LinkedIn about dates. Sales wants to record the contract on the execution date, and finance must begin revenue on the subscription start date. What's the right process? - Bookings dates - Revenue on the P&L Have SaaS questions? Join our community: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    How to Build Your Metrics Foundation in 2025

    Play Episode Listen Later Jan 12, 2025 6:31


    In episode #263, I address the building blocks to your financial transparency. Tired of running financially blind? Know that you can do more with your data? - Why do we need this? - Chart of accounts - 4 key data sources - SaaS P&L - Technology - Training Free training on my process: https://www.thesaasacademy.com/offers/zz3ZR2WL/checkout In-depth course on SaaS Metrics: https://www.thesaasacademy.com/the-saas-metrics-foundation Live course on SaaS metrics: https://www.thesaasacademy.com/the-saas-metrics-foundation-course-community

    How to Size Your R&D Budget for Next Year

    Play Episode Listen Later Dec 29, 2024 4:31


    In episode #262, I address 2025 planning and R&D investments. - Calculate your OpEx profile. - Factors influencing your R&D budget - Where to get your benchmark data Check out Ray's data at benchmarkit.ai

    You Can't Scale without Bookings Data

    Play Episode Listen Later Dec 28, 2024 4:13


    In episode #261, I address the world of SaaS data. Bookings data is one of the biggest data mistakes that I see in SaaS. With this data, you can forget about understanding your GTM efficiency - What is bookings data? - Sources of bookings data - What if I'm self-service SaaS? Check out my post on the bookings report here: https://www.thesaascfo.com/the-saas-bookings-report/

    When Should Your Hire a Fractional SaaS CFO?

    Play Episode Listen Later Dec 27, 2024 5:19


    In episode #260, I address the world of fractional help. I'll focus on the SaaS CFO but also share other fractional roles that I see in SaaS companies. - What ARR level should I hire a fractional CFO? - When should I hire a full-time CFO? - Fractional CFO or Interim CFO or part-time CFO - Outsourced bookkeeping - Other fractional roles My go-to firms for outsourced bookkeeping are at the bottom of this blog post: https://www.thesaascfo.com/how-to-properly-structure-your-saas-accounting-foundation/ My fractional SaaS CFO services: https://www.thesaascfo.com/saas-consulting/

    Your SaaS Metrics Playbook for 2025

    Play Episode Listen Later Dec 26, 2024 5:34


    In episode #259 I address the data and metrics required to scale your SaaS business. It's no accident when SaaS companies achieve big ARR numbers. - Growth - Retention - Margins - Financial Profile - Efficiency Free training January 10th on my metrics playbook: https://www.thesaasacademy.com/pl/2148613448 SaaS Metrics Foundation course in February: https://www.thesaasacademy.com/the-saas-metrics-foundation-live-cohort-new

    How Much Are SaaS Companies Raising in Series C and D Rounds?

    Play Episode Listen Later Dec 22, 2024 3:10


    In episode #258, I address fundraise sizes. Let's break down common Series C and D round raises. - Series C round sizes - Series D round sizes - Sourced from TheSaaSNews.com Join my SaaS community for the latest data, trends, and templates: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    How Much Are SaaS Companies Raising in Series A and B Rounds?

    Play Episode Listen Later Dec 21, 2024 4:10


    Episode 257 – How Much Are SaaS Companies Raising in Series A and B Rounds? In episode #257, I address fundraise sizes. Let's break down common Series A and B round raises. - Series A round sizes - Series B round sizes - Sourced from TheSaaSNews.com Join my SaaS community for the latest data, trends, and templates: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    How Much Capital Should You Ask for in a Pre-seed and Seed Round?

    Play Episode Listen Later Dec 17, 2024 3:10


    In episode #256, I address fundraise sizes. Let's break down common pre-seed and seed round raises. - Pre-seed round sizes - Seed round sizes - Sources from TheSaaSNews.com Join my SaaS community for the latest data, trends, and templates: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    How to Size Your Sales and Marketing Budget for Next Year

    Play Episode Listen Later Dec 5, 2024 4:31


    In episode #255, I address sales and marketing investments, ROI, and how to call BS on bookings and GTM investments. - Calculate your OpEx profile. - Use these GTM efficiency metrics - How to call BS on your forecast or budget Want to stay innovative in SaaS? Join my SaaS community: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    Onboarding is NOT a Sales Cost

    Play Episode Listen Later Dec 4, 2024 2:07


    In episode #254, I address a question that comes up often enough from SaaS teams and investors. Let's address where we code onboarding expenses. - Where do we code onboarding expenses? - When does CAC stop? Want to stay innovative in SaaS? Join my SaaS community: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    My Top 4 Professional Services Metrics – Services Margins

    Play Episode Listen Later Nov 26, 2024 3:49


    In episode #253, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. This episode focuses on services margins. - Run PS like its own business unit - Set up your SaaS P&L correctly - Services margins benchmarks Check out this post for more detail: https://www.thesaascfo.com/how-to-effectively-manage-your-professional-services-team-with-metrics/

    My Top 4 Professional Services Metrics – Billable Utilization

    Play Episode Listen Later Nov 23, 2024 3:01


    In episode #252, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. This episode focuses on billable utilization. - What is billable utilization? - What's a good percentage? Check out my professional services post about PS metrics: https://www.thesaascfo.com/how-to-effectively-manage-your-professional-services-team-with-metrics/

    My Top 4 Professional Services Metrics – Services Backlog in Months

    Play Episode Listen Later Nov 21, 2024 2:53


    In episode #251, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. This episode focuses on services backlog in backlog in months. - What is services backlog? - How do I convert backlog into a monthly number? Join my SaaS community for events, training, templates, and networking: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    My Top 4 Professional Services Metrics – Services Backlog

    Play Episode Listen Later Nov 20, 2024 3:50


    In episode #250, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. This episode focuses on services backlog. - What is services backlog? - What's a good number? - How do I manage backlog? Join my SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    My Top 4 Professional Services Metrics

    Play Episode Listen Later Nov 19, 2024 2:13


    In episode #249, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. - Services backlog - Backlog in months - Billable utilization - Services margins Join my SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

    How Do We Handle Churn When Customers Hit Pause

    Play Episode Listen Later Nov 15, 2024 1:56


    In episode #248, I address a reader's question. Here's the question…how can we distinguish churn from a customer freeze (pause services)? - Handling churn calculations - Handling retention calculations - Havoc with your MRR schedule Join my community for my training, templates, and content: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    Tracking GRR with a V1 to V2 Product Migration

    Play Episode Listen Later Nov 12, 2024 2:30


    In episode #247, I address a reader question from Andy. Here's the question…if I create a new version of my product from a 1.0 to a 2.0 and migrate my existing customers to it, how should I measure my GRR? - What should we track? - Should we track GRR separately for V2? - What other metrics should we consider? Got a question? Ask me here: https://drift.me/thesaascfo Or join my SaaS community and ask me here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

    My Top 4 Sales and Marketing Efficiency Metrics You Should Be Measuring

    Play Episode Listen Later Nov 5, 2024 3:54


    Episode 246 – My Top 4 Sales and Marketing Efficiency Metrics In episode #246, I address the must-have GTM efficiency metrics for your SaaS business. - My top 4 - Pillar 5 of my SaaS metrics framework Have you downloaded my 5 Pillar SaaS Metrics Framework?

    12 Top SaaS Metrics Every CEO Should Measure for Sustainable Growth

    Play Episode Listen Later Nov 2, 2024 4:11


    In episode #245, I address 12 top SaaS metrics you should implement in your business. This is from a post at the link below. I love these posts, so let's see if these really are the best metrics for you. - 12 essential SaaS metrics - Ben's assessment of these metrics Have you downloaded my 5 Pillar SaaS Metrics Framework? Article Credit: https://editorialge.com/saas-metrics-every-ceo-should-monitor/

    How to Measure Your GTM ROI on Tradeshows

    Play Episode Listen Later Oct 30, 2024 2:29


    In episode #244, I address a student question from my SaaS Metrics Crash course. When we attend tradeshows, how do we measure the ROI? - MQL, SQL, Pipeline Creation - Treat your leads like cohorts Have you downloaded my 5 Pillar SaaS Metrics Framework?

    Should I Offer 15% Discounts for Annual Subscriptions?

    Play Episode Listen Later Oct 29, 2024 2:39


    In episode #243, I'm addressing a student question from my SaaS Metrics Foundation course. Should we offer discounts on annual subscriptions? - What's your retention? Cohort retention? - Month 13 renewal rate? Have you downloaded my 5 Pillar SaaS Metrics Framework?

    How Should I Report ARR Bookings in a Multiyear Contract?

    Play Episode Listen Later Oct 24, 2024 4:37


    Episode 242 – How Should I Report ARR Bookings in a Multiyear Contract? In episode #242, I'm addressing ARR bookings reporting. Bookings data is one of the biggest report mistakes that I see in SaaS finance data. You must track this correctly. - What is a booking? - What ARR do I report in my bookings report? - How do I handle multiyear contracts? - Should I use the RPO metric? Have you downloaded my 5 Pillar SaaS Metrics Framework?

    Should I Use CARR or MRR or Exit ARR in My Reporting?

    Play Episode Listen Later Oct 22, 2024 4:05


    In episode #241, I'm sharing some MRR reporting fundamentals. Let's not confuse our Board and investors. It's easy to suffer from MRR blindness if we get too fancy with our reporting. - What is MRR blindness? - What is CARR? - What is MRR? - What is Exit ARR? Have you downloaded my 5 Pillar SaaS Metrics Framework?

    Can Your SaaS Beat the $1.50 Labor Efficiency Test?

    Play Episode Listen Later Oct 15, 2024 3:36


    In episode #240, I'm sharing one of my favorite metrics. The ROSE Metric. This metric is key to a sustainable SaaS business, especially if you are struggling to reach profitability. Can you beat $1.50? - What is the ROSE Metric? - Why is $1.50 so special? - Easily calculate your ROSE Metric Download the ROSE Metric template in my templates course!

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