SaaS Metrics School

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

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

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-wi...

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/  

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

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

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

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

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...

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?

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-monito...

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?  

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?

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...

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?

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 :  https://www.thesaasacademy.com/pl/214829270...

In episode #239, I’m addressing a reader's question. Thanks, John! Here’s the scenario. The customer books an annual contract at $24K ARR / $2K MRR. In Month 6, they are unhappy with the service and want to leave. The sales rep convinces them to stay and signs them up for a $12K ARR / $1K MRR contract. In addition, the sales rep convinces them to extend service for another 12 months starting at mo...

In episode #238, I’m sharing big mistakes that I see in MRR schedules. And this always happens to pop up in due diligence. This WILL limit your valuation as a seller. And it makes it hard to value SaaS businesses as the buyer. - MRR schedule - MRR waterfall - I must be able to calculate your retention - What I need to calculate retention Join my SaaS community for training, events, templates, netw...

In episode #237, I’m sharing tips and tricks from coaching calls on long-term forecasting. These are not easy. We have to take a step back and look at the macro-level picture. - Bookings - Revenue - COGS - OpEx - EBITDA - Headcount - Cost of ARR Check out my coaching options here!

In episode #236, I’m sharing the results of the billing / invoicing category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map. - Invoicing or billing? - Top solutions - Ben’s considerations Download my 5th Annual SaaS Tech Stack Report!

In episode #235, I address a student's question. Yes, there are still software companies with the perpetual/maintenance model. As they transition to SaaS, we must be careful when calculating certain metrics. - The perpetual license / maintenance model - Transition from legacy to SaaS - How to track retention - Keep maintenance separate from subscriptions Have you downloaded my Academy app? Downloa...

In episode #234, I’m sharing the results of the rev rec category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map. - What is rev rec? - Why is it important? - The top solutions My LinkedIn Post on Rev Rec Solutions Download my 5th Annual Tech Stack Report

In episode #233, I’m sharing some of what I learned from SaaStr 2024. Today, let’s talk about the projections that you need for a series A and B fundraise. - Historical data - Forecast data - The metrics Join my SaaS metrics course. Grab my SaaS Excel templates.

In episode #232, I’m recording this from SaaStr in San Mateo. I watched a great presentation by Christoph Janz of Point Nine Capital. Here’s my recap. You need to know this if you are going to raise capital. - Why clean data and metrics matter - Financial projections - Financial metrics recap - Sales metrics Live SaaS Metrics Course On-demand SaaS Metrics Course

In episode #231, I’m addressing a very common pain point in our data when we have a partner or reseller channel. If not done right, it really screws up our data. - Reseller defined - CRM configuration - Invoicing - Metrics Join my SaaS community for training, events, and more!