SaaS Metrics School

In episode #199, I address the tricky question of what is ARR. There are many revenue streams in SaaS and we have to be careful how add up our ARR. - SaaS revenue streams - What is ARR? - Subscription to consumption SaaS metrics course begins July 9th: https://www.thesaasacademy.com/SMF-live-just-the-facts

In episode #198, I address what you need if you are early-stage and want to exit. I just gave a coaching call on this to someone prepping a smaller SaaS company for sale. - Accounting - SaaS P&L - MRR schedule SaaS metrics course launches July 9th SaaS CFO templates course

Episode 197 – Your MRR Schedule is Worth its Weight in Gold In episode #197, I address due diligence and your MRR schedule. Your MRR schedule will ALWAYS be requested in due diligence. - What is an MRR schedule? - How do you create an MRR schedule? - MRR schedules are gold - SaaS metrics course SaaS Metrics course launches July 9th SaaS CFO templates course

In episode #196, I address the foundation of CAC in this four-part series. Today, let’s talk PLG and SLG. And segmenting your CAC. - SLG and PLG impact on CAC - Don’t forget to segment your CAC The foundation of CAC blog post.

In episode #195, I address the foundation of CAC in this four-part series. Today, about the metrics that use CAC as an input. And what’s your prize? - CAC feeds these metrics - What’s your prize? Very important to define Learn more about CAC here!

In episode #194, I address the foundation of CAC in this four-part series. Today, let’s talk data sources. Where do we source CAC data? - SaaS P&L - Bookings data or your MRR schedule Foundation of CAC blog post.

In episode #193, I address the foundation of CAC in this four-part series. Today, let’s define CAC. It’s not as obvious as it seems. - Begins with your general ledger and your SaaS P&L - Gross CAC, customer acquisition cost Blog post on CAC: https://www.thesaascfo.com/the-foundation-of-customer-acquisition-costs-cac/

In episode #192, I address the relevant SaaS metrics when hitting the big $10M ARR milestone. If you are a founder who is still far away from 10M, it’s good to understand what you’ll need at that point. - Do SaaS metrics matter? - What financial metrics do I need? - The 4 key finance data sources Grab my 5 Pillar Framework here: https://www.thesaasacademy.com/pl/2148255133

In episode #191, I address the data that is worth its weight in gold. You will always be asked for this data when buyers are evaluating your SaaS business. - The golden data - Where do you source this data? Grab my resource to create your MRR schedule here: https://www.thesaasacademy.com/pl/2148292708

In episode #190, I address SaaS benchmarks and metrics. Benchmarks act as important guideposts for our business. - Do I really need benchmarks? - What benchmarks does Ben use? - Important for due diligence My 5 Pillar Framework: https://www.thesaasacademy.com/pl/2148255133

In episode #189, I address reactivation MRR and counts. This is a common layer of MRR in self-service SaaS (low price point, high customer volume) business. - impact on revenue retention - impact on logo retention Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In episode #188, I address today’s reality with our go-to-market motion and CAC. You must segment your CAC if you run a PLG and SLG motion. - new vs. existing CAC allocation - SLG vs PLG allocation - what to do with R&D Subscribe to Ben’s short SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In episode #187, I address an important concept when trying to allocate CAC expenses between new and existing business. This came up again on a coaching call so it’s time to address it. - how not to allocate - how to properly allocate CAC - another good way to allocate CAC My 5 Pillar SaaS Metrics Framework: https://www.thesaasacademy.com/pl/2148255133

In episode #186, I address an important nuance in calculating your S&M efficiency metrics. CAC by segment. This is often harder than it appears. - Isolating bookings and revenue - Isolating expenses by product line - Expense structure Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In episode #185, I address an important nuance in calculating your S&M efficiency metrics. Where does customer success belong? - What role does Customer Success play? - Should CS be in both COGS and OpEx? Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In episode #184, I address an important nuance in calculating your S&M efficiency metrics. - How do you measure your sales cycle? - Impact on S&M metrics measurement Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In episode #183, I address the four key sources of SaaS finance data. This data feeds our forecast, SaaS metrics, financial analysis, Board reporting, and more. We must implement a clean monthly data process. - What is a booking? - Data sources for bookings - Feeds our S&M metrics Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In episode #182, I address the nuances of MRR. We could be talking about an accounting number, a CRM number, and a number from who knows where. - What is MRR? - Accounting MRR - Contracted MRR Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In episode #181, I address an all too frequent accounting problem. Department coding. Save yourself headaches down the road by coding expenses to the department level. - Pure-play SaaS departments - COGS vs. OpEx - Why this matters Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In episode #180, I address professional services revenue. PS revenue required to set up, configure, onboard, and train your customers. And essential department when selling mid-market and enterprise software. - What is professional services? - What are standard margins on services revenue? - The battle between Sales and PS - You must make margin! Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray