In episode #341 of SaaS Metrics School, Ben Murray explains why revenue per FTE is a misleading metric for modern SaaS and AI companies and introduces the ROSE metric (Return on SaaS Employees) as a more accurate way to measure durable scaling.

Ben walks through how ROSE removes labor-cost bias, incorporates contractors and Agentic AI spend, and directly connects people investment to recurring revenue generation. He also shares practical benchmark ranges and explains how founders and finance teams should use ROSE when budgeting and forecasting for 2026.

Resources Mentioned

ROSE Metric Template: https://www.thesaascfo.com/saas-rose-metric/

ROSE Metric Bootcamp: https://www.thesaasacademy.com/offers/rJhZ6VdM

What You’ll Learn

• Why revenue per FTE breaks down in global and AI-driven teams
• How the ROSE metric improves capital allocation decisions
• What costs should be included in ROSE
• ROSE benchmark ranges and how they map to profitability and cash burn
• How to interpret ROSE differently based on growth stage and company goals
• How to forecast ROSE using trailing and forward-looking time periods

Why It Matters

• People and AI spend are the largest investments on a SaaS or AI P&L
• ROSE removes wage and geography bias from efficiency analysis
• The metric directly ties recurring revenue to capital deployed
• ROSE highlights whether headcount and AI investment are creating leverage
• Improving ROSE over time is critical for durable, profitable scaling
• Boards and investors care about efficiency trends, not just growth rates