All Episodes
Episodes
How Should I Track COGS With Usage-based Revenue
In episode #39, I address COGS and usage-based revenue. It’s so important to track COGS correctly for your SaaS. Your COGS area is often dictated by your revenue streams. That’s the case when you have any type of...
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What is Your SaaS OpEx Profile?
In episode #38, I address the “bottom half” of your SaaS P&L. This is your OpEx area, or operating expenses. There is a common way to analyze this area for efficiency.
- What is SaaS OpEx
- How do we analyze...
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These Are the Top 3 SaaS Metrics Said Every Blog Post and Webinar Ever
In episode #37, I address the top three SaaS metrics. And I’m sorry that this will really disappoint you.
- Are there really top 3 metrics?
- Top metrics according to my SaaS founder interviews
- Your SaaS metrics...
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The Right Metrics for the Right Stage of Your Business
In episode #36, I address how to know which metrics are relevant for your stage. There are a lot of metrics to calculate, but we can easily go overboard with too many metrics.
- Metrics by stage
- Metrics by ARR
-...
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What Do You Mean by a Gross Margin Adjusted CAC Payback?
In episode #35, I address a nuance of the CAC Payback Period metric. It’s one of my favorite metrics and requires three inputs.
- What is CAC Payback Period
- What are the three inputs to the formula
- What does gross...
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ARPA | The Forgotten SaaS Metric
In episode #34, I address the forgotten metric, ARPA. ARPA stands for average revenue per account. It’s such a simple metric that it is often forgotten. However, I use this metric a lot with retention analysis and...
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What is The Proper Close Date for a Software Booking
In episode #33, I address close dates for our bookings data. There are two primary camps when it comes to the date of record for a Closed Won opportunity.
- What is a close date?
- Option 1 – date of execution
-...
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Why CAC Is Like Debt
In episode #32, I address CAC, or customer acquisition cost, and why it behaves like debt. This is important to understand as high CAC and low retention can sink your SaaS.
- What is CAC?
- What happens when a...
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System Reboot: Your ARR Has Been Corrupted
In episode #31, I address the ever-changing definition of ARR. It’s so important to get this right for several reasons. It affects your metrics and valuation. Credit to a SaaStr post on calling ARR corrupt. It got me...
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Does Usage-based Revenue Count as a Booking?
In episode #30, I address variable revenue and software bookings. This is a hot topic in SaaS. It can be dangerous to mix subscription revenue with variable revenue.
- What is a software booking?
- Does variable...
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A Renewal is Not a Booking or Is It?
In episode #29, I address the nuances of renewals and software bookings. Renewals may or may not be a booking. Of course, it depends!
- What is a renewal?
- When does a renewal count as booking?
- Track incremental...
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Do Price Changes Count as a Software Booking?
In episode #28, I address the nuances of software bookings. This is a common question from students in my SaaS metrics course at TheSaaSAcademy.com. Do price changes or inflators count towards my bookings number?
-...
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