All Episodes
Episodes
These are the 4 Source Data Inputs for SaaS Metrics
In episode #95, I address the major data source we need to calculate the complete SaaS metrics picture. It’s important to have clean and repeatable data that we can pull every month.
- CRM / MRR schedule
- Financial...
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Have You Heard of the Dollar-based CAC Payback Period?
In episode #94, I address a variation of the traditional CAC Payback Period. This is a great supplement to your traditional SaaS metrics.
- What is CAC Payback Period?
- What is Dollar-based CAC Payback
- When should...
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What Metrics Should I Measure as I move from $2M ARR to $4M ARR
In episode #93, I address a student question from my live SaaS metrics foundation course. This is a great question and one that must be answered by all SaaS companies as they scale.
- First, let’s understand your...
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What Should I Include in My Sales and Marketing Expenses?
In episode #92, I address a student question from my SaaS metrics foundation course. It actually caught me off guard, because I talk a lot about fully-burdened cost centers. We can’t forget the foundational...
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How Much Should I Spend in S&M as a Percentage of Revenue?
In episode #91, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in sales and marketing. We expect efficiency over time in our OpEx area.
- What is OpEx?
- What are the S&M...
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How Much Should I Spend in G&A as a Percentage of Revenue?
In episode #90, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in G&A. We expect efficiency over time in our OpEx area.
- What is OpEx?
- What are the G&A...
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How Much Should I Spend in R&D as a Percentage of Revenue?
In episode #89, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in R&D. We expect efficiency over time in our OpEx area.
- What is OpEx?
- What are the R&D...
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What is the Ideal Revenue Mix for a Pure-play SaaS Valuation?
In episode #88, I address revenue mix and one-time revenue when considering SaaS valuations. It your product requires professional services for customer onboarding, we must be aware of our current revenue mix and how...
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What Advisors Do I Need as a First-time SaaS Founder?
In episode #87, I address advisors and first-time SaaS founders. It’s important to have the right team from the beginning to avoid mistakes down the road.
- Accounting
- Tax Accounting
- Corporate Attorney
-...
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How Do We Count Expansion in Our Bookings Report and CRM?
In episode #86, I address a student question in my SaaS Metrics Foundation course. ARR is the student’s new North Star metric. If we renew a customer and the price goes up, how do we record that?
- What is a...
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What Month Do I Count Churn?
In episode #85, I address churn tracking. Finance and Customer Success like to track churn dates differently.
- What is churn? When the customer completely leaves us.
- How finance tracks churn
- How Customer Success...
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Should I Track ARR or TCV with Multi-year Contracts?
In episode #84, I address the world of annual and multi-year contracts and reporting. We have to get this right for performance tracking and due diligence.
- What is a multi-year contract?
- Do I track ARR or TCV or...
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