All Episodes
Episodes
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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What is the Difference Between an Upsell and a Cross-sell?
In episode #27, I address the nuances of software bookings. It’s important to track expansion ARR just like new customer ARR. There are two types of expansion bookings.
- What is an upsell?
- What is a cross-sell?
-...
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If I Offer Self-service SaaS Do I Still Track Bookings?
In episode #26, I address software bookings. What if I offer a self-service SaaS product? Low ACV and a high volume of customers.
- Are software booking still applicable?
- What data should I track?
- How do I create...
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What is a Software Booking?
In episode #25, I address software bookings. Bookings are the life of a SaaS business. It’s so important to track bookings accurately, but it is often harder than you think.
- What is a software booking?
- Where do I...
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The Advanced Lifetime Value Formula and Its Dangers
In episode #24, I address the advanced customer lifetime value (LTV) formula. But we have to be careful how we used the advanced formula. Let's talk about the additional inputs and the outcome.
- How to make LTV more...
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