All Episodes
Episodes
The ROSE Metric is Your Key to Durable Growth in 2026
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...
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CFO Confidence at a 4 Year High
In episode #340 of SaaS Metrics School, Ben breaks down what rising CFO confidence—now at a four-year high—means for SaaS and AI operators planning for the year ahead. Using insights from Deloitte’s latest CFO survey,...
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Change of Control Provisions in Customer Contracts Can Kill Your Exit
In episode #339 of SaaS Metrics School, Ben explains how change of control provisions in customer contracts can quietly derail due diligence, fundraising, or a future company exit. Drawing from real-world CFO...
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How to Call BS on Your 2026 Sales and Marketing Budget
In episode #338 of SaaS Metrics School, Ben explains how to quickly sanity-check your sales and marketing forecast for the upcoming year using one high-signal SaaS metric: the Cost of ARR. As founders and CFOs...
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Demystifying SaaS Revenue: A Hierarchy for Predictability & Valuation
In episode #337 of SaaS Metrics School, Ben breaks down why software revenue categorization is a foundational requirement for strong finance, accounting, and SaaS metrics. He explains the core revenue types every...
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My Top 3 Go-to-market Efficiency Metrics You Should Track
In episode #336, Ben Murray breaks down his top three go-to-market efficiency metrics that every SaaS and AI operator should master. He explains when each metric becomes meaningful, how they differ across go-to-market...
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Should Your Customer Success Team Count Towards CAC?
In episode #335, Ben answers a common operator question: Should Customer Success be included in the cost of customer acquisition (CAC)? He explains how Customer Success should be coded based on responsibilities, when...
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How Leading Public Tech Companies Report AI Value Creation
In episode #334, Ben Murray breaks down how leading public SaaS and tech companies are reporting AI-driven value creation across their earnings calls. After analyzing more than 130 public tech earnings transcripts,...
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Should Expansion Revenue Be Included or Excluded From LTV
In episode #333, Ben answers a foundational SaaS metrics question: Should expansion revenue be included in your Lifetime Value (LTV) calculation? Ben walks through the correct LTV formula and highlights how...
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Why Your Low Margin AI Company Must Be 6x Larger Than SaaS Peers
In episode #332, Ben Murray explains why AI companies with high inference costs and lower gross profit margins must scale dramatically faster—up to 6x larger—to match the financial performance of a comparable SaaS...
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The Real Economics of SaaS versus AI Companies
In episode #331, Ben breaks down the true financial and economic differences between a SaaS company and an AI company. Inspired by a tweet claiming that “SaaS metrics are broken” and that AI companies generate more...
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Don't Forget to Allocate Your CAC
In episode #330, Ben explains one of the most common and costly SaaS finance mistakes: failing to allocate CAC between new and existing customers. This oversight leads to misleading KPI’s, inaccurate CAC payback,...
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