All Episodes
Episodes
Should I Offer 15% Discounts for Annual Subscriptions?
In episode #243, I’m addressing a student question from my SaaS Metrics Foundation course. Should we offer discounts on annual subscriptions?
- What’s your retention? Cohort retention?
- Month 13 renewal rate?
Have...
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How Should I Report ARR Bookings in a Multiyear Contract?
Episode 242 – How Should I Report ARR Bookings in a Multiyear Contract?
In episode #242, I’m addressing ARR bookings reporting. Bookings data is one of the biggest report mistakes that I see in SaaS finance data. You...
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Should I Use CARR or MRR or Exit ARR in My Reporting?
In episode #241, I’m sharing some MRR reporting fundamentals. Let’s not confuse our Board and investors. It’s easy to suffer from MRR blindness if we get too fancy with our reporting.
- What is MRR blindness?
- What...
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Can Your SaaS Beat the $1.50 Labor Efficiency Test?
In episode #240, I’m sharing one of my favorite metrics. The ROSE Metric. This metric is key to a sustainable SaaS business, especially if you are struggling to reach profitability. Can you beat $1.50?
- What is the...
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What’s the Impact of This Customer Downgrade Scenario?
In episode #239, I’m addressing a reader's question. Thanks, John! Here’s the scenario.
The customer books an annual contract at $24K ARR / $2K MRR.
In Month 6, they are unhappy with the service and want to...
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Don’t Make This Top Mistake in MRR Due Diligence
In episode #238, I’m sharing big mistakes that I see in MRR schedules. And this always happens to pop up in due diligence. This WILL limit your valuation as a seller. And it makes it hard to value SaaS businesses as...
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My Top Critiques of Your 3 to 5 Year Forecast
In episode #237, I’m sharing tips and tricks from coaching calls on long-term forecasting. These are not easy. We have to take a step back and look at the macro-level picture.
- Bookings
- Revenue
- COGS
- OpEx
-...
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These Are the Top Billing Solutions in SaaS
In episode #236, I’m sharing the results of the billing / invoicing category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map.
- Invoicing or billing?
- Top...
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How to Calculate Retention with Both Perpetual Licenses and SaaS
In episode #235, I address a student's question. Yes, there are still software companies with the perpetual/maintenance model. As they transition to SaaS, we must be careful when calculating certain metrics.
- The...
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These Are the Top Rev Rec Solutions in SaaS
In episode #234, I’m sharing the results of the rev rec category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map.
- What is rev rec?
- Why is it important?
- The top...
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You Need a Forecast Model for a Series A and B Raise
In episode #233, I’m sharing some of what I learned from SaaStr 2024. Today, let’s talk about the projections that you need for a series A and B fundraise.
- Historical data
- Forecast data
- The metrics
Join my SaaS...
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The Metrics that Matter to Investors
In episode #232, I’m recording this from SaaStr in San Mateo. I watched a great presentation by Christoph Janz of Point Nine Capital. Here’s my recap. You need to know this if you are going to raise capital.
- Why...
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