In episode #348 of SaaS Metrics School, Ben Murray responds to a thoughtful LinkedIn comment that challenged a common assumption: that a well-structured SaaS P&L tells the whole story. While a properly built chart of accounts and SaaS P&L are foundational, Ben explains where hidden risks can still exist beneath clean financial statements.

Using real-world examples from SaaS founders and finance teams, this episode explores how revenue commingling, misclassified expenses, role overlap, and customer concentration can quietly distort decision-making—despite an “immaculate” P&L.

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In episode #347 of SaaS Metrics School, Ben Murray explores the lesser-discussed nuances behind ARR (Annual Recurring Revenue) disclosures. Building on the prior two episodes on ARR definitions and common disclosure mistakes, this discussion dives into the assumptions and gray areas that often underlie headline ARR numbers.

Drawing on extensive research across public tech company filings, Ben explains how assumptions about renewals, timing, and grace periods can materially affect how ARR is interpreted by boards, investors, and acquirers.

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In episode #346 of SaaS Metrics School, Ben Murray breaks down the most common mistakes SaaS and AI companies make when disclosing their ARR (Annual Recurring Revenue). Building on the prior episode about the five questions every ARR definition must answer, this discussion focuses on where ARR disclosures go wrong—and why unclear definitions can damage credibility with investors, boards, and acquirers.

Drawing from extensive research on public tech company filings and press releases, Ben explains how vague ARR definitions, hidden mechanics, and inconsistent methodologies create confusion and risk during fundraising, valuation discussions, and due diligence.

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Defining ARR is getting harder—not easier—as SaaS, AI, usage-based pricing, and hybrid business models evolve. In episode #345 of SaaS Metrics School, Ben Murray breaks down the five critical questions every ARR definition must answer to hold up with Boards, investors, and during due diligence.

Drawing on extensive research into how public tech companies disclose ARR in press releases and SEC filings, Ben explains why ARR is not “dead” but why vague or inconsistent ARR definitions undermine credibility, comparability, and company valuation. This episode provides a practical framework to help SaaS leaders, CFOs, and founders clearly define ARR in a way that supports accurate metrics, financial modeling, and investor trust.

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In episode #344 of SaaS Metrics School, Ben Murray shares insights from his research into how public tech companies define and disclose ARR in press releases and SEC filings. By analyzing U.S. and global public companies, Ben identifies common ARR “buckets” and explains how different revenue models influence what gets included in ARR.

Rather than debating whether ARR is “dead,” this episode focuses on how companies are actually reporting ARR today—and what private SaaS and AI companies can learn from those disclosures.

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In episode #343 of SaaS Metrics School, Ben Murray demystifies SaaS revenue by breaking down the core revenue types that software, SaaS, and AI companies should be modeling on their P&L. Rather than focusing on labels, Ben explains why pricing models and revenue streams are the real drivers of financial clarity.

He walks through the most common revenue categories—subscriptions, variable usage-based revenue, professional services, managed services, hardware, and other emerging models—and shows how proper revenue segmentation becomes the foundation for accurate retention metrics, forecasting, unit economics, and due diligence readiness.

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In episode #342 of SaaS Metric School, Ben breaks down the Cost of ARR metric and explains why it’s one of the most practical and revealing go-to-market efficiency metrics for 2026 planning. He covers where the metric originated, how to calculate it correctly, and how to use it to sanity-check forecasts and budgets.

Ben walks through the three variations of Cost of ARR (blended, new, and expansion), explains why bookings data—not revenue—is required, and shows how benchmarking by ACV provides far more insight than aggregate benchmarks.

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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 to measure durable scaling.

Ben walks through how ROSE removes labor-cost bias, incorporates contractors and Agentic AI spend, and directly connects people investment to recurring revenue generation. He also shares practical benchmark ranges and explains how founders and finance teams should use ROSE when budgeting and forecasting for 2026.

Resources Mentioned

ROSE Metric Template: https://www.thesaascfo.com/saas-rose-metric/

ROSE Metric Bootcamp: https://www.thesaasacademy.com/offers/rJhZ6VdM

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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, Ben explains why optimism alone isn’t enough and why companies must pair confidence with strong financial systems, accurate forecasting, and reliable metrics.

The conversation centers on how leaders should prepare for potential market upturns while still balancing growth, efficiency, and risk, especially in a fast-moving AI-driven environment.

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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 experience and a recent webinar with a SaaS-focused tech attorney, Ben breaks down why seemingly standard legal language can introduce major risk into a SaaS company’s recurring revenue profile.

Ben highlights how buyers and investors scrutinize customer contracts during due diligence—and why poorly structured MSAs can threaten valuation, increase churn risk, or even kill a deal outright.

What You’ll Learn

Why It Matters

Resources Mentioned

Webinar replay with Omid (tech attorney) on legal readiness for SaaS exits: https://www.thesaasacademy.com/pl/2148384654

SaaS Metrics course: https://www.thesaasacademy.com/the-saas-metrics-foundation