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SaaS Metrics School
SaaS Metrics School episodes
- Is Your First Quarter ARR Number Already Baked?
In episode #150, I tackle another annual planning topic. The dance between your pipeline and your ARR commit number. Depending on your average sales cycle, your first quarter and secondar bookings target could already be set in soft stone.
- Average sales cycle
- New ARR
- Expansion ARR
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
5 min - You’ve Got to Hit Your Q1 Budget Number
In episode #149, I tackle an annual planning topic. The annual budget or operating plan is a bit of a dance. Like anything in finance, it’s a bit art and science. One thing that’s for certain. You can’t start the year by missing your plan.
- ARR target
- Profit or EBITDA target
- Don’t miss this!
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
4 min - $1M or $100M ARR the Foundation of CAC is Still the Same
In episode #148, I have the privilege of coaching SaaS businesses from large to small. The fundamental concept of SaaS metrics remains the same. We may need to slice and dice more by ICP or product line, but the same mechanics apply.
- Gross CAC
- CAC unit metric
- Segmentation
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
4 min - What is the Difference Between Retention Rates and Renewal Rates?
In episode #147, I address the health of your recurring revenue. These metrics are a must-have for any recurring revenue business.
- What is retention?
- What is a renewal?
- When does the renewal rate metric apply?
Blog Post on Renewal Rates: https://www.thesaascfo.com/how-to-calculate-your-renewal-rate/
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
5 min - When Do I Count a Customer Cancellation?
In episode #146, I address the timestamp on a customer cancellation. This is a very common question. Customer Success often tracks this differently than finance. But the date impacts our metrics.
- What date should I use?
- Impact on metrics
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
3 min - Is It Correct to Allocate Engineering Expense to COGS
In episode #145, I address headcount allocations. It’s very common to allocate headcount expense in early-stage SaaS companies. But we have to support the allocation with proper logic and reasoning.
- Should I allocate headcount?
- Allocating engineering time
- COGS vs. OpEx
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
3 min - How to Track Pilot or Proof of Concept (POC) Revenue and Bookings
In episode #144, I address pilot and POC revenue. It’s important to separate this from your “normal” customer revenue and bookings.
- Bookings
- Revenue
- Metrics
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
4 min - How to Calculate Your Expansion ARR Target Based on Retention Targets
In episode #144, I talk retention and ARR targets. My template and lesson below are very helpful for your Customer Success and Account Management teams to set targets.
- Retention targets
- Expansion ARR targets
- Many variables affect this analysis
Video lesson and template (under the retention module): https://www.thesaasacademy.com/offers/gmbMDsYN/checkout
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
4 min - Should I Be Worried if I Have a 60% Gross Profit?
In episode #142, I talk gross profit in SaaS. Gross profit or gross margin is a fundamental financial topic that every SaaS founder, CFO, and operator must understand.
- What is gross margin?
- Important to calculate by revenue stream
- When should I be worried?
Blog post: https://www.thesaascfo.com/how-to-calculate-saas-gross-margin/
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
5 min - Revenue per FTE Trends for Public Companies per Meritech Capital
In episode #141, I take a look at the latest SaaS public company trends. Today, let’s look at implied ARR per FTE trends.
- ARR per FTE trends
- Why is this important?
Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe
Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
4 min
About SaaS Metrics School
From the publisher's feed
Ben Murray brings you actionable SaaS metrics lessons that he has learned through years of being in the SaaS CFO trenches. Whether you are new to SaaS or a SaaS veteran, learn the latest SaaS and AI metrics, finance, and accounting tactics that drive financial transparency and improved decision-making.
Ben’s SaaS metrics blog consistently rates a 70+ NPS, and his templates have been downloaded over 100,000 times. There is always something to learn about SaaS and AI metrics.
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