In episode #66, I dive into expansion lingo. It’s important to track expansion correctly but you may have multiple product lines and multiple sales teams. Let’s get detailed in our reporting.

- What is a cross-sell?

- What is an upsell?

- Why does this matter?

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In episode #65, I dive into the world bookings reports. It’s important that we have a common basis for reporting software bookings. This affects analysis, due diligence, and revenue forecasting.

- What is a booking?

- Should we use ARR or TCV?

- What if there is a step up in price each year?

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SaaS Metrics courses here: https://www.thesaasacademy.com/

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In episode #64, I dive into the world of SaaS benchmarks and reports. I’ll cover my favorite benchmark data sources and reports. And how I benchmark my SaaS clients.

- The danger of aggregate benchmarks

- How I benchmark SaaS companies

- Benchmark data sources

Check out: https://www.benchmarkit.ai/

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Episode 63 – Timing Mismatch Between Bookings Date and CAC

In episode #63, I dive into how our bookings date may affect our sales and marketing efficiency metrics. There are two main camps when it comes to what date we used for our closed own opportunity.

- Two main camps for bookings date

- How does this impact S&M efficiency metrics

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In episode #62, I dive into revenue and COGS when we have usage-based revenue. Or really any type of variable revenue. Our revenue streams dictate the setup of our COGS section on our SaaS P&L.

- Variable revenue

- COGS for variable revenue

- Margins by revenue stream

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SaaS Metrics courses here: https://www.thesaasacademy.com/

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In episode #61, I dive into retention math. Gross revenue retention and net revenue retention are “must-have” metrics. But it gets confusing on how to properly annualize monthly retention numbers.

- Don’t x 12

- To the power of

- Annualize monthly, quarterly, and semi-annual

How to create your MRR schedule lesson: https://www.thesaasacademy.com/offers/gmbMDsYN/checkout

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In episode #60, I dive into Net Revenue Retention. It is a “must-have” metric and required when going through due diligence. It relies on a clean MRR schedule.

- What is NRR

- Expansion

- Contraction

- Churn

- Time period to measure

- Net revenue retention benchmarks

How to create your MRR schedule lesson: https://www.thesaasacademy.com/offers/gmbMDsYN/checkout

SaaS Metrics courses here: https://www.thesaasacademy.com/

Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

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In episode #59, I dive into Gross Revenue Retention. It is a “must-have” metric and required when going through due diligence. It relies on a clean MRR schedule.

- What is GRR?

- Contraction

- Churn

- Gross revenue retention benchmarks

How to create your MRR schedule lesson: https://www.thesaasacademy.com/offers/gmbMDsYN/checkout

SaaS Metrics courses here: https://www.thesaasacademy.com/

Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

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In episode #58, I dive into the proper SaaS P&L setup. This is fundamental to good SaaS financial management. There is a progression to our financial maturity. And clear signals that we don't have our financials set up correctly.

- The SaaS P&L setup

- COGS vs. OpEx

- What are best-in-class margins?

SaaS Metrics courses here: https://www.thesaasacademy.com/

Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

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In episode #57, I dive into my 5 Pillar SaaS Metrics Framework. There is a progression to our financial maturity and our metrics. Today, let’s talk about Pillar 5 which is usually everyone’s favorite pillar.

- CAC

- CAC Payback Period

- Cost of ARR

- SaaS Magic Number

- Rev per FTE

- ROSE Metric

- R&D Investment Efficiency

Download my framework here: https://www.thesaascfo.com/downloads/five-pillar-metrics-framework/

SaaS Metrics courses here: https://www.thesaasacademy.com/

Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

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Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page