In episode #36, I address how to know which metrics are relevant for your stage. There are a lot of metrics to calculate, but we can easily go overboard with too many metrics.

- Metrics by stage

- Metrics by ARR

- Your SaaS metrics roadmap

Download my 5 Pillar SaaS Metrics Framework here: https://1drv.ms/f/s!Ahm6BxeweIsNgbt-cX-iaRehn4EVuw?e=XeNZoB

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 #35, I address a nuance of the CAC Payback Period metric. It’s one of my favorite metrics and requires three inputs.

- What is CAC Payback Period

- What are the three inputs to the formula

- What does gross margin adjusted mean

Download my CAC Payback template at this link: https://www.thesaasacademy.com/pl/2147762344

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 #34, I address the forgotten metric, ARPA. ARPA stands for average revenue per account. It’s such a simple metric that it is often forgotten. However, I use this metric a lot with retention analysis and forecasting.

- What is ARPA?

- How I use it in retention analysis

- How I use it in forecasting

>> Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Almost 3,000 members! I hold a lot of metrics AMA's on Fridays.

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

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In episode #33, I address close dates for our bookings data. There are two primary camps when it comes to the date of record for a Closed Won opportunity.

- What is a close date?

- Option 1 – date of execution

- Option 2 – subscription start date

- Mismatch between bookings date and S&M metrics

- Make sure it’s defined internally

Download my bookings template from this blog post: https://www.thesaascfo.com/the-saas-bookings-report/

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 #32, I address CAC, or customer acquisition cost, and why it behaves like debt. This is important to understand as high CAC and low retention can sink your SaaS.

- What is CAC?

- What happens when a customer churns?

- Does CAC go away?

- Understanding your payback point

Download my CAC Payback template at this link.

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

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In episode #31, I address the ever-changing definition of ARR. It’s so important to get this right for several reasons. It affects your metrics and valuation. Credit to a SaaStr post on calling ARR corrupt. It got me thinking about this very important topic.

- What was ARR?

- What is ARR today?

- What is not ARR

- Clear revenue categories

- Clear bookings data

- Impact on metrics

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 #30, I address variable revenue and software bookings. This is a hot topic in SaaS. It can be dangerous to mix subscription revenue with variable revenue.

- What is a software booking?

- Does variable revenue count as a booking?

- Contract minimums matter

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 #29, I address the nuances of renewals and software bookings. Renewals may or may not be a booking. Of course, it depends!

- What is a renewal?

- When does a renewal count as booking?

- Track incremental ARR

- Renewal rates

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

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In episode #28, I address the nuances of software bookings. This is a common question from students in my SaaS metrics course at TheSaaSAcademy.com. Do price changes or inflators count towards my bookings number?

- What counts as price change?

- Should this count as a booking?

- Your retention numbers don’t lie

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

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

In episode #27, I address the nuances of software bookings. It’s important to track expansion ARR just like new customer ARR. There are two types of expansion bookings.

- What is an upsell?

- What is a cross-sell?

- Track gross and incremental ARR

- Don't mix New and Expansion

- Opportunity record type

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

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