In episode #69, I dive into bookings and renewals. Not all renewals are a software booking. But a software booking can come from a renewal.

- What is a renewal?

- When does a renewal become a booking?

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In episode #68, I dive into revenue reporting and variable revenue. If we offer subscription pricing tiers that cover usage levels, how do we track excess?

- Pricing scenarios

- How to track excess over minimums?

- Unique product ID’s / SKU’s / general ledger accounts

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

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In episode #67, I dive into churn reporting. This is a very common question. What month do we report churn? Finance and Customer Success like to report two different ways.

- What is churn?

- How should we report this?

- What systems track this?

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

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

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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

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