SaaS Metrics School

By Ben MurrayBusiness Entrepreneurship Technology Management

SaaS Metrics School episodes

September 01, 2023 What is Cohort Analysis?
In episode #50, I dive into cohort analysis. This is thrown around a lot in SaaS. It doesn’t apply in all situations so don’t always jump on the cohort bandwagon.
- What is cohort analysis?
- What metrics are relevant?
- When does it not apply?
Download my cohort analysis template from this free course: 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
4 min
August 31, 2023 Klaviyo’s Gross Profit Performance and OpEx Profile at Scale
In episode #49, I dive into Klaviyo’s gross profit and OpEx profile. It’s really interesting to see how they are performing at scale, and it doesn’t disappoint.
- Gross Profit
- OpEx Profile
- Best in class numbers
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
4 min
August 30, 2023 Klaviyo’s Net Revenue Retention Formula and Performance
In episode #48, I dive into Klaviyo’s net revenue retention (NRR) formula. Its formula appears pretty standard, but catch episode #47 on Klaviyo’s gross revenue retention. It’s not very standard.
- The standard NRR formula
- Klaviyo’s NRR formula
Klaviyo's S-1 can be found here: https://www.sec.gov/Archives/edgar/data/1835830/000162828023030618/klaviyoincs-1.htm
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
4 min
August 29, 2023 Klaviyo Filed Their S-1 and Gross Revenue Retention Formula
In episode #47, I dive into Klaviyo’s gross revenue retention (GRR) formula. Wait! What? That definition does not look standard.
- The standard GRR formula
- Klaviyo’s GRR formula
- 2 big takeaways
Blog post on gross revenue retention: https://www.thesaascfo.com/how-to-calculate-gross-dollar-retention/
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
3 min
August 28, 2023 What is Churn in SaaS?
In episode #46, I dive into the sometimes ambiguous world of churn. Seems like this should be easy.
- What is churn?
- When should churn be counted in our reports?
- This will impact our retention metrics
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
3 min
August 27, 2023 TCV vs ACV vs ARR
In episode #45, I dive into SaaS metrics lingo. TCV, ACV, and ARR are common terms in SaaS that mean many different things. Let’s not confuse this in our bookings reports.
- What is ARR?
- What is ACV?
- What is TCV?
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
3 min
August 26, 2023 One of the Biggest SaaS Data Mistakes
In episode #44, I dive into one of the biggest data mistakes that I see in SaaS. It’s your closed won opportunity data. Opp data drives reporting, analysis, and invoicing.
- Why this matters?
- Biggest mistakes
- Bookings drive revenue forecasts
- Downline impact on S&M metrics
CRM Opportunity replay in my No Fluff course: https://www.thesaasacademy.com/offers/zz3ZR2WL/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
4 min
August 25, 2023 How to Call BS on a Bookings Forecast
In episode #43, I dive into forecasts and reality. I’ve seen a lot of SaaS P&Ls and forecasts. There is a simple way to call BS on a forecast. And to help size up your sales and marketing investment needed to hit sales forecasts.
- What metric do we use to call BS
- How to size sales and marketing investment
- Benchmarks vary
Blog post on the Cost of ARR: https://www.thesaascfo.com/saas-cac-ratio/
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
3 min
August 24, 2023 Your SaaS P&L is Wrong
In episode #42, I dive into the structure of your SaaS P&L. After improving your chart of accounts, this is the second step in improving your SaaS finance foundation. There is a specific structure we need in a SaaS P&L.
- Your out-of-the-box P&L is wrong
- What are the revenue categories
- What are the COGS categories
- What are the OpEx categories
SaaS P&L Structure Blog Post: https://www.thesaascfo.com/how-to-structure-your-saas-pl/
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
4 min
August 23, 2023 What is the R&D Index?
In episode #41, I dive into R&D investment efficiency. When I was researching episode 40 on the R&D Payback Ratio, I stumbled upon an article by Boston Consulting Group.
- What is the R&D Index?
- What are the inputs?
- What does this measure?
- What are the benchmarks?
Boston Consulting Group post: https://www.bcg.com/publications/2019/software-companies-using-research-and-development-more
R&D Investment Efficiency Blog Post: https://www.thesaascfo.com/how-to-calculate-your-saas-rd-investment-efficiency/
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
4 min

About SaaS Metrics School

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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.