SaaS Metrics School

By Ben MurrayBusiness Entrepreneurship Technology Management

SaaS Metrics School episodes

August 12, 2023 Does Usage-based Revenue Count as a Booking?
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
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 11, 2023 A Renewal is Not a Booking or Is It?
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
Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page
3 min
August 10, 2023 Do Price Changes Count as a Software Booking?
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
3 min
August 09, 2023 What is the Difference Between an Upsell and a Cross-sell?
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
3 min
August 08, 2023 If I Offer Self-service SaaS Do I Still Track Bookings?
In episode #26, I address software bookings. What if I offer a self-service SaaS product? Low ACV and a high volume of customers.
- Are software booking still applicable?
- What data should I track?
- How do I create bookings data in this situation?
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 07, 2023 What is a Software Booking?
In episode #25, I address software bookings. Bookings are the life of a SaaS business. It’s so important to track bookings accurately, but it is often harder than you think.
- What is a software booking?
- Where do I track bookings?
- What data should I track?
- When do you record a booking?
- Data integrity with bookings
Learn more about bookings here: 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
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 06, 2023 The Advanced Lifetime Value Formula and Its Dangers
In episode #24, I address the advanced customer lifetime value (LTV) formula. But we have to be careful how we used the advanced formula. Let's talk about the additional inputs and the outcome.
- How to make LTV more sophisticated.
- Don’t you dare compare it to CAC
- Is advanced LTV really used in practice?
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 05, 2023 LTV is NOT a Standalone Metric
In episode #23, I address customer lifetime value (LTV) as a standalone metric. It's not! We must compare it to CAC just like CAC can’t be used as a standalone metric.
- Why LTV is not a standalone metric?
- We compare LTV to CAC
- 4 is the new “3” for LTV to CAC
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 04, 2023 Should I Use LTV If I Target High ACV Customers?
In episode #22, I address customer lifetime value (LTV) when we chase mid-market and enterprise customers. Does LTV provide much value in a higher ACV environment?
- What’s my target market?
- Low price point SaaS lives and dies by LTV to CAC
- The use of MIN, MEDIAN, and MAX
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 03, 2023 LTV is a Point in Time Metric
In episode #21, I address customer lifetime value (LTV). This is a point-in-time metric! We do not calculate this for our entire customer base. It’s also not valuable as a standalone metric.
- The time period of measurement
- What metrics are impacted?
- You’ll see convergence
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

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.