The Sales Velocity metric calculation formula is (win rate x average contract value x # opportunities)/ average sales cycle length. The resultant Sales Velocity metrics highlights the amount of new bookings a Sales team can deliver per day....one key question about Sales Velocity is " is this a metric to help understand sales capacity, sales effectiveness or sales efficiency?

Dave "CAC" Kellogg and Ray "Growth" Rike break down Sales Velocity in this episode covering key topics including:

• Sales Velocity Calculation
• Sales Velocity Benefits
• Which input variables to focus on first
• Four Approaches to Increase Sales Velocity

If you have a sales team, lead a sales team or are involved in how sales performance impacts financial goals, this episode provides several key "operator insights" on how to use the Sales Velocity metric and ideas on how to improve Sales Velocity!

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Dave "CAC" Kellogg and Ray "Growth" Rike discuss the latest revenue growth trends and the related metrics driving the growth as highlighted in GONGs 2025 State of Revenue Growth Report. Topics discussed include:

• 2024 Growth Rates
• Sales Velocity Trends including Win Rates, Sales Cycle Length and ACV
• AI Adoption
• Top Growth Initiatives
• SaaS Magic Number trends

If you are responsible for the GTM and Revenue growth teams in your SaaS company, or just interested in the latest Sales benchmarks - this episode in another great listen!

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Implied ARR is the SaaS metric used to convert GAAP revenue for public SaaS companies into an equivalent to Annual Recurring Revenue (ARR) used by investors and private SaaS companies. Dave "CAC" Kellogg and Ray "Growth" Rike discuss the what, why and how behind Implied ARR.

During this episode CAC and Growth discuss multiple Implied ARR topics including:

• Implied ARR Calculation Formula
• Why Investors Calculate Implied ARR
• SaaS Metrics that use Implied ARR
• Challenges with Implied ARR
• Implied ARR versus Trailing Twelve Month Revenue

If you are interested in how public SaaS companies analysts use Implied ARR, and what the differences are between private SaaS companies ARR and public SaaS companies Implied ARR this is another great listen!

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Max Schireson and Jason Mendel, from Battery Ventures recently published an article on Managing and Measuring R&D spend including key metrics from the DORA and SPACE frameworks and they also introduced their own 5 step R&D measurement framework including:

• Allocate top down
• Break R&D into granular buckets (not a lump sum)
• Listen to product-adjacent teams that are customer-facing
• Be deliberate about measuring success of R&D projects
• Hold the full team accountable

The article also includes benchmarks from Battery Ventures portfolio company, LinearB.

If you are interesting in best practices on measuring R&D productivity, this episode is a great listen!

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In this episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss the SaaS Quick Ratio, a SaaS metric first introduced in 2015 with the goal to measure ARR growth efficiency by comparing New ARR growth versus existing customer ARR contraction.

The SaaS Quick Ratio borrows a concept used in general finance known as the "Quick Ratio" - which measures a company's ability to pay it's current liabilities.

The formula used to calculate the SaaS Quick Ratio is:

(New Logo ARR + Expansion ARR)/ (Churned ARR + Down-Sell ARR)

Traditional wisdom says a SaaS Quick Ratio above 4 is good, between 1-4 is ok but beware that ARR growth is not as efficient as it should be and less than 1 is highly inefficient growth - an ARR leaky bucket!

If you are a SaaS operator and looking for an easy metric to calculate that quickly highlights ARR growth efficiency as measured by the ratio of New ARR versus Lost ARR - The SaaS Quick Ratio may be for you.

Listen to the entire episode to hear CAC and Growth discuss the nuances of the SaaS Quick Ratio!

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Marketing budget and productivity benchmarks are hard to find, so when Dave "CAC" Kellogg and Ray "Growth" Rike first saw the ICONIQ Growth Marketing Budget and Productivity Report - they knew it was a great topic for this episode of SaaS Talk with the Metrics Brothers.

During today's episode, Dave and Ray discuss several critical Marketing Planning, Budget, and Productivity benchmarks including:

• Marketing budget as a percentage of Revenue
• On-line versus off-line spend
• Program vs People budget allocation
• Online Marketing spend by channel
• Off-line Marketing spend by program
• Outsourcing and Agency spend by program type
• Marketing efficiency benchmarks
• Pipeline contribution sources

If you are a B2B SaaS Chief Marketing Officer, Chief Financial Officer or CEO, this episode is chalked full of great data, insights and ideas for 2025 and beyond...

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ServiceTitan, a vertical SaaS company for the trades recently filed their S-1 and went public on December 12, 2024. Dave "CAC" Kellogg and Ray "Growth" Rike discuss many details regarding the S-1 including the basic enterprise value creating performance metrics and some very interesting aspects of the IPO structure.

During this episode, Dave and Ray discuss several aspects of the S-1 and IPO measured against industry benchmarks including:

• ARR Growth Rate
• Rule of 40
• Net Dollar Retention Rate
• CAC Payback Period
• Gross Margin
• S&M as a percentage of revenue
• R&D as a percentage of revenue
• ARR per FTE
• Revenue breakdown by category (Subscription, Gross Transaction Value, Services)
• Down round from last rounds of funding as a private company
• Compounding IPO Ratchet
• Different classes of stock and voting rights

One of the sources of information used for this episode was the Meritech Capital S-1 breakdown which can be read here.

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KeyBanc Capital Markets in partnership with Sapphire Ventures recently published their 2024 SaaS Metrics Benchmark report. During today's episode, Dave "CAC" Kellogg and Ray "Growth" Rike dive into this years highlights including:

• Growth Rates
• Net and Gross Revenue Retention
• Rule of 40
• Go-to-Market Organization Ratios
• Marketing Strategies and Productivity
• Human Capital Efficiency
• Valuation Multiples - By Growth Rate

If you are a SaaS executive, employee or investor this episode is a great listen!

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The Sales Operations function evolves dramatically as a company scales and Meghan Gill, SVP Sales Ops and Sales Development at MongoDB has lived that reality. Meghan started in Marketing at MongoDB as employee number 8 as the first non engineering hire, and then seven years later took over Sales Operations in preparation for their IPO.

CAC and Growth discuss the evolution of Sales Ops with Meghan and discuss several key topics including:

• The career journey from Marketing to Sales Operations
• The evolution of Sales Operations post IPO
• Sales Operations vs Revenue Operations
• GTM changes required when converting to Usage-Based Pricing
• Centralized planning to decentralized global planning - an operations perspective

Hearing how the role of Sales Operations evolves from pre IPO to post IPO and continuing to $2B+ directly from a person who has been in the middle of making that journey possible makes for a highly informative conversation and a unique guest centric SaaS Talk with the Metrics Brothers episode!!!

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CAC and Growth discuss the recent Scaling SaaS from $1M to $20M ARR ICONIQ Growth report that provides a long term view on the performance metrics benchmarks that SaaS companies exhibit at granular stages of growth including $5M, $10M, $15M and $20M ARR.

Benchmarks covered include:

• Enterprise Five Benchmarks (Median and Top Quartile)
• Growth Plateau Challenges started at $25M ARR
• New Logo Growth
• Operating Expense Trends
• Annual Contract Value Growth by Stage
• New ARR vs Expansion ARR
• ARR per FTE
• Burn Multiple

The ICONIQ Growth "Scaling SaaS from $1M to $20M ARR" Report provides unique insights and perspectives on the benchmarks that define success as measured by both the top quartile and median benchmarks for the 107 private SaaS companies that are included in this research.

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