Where do professional services belong on a SaaS P&L—COGS or OPEX? In episode #323, Ben clarifies how to code implementation, onboarding, custom integrations, and the tricky custom development work that sometimes blurs the line with R&D. You’ll learn how correct classification protects gross profit, keeps investor metrics credible, and supports a higher company valuation.

- What You’ll Learn

- Why It Matters (Finance & Investor Lens)

- Quick Checklist

- Resources Mentioned

Guide: How to Structure a SaaS P&L (COGS vs. OPEX, margins by stream): https://www.thesaascfo.com/how-to-structure-your-saas-pl/

Course: SaaS Metrics Foundation: https://www.thesaasacademy.com/the-saas-metrics-foundation

- Quote from Ben

“Code services where the work and dollars actually live. If you blur R&D and Services, you’ll either hurt gross profit—or your OpEx profile. Either way, investors will notice.”