100k+ ACV SaaS Companies: Do Their Metrics Differ from Other SaaS Companies?


When we published the results of the freemium survey earlier this year , we noticed respondents targeting the enterprise observed higher net dollar retention and lower churn than those startups targeting other segments.

Happy Canada Day and US Independence Day!


In honor of Canada Day (July 1) and US Independence Day (July 4 th ), we’ve compiled a few interesting facts and comparisons between the US and Canada, all in the spirit of information, curiosity, and some fun.

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Stop Optimizing for ACV


Average Contract Value is (“ACV”) is a vanity metric that should be looked at as part of a group of ratios that include number of qualified leads, close ratio, sales cycle, and other critical sales metrics. It shouldn’t be put on a pedestal.

Smaller SaaS More Vulnerable than Larger in 2020


What a difference a few months makes! Back in January, 2020 looked so different. By early 2020, investment in the SaaS industry was at record highs and expected to hit even higher peaks. In early Feb.,

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Whose Company Is It Anyway? Differences between Founders and Hired CEOs


Over the years I’ve noticed how different CEOs take different degrees of ownership and accountability when it comes to the board of directors.

5 Strategies for Professional Service Organizations to Accelerate the Post COVID Recovery


In this third installment of our blog series ‘React, Adjust, Recover – Strategies for Professional Service Organizations During the COVID-19 Outbreak’, we focus on strategies to help businesses recover faster as restrictions begin to lift.

SaaS, Subscription, and On-Premises Software – Don’t Confuse Subscription with SaaS


You hear the terms SaaS, subscription, term licenses and perpetual license software tossed around frequently. The terms aren’t universally understood, nor are the implications of each on the financial model of a company, so the following is an effort to provide an overview.

March 2020 Hiring and Layoff Poll of Growth and Mid-Sized SaaS Companies


In late March, we launched a SaaS peer community poll to see what companies are doing in light of the corona virus pandemic’s effects on 2020 budgets. Approximately 70 unique companies participated, and we pulled together the results here.

Beyond the Downturn: Recession Strategies to Take the Lead


It’s overdue. Predicting the onset of a recession is difficult, but a downturn likely will arrive soon, with the current economic expansion now more than 10 years old, long by historical standards.

The North Star Playbook

Every product needs a North Star. In this guide, we will show you the metrics product managers need to tie product improvements to revenue impact. If you are looking for a more-focused, less-reactive way to work, this guide is for you.

SaaS Conversations: Building a Culture of Metrics


Last week, Mike Volpe, CEO of Lola.com , and I had a terrific, hour-long discussion on the value of a metrics-driven culture at every stage of growth, from early stage to large enterprise.

Member Spotlight – Skillsoft


I’m delighted to share the first of what will be a regular feature highlighting the OPEXEngine member companies.

How to Measure Churn: Net Revenue Retention vs. Gross Revenue Retention


If your startup is a SaaS (or any other business with customers paying on a recurring subscription basis), churn is a critical metric – particularly net revenue churn and gross revenue churn – that will need constant measurement.

Product Launches Become the Operating Cadence of a Startup


In November 2019, two spectacles occurred. The first is Dreamforce, Salesforce’s annual event and the largest software conference in the world. The second is Elon Musk announcing the Tesla Cybertruck. Benioff and Musk use these events strategically.

How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

5 Reasons COVID-19 Changes SaaS Forever


As I’ve written about , progress normally comes at us gradually, but COVID-19 has changed that and rapidly accelerated our progress toward the future. Virtual work, on-demand delivery, and telemedicine were all catapulted forward due to this terrible tragedy.

Capitalizing Software Development Costs in a SaaS Business


At SaaS Capital, we have a lot of respect for GAAP financial statements. We think GAAP financials generally do a better job than cash-based financial statements in reflecting the underlying financial performance of a SaaS business.

SaaS Conversations – Working Remotely for Finance Professionals


Last week, we had a terrific conversation with Jon Lau of InVision and Eric Lundeen from Xero about working remotely as finance professionals. Jon’s company, InVision , has always been 100% remote, no headquarters, no rent.

POLL RESULTS – Remote Work and Office Space Planning


In the 3 rd of our series of SaaS Quick Polls, we asked the benchmarking community of Software and SaaS companies about whether they expect more employees to be working remotely in the new normal, and how that was affecting office space and office budget plans for the upcoming year.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

5 of the Most Revealing SaaS Customer Success Metrics


Whether you’re trying to retain more customers or accelerate new customer acquisition, your customer success strategy needs to start with the right performance metrics.

How Would You Manage Your Business Differently if Shelter-in-Place Lasted 18 Months or More?


If the shelter-in-place order were to remain in place for another 12 months, how would you change the way you run your business? Over the past two months, CEOs and founders have managed the turbulence imposed by the coronavirus onto their companies.

SaaS Metrics 101


Here’s a shout out to Dave Kellogg’s Key SaaS Metrics podcast, recently released on Aznaur Midov’s SaaShimi series. Dave does a terrific job explaining the current state of the art on important SaaS metrics.

In a Crisis, This Is What Good Looks Like


In the early stages of a major business transformation, the leaders of a large global airline faced an urgent new priority—responding to the impact of Covid-19 on employees and passengers.

Build or Buy an LMS? How to Pick the Right Solution for Your Budget

BUDGET. When it comes to picking your next LMS that six-letter word is probably the most important part of the decision-making process. So, what are your options to get the best possible eLearning solution without breaking the bank? Build It or Buy It. This guide from Lambda’s eLearning experts details absolutely everything you need to consider so you can pick the perfect eLearning solution for your organization and budget.

NEW POLL – Remote Work & Office Space Planning


We are now seeing business planning focus shifting to what the “new normal” might look like once the work from home orders are lifted for non-essential businesses. In our third quick poll in our series, we address potential changes to remote working and office space.

Questions About Returning to Work


When will a start up’s management team feel comfortable telling employees they’re safe to return to work? Is it when the government declares it safe? Or schools re-open? Or customer prospects agree to meet in person? Or when we each record a positive antibody test? How will we conduct meetings?

Online Poll – SaaS & Software Hiring Plan


The potential business impact due to the coronavirus pandemic, has resulted in many of you contacting me with questions regarding the rapidly changing financial landscape.

SaaS Cybersecurity Due Diligence


Imagine that you have just signed an LOI for the acquisition of your company. You, the CFO of a mid-sized SaaS company have spent the last 2-3 years getting your financials, your retention, CAC and other key metrics, in shape so you are offered an attractive valuation multiple.

Growing your Startup? Find the Right Startup Financing for Your Capital Needs

Entrepreneurs are facing unprecedented circumstances right now. The capital choices you make will have a lasting impact on the trajectory of your company. Knowing the right questions to ask and how to compare your options is vital to making the best decisions. Download the Startup Finance Playbook to learn more.

When hiring, seek a “Culture Add,” not a “Culture Fit”


When a hiring committee interviews a potential employee, they are not just looking at their skills and past experiences. Often, the team looks for a sense of how an interviewee would work with the team and whether they hold the values of the organization.

2020 SaaS C-Suite Evolving to Support Product and Customer Lifecycle Management


A Couple SaaS Generations Ago… Traditional software companies managed sales, product development, finance and HR in siloed organizations by function. Cross functional management was attempted but often not effective. In the early SaaS days, management structure was essentially the same.

4 Ways Financial Leaders Can Become More Data-Driven


Business technology continues to evolve at lightning speed. As more applications transition to the cloud, information has never been easier to gather. Data is becoming more and more essential to remaining competitive and succeeding in any industry.

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Tech Pulse Survey Gauges CEO Response to COVID-19


As reported in the Boston Globe , MassTLC has been actively working throughout the COVID-19 situation to provide the timeliest information and insights to help our member CEOs make critical business decisions as they navigate the COVID-19 crisis.

The Product Manager's Guide to Retention

This book walks through multiple aspects of retention, including why it’s so important, how to best measure it, and how to set goals for the different stages of retention. It also provides strategies for improving retention across the customer journey.

Best Practices To Clean Up Your Messy Sales Ops


In the 1970s, J. Patrick Kelly, the first sales ops group leader, described his responsibilities as “all the nasty number things that you don’t want to do, but need to do to make a great sales force.”

From Real-Time Insights to Future Time


Insight. The one true currency of a finance professional. If we don’t have any insights to share with our business stakeholders, then we’re not helping improve decision-making. A lot has happened on the insight front in recent years.

Reflections on the SaaS Sector’s Benchmarks Coming into 2020


Last week we published the most recent SaaS & Software benchmarks in our platform used by companies in their FP&A analyses for management, boards and investors. We’ve also added more filters by more granular break-outs of revenue, revenue growth rates and Average Contract Value, plus a filter for EBITDA, to help companies better compare themselves against the myriad SaaS business models that have evolved as SaaS has become more widespread.

A Deep Dive Into e-Commerce Gross Margin


Gross margin is one of the key metrics for e-Commerce businesses , and one of those metrics that businesses tend to be sensitive about. After all, would you reveal how profitable your e-commerce store is to random strangers on the internet? I didn’t think so.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.