SaaStr

MAY 8, 2024

Let’s jump right into this set of community questions focused on SaaS metrics, growth, and efficiency. What metrics should we expect in this environment? Even the best companies did this until 2019, when capital got easier. These payback metrics are important for investing. Let’s start with the meta. “I

Metrics 272

Metrics Scale Sales Hiring SaaS 272

SaaStr

MAY 28, 2025

Monday Has Incredible Free Cash Flow Margins Monday.com has managed the impressive feat of maintaining strong growth while significantly improving profitability metrics. Monday.com is clearly exceeding this metric with 30% YoY growth + 14% operating margin = 44%. And a Few More Interesting Learnings: 6.

Scale 189

Scale SMB Acquisition Enterprise 189

Tom Tunguz

JUNE 20, 2019

Just a quick reminder on these metrics. And investors understand these businesses at a deeper level than they have in the past because companies disclose key metrics like net dollar retention. As of mid-June, the public markets value software companies at all-time highs. The answer is no.

SaaS 280

SaaS Enterprise Software Metrics 280

SaaStr

MAY 22, 2019

Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. About Brian… Our metrics suggest that our attendees were very excited about Brian as a speaker. His high marks in our “speaker likes” metric lands him at number five on our list.

Scale 169

Scale Leadership Consulting Software Development 169

SaaStr

FEBRUARY 10, 2025

CEO Tim Zheng came to SaaStr Annual to share the deep dive on the journey from SLG to PLG here: Initial Challenges and Market Position In 2019, Apollo.io found itself at a critical juncture.

Scale 156

Scale Scaling Outsourced Development Sales 156

Tom Tunguz

APRIL 7, 2021

More than a year after Covid washed over the software ecosystem and the tide ebbs, it’s revealing the impacts on fundamental metrics of public software companies. Sales efficiency is one of those key metrics. The majority of that fall occured before Covid in 2019. How did sales efficiency evolve? over the last 3 years.

Software 343

Software Sales Travel Metrics 343

SaaStr

AUGUST 7, 2023

Learn about the most important SaaS metrics for founders in 2023 with the CEOs of the most metric-oriented company, monday.com, and the founder of SaaStr. For a quick recap on SaaS metrics: What is ARR in SaaS? So now we must be smarter about the most important SaaS metrics because they matter again.

Metrics 245

Metrics SaaS Sales Hiring Finance 245

SaaStr

DECEMBER 27, 2019

He will also provide insights on the differences between commercial and enterprise customers and the key metrics to keep an eye on as you grow your business. This podcast is an excerpt from Rajesh’s session at SaaStr Europa 2019. Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events!

Business Model 152

Business Model Churn Metrics Enterprise 152

SaaStr

MARCH 24, 2019

Zoom is Growing at A Rate, And With Metrics, As We’ve Rarely Seen Before. Another Grows in France: The post The Week In Cloud: March 24, 2019 appeared first on SaaStr. That doesn’t mean it is cheap, tough. Shopify and MailChimp Go To War. This is a Big Deal. Prediction: Mailchimp Blinks (More to Lose).

Cloud 150

Cloud AWS AI Acquisition 150

SaaStr

DECEMBER 18, 2022

Back to where we were in the markets at the end of 2019. We’re back to 2019. At least, sort of. Share prices not in the end budging for 3+ years when ARR in many cases has doubled or tripled is worse than the flat share prices reflect. We didn’t really get much of a Cloud boost from all of that, at least not in most cases.

Cloud 299

Cloud Pricing Metrics SaaS 299

Tom Tunguz

OCTOBER 18, 2020

But investors in private companies use a different metric, enterprise value to forward annual recurring revenue (ARR).The Starting in 2019 and continuing in 2020, the public markets value these companies with better multiples. Most high-growth software investors value public companies on enterprise value to forward revenue multiple.

Software Review 363

Software Review Finance Enterprise Acquisition 363

SaaStock

FEBRUARY 14, 2019

Talk: SaaS Crystal Ball: Revenue Performance Metrics. The post The 18 Outstanding Speakers at SaaStock LatAm 2019 appeared first on SaaS Revolution Hub. She then moved on to Salesforce for the next four years, serving as Senior Director and Head of Digital Marketing. Rodrigo Dantas, CEO, Vindi.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Tom Tunguz

JANUARY 7, 2020

Investors deployed $117 billion in 2019 up from $106 billion in 2018. However, Q4 2019 saw meaningful dip from Q3, but it's too early to say whether it's an aberration, or the beginning of a longer-term trend. Softbank's turbulent 2019 was one of the key topics of the year. This market has grown 20% over the last five years.

Marketing 276

Marketing Finance Investment Trends 276

SaaStr

MARCH 31, 2021

2019: $336m rev. But since the effective NRR is still 145%, ARR-style metrics still work. 89 $1m+ ACV customers — up from 21 in 2019. Revenue grew nicely at first from $1m to $3.5m from 2015 to 2016 … and then exploded: UIPath History. 2005: Started as a tech outsourcing company. 2014: $500k rev. seed round.

Outsourcing Services 362

Outsourcing Services Outsourced Development Payment Features Cloud 362

SaaStr

OCTOBER 14, 2021

And GitLab closed their first $1m customer in 2019. This is an interesting segmentation of core metrics. While GitLab has 15,356 customers as of July 2021, it focuses its metrics on its 3,600+ ones with an ACV of $5k or more. First, we close one big deal, and you learn so much from the first one. But then you close another.

Outsourced Development 67

Outsourced Development Software Development Innovation Cloud 67

Tom Tunguz

OCTOBER 10, 2020

The later rounds were much closer except for Q3 2019 in Series As. Immediate data is within 12% accuracy on the three key metrics for Series A, B, & C. The Q2 data showed a massive spike in median seed round size. In percentage terms, seed is off the charts. A, B, and C are within 10%. So we have a consistent pattern.

Venture Capital 355

Venture Capital Trends Investment Data 355

SaaStr

JANUARY 26, 2023

So there are a lot of rough and arm chair metrics for fundraising in SaaS in terms of valuations. In 2018-2019, it grew then a bit, and for very top SaaS companies, 20x ARR wasn’t uncommon for Series A and later rounds. And then things just went crazy.

Venture Capital 67

Venture Capital AWS SaaS Startup 67

SaaStr

APRIL 17, 2024

They’re still transitioning from onprem / appliciance model to cloud, which makes some of the metrics a touch confusing. For me, Net New Customer Count has become the metric I obsess the most about at scale. Rubrik has gone aggressively more upmarket — from just 23 $100k customers in 2019 to 1,742 in 2024. #3.

Scale 298

Scale Pricing Scaling Cloud 298

SaaStr

APRIL 28, 2019

” The Slack Fund is tiny. “As of January 31, 2019, Slack Fund has invested $10.1 more in 2019. In fact, it has pretty similar metrics and sales cycles to other SaaS leaders here. million in 46 companies, with $5.2 So Slack broke the mold for growth (along with Zoom). That you probably won’t do yourself.

Scale 279

Scale Venture Capital SMB Enterprise 279

SaaStr

DECEMBER 20, 2023

Growing Almost 50% as Approaches $2B in ARR The exact growth rate is based on an The Information report from a few weeks ago, and it seems about right looking at their published metrics. In 2019, they had 500 employees. #4. That’s awfully impressive. Importantly, growth has accelerated this year.

AWS 307

AWS B2C Scaling AI 307

SaaStr

NOVEMBER 22, 2019

The Human Attention Span [Infographic], Digital Information World, [link] Accessed August 6, 2019. Speed Matters,” Google AI Blog, [link] Accessed August 6, 2019. Marketing & Web Performance: How Site Speed Impacts Metrics,” Yotta, [link] yottaa.com/marketing-web-performance-101-how-site-speed-impacts-your-metrics.

SaaS 236

SaaS AI Search Mobile Web Developers 236

SaaStr

DECEMBER 23, 2023

The bottom line is almost everyone saw NRR fall in 2023 — the traditional metric of success for CS. We aren’t the knowledge workers we were from 2011-2019, either. Aggressive price increases across the board consumed much CS energy as well. #3. The Lack of Positive CS Outcomes in 2023 This compounded the change.

Customer Success 300

Customer Success Pricing AI Startup 300

SaaStr

APRIL 5, 2020

They feel (right or wrong) that they overpaid for deals in 2019 and early 2020 and a need to benefit from lower valuations later in 2020. Send all the metrics. Many bigger firms have “tapped the brakes” and at least made a decision to slow down their investing pace for now. The deals you see in TechCrunch, etc. Don’t play games.

Business 279

Business Investment Metrics 279

SaaStr

NOVEMBER 26, 2024

He emphasizes happiness – both for employees and customers – as a key metric of success.

VP of Engineering 261

VP of Engineering Company Culture Software Engineering Engineering 261

InsightSquared

JUNE 5, 2019

Revenue operations is booming and Demandbase is excited to join InsightSquared at Ramp 2019. This means that Sales and Marketing are focused on the same target accounts, and measure success by looking at metrics that connect to broader business goals. These are the business metrics that your CEO, CFO and Board care about.

Revenue 18

Revenue Metrics Strategy Investment 18

Tom Tunguz

APRIL 1, 2019

In the analysis, I created a metric, the return on invested capital (ROIC). The median revenue at IPO has increased from $55m in 2006 to $200m in 2018-2019. In 2014, I published a post called Do Startup Require Less Capital to Succeed than 10 Years Ago ? It’s been five years and time to see how things have changed.

Startup 279

Startup Software Review SaaS Acquisition 279

Neil Patel

JANUARY 15, 2019

Digital marketing is going to change drastically in 2019. Google no longer has to just look at metrics like content and backlink count to figure out if a site ranks well. They can look at user metrics, such as: Are users spending more time on your site than the other ranked sites on Google? In 2019, start running A/B tests.

Marketing 112

Marketing Artificial Intelligence Technical Review Growth Hacking 112

Unbounce

JUNE 27, 2019

Taking place September 25-26 and featuring 20 expertly-curated—and bona fide brilliant—speakers, CTAConf 2019 will break marketing smarts down into six core elements (cue extremely subtle nod to our Rubik’s Cube theme). What’s on deck for CTAConf 2019. and hope you’ll be one of them).

Artificial Intelligence 109

Artificial Intelligence Marketing Communication Customer Success 109

InsightSquared

MAY 7, 2019

For these reasons, accurately tracking key sales metrics and benchmarking your performance against peers and market leaders is critical to getting the most out of your sales resources. Typical SaaS Sales Metrics. Underlying those metrics are processes which can improve or reduce performance in each of the above metrics.

Scale 102

Scale Sales Hiring Metrics Sales 102

InsightSquared

JULY 1, 2019

Yet while marketers have continued to move further and further away from vanity and campaign-level metrics, these once-cutting-edge solutions have failed to keep pace with marketing’s growing needs. The following shows our key findings from 2018’s research and whether or not things have changed in 2019. Key Findings of 2019.

Benchmarks 21

Benchmarks Scale Marketing B2B 21

SaaStr

MAY 19, 2019

This is a critical metric. Expanding into new markets is never cheap, and while Xero is very efficient overall, it’s cost to acquire a customer went up from $376 in 2018 to $397 in 2019. Aim for that at least in your SMB segment if you can, and if you can provide at least as much value as Xero. and LTV is $2,398.

SMB 270

SMB Customer Lifetime Value AWS Churn 270

Tom Tunguz

OCTOBER 28, 2017

Metric Q1 Q2. Revenue is now less clear a metric of execution predictability than it was previously. While public companies must move to this new standard starting in 2018, private companies must move in 2019. With this change, many key metrics and benchmarks will change, as will internal operational practices.

Revenue 230

Revenue Benchmarks SaaS Finance 230

SaaStr

FEBRUARY 16, 2019

– metrics that break and don't make sense. jasonlk) February 15, 2019. . – terrible at collections. start-ups without an A/R function often have $250k-$500k in uncollectible receivables. starts to harm you in later fundraising. – inability to do cohort analyses, or even often, any basic analyses.

Sales Hiring 267

Sales Hiring Payment Features SaaS Payments Payment Solutions 267

SaaStr

AUGUST 5, 2020

Bootstrapping allowed us to preserve optionality, and we ended up selling the company to Campaign Monitor and subsequently to SurveyMonkey in 2019.”. This is evident in the metric of “net new sales pipeline created.” . Then why go the VC route with Qualified.com? Well, it’s essentially a different type of company and market.

compliance 238

compliance B2B Acquisition Cloud 238

SaaStr

DECEMBER 10, 2019

It is also increasing Net Revenue Retention, from 106% in 2018 to 110% in 2019. Bill.com only grew its customer count 21% in 2019, but grew its revenue 56%. Bill.com manages 110% Net Revenue Retention on 82% Customer / Logo retention. Revenue Growing Much Faster Than Customer Count.

Payment Services 262

Payment Services Payments Payment Methods SMB 262

Sales Hacker

JANUARY 18, 2019

The Holy Grail Metric. Having this, new clients, as a singular metric for marketing and sales ensures alignment between the departments when discussing the outcome of a show. . The Hail Mary Metric. Stick to actionable and relevant metrics that paint a transparent picture for your management team. It’s 2019, people!

Marketing 103

Marketing Social Media Sales Metrics 103

Baremetrics

NOVEMBER 10, 2019

Similarly, you’ll want to be able to look at new metrics as they become relevant to your business. After all, SaaS has many unique metrics and KPIs that can’t be communicated using only a three statement structure. I have named the months from January 2018 to September 2019 to give you a fast start. . Say, PnL_Jan_2019.

Deferred Revenue 111

Deferred Revenue SaaS Payments Sales Hiring Payment Services 111