SaaStr

JUNE 13, 2022

Metrics are critical in SaaS, and you need to track them fastidiously. But it’s also important to focus on the right metrics, at the right stage, and not obsess about the less important ones at the wrong times. If you are providing value into SMEs or Enterprises … it’s pretty sticky.

Sales Hiring 219

Sales Hiring Scale Churn Metrics 219

Subscription Flow

FEBRUARY 27, 2024

Subscription pricing with the help of automated billing software has transformed many industries and provided businesses with a dynamic way to generate revenue, especially in the SaaS space. SaaS companies’ success is largely dependent on their use of subscription billing.

SaaS Payments 78

SaaS Payments Payment Services Payments Payment Solutions 78

SaaStr

FEBRUARY 14, 2023

The current public market environment might look like a great SaaS crash for many people. As things appear to slow, how do we get back to the fundamentals, find the things that are great about SaaS that are measurable, and help people see the value in your business? It captures the predictability of SaaS revenue and built-in growth.

Metrics 202

Metrics Marketing SaaS SMB 202

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? How Is CAC Calculated In SaaS? Read More: What’s The Right CAC These Days?

Metrics 185

Metrics SaaS Sales Hiring Finance 185

User Pilot

MAY 16, 2023

What are value metrics? We also examine a few examples of how companies use value metrics in their pricing strategy. TL;DR Value metrics are the features of a product that customers associate with its value and are happy to pay for. To identify your value metrics look at your product use cases. Why do they matter?

Metrics 88

Metrics Customer Lifetime Value SaaS Pricing 88

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. Metrics That Matter. It was a critical metric for us because when I started we were at -15% quota capacity.

Sales Recruiting 218

Sales Recruiting Sales Hiring Scale Enterprise 218

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Moving From SMB To Enterprise — A combination of pre-sales like solution or sales engineering, customer success, and a more robust revenue ops function.

Enterprise 217

Enterprise B2B Scale SMB 217

Kellblog

OCTOBER 30, 2022

KeyBanc Capital Markets (KBCM) recently published their 13th annual private SaaS company survey. The first thing to remember about this survey is that it’s private SaaS companies. Net: this is not VC-backed SaaS companies (62% are), this is not IPO-track SaaS companies (presumably some small subset of that 62%).

Metrics 134

Metrics SaaS Benchmarks Churn 134

CloudGeometry

APRIL 25, 2022

Big enterprise customers have been buying software for a long time. Many started long before SaaS emerged as a smarter, better way to build, buy and sell software. That means they’ve got plenty of software they already depend on that needs to work with whatever your SaaS product can do for them. How do you respond?

Enterprise readiness 130

Enterprise readiness Enterprise Technical Review Software Review 130

Kellblog

FEBRUARY 18, 2020

Enterprise SaaS and retailers have more in common than you might think. Now, let’s think about enterprise software. Enterprise software vendors drive growth in two ways: They hire new salesreps They increase productivity of existing salesreps. Let’s think about retailers for a minute.

Sales Hiring 94

Sales Hiring Enterprise Metrics Sales 94

Tom Tunguz

MARCH 28, 2021

The increase in ACV, number of million dollar customers, and bookings composition implies the compnay pushed to serving bigger, enterprise customers. Larger enterprise contracts imply longer contract terms and larger pre-payments, boosting these figures. Why is this? Lastly, let’s touch on UIPath’s revenue streams.

Payment Services 359

Payment Services Metrics Payment Solutions Payments 359

SaaStr

DECEMBER 22, 2023

For any Cloud and SaaS Founders or execs seeking practical strategies and inspiration to stay ahead of the curve, this session’s for you. His five lessons are: A single metric that helps guide decisions of when to pivot, when to iterate, and when to pivot. Let’s take a closer look at these learnings.

Scale 238

Scale Scaling Strategy Sales Hiring 238

SaaStr

MARCH 15, 2024

Let’s talk about Vimeo and what it’s really like to make a large public SaaS company profitable in a short amount of time. Part of the joy for him was being able to tie the two motions together, building an Enterprise business on top of an existing business, and by the time he left Heroku, they had gone from about 5% to 50% of revenue.

AI Search 216

AI Search SaaS Advertising Sales Hiring 216

Tom Tunguz

AUGUST 20, 2020

introduced a gem of a new metric : month zero cash-on-cash payback. It’s not a metric one sees very often in pitch decks. But it’s another metric to add to the toolkit. Where does ZCP fit into the panoply of metrics for SaaS companies? Rippling published their fundraising deck.

Metrics 341

Metrics Payments Banking Sales 341

Kellblog

OCTOBER 13, 2022

I might call this intentional MRR, much like signing up for a SaaS service on a month-to-month basis [2]. I’m writing this post to help readers who (like me) grew up in an annual subscription SaaS world adapt to the new and increasingly popular world of usage-based pricing [4], including month-to-month contracts and variable fees [5].

Metrics 131

Metrics SaaS Payments SaaS Payment Features 131

Tom Tunguz

SEPTEMBER 1, 2021

The summary statistics of the business reveal a company with a fairly high contract value of $98,600 and the largest customers generating 72% of revenue, putting the business squarely in the enterprise segment of SaaS companies. Revenue, $M. Revenue Growth. -. Gross Margin. Sales Efficiency. -. Net Income Margin.

Metrics 241

Metrics Benchmarks PayPal Enterprise 241

SaaStr

JANUARY 3, 2023

Your enterprise must grow, and profitably. Kate Ahlering, CRO at Calendly, shares how revenue operations are every CRO’s secret weapon to revolutionizing enterprise sales growth. . B2B buyer cycles continue to evolve, and more and more SaaS companies will embrace RevOps to drive profitability. Not anymore.

Enterprise 218

Enterprise Sales Sales Funnel Compensation 218

SaaStr

MAY 15, 2024

A lot of you reading SaaStr are probably more B2B SaaS oriented and may not be paying attention to the consumer market, but it’s already massive and is continuing to grow quickly. So, let’s look at the state of subscription apps and how B2B SaaS can learn from it. In B2B, the classic metric for this is 2% now and was 2% in 2006.

Subscription 252

Subscription Payment Features B2B Mobile 252

Kellblog

JANUARY 10, 2024

The growth-adjusted enterprise value to revenue multiple is a personal favorite metric because it’s a quick way to determine if a SaaS stock is in the bargain basement, where I sometimes like to shop. But, attention Kmart shoppers , if you’re looking for the blue light specials , this metric may help you find them.

Enterprise 86

Enterprise Revenue Metrics Pricing 86

OPEXEngine

MAY 18, 2021

In this blog, we are looking at the business metrics that can be measured quantitatively and providing a few insights on how investors analyze them. We’ve talked to dozens of our SaaS customers, as well as investors to learn more about what is happening with these key metrics. SaaS Metric #2 – Growth Rate.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

SaaStr

JUNE 2, 2021

Q: What are some tricks software companies use to manipulate churn metrics? Some ways saas companies “manipulate” churn, which may be 100% legitimate in some cases: Not counting churn until after 90 days. This is the enterprise version of the first point. Churn” is a surprisingly imprecise term. Not counting churn in pilots.

Churn 230

Churn Metrics Software Enterprise 230

Tom Tunguz

JUNE 24, 2019

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. In the series of charts that follow, the red bars indicate the value of the metric during the year of IPO.

Metrics 204

Metrics SaaS Enterprise Churn 204

SaaStr

NOVEMBER 4, 2021

The “Rule of 40” is one of the most commonly cited valuation benchmarks in SaaS for both public and private companies. The SaaS “Rule of 40” has gained popularity due to its simplicity, requiring only two common financial metrics to be added together. What Is The SaaS “Rule of 40”?

SaaS 254

SaaS Technical Review Benchmarks Azure 254

SaaStr

JULY 6, 2022

Founding a SaaS company is already a significant challenge for any entrepreneur, but targeting the enterprise space can be an entirely different beast. into one inbox, automates repetitive tasks, supports collaboration, and delivers analytics to track key performance metrics. Investors, the Enterprise Space, and Sales Strategy.

Enterprise 205

Enterprise Sales Hiring Social Media Communication 205

SaaStr

JULY 26, 2022

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. But beyond all the other Pros and Cons of SMB vs enterprise, there’s one looming issue with SMB SaaS: Churn. Enterprises take decades to go under. Customers often can deploy on their own. Endemic churn.

SMB 350

SMB Churn Payment Services SaaS 350

Clouded Judgement

JULY 14, 2023

” I looked at 3 key metrics: LTM Revenue, Revenue Growth and LTM FCF Margins. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against. The promise of SaaS is that growth in the early years leads to profits in the mature years.

Cloud 130

Cloud Metrics Scale Software 130

Kellblog

MAY 12, 2023

With the able help of Michael Lavner , we did a special, live presentation and discussion of my KiwiSaaS talk, Metrics That Matter in 2023 , for Balderton portfolio executives. Growth endurance (also known as growth retention or growth persistence) as an increasingly popular metric. I’ve embedded a copy of the slides below.

Metrics 113

Metrics Benchmarks Social Media Retention 113

ChurnZero

FEBRUARY 14, 2023

Some Customer Success metrics are considered standard but there’s often more than meets the eye. Sales and marketing professionals that geek out on metrics can find themselves in deep philosophical debates about the best numbers to track. There is often more than one way to calculate a given Customer Success metric; Gaming.

Customer Success 94

Customer Success Metrics Software Review Customer Lifetime Value 94

SaaStr

DECEMBER 21, 2022

If you run a successful, scalable business, the word “enterprise” will inevitably come up at some point—and for good reason. To survive, businesses need to evolve, and creating an enterprise offering for customers is part of the evolution of a business. Leverage product-led growth (PLG) in your enterprise sales methods.

Scale 189

Scale Enterprise Scaling Management 189

Software Platform Consulting

MAY 28, 2019

This is the third in my series on SaaS Metrics for Enterprise-Driven B2B Networks. But it turns out, this is a really important issue for Enterprise-Driven B2B Networks. Should enterprise salespeople “farm” what they “hunt” to align their incentives to the company’s revenues? Source: [link].

SaaS Payments 56

SaaS Payments Enterprise B2B Metrics 56

User Pilot

MAY 21, 2024

Simply put, churn measures how many customers businesses are losing over time — a central concern for companies dependent on customer retention , like those in the SaaS industry. Customer churn in SaaS is the rate at which customers stop using a service within a set timeframe. These measurements can be taken on different schedules.

Churn 52

Churn Retention Software Review Metrics 52

Baremetrics

OCTOBER 21, 2021

Challenge: UXPin needed a tool to consolidate their subscription data and track metrics. Right away, its toolkit replaced their in-house solution and made it easy to track metrics and segment customers. All the data your startup needs Get deep insights into your company's MRR, churn and other vital metrics for your SaaS business.

Payment Services 98

Payment Services SaaS Payments Payments Payment Solutions 98

SaaStr

MAY 29, 2024

Which is what a lot of SaaS and B2B AI is really about. 1M+ ACV Customers Growing The Fastest UiPath at $1B+ ARR is a tale of going … even more enterprise. $1M+ Growing Headcount and Expenses, Just More Slowly Than Revenue The story for most SaaS and Cloud leaders. Automating away human-driven processes.

Scale 195

Scale Headcount Sales Hiring AI 195

OpenView Labs

MARCH 4, 2020

In this episode of BUILD, Learn why Sean believes everything is valued on cash flow (eventually), 6 metrics every company should key in on and more. ?. The post SaaS Metrics: Making Tradeoffs to Maximize Enterprise Value [Podcast] appeared first on OpenView.

Enterprise 52

Enterprise Metrics SaaS Development 52

Software Platform Consulting

MAY 6, 2019

There are many great articles about SaaS metrics on the web (e.g., There are also great resources for metrics specific to marketplaces (see here ). But much of my work is with a special kind of network, where one side of the platform is an enterprise buyer (or supplier) and on the other side is their supply base (or customers).

Payments 60

Payments Enterprise SaaS Payments Metrics 60

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Quarterly metrics. Quarterly Metrics. Weekly sheet. Forecasting rules. Weekly forecast calls.

Sales Hiring 110

Sales Hiring Scale Sales Recruiting Enterprise 110

Chaotic Flow

MARCH 25, 2014

My first serious lesson in the criticality of SaaS metrics was about six years ago when I was unexpectedly stumped in a board of directors meeting. At the time, SaaS investors and executives were still getting their heads around the SaaS recurring revenue business model, so there were very few resources to turn to for support.

Metrics 156

Metrics Business SaaS Scale 156