SaaStr

DECEMBER 3, 2023

So over the past decade-and-a-half we’ve come up with a lot of yardsticks, metrics and rules for SaaS companies. E.g.,: CAC of < 12 months is Good-to-Great Paying sales reps 25%-30% of what they close is Good A burn ratio of 1 or less is Good These metrics do sort of work, if you have some capital to spend (i.e., They don’t.

SaaS Payments 284

SaaS Payments Metrics SMB Payments 284

SaaStr

DECEMBER 4, 2024

They experimented with pricing and packaging until they figured out how to reduce the limits back down to one user without hurting any of their key metrics. The key theme of how these successful SaaS companies have scaled and adapted their pricing is the value exchange of pricing and what your success metric is.

Payments 290

Payments Pricing Scale Revenue 290

SaaStr

JANUARY 26, 2025

Weaponize Customer Success Align on specific metrics Build education systems Create community Drive organic growth 3. Turn Your Customers Into Your Marketing Engine The second breakthrough was making customer success the core growth engine.

Technical Review 268

Technical Review Payment Solutions Scale Payment Services 268

SaaStr

FEBRUARY 7, 2025

Let’s break down the real metrics from companies doing this right. But the data showed that behavioral triggers (like “2 hours after last app session”) consistently outperformed time zone optimization by 40-50% on engagement metrics. Quick Reality Check: 84% of customers now expect personalized experiences.

Scale 276

Scale SaaS B2B Scaling 276

SaaStr

FEBRUARY 21, 2025

The event is known for its focused content on SaaS growth strategies, metrics, and best practices, making it particularly valuable for B2B SaaS companies. It’s the largest non-vendor SaaS conference in the world, typically drawing over 12,000 SaaS founders, executives, and investors.

Software 246

Software Scale Venture Capital SaaS 246

SaaStr

DECEMBER 17, 2024

All of which are epic companies with epic metrics. Some rough metrics for the last 4 SaaS IPOs — which again are epic ones: These are rough metrics. It’s 2021 but all over again, and different But in SaaS overall, the growth playbook hasn’t totally worked out on the last 4 SaaS IPOs.

SaaS 264

SaaS AI Pricing Metrics 264

Clouded Judgement

NOVEMBER 18, 2024

”” Benchmark Data The data shown below depicts how the ServiceTitan data compares to the operating metrics of current public SaaS businesses. Together, we refer to our Pro and FinTech products as “add-on products.””

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

SaaStr

OCTOBER 30, 2024

So we’ve covered HubSpot more than any other SaaS leader on this 5 Interesting Learnings series, in part because so many of us use HubSpot ourselves, and in part because its metrics and use cases are so like many of the apps we build and sell ourselves. 5 More Interesting Learnings then: #1.

SMB 317

SMB CTO Onboarding Scale 317

SaaStr

JANUARY 7, 2025

So Lightspeed Venture Partners suryed 154 top venture-backed mostly B2B start-ups for their sales metrics. The full report is here. One analysis that was great was on the top reasons sales teams lost deals. Many will sound familiar.

B2B 289

B2B Metrics Sales 289

SaaStr

NOVEMBER 30, 2024

The 90-Day Revenue Test While 30 days is enough to evaluate their hiring decisions, you should see clear revenue improvements within 90 days (or one full sales cycle).

Sales Hiring 306

Sales Hiring Sales Recruiting Sales Headcount 306

SaaStr

MARCH 16, 2025

Instrument Everything Before running campaigns, ensure you have rock-solid data collection: Define clear metrics tied to business outcomes Create instrumentation that accurately tracks performance Focus on data that’s “directionally correct” – perfect precision isn’t required 4.

Scale 247

Scale Sales Hiring Scaling Marketing 247

SaaStr

APRIL 6, 2025

Celebrations are shifting from contract signatures to consumption metrics – Their team is evolving beyond celebrating closed deals to automated alerts for customer usage milestones, fundamentally changing what success looks like. “Too many metrics meant no clear priorities.”

Scale 207

Scale Sales Hiring Sales Outsourced Development 207

SaaStr

JANUARY 8, 2025

The team lacked visibility into key metrics like average revenue per customer. At Checkr, it’s not a license-based model, and yet the team had no visibility in the usage-based equivalent metric of average revenue per user, which is average revenue per report that the customer is running.

Revenue 299

Revenue Scale Sales Hiring Compensation 299

Tom Tunguz

FEBRUARY 26, 2025

The Hidden Costs of UBP While UBP offers many advantages, it does come with tradeoffs: Complicates churn measurement : If a customer uses your product intermittently (every third month, for example), standard monthly churn calculations will show the account churning and reactivating, skewing your metrics. Sales teams lose leverage.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

MARCH 23, 2025

For a VP of Customer Success (VPCS), their “quota” or ownership should revolve around two key metrics: Net Revenue Retention (NRR) and Gross Retention Rate (GRR). NRR is the North Star metric for customer successit measures how much revenue youre retaining and expanding from your existing customer base.

VPCs (Virtual Private Cloud) 165

VPCs (Virtual Private Cloud) Customer Success Churn Retention 165

SaaStr

NOVEMBER 19, 2024

NPS is A Great Core Metric. But I’d say 90% of SaaS companies I work with and have invested in don’t get these basics right for a long, long time. Not for real. More here: If Nothing Else – Segment Churn | SaaStr and I Was Wrong. SaaStr The post Dear SaaStr: Which Tactics Always Work to Drive Down Churn, and Drive Up Retention?

Churn 275

Churn Retention Scale Investment 275

SaaStr

DECEMBER 23, 2024

Look at your metrics objectively. Would you invest, yourself, based just looking at the communications and metrics? Re-read that email before you send it. Re-read that deck. Send them to other founders who have raised VC capital. If not, level them up.

Venture Capital 279

Venture Capital Investment AI Metrics 279

The Daily Egg

MARCH 17, 2025

Ever stared at a dashboard full of customer engagement metrics and thought, Does any of this really matter? The post 13 Customer Engagement Metrics That Carry Real Weight appeared first on The Daily Egg. Youre not alone. Its always good to.

Engagement 147

Engagement Metrics 147

SaaStr

FEBRUARY 12, 2025

Balanced Metrics : While they track traditional SaaS metrics, they also measure customer success indicators specific to the construction industry. This isn’t just about features it’s about understanding where the construction industry is heading.

Construction 255

Construction Scale SaaS Travel 255

SaaStr

DECEMBER 1, 2024

But a useful metric to understand nevertheless. Fast forward to today, the “average” SaaS company that IPO’s … takes 13.6 years to get there. Some clearly could have IPO’d much earlier. Cavna, Databricks, Stripe and more are waiting until billions in ARR to IPO. Years Or More For The Next Batch.

Startup 264

Startup Finance Software Metrics 264

SaaStr

JANUARY 2, 2025

I knew what a good pitch was, and what good metrics were, and what VCs were interested in. And we were a pretty good duo pitching, my co-founder and me. Bear in mind, Id done a lot of VC pitching as a VP at start-ups before. I was new as a founder — but not new to fundraising.

Pricing 278

Pricing Metrics Marketing 278

SaaStr

MARCH 24, 2025

Some fun facts: 10+ years of SaaStr conference attendance Partner at Point Nine Capital, a leading early-stage VC firm Geographic reach: Actively investing across Europe, US, and Australia Notable portfolio: Zendesk, Algolia, Contentful, Loom (and many more) Known for his “five ways to build a $100M business” framework The 5 Key Things (..)

Data 147

Data Acquisition AI Finance 147

SaaStr

MARCH 9, 2025

Meeting intensity KPI challenge : Sometimes AI efficiencies can reduce a company’s core metrics (like Calendly’s “meeting intensity”), requiring leadership to make conscientious decisions about value tradeoffs. Building separate AI interfaces can create unnecessary tech debt and learning curves.

AI 207

AI Scale Education User Experience 207

SaaStr

JANUARY 16, 2025

Time-to-value is your most critical early metric. Time-to-value plummeted Expansion revenue became almost automatic Sales cycles got more honest and efficient The 5 Things We Learned About Customer Success at $100M+ ARR Sales actually exaggerates. Shocking, I know. But a great CS team keeps promises realistic and achievable.

Sales Hiring 246

Sales Hiring Scale Sales Churn 246

SaaStr

FEBRUARY 25, 2025

Sessions typically focus on real metrics, strategies, and lessons learned, not theoretical concepts. Benchmark Data and Performance Metrics SaaStr sessions typically feature transparent sharing of key metrics and benchmarks that are otherwise difficult to access. Get out of the home office. Pull together the team.

Sales Recruiting 195

Sales Recruiting Scale CTO Hire Sales Hiring 195

SaaStr

APRIL 15, 2025

Focus on the right metrics : Be transparent about your key metrics rather than relying on vanity numbers. Run an intentional process : Be strategic about your fundraising approach rather than scattershot or overly compressed. Allow time to build relationships with potential investors.

Technical Review 162

Technical Review Venture Capital Outsourced Development AI 162

SaaStr

MARCH 29, 2025

Include scripts, objection handling, and key metrics. Pay close attention to metrics like conversion rates, deal size, and sales cycle length. This includes: Ideal Customer Profile (ICP): Who are you selling to? Be specific. At Least a Basic Playbook: Whats the step-by-step process for closing a deal?

Scale 205

Scale Sales Hiring Sales Compensation 205

SaaStr

NOVEMBER 20, 2024

Other places this feedback loop worked well were: Adoption loop metrics. Customers crave metrics about how teams are using all AI products. They ended up shipping Copilot for Business for non-GitHub Enterprise users, which was a commercial success. Deciding where you don’t want to spend your time.

Scale 264

Scale AI Scaling Marketing 264

SaaStr

FEBRUARY 10, 2025

Implementation of Product-Led Growth The transition to product-led growth (PLG) required understanding and implementing a fundamentally different business model.

Scale 165

Scale Scaling Outsourced Development Sales 165

SaaStr

FEBRUARY 7, 2025

Data Governance Needs to Start on Day One Palmer emphasized that data governance isn’t just about compliance – it’s about building a sustainable AI advantage: Own your data story : Even if you’re using third-party APIs, start collecting and organizing your data immediately Build responsible AI practices : Implement clear policies (..)

AI 267

AI Scale Government compliance 267