InsightSquared

SEPTEMBER 25, 2019

Below are a few tips I’ve learned to ensure I’m tracking meaningful metrics throughout the customer lifecycle and I can confidently say which marketing programs are driving real business for my organization’s bottom line. . Have a North Star Metric. As marketers, we often default to defining marketing’s top-of-funnel success with a metric that we could track with simple web tracking and marketing automation rules. Make sure to have your one north star metric.

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Metrics Marketing Acquisition Revenue 142

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. At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). Underlying those metrics are processes which can improve or reduce performance in each of the above metrics.

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Metrics Sales SaaS Benchmarks 210

Totango

NOVEMBER 21, 2019

Luckily, there’s a measure for that, too: customer satisfaction metrics. Therefore, you should not only track customer satisfaction, but you should also empower your customer success team to take action based on the lessons these metrics teach you, customer satisfaction metrics. . Customer satisfaction metrics keep an eye on how customers are responding to your initiatives and whether any customers need support.

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Metrics Customer Success Churn Branding 79

OPEXEngine

MAY 22, 2020

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. The podcast is an excellent SaaS Metrics 101 listen even for experienced SaaS finance experts. As he says in the podcast, he started writing about SaaS metrics because the best way to really understand things is to write about them – I second that!

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Metrics Deferred Revenue Benchmarks Retention 40

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Metrics

For Entrepreneurs with David Skok

JUNE 28, 2018

Building for Success Business Model SaaS Metrics Startup Help Growth metrics for SaaS companies SaaS SaaS businessI recently gave a talk at the 2018 SaaStock NYC conference in June. I had two goals I wanted to accomplish, present a simple model to understand SaaS business and to show a simple model of a SaaS business and to show the key levers a CEO can pull to achieve the greatest impact on their business.

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Metrics Business Model SaaS Business 127

Totango

SEPTEMBER 18, 2020

Customer success metrics should always lead to action. The most important metrics are used to reveal the kind of customer experience you are delivering. The 6 Key Areas of Customer Success Metrics. Usage metrics: How frequently does your customer access your product?

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Customer Success Metrics Customer Lifetime Value Enterprise 68

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. In 2014, we not only have a much better understanding of the financial levers that drive SaaS business success, we are on the verge of a metrics revolution in the way SaaS businesses are managed. Today we are witnessing the emergence of The Metrics-driven SaaS Business. The SaaS Metrics Mandate. The SaaS Metrics Universe.

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Metrics Business SaaS Forecasting 137

Andreessen Horowitz

JANUARY 8, 2020

According to a study of nine digital … The post 16 Key Metrics for the Passion Economy appeared first on Andreessen Horowitz. marketplaces Uncategorized all about marketplaces future of work key startup metrics passion economyThe Passion Economy is growing by the day. From writers launching newsletters on Substack to influencers-turned-designers on Pietra, more people are taking advantage of digital platforms to make money off their unique skills.

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Metrics Startup 73

OPEXEngine

MARCH 13, 2020

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. Mike shared how the metrics for a fast paced, monthly rhythm of an SMB SaaS company, like Hubspot, had a different rhythm at a cybersecurity enterprise sales company with longer sales cycles. As the SaaS industry has evolved, so too have the metrics and company management structures.

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Metrics Cybersecurity SMB Customer Lifetime Value 52

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Management

Chaotic Flow

MAY 13, 2014

Becoming a Metrics-driven SaaS Business is no easy task. However, the financial rewards of moving beyond standard SaaS financial metrics to SaaS customer success metrics and ultimately to sophisticated predictive analytics are significant. Each step toward SaaS metrics greatness builds upon the last. The last two posts discussed the potential uses of SaaS customer success metrics for reducing churn and accelerating customer acquisition.

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Metrics SaaS Churn Benchmarks 123

SaaStr

JUNE 11, 2020

In B2C and high-churn environments, it’s indeed a critical metric. But in SaaS, in the earlier days, we inherited a lot of our lingo and metrics from B2C web services. So we used their core metrics like “Churn” and “Lifetime value”. We’ve moved on in SaaS from CLTV being a core north star metric. It’s just, once CLTV starts to exceed 3 years or so, it becomes less important as a core metric for planning than the raw cost to acquire that customer.

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Metrics B2C Customer Lifetime Value Churn 163

Chaotic Flow

MAY 6, 2014

As a SaaS business matures, the importance and value of SaaS metrics increase. Most SaaS businesses begin their journey down the SaaS metrics path by tracking recurring revenue in relation to customer acquisition costs. These fundamental SaaS metrics are all apparent in the standard SaaS profit equation below. However, it quickly becomes apparent that fighting churn requires a SaaS metrics toolkit that digs significantly deeper than simple financial metrics.

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Acquisition Metrics SaaS Onboarding 132

TriTuns

JANUARY 15, 2020

Developing equivalent metrics is essential for getting people to adopt your software! People and organizations are obsessed with data and metrics to “prove” results. What is the point of having data and metrics if you don’t use them to make better decisions and take action? Metrics Need to Change Behavior. The goal of data and metrics is to gather evidence, develop insights, and then take meaningful action that delivers a better result.

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Customer Success Metrics Data Forecasting 55

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

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Revenue

Predictable Revenue

MARCH 5, 2020

Metrics have become a pillar of modern sales. From interviews, to meetings, to ones day-to-day executional tasks – metrics, in one way or another, have become a part of them all. But according to Joshua Desha, a veteran entrepreneur and insurance sales leader, a metrics-driven approach to sales has actually robbed the professional of its heart and soul. The post The rise of the anti-metrics sales leader with Joshua Desha appeared first on Predictable Revenue.

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Metrics Interviewing Revenue Sales 138

SaaStr

APRIL 28, 2019

In the early days, there are probably only 5 metrics that really matter: ARR. NPS is A Great Core Metric. The post What are the most important metrics for SaaS? ARR Growth Rate. Burn Rate. Probably, NPS (more here: I Was Wrong. SaaStr ). And maybe … net revenue retention / churn. All the rest, maybe don’t obsess too much until you are bigger. What matters in the early days is: Do you have product-market fit? So you can grow fast enough ….

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Metrics Retention Churn SaaS 148

Totango

NOVEMBER 5, 2019

Product usage metrics reveal the relationship your customer has with your product—and provide context for the relationship you should be having with your customer. Product usage metrics tell you how your customer is currently using your service so you can tell them how to make even better use of it in the future. 5 Product Usage Metrics to Track. Metrics prove most useful when they not only track key performance indicators, but also lead to action.

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Metrics Customer Success Headcount Customer Lifetime Value 66

SaaSOptics

JULY 20, 2020

5 SaaS Metrics You’re Calculating Incorrectly . SaaS metrics : the performance indicators that startups love to hate. Whether you’re the CEO or an analyst at your company, SaaS metrics play a huge role in your day to day. Frequently miscalculated SaaS metrics.

Metrics 60

Metrics Deferred Revenue Headcount SaaS 60

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Data

Chaotic Flow

APRIL 22, 2014

Over the past few years, the SaaS community has gained a solid understanding of SaaS financial metrics, as well as many of the operational principles required to achieve them. As the SaaS industry matures, we are witnessing the evolution of SaaS metrics beyond simple, historical financial measures toward sophisticated operational measures in the form of new SaaS customer success metrics and predictive analytics. The promise of customer success metrics is immense.

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Customer Success Metrics SaaS Churn 125

Chart Mogul

FEBRUARY 11, 2019

Despite the added work to produce the metrics, there is high value in understanding the different segments. Segmenting your metrics by product usage enables you to measure the correlation between user actions in your product (e.g. feature usage, login frequency, etc) and subscription metrics such as MRR. Being able to define a complex segment is one thing, but the entire exercise is useless if you don’t have the tools or metrics available to measure it.

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Metrics SaaS Churn Onboarding 58

SaaSOptics

APRIL 30, 2019

often talk about B2B SaaS metrics from the perspective of what investors want. If you don’t have easy access to the metrics they expect (or, worse, if they’re wrong), your valuation could suffer and that’s the last thing SaaS founders, CEOs and CFOs want to hear. But on occasion, I’ll hear prospects say they don’t need SaaS metrics because they’re not raising capital yet. SaaS Metrics Give You Insights You Can’t Get from Recurring Revenue. Metrics fill that gap.

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Metrics Churn Revenue SMB 80

Andreessen Horowitz

FEBRUARY 10, 2020

0/ There is a dazzling amount of inconsistency in what GTM (go-to-market) metrics are presented at board meetings of early stage B2B (business to business) companies. Here is my hit list of the most important, and why: 1/ CARR – … The post 11 Key GTM Metrics for B2B Startups appeared first on Andreessen Horowitz.

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B2B Metrics Startup Business 76

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Pricing

Chaotic Flow

JUNE 17, 2014

The SaaS community has gained a solid understanding of SaaS financial metrics, as well as many of the operational principles required to achieve them. The SaaS industry is maturing beyond simple, historical SaaS financial measures toward sophisticated operational measures in the form of new SaaS customer success metrics and predictive analytics. We are witnessing the emergence of The Metrics-driven SaaS Business.

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Metrics Business SaaS Customer Success 125

Zuora

AUGUST 17, 2020

The post 3 Subscription Metrics Every CFO Should Watch appeared first on Zuora. Today, CFOs face a business environment that is more complex, dynamic, and competitive than ever before. An accelerating shift toward […].

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Metrics Subscription Business Finance 52

The SaaS CFO

AUGUST 7, 2019

Measuring Organizational Efficiency There are a ton of SaaS metrics measuring sales efficiency, margins, revenue, and more. These are all important metrics (depending on the stage of your business) that you should be constantly monitoring in your SaaS organization. But I have a gut feel that we are missing an important metric around organizational efficiency. […]. The post The ROSE Metric | The Return on Your Most Important SaaS Asset appeared first on The SaaS CFO.

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Metrics Revenue Sales SaaS 64

Rebilly | Insights Into Subscription Billing

MARCH 20, 2019

Followers are one example of “vanity metrics.” Which metrics are nothing but flash and which will serve up useful facts to help your business grow? Here’s a rundown of the contenders: You’re tracking: Followers Track this instead: Engagement While a long list of followers is satisfying, the metric your business should really be concerned about is engagement. The post Track This, Not That: 6 Metrics That Matter appeared first on Rebilly.

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Metrics Engagement Business Churn 71

Speaker: Peter Cowen, Managing Director, Sutton Capital Partners & Ben Narasin, Venture Partner, NEA

Join Peter Cowen, Managing Director at Sutton Capital Partners, and Ben Narasin, Venture Partner at NEA, as they look at the trends and perspectives on investing in today’s climate.

Investment

Sage Intacct

OCTOBER 22, 2020

Managing your subscription business with SaaS Metrics. The most important SaaS Metrics and what you need to show investors to secure your next round of funding. Software/SaaS SWTL

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Subscription Metrics Management Business 52

Chart Mogul

SEPTEMBER 26, 2018

Welcome back to SaaS Metrics Refresher. When it comes to measuring expansion, there’s a single metric that’s usually used: MRR Expansion Rate. As with most SaaS metrics, we always measure expansion rate across a fixed period: What’s a healthy expansion rate? Related posts: SaaS Metrics Refresher #3: Churn. SaaS Metrics Refresher #5: Customer Lifetime Value. SaaS Metrics Refresher #2: Recurring Revenue.

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Metrics Churn Customer Lifetime Value Acquisition 47

Cobloom

MARCH 9, 2020

He shares his knowledge of SaaS metrics and economics on his blog, TheSaaSCFO.com , where all of his SaaS models are available for free download This is a guest post from Ben Murray. Ben is the CFO of a subscription-based software company in Dubuque, Iowa, USA, and helps software companies achieve financial improvement and transparency by partnering with stakeholders to link operations and finance.

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Metrics Finance Subscription Software 65

SaaSX

SEPTEMBER 16, 2019

Let’s face it: SaaS metrics are confusing! What metrics should you be tracking? These 5 articles will get you out of the SaaS metrics maze and on your way to success today! SaaS Metrics – A Guide to Measuring and Improving What Matters. If there’s one SaaS metrics article to read, it’s this one! Aiming to look at the high-level goals of a SaaS business and expose the key metrics that drive success, this article does all that and more!

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Metrics Customer Success SaaS Management 43

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Investment

Totango

APRIL 5, 2019

Customer success metrics are used to discover what kind of customer experience you are really delivering. And with customer success metrics, you can measure whether your efforts are working. Customer Success Metrics Lead to Action. There are three critical areas of the customer experience that can be accurately measured using customer success metrics. Adoption Metrics: Measuring the customer’s use of the product. Let’s take a closer look at each metric.

Customer Success 80

Customer Success Metrics Customer Lifetime Value Forecasting 80

Vero

JANUARY 20, 2020

In a single email marketing campaign, there are probably over a dozen metrics you could be tracking. All that data quickly becomes overwhelming, and it’s difficult to decide which metrics are important to track and which you should ignore. By the end of this article, you’ll know what email analytics are and be familiar with specific metrics that you should be tracking for your campaigns. So open rates are only a useful metric when placed in the right context.

Metrics 57

Metrics Benchmarks Branding Engagement 57

Chaotic Flow

APRIL 8, 2014

While SaaS financial metrics , such as recurring revenue, acquisition cost, service cost, churn, growth and lifetime value have dramatically increased our understanding of the economics of SaaS businesses, they have proven inadequate for managing them. As useful as they may be, SaaS financial metrics look at the past, not the future. We are witnessing the emergence of The Metrics-driven SaaS business. SaaS customer success metrics need real stats, real easy.

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Metrics Business SaaS Churn 118

Totango

FEBRUARY 28, 2019

Your user adoption metrics create a silent, unending conversation between your enterprise and your customer. It follows then, that your adoption metrics should reflect this deeper goal and generate insight into customer engagement. As such, the user adoption metrics that matter should address issues such as whether your product or service is helping your customer complete their work more efficiently. Metrics that Matter. Metrics that Matter. Metrics that Matter.

Metrics 83

Metrics Customer Success Engagement Onboarding 83

Speaker: Peter Cowen, Managing Director, Sutton Capital Partners & Mark Mullen, Co-Founder, Bonfire Ventures

Join Peter Cowen, Managing Director at Sutton Capital Partners, and Mark Mullen, Co-Founder of Bonfire Ventures, as they look at the trends and perspectives on investing in today’s climate.

Investment