SaaStr

JUNE 25, 2025

But perhaps more impressive than these numbers is how Co-Founder and CTO Arvind Nithrakashyap has positioned the company at the intersection of two of enterprise software’s most critical trends: cybersecurity and artificial intelligence. Rather than focusing on AI-specific metrics, they prioritize business outcomes.

Cybersecurity 251

Cybersecurity AI Scale CTO Hire 251

Tom Tunguz

NOVEMBER 12, 2023

I realized It has been a decade since I’ve updated revenue-per-employee metrics. Here are the trends across the group of 13 publicly traded software & infrastructure companies (which are the fastest growers or most-highly valued) over the last 5 quarters. I wonder what trends we’ll see in 2033.

Software Review 331

Software Review Trends Revenue Software 331

SaaStr

JUNE 28, 2025

These numbers have been trending higher as competition among investors increases. Even with the same metrics. You also need to demonstrate that you’re tackling a large market opportunity—investors want to see a path to $300M+ in ARR potential. Hot AI deals and super strong teams will bend the rules here. Today, generative AI is hot.

Benchmarks 253

Benchmarks Scale Generative AI Churn 253

Tom Tunguz

OCTOBER 22, 2023

On November 8th, I’ll share my 10 Top Trends in Data & AI at the IMPACT Summit. Metrics layers unify the data stack. If you’re interested to hear about these trends, register here for the virtual event. Last year, I covered 9 topics: Cloud data warehouses will process 75% of workloads by 2024.

Trends 281

Trends AI Data Cloud 281

Clouded Judgement

JUNE 17, 2025

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., This metric is more self-explanatory, so I won’t go into detail.

Cloud 277

Cloud Software Benchmarks Retention 277

Tom Tunguz

OCTOBER 28, 2024

On Monday, at TC Disrupt Colin Zima CEO of Omni , Jordan Tigani CEO of Motherduck , Daniel Svnova CEO of Superlinked & Toby Mao CTO of Tobiko Data who are leading the evolution of the Post Modern Data Stack discussed the trends they are seeing. Here are some of the themes & predictions from the group. New BI systems will enable both.

Trends 248

Trends Data New CTO CTO 248

SaaStr

MAY 20, 2024

Still, one of the top mistakes every top founder says is this: “I Should Have Acted on Bad Trends Earlier.” But there’s a fine line between investing and keeping a leaky boat and set of metrics afloat. ” Let’s make a list: #1. A Burn Rate That is Too High Venture capital is meant for investing, for sure.

Trends 306

Trends Scale Sales Hiring Venture Capital 306

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. ServiceTitan discloses that their net retention is “>110%” Gross Margin Adjusted CAC Payback (Previous Q S&M) / (Net New ARR x Gross Margin) x 12.

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

Tom Tunguz

SEPTEMBER 1, 2021

Assuming current trends hold, sales efficiency in 2021 should nudge up to about 0.57. Amplitude offers three key products: analytics for measuring user behavior, experiment for testing new user flows, and recommendation which optimizes content for different user segments. Revenue, $M. Revenue Growth. -. Gross Margin. Sales Efficiency. -.

Metrics 294

Metrics Benchmarks PayPal Enterprise 294

SaaStr

JULY 21, 2023

Vendr has its latest SaaS trends report out here and one metric I find very helpful is the State of Discounting. And ties to our general survey a little ways back: The post Vendr: The Average SaaS Discount is About 10%, And Trending Down appeared first on SaaStr. 10%-15% is where most of us land, typically.

Trends 246

Trends SaaS Metrics Data 246

SaaStr

JANUARY 8, 2025

Improving Rev Ops for Data-Driven Decision Making One of Lindsey’s first priorities was diving deep into the company’s existing data to identify trends and leverage these findings for growth. The team lacked visibility into key metrics like average revenue per customer.

Revenue 286

Revenue Scale Sales Hiring Compensation 286

SaaStr

JUNE 30, 2025

Whether it’s SaaS metrics trends, market analysis, or competitive intelligence, Claude helps us go beyond the obvious. Attendance trends, engagement metrics, community growth — it turns spreadsheets into compelling narratives that sponsors can actually act on. The research quality? Consistently impressive.

AI 246

AI Software Review Social Media Systems Review 246

SaaStr

JULY 4, 2025

net income in Q1 2025 (GAAP profitable) Key Metrics: $911 ARPU (+12% YoY), 111% NRR, 88k active locations Customers: 750+ restaurant brands across 88,000+ locations Employees: 617 in the US as of Dec 2024 Acquisition Price: $2B ($10.25/share, share, 65% premium) Why This Deal Matters for B2B and SaaS This isn’t just another PE rollup.

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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. Absolutely, getting your churn trending downward is important. Why is this? >>

Sales Hiring 268

Sales Hiring Scale Churn Metrics 268

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 248

Construction Scale SaaS Travel 248

Tom Tunguz

NOVEMBER 8, 2023

At the IMPACT Summit yesterday, I shared our Top 10 Trends for Data in 2024. The Semantic Model Becomes a Must-Have: Semantic models unify a single definition across an organization for a particular metric. LLMs Transform the Stack : Large language models transform data in many ways. Second, they change the way that we manipulate data.

Artificial Intelligence 228

Artificial Intelligence Trends Data Software Review 228

Tom Tunguz

SEPTEMBER 20, 2023

Metric Value Revenue, $b 3.64 The Cisco acquisition continues the trend of take-privates that includes New Relic for $6.5b , Qualtrics for $12.5b , Software AG for $2.4b. Earlier today, Cisco announced its intention to acquire Splunk for $28b , a 30% premium to the closing price. Revenue Growth 37% Gross Margin 77.7%

Trends 209

Trends Software Review Acquisition Pricing 209

SaaStr

DECEMBER 5, 2024

Time to Value: The Make-or-Break Metric The most critical insight? Success requires: AI-driven innovation Laser-focused value propositions Rapid time-to-value strategies By understanding and adapting to these emerging AI trends, go-to-market teams can transform these trends into opportunities for growth and customer retention.

AI 268

AI Software Data SaaS 268

SaaStr

FEBRUARY 14, 2023

In this week’s Workshop Wednesday , Salesforce Ventures Investor, Jessica Bartos, shares the 5 metrics every SaaS company should care about in any market environment, especially the one we’re currently in. Growth Is Still Number One Growth is still the number one metric, but it’s not the only one. You do that by showing momentum.

Metrics 257

Metrics Marketing SaaS SMB 257

Clouded Judgement

MARCH 28, 2025

Every week I’ll provide updates on the latest trends in cloud software companies. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against. I created this subset to show companies where FCF is a relevant valuation metric.

Cloud 299

Cloud AI Scale Scaling 299

SaaStr

JUNE 4, 2025

Despite all the sales enablement tools, CRM sophistication, and “sales productivity” solutions we’ve built over the past 20 years, we haven’t moved the needle on the two metrics that matter most: time with customers and account coverage. Because we’ve been fighting symptoms, not the disease. The result?

Scale 249

Scale AI Underperforming Technical Team Sales 249

SaaStr

FEBRUARY 2, 2025

Companies need to: Ensure secure data handling Maintain clean data for model training Integrate effectively across multiple systems Enable real-time data access where needed Evolution of Business Models The integration of AI is driving changes in how vertical software companies approach pricing and business models: Pricing Strategies Traditional subscription-based (..)

AI 217

AI Technical Review Artificial Intelligence Systems Review 217

SaaStr

JULY 3, 2025

Oracle and SAP—companies many wrote off as legacy dinosaurs—are now posting some of the most impressive growth metrics in the entire enterprise software landscape. Oracle: The Infrastructure Play That’s Actually Working Let’s start with the metrics that matter. The Reacceleration Framework: 1.

AI 222

AI Enterprise Cloud Scale 222

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

Clouded Judgement

JULY 4, 2025

Every week I’ll provide updates on the latest trends in cloud software companies. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against. I created this subset to show companies where FCF is a relevant valuation metric.

Cloud 157

Cloud Investment Subscription Payment Features 157

SaaStr

SEPTEMBER 25, 2024

What data and metrics do you need to convince SaaS investors you’re in good shape and aligned with what they care about? These metrics are more targeted to those preparing for a Series A or B round and could make the difference between an excited-to-invest-in-you investor and a pass. What gets investors excited about this metric?

Metrics 177

Metrics Sales Hiring Retention Churn 177

SaaStr

APRIL 6, 2025

10 AI Trends in SaaS Right Now with SaaStr CEO Jason Lemkin on LIVE SaaStr Workshop Wednesday #2. The Top 10 Customer Success Metrics Investors Care About in 2025 with Gainsight CEO Nick Mehta #5. In-Person Sales Generate 3x Higher Conversions Per The CROs of Toast, Splunk, Brex and Slice Top Pods: #1.

Scale 184

Scale Software Review Marketing Cloud 184

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. The takeaway?

Metrics 245

Metrics SaaS Sales Hiring Finance 245

SaaStr

JUNE 29, 2025

The B2B Metrics That Matter Rule of 40 Performance : Palantir hit an 83% Rule of 40 score in Q1 2025 (39% growth + 44% adjusted operating margin). These aren’t just good B2B metrics—they’re exceptional ones that suggest Palantir has found genuine product-market fit in the AI era. The Path Forward With $3.9B

AI 255

AI Artificial Intelligence Software Review Technical Review 255

SaaStr

FEBRUARY 25, 2025

Sessions typically focus on real metrics, strategies, and lessons learned, not theoretical concepts. AI Demo Stage SaaStr Annual provides a comprehensive view of the current B2B landscape, emerging trends, and competitive movements. Competitive Intelligence and Market Insights and New!! Get out of the home office.

Sales Recruiting 195

Sales Recruiting Scale CTO Hire Sales Hiring 195

SaaStr

JUNE 9, 2025

from IPO price Key Learning : Enterprise financial software with strong integration capabilities can command solid premiums in the CFO-focused market The 5 Critical Metrics Every B2B Leader Should Track for IPO Readiness Based on analyzing these successful (and not-so-successful) public companies, here are the metrics that matter most: 1.

B2B 177

B2B Marketing Scale Benchmarks 177

SaaStr

JULY 1, 2025

Here’s what Figma looks like today: 📊 Core Metrics $821M LTM revenue (46% YoY growth) $913M ARR at Q1’2025 91% gross margins (best-in-class) 18% non-GAAP operating margin (profitable!) Figma has just unleashed its non-confidential IPO filing, and it’s … epic.

B2B 170

B2B Benchmarks Retention Enterprise 170