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PODCAST

SaaS Metrics School

Ben Murray brings you actionable SaaS metrics lessons that he has learned through years of being in the SaaS CFO trenches. Whether you are new to SaaS or a SaaS veteran, learn the latest SaaS and AI metrics, finance, and accounting tactics that drive financial transparency and improved decision-making. Ben’s SaaS metrics blog consistently rates a 70+ NPS, and his templates have been downloaded over 100,000 times. There is always something to learn about SaaS and AI metrics.

business management

All Episodes

2:30

Tracking GRR with a V1 to V2 Product Migration

SaaS Metrics School ·

2024/11/12

In episode #247, I address a reader question from Andy. Here’s the question…if I create a new version of my product from a 1.0 to a 2.0 and migrate my existing customers to it, how should I measure my GRR? - What should we track? - Should we track GRR separately for V2? - What other metrics should we consider? Got a question? Ask me here:https://drift.me/thesaascfo Or join my SaaS community and ask me here:https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

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3:54

My Top 4 Sales and Marketing Efficiency Metrics You...

SaaS Metrics School ·

2024/11/05

Episode 246 – My Top 4 Sales and Marketing Efficiency MetricsIn episode #246, I address the must-have GTM efficiency metrics for your SaaS business. - My top 4 - Pillar 5 of my SaaS metrics framework Have you downloaded my 5 Pillar SaaS Metrics Framework?

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4:11

12 Top SaaS Metrics Every CEO Should Measure for...

SaaS Metrics School ·

2024/11/02

In episode #245, I address 12 top SaaS metrics you should implement in your business. This is from a post at the link below. I love these posts, so let’s see if these really are the best metrics for you.- 12 essential SaaS metrics - Ben’s assessment of these metrics Have you downloaded my 5 Pillar SaaS Metrics Framework? Article Credit: https://editorialge.com/saas-metrics-every-ceo-should-monitor/

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2:29

How to Measure Your GTM ROI on Tradeshows

SaaS Metrics School ·

2024/10/30

In episode #244, I address a student question from my SaaS Metrics Crash course. When we attend tradeshows, how do we measure the ROI?- MQL, SQL, Pipeline Creation - Treat your leads like cohorts Have you downloaded my 5 Pillar SaaS Metrics Framework?

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2:39

Should I Offer 15% Discounts for Annual Subscriptions?

SaaS Metrics School ·

2024/10/29

In episode #243, I’m addressing a student question from my SaaS Metrics Foundation course. Should we offer discounts on annual subscriptions?- What’s your retention? Cohort retention? - Month 13 renewal rate? Have you downloaded my 5 Pillar SaaS Metrics Framework?

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4:37

How Should I Report ARR Bookings in a Multiyear...

SaaS Metrics School ·

2024/10/24

Episode 242 – How Should I Report ARR Bookings in a Multiyear Contract? In episode #242, I’m addressing ARR bookings reporting. Bookings data is one of the biggest report mistakes that I see in SaaS finance data. You must track this correctly. - What is a booking? - What ARR do I report in my bookings report? - How do I handle multiyear contracts? - Should I use the RPO metric? Have you downloaded my 5 Pillar SaaS Metrics Framework?

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4:05

Should I Use CARR or MRR or Exit ARR in My Reporting?

SaaS Metrics School ·

2024/10/22

In episode #241, I’m sharing some MRR reporting fundamentals. Let’s not confuse our Board and investors. It’s easy to suffer from MRR blindness if we get too fancy with our reporting. - What is MRR blindness? - What is CARR? - What is MRR? - What is Exit ARR? Have you downloaded my 5 Pillar SaaS Metrics Framework?

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3:36

Can Your SaaS Beat the $1.50 Labor Efficiency Test?

SaaS Metrics School ·

2024/10/15

In episode #240, I’m sharing one of my favorite metrics. The ROSE Metric. This metric is key to a sustainable SaaS business, especially if you are struggling to reach profitability. Can you beat $1.50?- What is the ROSE Metric? - Why is $1.50 so special? - Easily calculate your ROSE Metric Download the ROSE Metric template in my templates course!

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4:30

What’s the Impact of This Customer Downgrade Scenario?

SaaS Metrics School ·

2024/10/11

In episode #239, I’m addressing a reader's question. Thanks, John! Here’s the scenario. The customer books an annual contract at $24K ARR / $2K MRR. In Month 6, they are unhappy with the service and want to leave. The sales rep convinces them to stay and signs them up for a $12K ARR / $1K MRR contract. In addition, the sales rep convinces them to extend service for another 12 months starting at month 6. Do we count this as churn? Do we count this as a downgrade? What is the downgrade

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4:34

Don’t Make This Top Mistake in MRR Due Diligence

SaaS Metrics School ·

2024/10/09

In episode #238, I’m sharing big mistakes that I see in MRR schedules. And this always happens to pop up in due diligence. This WILL limit your valuation as a seller. And it makes it hard to value SaaS businesses as the buyer. - MRR schedule - MRR waterfall - I must be able to calculate your retention - What I need to calculate retention Join my SaaS community for training, events, templates, networking, and more!

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8:32

My Top Critiques of Your 3 to 5 Year Forecast

SaaS Metrics School ·

2024/10/03

In episode #237, I’m sharing tips and tricks from coaching calls on long-term forecasting. These are not easy. We have to take a step back and look at the macro-level picture.- Bookings - Revenue - COGS - OpEx - EBITDA - Headcount - Cost of ARR Check out my coaching options here!

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3:01

These Are the Top Billing Solutions in SaaS

SaaS Metrics School ·

2024/10/01

In episode #236, I’m sharing the results of the billing / invoicing category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map. - Invoicing or billing? - Top solutions - Ben’s considerations Download my 5th Annual SaaS Tech Stack Report!

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3:56

How to Calculate Retention with Both Perpetual...

SaaS Metrics School ·

2024/09/25

In episode #235, I address a student's question. Yes, there are still software companies with the perpetual/maintenance model. As they transition to SaaS, we must be careful when calculating certain metrics.- The perpetual license / maintenance model - Transition from legacy to SaaS - How to track retention - Keep maintenance separate from subscriptions Have you downloaded my Academy app? Download here for iOS.

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3:15

These Are the Top Rev Rec Solutions in SaaS

SaaS Metrics School ·

2024/09/20

In episode #234, I’m sharing the results of the rev rec category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map.- What is rev rec? - Why is it important? - The top solutions My LinkedIn Post on Rev Rec Solutions Download my 5th Annual Tech Stack Report

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3:45

You Need a Forecast Model for a Series A and B Raise

SaaS Metrics School ·

2024/09/15

In episode #233, I’m sharing some of what I learned from SaaStr 2024. Today, let’s talk about the projections that you need for a series A and B fundraise.- Historical data - Forecast data - The metrics Join my SaaS metrics course. Grab my SaaS Excel templates.

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4:17

The Metrics that Matter to Investors

SaaS Metrics School ·

2024/09/12

In episode #232, I’m recording this from SaaStr in San Mateo. I watched a great presentation by Christoph Janz of Point Nine Capital. Here’s my recap. You need to know this if you are going to raise capital. - Why clean data and metrics matter - Financial projections - Financial metrics recap - Sales metrics Live SaaS Metrics Course On-demand SaaS Metrics Course

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4:31

How to Handle Resellers and End Users in Your CRM and...

SaaS Metrics School ·

2024/08/30

In episode #231, I’m addressing a very common pain point in our data when we have a partner or reseller channel. If not done right, it really screws up our data.- Reseller defined - CRM configuration - Invoicing - Metrics Join my SaaS community for training, events, and more!

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4:16

The Big Assumption You’re Overlooking in Your CAC

SaaS Metrics School ·

2024/08/27

In episode #230, I’m talking CAC, the ubiquitous SaaS metrics. Seems so simple but there is a big assumption lurking in your spreadsheets that you can’t overlook.- Gross CAC - Unit Cost CAC - CAC feeds these metrics - The big assumption My SaaS metrics course begins September 17th. Click here to learn more!

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2:56

Can You Pass This Real Go-to-market SaaS Metrics Quiz

SaaS Metrics School ·

2024/08/24

In episode #229, I’m testing your knowledge of GTM SaaS metrics. I help a lot of SaaS companies and see a lot of situations. What do you think of this GTM profile?- ACV = $4K - Cost of ARR = $2.00 - CAC Payback = 20 months - What metric would also be helpful? - Take metrics into your operations Level up your SaaS metrics knowledge here!

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3:08

Should I Invoice Out of My CRM or Accounting Software

SaaS Metrics School ·

2024/08/23

In episode #228, I address invoicing. What software should I use? Based on a recent LinkedIn post (below), this is a hotly debated topic. The landscape might be shifting. - Should I invoice out of my CRM? - Should I invoice out of my Accounting software? - Should I use a point solution? - Who owns billings and collections? LinkedIn Post: the next hot space in CFO tech...Billing LinkedInPost: where should I invoice?

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