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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

4:03

What is the Difference Between Retention Rates and...

SaaS Metrics School ·

2023/12/12

In episode #147, I address the health of your recurring revenue. These metrics are a must-have for any recurring revenue business. - What is retention? - What is a renewal? - When does the renewal rate metric apply? Blog Post on Renewal Rates:https://www.thesaascfo.com/how-to-calculate-your-renewal-rate/ Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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2:41

When Do I Count a Customer Cancellation?

SaaS Metrics School ·

2023/12/10

In episode #146, I address the timestamp on a customer cancellation. This is a very common question. Customer Success often tracks this differently than finance. But the date impacts our metrics. - What date should I use? - Impact on metrics Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here:

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2:59

Is It Correct to Allocate Engineering Expense to COGS

SaaS Metrics School ·

2023/12/09

In episode #145, I address headcount allocations. It’s very common to allocate headcount expense in early-stage SaaS companies. But we have to support the allocation with proper logic and reasoning. - Should I allocate headcount? - Allocating engineering time - COGS vs. OpEx Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics

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3:50

How to Track Pilot or Proof of Concept (POC) Revenue...

SaaS Metrics School ·

2023/12/08

In episode #144, I address pilot and POC revenue. It’s important to separate this from your “normal” customer revenue and bookings. - Bookings - Revenue - Metrics Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here:

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3:50

How to Calculate Your Expansion ARR Target Based on...

SaaS Metrics School ·

2023/12/07

In episode #144, I talk retention and ARR targets. My template and lesson below are very helpful for your Customer Success and Account Management teams to set targets. - Retention targets - Expansion ARR targets - Many variables affect this analysis Video lesson and template (under the retention module):https://www.thesaasacademy.com/offers/gmbMDsYN/checkout Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly

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4:19

Should I Be Worried if I Have a 60% Gross Profit?

SaaS Metrics School ·

2023/12/06

In episode #142, I talk gross profit in SaaS. Gross profit or gross margin is a fundamental financial topic that every SaaS founder, CFO, and operator must understand. - What is gross margin? - Important to calculate by revenue stream - When should I be worried? Blog post:https://www.thesaascfo.com/how-to-calculate-saas-gross-margin/ Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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3:29

Revenue per FTE Trends for Public Companies per...

SaaS Metrics School ·

2023/12/05

In episode #141, I take a look at the latest SaaS public company trends. Today, let’s look at implied ARR per FTE trends. - ARR per FTE trends - Why is this important? Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here:

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3:28

Net Revenue Retention Trends for Public Companies per...

SaaS Metrics School ·

2023/12/04

In episode #140, I take a look at the latest SaaS public company trends. Today, let’s look at net revenue retention. - Public NRR trends - Private company NRR benchmarks Benchmark your company at Benchmarkit.ai How to calculate net revenue retention:https://www.thesaascfo.com/how-to-calculate-net-dollar-retention/ Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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4:05

The Key to Scaling is Your Org Efficiency and the...

SaaS Metrics School ·

2023/12/03

In episode #139, I address org efficiency and scaling. Eventually, you need good employee and contractor efficiency to reach profitability and improve your odds of scaling big. This is there the ROSE Metric comes into play. - Org efficiency - ROSE Metric ROSE metric template and post:https://www.thesaascfo.com/saas-rose-metric/ Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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3:50

Only 0.4% of SaaS Companies Pass 10M ARR per SaaStock

SaaS Metrics School ·

2023/12/01

In episode #138, I address the challenge of scaling past $10M in ARR. This is an interesting stat from SaaStock. There are so many business components that get you to $10M ARR. One key component will be your financial infrastructure so that you can make better decisions with your available capital. - 0.4% stat - Your financial roadmap to scaling - Discount code to SaaStock USA in Austin (SAAS-CFO-20) Register for SaaStock USA here: https://www.saastock.com/saastock-usa/ 5 Pillar Framework

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5:09

A Common Financial Trait of EBITDA Positive SaaS...

SaaS Metrics School ·

2023/11/30

In episode #137, I address a common financial trait from my experience helping SaaS companies from the $3M ARR to $15M ARR range. It’s org efficiency. - What is org efficiency? - Why is org efficiency important? - Revenue per FTE - ROSE Metric Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here:

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2:53

ACV versus ARPA When Segmenting Your Customer Base

SaaS Metrics School ·

2023/11/29

In episode #136, I address the jargon of SaaS. ACV and ARPA are important concepts to understand and track in your business. What if legacy users on different contracts? - What is ACV? - What is ARPA - Segmenting our customer base Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here:

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3:45

Implement an Internal Discounting Policy for Better...

SaaS Metrics School ·

2023/11/28

In episode #135, I address a student question about software discounts. We love to discount software. Even back in my on-premise, perpetual days, we were always discounting software. Discounts are okay but we need an approval policy in place. - Discount approval process - Tracking discounts - Impact on gross margin

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2:37

Is My SaaS Company at a 3x or 10x ARR Valuation?

SaaS Metrics School ·

2023/11/27

In episode #134, I address SaaS valuations. You need to be roughly aware of where you fall in the valuation spectrum. This helps when you are speaking to potential buyers and sellers. Be sure to check out my in-depth software M&A update episode at the link below. - Where do you fall? Software M&A update episode: https://podcasts.apple.com/us/podcast/4q23-software-m-a-update/id1579374247?i=1000634899770 Subscribe to Ben’s SaaS metrics newsletter:

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2:56

Coding Your Employee-related Expenses

SaaS Metrics School ·

2023/11/25

In episode #133, I address employee expense coding. Since our SaaS P&L is comprised of mostly employee expenses, we must code these correctly. - Wages, taxes, benefits - Where do I code pizza parties? Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community

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2:11

Coding Your Contractor Expense

SaaS Metrics School ·

2023/11/24

In episode #132, I address contractor coding. It’s very common to use a lot of contractors in early stage companies. But we must code these expenses correctly. - Contractor - Coding by department Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here:

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3:18

Behinds Scenes Look at the SaaS Revenue Cycle

SaaS Metrics School ·

2023/11/23

In episode #131, I address the CFO’s utopia of quote to cash. What really happens when we land a customer? - Bookings - Invoicing - Rev rec - Cash collection Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here:

en

2:37

Contract Dates versus Invoice Dates

SaaS Metrics School ·

2023/11/22

In episode #130, I address the world of dates in subscription businesses. Such simple data but often overlooked and not tracked. We need dates to drive correct invoice dates and revenue recognition periods. - Contract dates - Invoice dates - Dates and revenue recognition Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses

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2:32

Is Your Services Backlog in Months Increasing or...

SaaS Metrics School ·

2023/11/21

In episode #129, I address the world of professional services metrics. Backlog in months is an important metrics for our services team. Calculating this number helps us understand the balance between backlog and services capacity. - What is services backlog? - What is backlog in months? - The backlog tradeoffs Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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4:48

Do You Have an FTE Report?

SaaS Metrics School ·

2023/11/20

In episode #128, I address the often-missing FTE report. This is a standard report that should be produced as part of your monthly close process. - What is an FTE? - Where does the data come from? - Importance of headcount coding - Use of the FTE report (documenting historical trends, rev per fte, variance analysis, serves as the headcount base for the forecast) Subscribe to Ben’s SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly

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367 results

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