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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

3:56

Am I Ready for Debt Financing to Fuel Growth?

SaaS Metrics School ·

2023/10/28

In episode #108, I address debt financing as a source of growth capital. Debt financing for SaaS companies is a hot space right now. We must assess first if we can absorb the payment schedule. - Step 1 – do you have your finances in order? - Step 2 – what are the basic terms of the debt? - Step 3 – can our cash flows support the payment schedule? - Step 4 - Cost of ARR Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS

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3:34

I’ve Got My SaaS P&L Set Up | What’s Next?

SaaS Metrics School ·

2023/10/27

In episode #106, I address early stage financial infrastructure. I was just talking to a SaaS founder who spent some consulting money to properly configure QBO. What’s next? - The progression in data - 4 key sources of data Subscribe to Ben’s daily 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

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3:28

High Growth High Confusion

SaaS Metrics School ·

2023/10/26

In episode #105, I address growing pains. If you are experiencing high growth, don’t let your financial infrastructure lapse. High growth can cause financial confusion if we don’t have our numbers set up properly. - Focus on SaaS COGS - Who really does what in your SaaS company Subscribe to Ben’s daily 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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4:17

Mind the Gap in Your Renewal Dates

SaaS Metrics School ·

2023/10/25

In episode #104, I address a common issue that wreaks havoc on your MRR schedule. And it will create pain for you in due diligence and retention reporting. - What is an anniversary date? - Gaps in your customer MRR schedule - Impact on retention and due diligence - MRR schedule resources (https://www.thesaasacademy.com/offers/zz3ZR2WL/checkout) Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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3:36

Code Your Consultants and Contractors Separately

SaaS Metrics School ·

2023/10/24

In episode #103, I address consultant and contractor coding. It’s important to get this right in your chart of accounts. SaaS companies often supplement staffing with full or part-time contractors. For efficiency purposes, we need to treat this expense just like employees. Always consult with your HR professional on your labor classifications. That's a whole separate subject. - What are consultants - What are contractors - How to code on your SaaS P&L - ROSE Metric

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3:31

What’s Lurking in Your G&A Expenses?

SaaS Metrics School ·

2023/10/23

In episode #102, I address a common dumping ground for expenses, your G&A cost center. There are many activities and roles within G&A. We must manage it like any area in our business. - What is G&A? - What sub-departments are located in G&A? - What’s a good spend target for G&A? - Should I allocate shared services? Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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2:28

How Do I Handle Spikes in Sales and Marketing Expenses

SaaS Metrics School ·

2023/10/22

In episode #101, I address a common student question in my SaaS metrics course. We may have large spikes in S&M expenses due to events, conferences, or maybe, a major consulting project. - Should we ever exclude expenses? - How should I calculate S&M metrics with spikes in expense Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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3:06

How Do I Start Implementing SaaS Metrics?

SaaS Metrics School ·

2023/10/21

In episode #100, I thought it would be appropriate to address SaaS metrics at a high level. Where do I start with metrics? - Right metrics for the right stage of your business - Use my 5 Pillar SaaS Metris Framework (https://www.thesaascfo.com/downloads/five-pillar-metrics-framework/) - 4 key data sources for SaaS metrics Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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3:54

How to Really Determine What Should Be in COGS

SaaS Metrics School ·

2023/10/20

In episode #99, I address a very common question in SaaS finance. What should be included in COGS? It’s so important to get this right. If you don’t, you will mismanage your business. - Pure-play SaaS COGS departments - COGS dictated by your revenue streams - My test to determine COGS functions Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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2:16

Do You Include Sales Operations in S&M Expenses?

SaaS Metrics School ·

2023/10/19

In episode #98, I address the major functions that we see in Sales. Should these be coded to Sales or somewhere else? - Fully-burdened expenses - Common expenses in sales and marketing Subscribe to Ben’s daily 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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3:08

What Churn % Should I Use for LTV

SaaS Metrics School ·

2023/10/18

In episode #97, I address churn and LTV. We think SaaS metrics are completely objective, but it is very easy to influence the result of a metrics calculation. Period of measurement is major factor in SaaS metrics calculations. - What churn number should we use? - What time period represents our churn? - LTV is a point-in-time metric! Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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2:52

CAC Calculation and Multiple GTM Strategies

SaaS Metrics School ·

2023/10/17

In episode #96, I address our core CAC calculation when we have different product lines and different go-to-market (GTM) strategies. We can’t blend these together when calculating customer acquisition costs. - What is CAC? - What is GTM - How do I calculate CAC? Subscribe to Ben’s daily 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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3:17

These are the 4 Source Data Inputs for SaaS Metrics

SaaS Metrics School ·

2023/10/16

In episode #95, I address the major data source we need to calculate the complete SaaS metrics picture. It’s important to have clean and repeatable data that we can pull every month. - CRM / MRR schedule - Financial data - HRIS data - Operational/Revenue data Subscribe to Ben’s daily 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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3:17

Have You Heard of the Dollar-based CAC Payback Period?

SaaS Metrics School ·

2023/10/15

In episode #94, I address a variation of the traditional CAC Payback Period. This is a great supplement to your traditional SaaS metrics. - What is CAC Payback Period? - What is Dollar-based CAC Payback - When should I use these? Subscribe to Ben’s daily 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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2:43

What Metrics Should I Measure as I move from $2M ARR...

SaaS Metrics School ·

2023/10/14

In episode #93, I address a student question from my live SaaS metrics foundation course. This is a great question and one that must be answered by all SaaS companies as they scale. - First, let’s understand your financial profile - Let’s review my 5 Pillar SaaS Metrics Framework (https://www.thesaascfo.com/downloads/five-pillar-metrics-framework/) - Right metrics at the right stage Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribeSubscribe to

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2:31

What Should I Include in My Sales and Marketing...

SaaS Metrics School ·

2023/10/13

In episode #92, I address a student question from my SaaS metrics foundation course. It actually caught me off guard, because I talk a lot about fully-burdened cost centers. We can’t forget the foundational components. - Full-burdened expenses - Split Sales from Marketing Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribeSubscribe to Ben’s SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-pageSaaS Metrics courses

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3:14

How Much Should I Spend in S&M as a Percentage of...

SaaS Metrics School ·

2023/10/12

In episode #91, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in sales and marketing. We expect efficiency over time in our OpEx area. - What is OpEx? - What are the S&M benchmarks? - Careful with this benchmark - Benchmarkit.ai is your source for benchmarks Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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2:32

How Much Should I Spend in G&A as a Percentage of...

SaaS Metrics School ·

2023/10/11

In episode #90, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in G&A. We expect efficiency over time in our OpEx area. - What is OpEx? - What are the G&A benchmarks? - Benchmarkit.ai is your source for benchmarks Subscribe to Ben’s daily 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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3:12

How Much Should I Spend in R&D as a Percentage of...

SaaS Metrics School ·

2023/10/10

In episode #89, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in R&D. We expect efficiency over time in our OpEx area. - What is OpEx? - What are the R&D benchmarks? - Benchmarkit.ai is your source for benchmarks Subscribe to Ben’s daily 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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3:24

What is the Ideal Revenue Mix for a Pure-play SaaS...

SaaS Metrics School ·

2023/10/09

In episode #88, I address revenue mix and one-time revenue when considering SaaS valuations. It your product requires professional services for customer onboarding, we must be aware of our current revenue mix and how that mix will play out in the future. - Revenue mix - Professional services - PS revenue mix over time - SaaS valuations Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS monthly newsletter:

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