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SaaS Metrics School — 380 episodes
The Latest GRR Benchmarks
Why AI ARR Alone No Longer Lifts Your Software Valuation
Here's What Separates the 9 Public SaaS Companies that Trade Above 10x
12 Steps to Creating an Outcome-based Pricing Plan
5 Takeaways for CFOs from the 2026 AI Pricing Report
Your AI Subscription Pricing Is Losing Money on the Customers You Care About Most
4 SaaS P&L Metrics That Break When You Kill Per-Seat Pricing
Per-Seat Pricing Is Dying: What the Shift to Usage-Based SaaS Means for Your Margins
The Two SaaStr Annual Slides Every SaaS Operator Needs to See Today
2 AI Metrics Every SaaS CFO Should Track Today
What Belongs in AI COGS? The Financial Framework SaaS Companies Are Scrambling to Build
How Claude Opus 4.7's New Tokenizer Quietly Raised Your AI Bill by Up to 35%
Why Token Usage Tells You Almost Nothing About Your AI Product's Real Value
Salesforce Invented a New KPI on an Earnings Call — Here's Why You Should Too
Should You Price on Outcomes? What HubSpot's $0.50 Bet Means for Your SaaS Revenue Model
AI Inference Costs Are Crushing SaaS Gross Margins — Here's What to Do About It
How to Track Digital Labor in Your SaaS P&L
Where Tech Funding Is Flowing in 1Q26: AI Infrastructure, Vertical SaaS, and Enterprise Wins
Why Feeding Raw Data to AI Is Killing Your FP&A Accuracy
The SaaSpocalypse Is Overblown: 4 Reasons Your SaaS Company Isn't Dead Yet
3 Ways AI Could Kill Traditional SaaS
CFOs We are Implementing AI Backwards
What Started the SaaSpocalypse?
Here's Why AI is Not Killing SaaS
Top FP&A Solutions Used by Software Companies
Top Invoicing Solutions Used by Software Companies
Top Accounting Solutions Used by Software Companies
Moving Beyond Spreadsheets to Calculate Your SaaS Metrics
Stripe, MRR, and the Retention Metrics Nobody Warned You About
The Difference Between Bookings, Invoices, and Revenue
Can You Actually Prove the ROI of Customer Success?
The Pitfalls of Using Your CRM to Report Official ARR Numbers
Why a Perfect SaaS P&L Can Still Hide Serious Problems
The Hidden Complexity Behind ARR Disclosures
Common ARR Disclosure Mistakes And How to Avoid Them
Why ARR Is So Often Misstated: 5 Questions to Get It Right
How Public Tech Companies Are Categorizing ARR
Demystifying SaaS Revenue: A Hierarchy for Predictability & Valuation
Where is Your Cost of ARR Trending This Year?
The ROSE Metric is Your Key to Durable Growth in 2026
CFO Confidence at a 4 Year High
Change of Control Provisions in Customer Contracts Can Kill Your Exit
How to Call BS on Your 2026 Sales and Marketing Budget
Demystifying SaaS Revenue: A Hierarchy for Predictability & Valuation
My Top 3 Go-to-market Efficiency Metrics You Should Track
Should Your Customer Success Team Count Towards CAC?
How Leading Public Tech Companies Report AI Value Creation
Should Expansion Revenue Be Included or Excluded From LTV
Why Your Low Margin AI Company Must Be 6x Larger Than SaaS Peers
The Real Economics of SaaS versus AI Companies
Don't Forget to Allocate Your CAC
Do You Know the Difference Between SaaS Math and AI Math?
When Should Founders Fire Themselves as the CFO?
The Dirty Secrets Behind SaaS Gross Margins
Legal Readiness Can Make or Break Your SaaS Exit
Are SaaS Metrics Really Dead?
Your Implementation Team Could Be Killing Your Gross Profit Margin
Should Your Implementation Team Be Coded to COGS or OpEX?
Essential SaaS Metrics for a Series A Raise
Is LTV Flawed with Multi-year Contracts?
Aggregate Metrics Are Dangerous to Your SaaS Health
How Does Net Revenue Retention Impact Your Valuation?
Gaps in Your MRR Schedule Wreak Havoc on Retention
Great SaaS FP&A Requires These 4 Data Sources
Renewal Rate vs. Retention: What SaaS Leaders Must Know
Defining AI ARR to Your Board and Investors
Top Financial Metrics Tracked by Usage-based Companies
5 Metrics Every SaaS Leader Must Master
Oracle Stock Jumps Over 30% Based On This One Metric
SaaS COGS Explained: Get Gross Profit Right
Understanding the SaaS Magic Number — Benchmarks, Nuances & Investor Insights
7 Metrics a Strategic Acquirer Wants to See in Your SaaS Business
Customer Concentration Risk Will Kill Your Fundraise or Exit
What Gross Margin Should I Use in CAC Payback Period
Are AI Companies Out Funding Pure-Play SaaS?
Top SaaS Metrics When Scaling to $1M ARR
The Top 3 SaaS Metrics That Drive Your SaaS Valuation
How to Code Executive Expenses in Your SaaS P&L for Accurate Metrics
How to Align ARR Growth with Sales & Marketing Spend
Is Revenue Recognition Messing Up Your Retention Numbers?
RPO Explained: The Overlooked SaaS Metric That Signals Growth
How SaaS Companies Turn Usage Revenue into ARR
Want a Private Equity Exit? Start Tracking This Metric
How to Handle Reactivation MRR in GRR vs NRR
This Public Company Restated Its Headline ARR Number
Benchmarking Your CAC Payback: How Do You Compare to Top SaaS Performers?
Adapting CAC Payback Period for Usage-Based SaaS Models
CARR Is the New ARR? A SaaS Operator's Guide to This Hot Metric
Should You Target 80% Gross Profit in SaaS? Let’s Break It Down
How Much Should You Invest in Sales and Marketing This Year?
61% R&D Spend?! What SaaS Benchmarks Reveal by Revenue Size
What Top SaaS Performers Spend to Acquire a Dollar of ARR
Don't Make this LTV Mistake
What Is Subscription ARR? 3 Common Definitions Explained for SaaS Operators
Why SaaS Metrics Break Without Proper MRR Layering
What’s a Healthy G&A Budget for SaaS? Benchmarks by ARR Stage
How Verint Defines AI ARR and Why You Need to Know This
Can a Properly Formatted SaaS P&L Increase Your Valuation Multiple?
Are Public Tech Companies Defining ARR?
The Top 3 Metrics to Determine if You Have a Scaling Problem
Growing vs. Scaling? You Must Know the Difference
What Metrics to Track from 5 to 10M ARR
What Metrics to Track from 3 to 5M ARR
What Metrics to Track from 1 to 3M ARR
What Metrics to Track from 0 to 1M ARR
You Must Define Your Type of Variable Revenue
Can the Large Software Incumbents Survive the Agentic AI Competitive Threat?
Don’t Believe the $5M ARR per Employee Hype
Founders Please Close Your Books On Time
Billing Pauses Wreak Havoc on Your Revenue Retention
Cohort Retention is NOT the Only Retention Method
Am I a Software Co with Hardware or Hardware Co with Software?
Should Rev Ops Report to the CRO or CFO?
What is the Purpose of an MRR Schedule and Why You Should Care
Should I Count Payment Processing Revenue as ARR
How to Calculate Services Backlog in Months
The Difference Between Booking Date and Revenue Start Date
How to Build Your Metrics Foundation in 2025
How to Size Your R&D Budget for Next Year
You Can’t Scale without Bookings Data
When Should Your Hire a Fractional SaaS CFO?
Your SaaS Metrics Playbook for 2025
How Much Are SaaS Companies Raising in Series C and D Rounds?
How Much Are SaaS Companies Raising in Series A and B Rounds?
How Much Capital Should You Ask for in a Pre-seed and Seed Round?
How to Size Your Sales and Marketing Budget for Next Year
Onboarding is NOT a Sales Cost
My Top 4 Professional Services Metrics – Services Margins
My Top 4 Professional Services Metrics – Billable Utilization
My Top 4 Professional Services Metrics – Services Backlog in Months
My Top 4 Professional Services Metrics – Services Backlog
My Top 4 Professional Services Metrics
How Do We Handle Churn When Customers Hit Pause
Tracking GRR with a V1 to V2 Product Migration
My Top 4 Sales and Marketing Efficiency Metrics You Should Be Measuring
12 Top SaaS Metrics Every CEO Should Measure for Sustainable Growth
How to Measure Your GTM ROI on Tradeshows
Should I Offer 15% Discounts for Annual Subscriptions?
How Should I Report ARR Bookings in a Multiyear Contract?
Should I Use CARR or MRR or Exit ARR in My Reporting?
Can Your SaaS Beat the $1.50 Labor Efficiency Test?
What’s the Impact of This Customer Downgrade Scenario?
Don’t Make This Top Mistake in MRR Due Diligence
My Top Critiques of Your 3 to 5 Year Forecast
These Are the Top Billing Solutions in SaaS
How to Calculate Retention with Both Perpetual Licenses and SaaS
These Are the Top Rev Rec Solutions in SaaS
You Need a Forecast Model for a Series A and B Raise
The Metrics that Matter to Investors
How to Handle Resellers and End Users in Your CRM and Metrics
The Big Assumption You’re Overlooking in Your CAC
Can You Pass This Real Go-to-market SaaS Metrics Quiz
Should I Invoice Out of My CRM or Accounting Software
Your Sales Team Does NOT Own Billing and Collections
What is a Good Revenue Churn Rate
What is a Good Customer Churn Rate
Don’t Exit Without Preparing These 4 Key Finance Data Sources
The Canary in the Coal Mine Subscription Metric
What Churn Metric Do I Use in LTV
Should I Code Wages and Benefits to COGS
Where Do I Code Tradeshow Expenses
9 Legal Strategies for a $100M Exit – Tactics 7 to 9
9 Legal Strategies for a $100M Exit – Tactics 4 to 6
9 Legal Strategies for a $100M Exit – Tactics 1 to 3
Ignore Your Accounting Pay the Price Later
I’m Struggling with Your Bookings Data
What to Do When Your Accounts Receivable and Aging Are Out of Control
How Late is Late for a Late Payment?
Not All CARR is Created Equally
Your Accounting Team Needs a Close Calendar Checklist
Parent Child Relationships Can Cause a Big Metrics Mess
Founder / Investor Fit is Critical for Fundraising Success
Is LTV to CAC Dead as a Metric?
How Do We Track Retention When We Offer Multi-year Contracts
I Rarely See This Metric Tracked in SaaS Companies
How to Tackle Your Retention Problem
Do Your VC’s Not Care Anymore?
Improving Your DSO and Cash Flow
Do I Really Have to Code All Expenses to a Department?
How to Segment Your CAC
The Ultimate SaaS Metrics Checklist for Your Business
My ARR when Switching from Long-term Contracts to Consumption Model
You Are Less Than 2M ARR and Want to Exit
Your MRR Schedule is Worth its Weight in Gold
The Foundation of CAC Part 4
The Foundation of CAC Part 3
The Foundation of CAC Part 2
The Foundation of CAC Part 1
What SaaS Metrics Are Relevant When Passing $10M ARR?
What Metrics and Data Do Acquirors Want to See ASAP?
Do I Really Need to Use SaaS Metrics Benchmarks?
How Do I Count Reactivation MRR in My Metrics
Calculating CAC When You Have SLG and PLG Motions
Don’t Do This When Allocating Your CAC Expense
Can CAC Be Calculated Per Product Line?
Should We Include Customer Success Cost in Our CAC?
Sales Cycle Impact on S&M Efficiency Metrics
Bookings Data is Finance Data Source 1
Contracted MRR vs P&L MRR
Please Code Your Expenses to the Department Level
Founders You Must Be Profitable on Your Services Revenue
How Do I Calculate Retention if I Have Consumption Revenue?
How I Use the Rule of 40 When You Are Less Than 10M ARR
Pass 90% of Your SaaS Peers with These 4 Finance Steps
How I Assess the Setup of Your SaaS P&L
Where Does Customer Success Expense Belong on Your SaaS P&L
Does Expansion MRR or ARR Include Renewals?
What is the Impact of Gross Revenue Retention on Valuation?
What Revenue Streams Should Be Included in Our MRR Schedule?
What is the Source of Truth for Bookings Data?
Can We Treat One-time Purchases as Variable Revenue?
If You Can’t Close Your Books Timely This is What Happens
4 Mistakes When SaaSifying Your Accounting Foundation
I’m Running Financially Blind and I Don’t Know What to Do
Who Should Track Time In Your SaaS Company
This is the Tech Being Used in SaaS Companies
Don’t Comingle Your Revenue Streams
The Big Bucket of Expenses and Running Financially Blind
The Advisors You Need When Selling Your Company
I Need at Least 3 Months to Prep Your Metrics for Due Diligence
VC Fundable Growth Rates
How to Handle Unknown Churn in Your Reporting
The Ultimate SaaS CFO KPI Checklist
You Need Bookings Alignment with Your Forecast
Do I Need an “Operational” CFO for My Company?
5 Drivers of SaaS Valuations per ICONIQ
Trends in Revenue per FTE According to ICONIQ and Lemkin
Bookings Data is one of the Biggest SaaS Data Mistakes
How to Unbundle Your COGS Expenses for Greater Margin Clarity
Do I Really Need to Track Revenue on Daily Basis?
Is Your First Quarter ARR Number Already Baked?
You’ve Got to Hit Your Q1 Budget Number
$1M or $100M ARR the Foundation of CAC is Still the Same
What is the Difference Between Retention Rates and Renewal Rates?
When Do I Count a Customer Cancellation?
Is It Correct to Allocate Engineering Expense to COGS
How to Track Pilot or Proof of Concept (POC) Revenue and Bookings
How to Calculate Your Expansion ARR Target Based on Retention Targets
Should I Be Worried if I Have a 60% Gross Profit?
Revenue per FTE Trends for Public Companies per Meritech Capital
Net Revenue Retention Trends for Public Companies per Meritech Capital
The Key to Scaling is Your Org Efficiency and the ROSE Metric
Only 0.4% of SaaS Companies Pass 10M ARR per SaaStock
A Common Financial Trait of EBITDA Positive SaaS Companies
ACV versus ARPA When Segmenting Your Customer Base
Implement an Internal Discounting Policy for Better Pricing Controls
Is My SaaS Company at a 3x or 10x ARR Valuation?
Coding Your Employee-related Expenses
Coding Your Contractor Expense
Behinds Scenes Look at the SaaS Revenue Cycle
Contract Dates versus Invoice Dates
Is Your Services Backlog in Months Increasing or Decreasing?
Do You Have an FTE Report?
I’m Passing 5M in ARR What S&M Efficiency Metrics Should I Calculate?
Do I Need Cohort Analysis for My Revenue Streams?
73% of Your SaaS Peers Raised Their Prices in 2023
The 4 Pure Play SaaS COGS Departments
The 6 Possible Revenue Categories on Your SaaS P&L
Can You Really Define ARR?
Make Sure You Code Software Expenses Correctly
What ARR Number Should We Use in ARR Multiples?
What is CARR and Why Do I Care?
How to Calculate the Cost of Expansion ARR
Are You Tracking the Billable Utilization of Your Services Team?
Track Your Professional Services Backlog Number
What is Professional Services?
Do You Have Balance Between CAC Payback and Retention?
The Perfect Storm for Cash Burn
What Should Be Included in Your Dev Ops Expenses?
Human Powered vs Product Powered Revenue | You Gotta Get This Right
Top 5 Accounting Software for SaaS Companies
Levers to Pull in Sales Compensation Planning
Should Downgrades Count Against My Booked ARR?
Am I Ready for Debt Financing to Fuel Growth?
I’ve Got My SaaS P&L Set Up | What’s Next?
High Growth High Confusion
Mind the Gap in Your Renewal Dates
Code Your Consultants and Contractors Separately
What’s Lurking in Your G&A Expenses?
How Do I Handle Spikes in Sales and Marketing Expenses
How Do I Start Implementing SaaS Metrics?
How to Really Determine What Should Be in COGS
Do You Include Sales Operations in S&M Expenses?
What Churn % Should I Use for LTV
CAC Calculation and Multiple GTM Strategies
These are the 4 Source Data Inputs for SaaS Metrics
Have You Heard of the Dollar-based CAC Payback Period?
What Metrics Should I Measure as I move from $2M ARR to $4M ARR
What Should I Include in My Sales and Marketing Expenses?
How Much Should I Spend in S&M as a Percentage of Revenue?
How Much Should I Spend in G&A as a Percentage of Revenue?
How Much Should I Spend in R&D as a Percentage of Revenue?
What is the Ideal Revenue Mix for a Pure-play SaaS Valuation?
What Advisors Do I Need as a First-time SaaS Founder?
How Do We Count Expansion in Our Bookings Report and CRM?
What Month Do I Count Churn?
Should I Track ARR or TCV with Multi-year Contracts?
Be Careful with Your Coding of Reseller Revenue
Should Price Increases Be Counted as Expansion?
Are Onboarding Expenses a COGS or Sales Cost?
Should I Code Bonuses to COGS or OpEx?
When Should I Implement the Rule of 40 Metric?
What’s the Difference Between Tech Support and Customer Success
Don’t Record Discounts Separately from Your Subscription Revenue
Where Do I Code Platform Fees
Make Sure You Understand and Define What a Customer Means
When Do You Need a Fractional CFO?
Your CPA and Bookkeeper Need to Break Up
How to Run Retention Analysis When You Have Two Revenue Streams
How Do You Measure MRR When It’s Usage with No Minimums?
What is Managed Services?
When Does a Renewal Become a Booking?
How Do We Track Usage that Exceeds Pricing Tiers?
What Month Do We Report a Churn?
What is the Difference Between a Cross-sell and an Upsell?
How Do You Measure Bookings with Multi-year Contracts?
How to Benchmark Your SaaS Business
Timing Mismatch Between Bookings Date and CAC
Usage-based Revenue and Your COGS Setup
Never Multiply by 12 to Annualize Your Retention Numbers
Net Revenue Retention is a Must-have Metric
You Must Calculate Your Gross Revenue Retention
Your P&L is Wrong If You Are Reporting > 10M ARR and 90% Gross Margin
Finally SaaS Metrics Pillar 5 Focuses on Efficiency and ROI
SaaS Metrics Pillar 4 Focuses on Your Financial Profile
SaaS Metrics Pillar 3 Focuses on Your Gross Margin Profile
SaaS Metrics Pillar 2 Focuses on Retaining Your Customers
SaaS Metrics Pillar 1 is the First Stop on Your Metrics Journey
Is Your SaaS Company Valued on One Metric or Many?
Two Methods to Run Retention Analysis
What is Cohort Analysis?
Klaviyo’s Gross Profit Performance and OpEx Profile at Scale
Klaviyo’s Net Revenue Retention Formula and Performance
Klaviyo Filed Their S-1 and Gross Revenue Retention Formula
What is Churn in SaaS?
TCV vs ACV vs ARR
One of the Biggest SaaS Data Mistakes
How to Call BS on a Bookings Forecast
Your SaaS P&L is Wrong
What is the R&D Index?
What is the R&D Payback Ratio?
How Should I Track COGS With Usage-based Revenue
What is Your SaaS OpEx Profile?
These Are the Top 3 SaaS Metrics Said Every Blog Post and Webinar Ever
The Right Metrics for the Right Stage of Your Business
What Do You Mean by a Gross Margin Adjusted CAC Payback?
ARPA | The Forgotten SaaS Metric
What is The Proper Close Date for a Software Booking
Why CAC Is Like Debt
System Reboot: Your ARR Has Been Corrupted
Does Usage-based Revenue Count as a Booking?
A Renewal is Not a Booking or Is It?
Do Price Changes Count as a Software Booking?
What is the Difference Between an Upsell and a Cross-sell?
If I Offer Self-service SaaS Do I Still Track Bookings?
What is a Software Booking?
The Advanced Lifetime Value Formula and Its Dangers
LTV is NOT a Standalone Metric
Should I Use LTV If I Target High ACV Customers?
LTV is a Point in Time Metric
What is Customer Lifetime Value
Don’t Forget Sales Cycle Length in Your S&M Metrics
Why is Department Coding So Important?
What Is This Chart of Accounts That I Hear About?
Why Is the Rule of 40 Back in Style?
Have You Adjusted Your Sales and Marketing Efficiency Metrics for Variable Revenue?
What Time Period Should I Measure for Revenue Retention?
Do You Know Your Margins by Revenue Stream?
How to Correctly Calculate Your Overall Gross Margin
COGS vs. OpEx | Why Is This SO Important?
Should Customer Success Be Coded to COGS or OpEx or Both?
Your SaaS Cost of Goods Sold (COGS) Is Probably Wrong
Are You Tracking Your Renewal Rate?
Your MRR Schedule Could Cost You Millions in Valuation
What’s the Difference Between Forecasting, Planning, and Budgeting?
Should I Segment My SaaS Metrics?
CAC Payback Period | One of My Favorite Metrics
What Does CAC Mean
You Need to Allocate Your Sales and Marketing Expenses Between New and Expansion
What is the Cost of ARR