GTM
So, you’re missing plan and revenue growth is down. Well, welcome to the club. You’re certainly not alone in these times. In this post, I’ll discuss what you can do about it – specifically, how you can apply some of the ideas I’ve discussed in Kellblog to
Culture
Quick: * How big is the Acme deal? $250K. * What's Joe's forecast for the quarter? $500K * What's the number this year? Duh. $7,500K. Awesome. By the way: $250K what? $500K what? $7,500K what? ARR, ACV, bookings, TCV, new ARR, net new ARR, committed
Metrics
Enterprise SaaS and retailers have more in common than you might think. Let's think about retailers for a minute. Retailers drive growth in two ways: * They open new stores * They increase sales at existing stores Opening new stores is great, but it's an expensive way to
Finance
In this post we’re going to look at the management accounting side of multi-year SaaS deals that grow in value over time. I’ve been asked about this a few times lately, less because people value my accounting knowledge [1] but rather because people are curious about the CAC
Churn
This post won't save your life, or your company. But it might save you a few precious hours at 2:00 AM if you're working on your company's SaaS metrics and can't foot your quarterly and annual churn rates while preparing a
CAC
Financial analysts speak a lot about “billings” in a public SaaS companies, but in private VC-backed SaaS companies, you rarely hear discussion of this metric. In this post, we’ll use a model of a private SaaS company (where we know all the internal metrics), to show how financial analysts
SaaS
The more I hear about SaaS companies talking up big total contract value (TCV) figures, the more I worry about The Tightening, and the more I think we should create a new SaaS metric: TTCV = theoretical total contract value. TTCV = PCV + NPCV Prepaid contract value (PCV) is the prepaid portion