One SaaS metric we monitor closely is net dollar retention. It compares ARR from a set of subscription customers against the same metric for those subscription customers from the prior year, so it reflects customer renewals, expansion, contraction and churn.……
Read MoreOne of the most important metrics for B2C companies is customer acquisition cost or “CAC”. In order to understand how CAC trends for successful tech companies, we took a look at publicly available data for B2C companies which disclosed CAC.……
Read MoreBefore we get into the meat of this post, first, a quick refresher: a cohort is a group of customers acquired at a particular time; for instance the “January 2018” cohort would be those customers who were acquired in January……
Read MoreContribution margin is one of the most important metrics in SaaS. It’s revenue from a certain set of customers (a cohort) less the cost of acquiring and servicing the customers over time. Customers are generally grouped into annual cohorts – in……
Read MoreBuilding pipeline with SDR’s I read Trish Bertuzzi’s book ‘The Sales Development Playbook’ and it was by far one of the best sales books I’ve read in a while. The book focuses heavily on building pipeline with SDR teams. This is……
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