Sammy Abdullah

3 hours ago

LTV, CAC, and payback in B2C

The most important metrics for B2C companies are payback period, customer acquisition cost or “CAC”, and life time-value or “LTV”. Payback measures the speed at which you payback customer acquisition costs, CAC is the cost of acquiring the customer, while LTV estimates the profits of the customer over their life…

Venture Capital

5 min read

3 days ago

Measuring customer health in SaaS

In software, there are a few ways to measure the health of the customer base and stickiness of the product. Zuora does a nice job of showing four measures of customer health in their S1. Processed Transaction Volume Zuora’s first measure of the overall health of the business is processed…

Venture Capital

4 min read

5 days ago

First to market means nothing

There are countless examples of ‘first to market’ not being a sustainable competitive advantage. Comparing the 2018 public offering of Spotify to Pandora’s original IPO in 2011 is a major example. …

Venture Capital

3 min read

6 days ago

Building 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 the second post of a few I’m going to share about this book…

Venture Capital

14 min read

Jun 20

Net Dollar Retention Data of 98 co’s

One the most important metrics in SaaS is net dollar retention (“NDR”). It tells you what percent of revenue from current customers you retained from the prior year, after accounting for upgrades, downgrades, and churn. …

Software

3 min read

Jun 15

Managing your SDR team

Trish Bertuzzi’s book ‘The Sales Development Playbook’ is 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 the first post of a few I’m going to share about this book: there was so much…

Venture Capital

6 min read

Jun 14

Q2 SaaS multiples have collapsed

SaaS valuations have officially collapsed. We’re back to pre-2016 levels. Of the 123 SaaS companies we follow, the average public SaaS business is trading at 7.5x revenue while the median is 6.3x. Multiples for SaaS companies growing above the median of 25% are better: 8.4x on average and 7.9x on…

Venture Capital

3 min read

Jun 13

VC with the most SaaS IPOs

Below is a list of the VC with the most SaaS IPOs in the past 3 years.

Venture Capital

2 min read

Jun 9

SaaS AE data and management

Every year The Bridge Group puts together a survey of software sales teams. The latest survey includes data from 253 B2B SaaS companies with median ARR of $22mm and median ACV of $38k. The report is well worth the read and available at their site (bridgegroupinc.com). …

Venture Capital

4 min read

Jun 8

SDR Data and Management

We got another great survey from Bridge Group which looks at the SDR teams of 406 B2B businesses. The survey is dominated by SaaS companies, and while it’s well worth the read, our favorite findings are below: The goal should be to fill calendars. Some SDR teams focus on setting…

Startup

5 min read