B2B SaaS and Cloud founders, CEOs, and Go-To-Market operating executives share their journey as they scaled their business from $0M ARR to $100M and beyond. The guests share their insights on measurements of success, performance metrics, and benchmarks they use to guide and inform their decision-making and growth journey.Guests include founders and CEOs of amazing success stories such as LinkedIn, DocuSign, Marketo, Gainsight, Salesforce Commerce Cloud, ringDNA, InsightSquared, Cloudera and Gong. Beyond founders and CEOs, we also speak with leading Venture Capitalists, Go-To-Market executives and industry thought leaders who share their experience and insights into customer acquisition, customer retention, and customer expansion best practices.
Eric Mersch is the author of "Hacking SaaS" and a partner at FLG Partners. Eric joined our host, Ray Rike to discuss the details behind the thought process of writing the book and why he segmented it into discrete sections and chapters based upon the following:
- SMB to Mid-Market B2B
- Enterprise B2B
- B2C
- Vertical Industry Solutions
- Horizontal Solutions
During this episode, Eric and Ray will dive into several of the B2B SaaS Metrics that Eric wrote about including:
- Customer Lifetime Value to CAC (CLTV:CAC Ratio)
- Net Revenue Retention (aka Dollar Based Net Retention in the book)
- Gross Churn (aka Gross Revenue Retention - GRR)
- Contribution Margin - why it's important to understand the value of adding more ARR...at a cost
Hacking SaaS is one of the first books written to share the details behind the majority of metrics that make the recurring revenue business model of SaaS and Cloud companies so attractive that Enterprise Values are measured as a multiple of revenues VS profits.
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