Run your business like it’s for sale. Run your business as if no one wanted your business. Your hear opinions on all sides about preparing your business for a fundraise or exit. What doesn’t change? You need data and metrics to scale your business. By putting data and metrics in place, you serve two purposes. […]
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AI ARR vs. SaaS ARR: How to Define and Calculate
How do leading SaaS companies define ARR? Especially as AI and usage-based pricing models reshape recurring revenue in SaaS? In this post, I break down how Verint, a CX automation leader, defines both Subscription ARR and AI ARR, and how they model these metrics internally for cash flow, investor reporting, and product strategy. I did […]
Why Legal Readiness Can Make or Break Your SaaS Exit
Achieving a $100 (or pick your number) million SaaS exit isn’t just about revenue milestones or growth rates. Of course, that’s very important. It’s also about the “boring” stuff. You must ensure your business is legally sound and prepared for the rigorous scrutiny of buyers. In a recent webinar, I hosted legal expert Omeed Tabiei. […]
Free Focus on Cash Course
Greetings, I created a free course over the weekend to help those businesses thtat might be facing a cash crunch due to the corona/covid virus. Check out the course here. It’s posted at The SaaS Academy. 350+ have enrolled as of last night. Eleven video lessons ranging from 5 to 10 minutes. Also, if you […]
Simple Sales Efficiency Metrics for SaaS Leaders
I have spent years forecasting software and SaaS company financials. One area of the P&L that receives extra scrutiny from leadership and investors is the sales and marketing area. It’s easy to get lost in a sea of SaaS metrics, but in this post, I’ll focus on a couple easy and popular (meaning important) SaaS […]