In SaaS, metrics aren’t just numbers on a dashboard. They tell the story of your company’s health, scalability, and valuation potential. At some point, your story must be supported by numbers and metrics. Let’s find out what metrics you need to showcase in a Series A funding round. When I talk to scaling founders, I […]
6 Metrics Buyers Ask For Before They Buy Your SaaS
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. […]
Top Financial Metrics Tracked by Usage-based Companies
I’ve been poring through public financial documents looking for ARR definitions and calculations. I could not find one pure-play usage company that defines ARR. If these companies don’t define ARR, what metrics do they track? In this post, I’ll walk you through the top financial metrics that usage-based companies track and disclose, why those metrics […]
How to Define and Calculate ARR
Defining and calculating ARR is a hot topic. I have been talking to a lot of SaaS founders and finance leaders about how to properly calculate annual recurring revenue. Not too easy with today’s pricing and business models. The shift in pricing models (usage, consumption, outcome-based) has made the lives of tech CFO’s more difficult. […]
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 […]
The Power 3 SaaS Metrics That Predict If You’ll Scale or Stall
Scaling a SaaS business sounds great—more logos, more revenue, better valuation. But there are three metrics that will determine if you have the potential to scale and if you are scaling versus growing. These aren’t vanity metrics. You are swimming upstream if these metrics are not improving. Looking for a path to profitability? Start calculating […]
Mastering ASC 606: SaaS Revenue Recognition Essentials for Finance Leaders
If you work in SaaS finance, you can’t get away from ASC606 and revenue recognition. Understanding ASC 606 is essential for SaaS finance professionals—whether you’re a CFO, controller, FP&A analyst, or accountant. In a recent No Fluff webinar, I hosted revenue recognition expert Jill Hauck. We dove into practical applications of ASC 606 for SaaS […]
The SaaS Revenue Hierarchy: Why Defining Your Revenue Streams Matter
One of the most critical aspects of SaaS financial management is having clear and distinct revenue streams. A well-structured SaaS P&L provides fundamental data for analyzing margins, operational efficiency, and business health. However, many SaaS companies do a poor job of clearly defining their revenue streams. This has major impacts on how you manage your […]
Software M&A Trends for 2025: Insights from GLC Advisors
The high-flying times of 2021 are over, but it doesn’t mean you can’t be successful in software M&A. If you have a SaaS business performing well financially, you can still get funded and/or exit for nice ARR multiples. I recently sat down with Jim Williams, Managing Director at GLC Advisors, to discuss the current state […]
How to Create a Sales Compensation Plan for SaaS
Sales compensation plans play a critical role in the success and scaling of SaaS companies. The transition from founder-led sales to scalable, team-driven sales models can be challenging. The transition can stop companies from hitting the next level of ARR. Higher ARR, higher valuation. A well-designed sales compensation plan motivates teams, aligns with corporate objectives, […]