The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 680: The Most Important SaaS Metrics of 2023 with monday.com Co-Founders and SaaStr Founder Jason Lemkin
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Aug 6, 2023 
monday.com’s co-founders and Jason Lemkin dig into the numbers shaping SaaS companies, from CAC and marketing budgets to ARR, retention, and cash flow. They also explore customer segmentation, growth in a tougher market, and the founder decisions that can keep a business on track.
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Balancing CAC, CLTV, and Net Burn
- Measure CAC and CLTV consistently, but also consider net burn.
- Be flexible with attributing free and word-of-mouth marketing efforts to CAC.
Cash Flow Focus
- Traditional SaaS metrics like CAC and LTV don't fully capture cash flow dynamics.
- Consider measuring actual cash in and out to assess marketing spend efficiency.
Balancing Short-Term and Long-Term Marketing
- Avoid overly short-term marketing strategies, especially in mid-market and enterprise SaaS.
- Give marketing teams leeway to invest in activities with longer-term payoffs to build pipeline.