SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive Leaders

Discover insights from recent benchmarks on B2B marketing budgets and productivity. Learn how marketing spend as a percentage of revenue varies across company sizes and affects growth rates. Explore the contrasts between product-led and sales-led growth strategies in budget allocation. The importance of metrics is emphasized, with recommendations for assessing effectiveness through pipeline coverage and efficiency. Finally, understand how historical data can aid in strategic marketing planning and goal setting.

Dive into the world of B2B SaaS metrics as experts explore the crucial Cost per Opportunity and Pipe to Spend ratios. Discover how these metrics help evaluate pipeline generation efficiency and the return on marketing investments. The discussion highlights the importance of accurate sales pipeline data and its role in enhancing decision-making. Additional insights into pipeline conversion and the differences between pipeline coverage versus generation metrics provide valuable knowledge for anyone involved in demand generation and budget management.

Dive into the world of B2B SaaS as the hosts dissect the critical need for harmony between marketing and sales teams. Discover what true alignment looks like and the pitfalls of misalignment through engaging analogies. The conversation reveals top strategies for achieving collaboration that enhances performance and customer acquisition. They also explore the importance of shared goals, effective communication, and metrics like Customer Acquisition Cost, all pivotal for driving growth and improving revenue efficiency.

The conversation dives into the crucial alignment between finance and go-to-market strategies in SaaS. Real-life stories highlight the pitfalls of misalignment, adding a dash of humor to serious insights. The hosts explore how to rekindle strategic planning and emphasize the importance of genuine agreement on metrics. They also discuss shifting revenue metrics and the complexities of forecasting in usage-based pricing models, providing valuable perspectives for B2B SaaS leaders.

Stock-based Compensation (SBC) has been a hallmark of the SaaS and Cloud industry since the early days. Stock Options, Restricted Stock Units, Strike Price, and vesting periods continue to be a key discussion point for potential hires. Today's episode covers how Stock-based compensation impacts Operating Expenses on the Income Statement...and how SBC can impact SaaS metrics.Dave "CAC" Kellogg and Ray "Growth" Rike dive into the details of Stock-Based Compensation in today's episode including:What is Stock-Based Compensation (SBC)How does a company pay/account for SBCWhat kind of expense is Stock-Based CompensationWhere does SBC show up on an Income StatementHow can SBC impact SaaS metricsStock-Based Compensation can be a very complex and nuanced topic, but if you are a SaaS executive, a SaaS employee with stock options, or a SaaS company investor, this conversation and episode is full of detailed insights.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

B2B SaaS Benchmark reports are popping up like mushrooms - but how do you know if the benchmark report is good, contains valuable insights and how to use the benchmarks to inform your own objectives and SaaS metrics goals? Dave "CAC" Kellogg and Ray "Growth" Rike take on a topic that is near and dear to their hearts and discuss several key factors that are a tell for a good benchmark report including:Top things to consider when reading a benchmark reportAttributes of a good benchmark reportAttributes of a "not so good" benchmark reportBenchmark utilization best practicesGood Benchmark reports to reviewIf you read benchmark reports and use them in helping to establish goals and objectives in your B2B SaaS company - this episode is a must listen!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Ideal Customer Profile (ICP) is a term commonly used across the SaaS industry - but what does it really mean, how can a company effectively build a customer acquisition strategy around it and what METRICS can be used to determine a company's ICP and then measure if it really is the best target customer segment?During this week's episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss the following ICP elements to understand, execute and measure the ROI on the "Ideal Customer Profile":What variables are used to determine the ICPHow to measure the relevant fit of a prospect to the ICPHow to measure if the identified "ICP" is the best target customer segment(s)What metrics can be added to the traditional ICP criteria to enhance the targeting strategyAs always - CAC and Growth introduce a new pairing and an attempt at humor throughout the episode 😱See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Net Customer Base Expansion = (Expansion ARR - Churned ARR) which helps SaaS companies to understand how the existing customer base is impacting ARR growth excluding the impact of new logo customer ARR. Why not just use Net Revenue Retention? CAC and Growth dive deep into this SaaS metric including:Calculation formula for Net Customer Base Expansion (NCBE)How is NCBE different from Net Revenue Retention (NRR)What is CAC's definition of lazy NRRCohort vs Segment Calculations - what is the differenceWhat is a good Net Customer Base Expansion RateWhen and where does the Net Customer Base Expansion provide the most valueIf you are responsible for impacting how ARR grows at existing customers in a B2B SaaS company - this episode may provides some new insights and maybe a new metric to add to your SaaS Metrics glossary!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

B2B SaaS Pricing models have evolved over the past few years with 67% of SaaS companies now saying they have introduced at least one element of Usage-Based Pricing. Though this benchmark does not tell the whole story of pricing, as the primary pricing model is still based upon a subscription fee per user or a subscription fee per user + a Usage-Based or Value-Based pricing variable.During this episode, CAC and Growth cover a wide range of current pricing trends and benchmarks including:Subscription vs Usage vs Value vs Hybrid pricing model adoptionAdoption of AI and the associated pricing strategiesImpact on Growth Rates based upon pricing model usedUtilization of "Usage CAPS" and how they are chargedTreatment of Usage-Based Revenue when calculating ARRIf you are a student of the SaaS industry, and/or are evaluating if your current pricing model is optimized for your customers and your company's financial performance - this episode is chalked full of unique insights and thought-provoking commentary from Dave "CAC" Kellogg and Ray "Growth" RikeSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Discover the intriguing dynamics of the Sales/Marketing Expense Ratio in B2B SaaS. Learn why the right balance between sales and marketing is essential for success. Find out what a 2:1 ratio signifies and how it affects growth and customer acquisition costs. The hosts discuss public and private company trends, along with key metrics like CAC. They also emphasize the importance of collaboration between sales and marketing leaders for optimizing budget allocations. Get ready for insightful strategies to enhance financial health and drive business growth!