The Metrics Brothers (fka SaaS Talk)

Dave "CAC" Kellogg and Ray "Growth" Rike discuss the latest revenue growth trends and the related metrics driving the growth as highlighted in GONGs 2025 State of Revenue Growth Report. Topics discussed include:2024 Growth RatesSales Velocity Trends including Win Rates, Sales Cycle Length and ACVAI AdoptionTop Growth InitiativesSaaS Magic Number trendsIf you are responsible for the GTM and Revenue growth teams in your SaaS company, or just interested in the latest Sales benchmarks - this episode in another great listen!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Implied ARR is the SaaS metric used to convert GAAP revenue for public SaaS companies into an equivalent to Annual Recurring Revenue (ARR) used by investors and private SaaS companies. Dave "CAC" Kellogg and Ray "Growth" Rike discuss the what, why and how behind Implied ARR.During this episode CAC and Growth discuss multiple Implied ARR topics including:Implied ARR Calculation FormulaWhy Investors Calculate Implied ARRSaaS Metrics that use Implied ARRChallenges with Implied ARRImplied ARR versus Trailing Twelve Month RevenueIf you are interested in how public SaaS companies analysts use Implied ARR, and what the differences are between private SaaS companies ARR and public SaaS companies Implied ARR this is another great listen!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Discover how R&D spending is key to SaaS success, yet often overshadowed by sales and marketing. Unpack the complexities of measuring R&D ROI and learn why traditional metrics like lines of code fall short. Explore a five-step framework that emphasizes granular tracking and holds teams accountable. Hear insights on optimizing budgets, enhancing productivity, and leveraging customer feedback for better outcomes. Plus, find out how AI might revolutionize R&D capabilities in the near future!

Dive into the intriguing world of the SaaS Quick Ratio, a metric that measures ARR growth efficiency by juxtaposing new ARR against existing customer losses. Uncover its roots in traditional finance and understand how the ideal ratio of over 4 indicates robust growth. Explore the nuances of churn analysis and customer acquisition costs, along with the challenges and advantages of using this metric in the SaaS landscape. Perfect for operators looking to optimize performance and visualize financial health!

Discover the latest trends in B2B SaaS marketing budgets and productivity, derived from the ICONIQ Growth report. The hosts delve into the balance of online vs. offline spending, alongside the allocation of resources towards programs and personnel. They also dissect the evolution of sales strategies, emphasizing hybrid models and efficient budget utilization. Tune in for key insights on marketing metrics, conversion rates, and the growing responsibilities of CMOs in navigating complex pipelines and communicating with CFOs.

Dive into the fascinating world of ServiceTitan's S-1 filing and its implications for vertical SaaS in the trades industry. Discover the inspiring journey of immigrant founders and how they shaped a solution for family-owned contractors. The podcast explores the current software IPO landscape, revealing strategies behind notable companies like Reddit. Plus, unpack complex IPO challenges and the evolving nature of customer retention in specialized SaaS. It's a mix of insightful metrics and entertaining anecdotes!

KeyBanc Capital Markets in partnership with Sapphire Ventures recently published their 2024 SaaS Metrics Benchmark report. During today's episode, Dave "CAC" Kellogg and Ray "Growth" Rike dive into this years highlights including:Growth RatesNet and Gross Revenue RetentionRule of 40Go-to-Market Organization RatiosMarketing Strategies and ProductivityHuman Capital EfficiencyValuation Multiples - By Growth RateIf you are a SaaS executive, employee or investor this episode is a great listen!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The Sales Operations function evolves dramatically as a company scales and Meghan Gill, SVP Sales Ops and Sales Development at MongoDB has lived that reality. Meghan started in Marketing at MongoDB as employee number 8 as the first non engineering hire, and then seven years later took over Sales Operations in preparation for their IPO.CAC and Growth discuss the evolution of Sales Ops with Meghan and discuss several key topics including:The career journey from Marketing to Sales OperationsThe evolution of Sales Operations post IPOSales Operations vs Revenue OperationsGTM changes required when converting to Usage-Based PricingCentralized planning to decentralized global planning - an operations perspectiveHearing how the role of Sales Operations evolves from pre IPO to post IPO and continuing to $2B+ directly from a person who has been in the middle of making that journey possible makes for a highly informative conversation and a unique guest centric SaaS Talk with the Metrics Brothers episode!!!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

CAC and Growth discuss the recent Scaling SaaS from $1M to $20M ARR ICONIQ Growth report that provides a long term view on the performance metrics benchmarks that SaaS companies exhibit at granular stages of growth including $5M, $10M, $15M and $20M ARR.Benchmarks covered include:Enterprise Five Benchmarks (Median and Top Quartile)Growth Plateau Challenges started at $25M ARRNew Logo GrowthOperating Expense TrendsAnnual Contract Value Growth by StageNew ARR vs Expansion ARRARR per FTEBurn MultipleThe ICONIQ Growth "Scaling SaaS from $1M to $20M ARR" Report provides unique insights and perspectives on the benchmarks that define success as measured by both the top quartile and median benchmarks for the 107 private SaaS companies that are included in this research.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The Remaining Performance Obligation (RPO) metric has become a more standard metric that public company Wall Street analysts have started to follow closely to help evaluate the bookings growth of recurring revenue companies. CAC and Growth cover the following topics regarding RPO including: Why was the Remaining Performance Obligation createdWhat does the Remaining Performance Obligation (RPO) metric tell investorsHow is RPO calculatedThe difference between RPO and deferred revenueHow multi-year agreements impact both the RPO and Deferred Revenue calculationsIf you are interested in how public company analysts use the RPO metric or are just a student of the SaaS industry - this episode dives deep into an increasingly important SaaS investor metric!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.