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What are the most valuable metrics SaaS companies should be measuring? Are there relevant benchmarks

I'm trying to optimize the Business Intelligence solutions my company is using and would like some feedback from the group around SaaS metrics and available benchmarks? What are the top 10 operating metrics a SaaS company should track? What's the best solution to track them? Are there any benchmarks to determine success criteria among SaaS companies relative to their own performance?

Thanks for your input!

5 Replies

Tim Scott
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Tim Scott Entrepreneur • Advisor
President, Lunaverse Software
I don't know enough to give a good answer, but this guy has a lot of smart stuff to say about it:

Lalit Sarna
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Lalit Sarna Entrepreneur • Advisor
Business & Technology Leader
https://medium.com/@darnocks/if-you-are-going-to-read-one-intro-guide-to-saas-metrics-this-is-it-b0f480716a4e

Also search for Tomasz tunguz he is a data driven investor with a killer blog. He has written some awesome posts regarding SAAS metrics and business model
Bob Binder
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Bob Binder Entrepreneur
Member of Technical Staff at Software Engineering Institute | Carnegie Mellon University

One key metric is the ratio of customer acquisition costs to total subscription revenue. As there is typically a lot of churn, acquisition costs can easily outpace operation costs. It typically takes patient investors while you spend a lot of marketing money to build a subscription base. But after this starts to pay, you can't take your foot off the gas. If you have to spend a dollar to make a dollar, even if your total subscriber base is growing,you have a big problem.Salesforce is a case in point.

Dina Moskowitz
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Dina Moskowitz Entrepreneur
CEO SaaSMAX; CompTIA Vendor Advisory Council; Cloud-NOW Steering Committee
David Skok is someone that I recommend SaaS founders and CFOs follow:
http://www.forentrepreneurs.com/saas-metrics/
http://www.forentrepreneurs.com/saas-metrics-2/
Dina Moskowitz
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Dina Moskowitz Entrepreneur
CEO SaaSMAX; CompTIA Vendor Advisory Council; Cloud-NOW Steering Committee
Additionally, if you're leveraging or planning to leverage reseller partners, you will want to look at cost of reseller acquisition. Its not the same analytic as CoCA because by acquiring one reseller you're potentially gaining access to between 5 and 50 customers.
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