Dave "CAC" Kellogg and Ray "Growth" Rike discuss how a "growth rate" endures for a SaaS company trend over time! Topics covered during the conversation include: T2D3 Growth Model and Mantra from 2015 "56789" Growth Model from Metric Brother Dave "CAC" Kellogg The Impact of Growth Endurance decreasing to 65% in 2023 versus 80% in 2021 Growth Endurance is the measure of how a company's growth rate endures over time: GE = current year’s growth rate / last year’s growth rate. At an 80% Growth Endurance (2021 value) says that a companies growth rate in the next year will be 80% of the current ye ..read more

Dave "CAC" Kellogg and Ray "Growth" Rike continue their discussion on the SaaS Metrics Maturity Model which includes the below five levels: Level 1: Foundation Level 2: Trust Level 3: Strategic Linkage Level 4: Metrics Culture Level 5: Trajectory Level 1:  Lay the foundation Definitions and calculations Pipeline stages, forecast categories, close dates, values, SaaS metrics Semantics - what do words like best case, forecast, commit and downside mean Instrument underlying systems (GL, CRM, Billing, HCM, etc) Consider Metrics Committee Level 2:  Build trust Templates, templates ..read more

Dave "CAC" Kellogg and Ray "Growth" Rike discuss the 5 root causes that created the need to develop a SaaS Metrics Maturity Model for companies as they scale. The top five root causes that lead to the 15 primary problems in how companies use metrics include: There’s no shared metrics foundation There’s no trust Metrics are not integral to strategy The culture is not metrics-driven Metrics are not being used define trajectory and long-term goals This episode discusses the key challenges in using metrics and the approaches to address those challenges. This discussion builds up to the introduc ..read more

Dave "CAC" Kellogg and Ray "Growth" Rike discuss the Customer Lifetime Value to Customer Acquisition Cost (LTV:CAC) Ratio - a metric many consider the ultimate compound metric that investors love. During this episode topics covered include: How to calculate Customer Lifetime Value How to calculate Customer Acquisition Cost Benchmarks for LTV:CAC Ratio and the translation to Rate of Return Primary input variables and predictive indicators to optimize LTV:CAC Ratio If you have ever heard of the LTV:CAC Ratio or just are interested in some of the details and finer points from CAC and GROWTH ..read more

This is a replay of one of the most popular SaaS Talk episodes published in season #1. Dave "CAC" Kellogg and Ray "Growth" Rike dive deep into all things Customer Acquisition Cost (CAC) including the CAC Ratio. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info ..read more

Aileen Lee, Founder and Managing Partner at Cowboy Ventures recently wrote an article entitled "Welcome Back to the Unicorn Club, 10 Years Later" (1/18/24) which was a follow up to an article she wrote in November, 2013 entitled "Welcome to the Unicorn Club: Learning from Billion-Dollar Startups". Our SaaS Talk™ with the Metrics Brothers co-hosts, Dave "CAC" Kellogg and Ray "Growth" Rike do a deep dive into how private and public company valuations are calculate, explore the difference between Market Capitalization and Enterprise Value, and uncover a few of the "inside baseball" secrets to how ..read more

ICONIQ Growth recently published their "Essential Go-to-Market (GTM) Board Slides", which includes the categories and metrics that they recommend be included in the GTM portion of the board deck. The template includes slides for the each category of GTM metrics they recommend including: GTM Scorecard Ideal Customer Profile ARR Funnel Logo Velocity Revenue and Logo Retention Win/Loss Analysis Pipeline Lead and Funnel Conversion Sales Capacity and Productivity Team Update and Planning Dave "CAC" Kellogg and Ray "Growth" Rike identify and discuss their perspectives on the top slides in the tem ..read more

Common Paper recently released a benchmark report on Cloud contract terms and conditions based upon data from over 1,000 companies. This is the first benchmarking report we have found that covers SaaS/Cloud Master Service Agreements. Dave "CAC" Kellogg and Ray "Growth" Rike, better known as the Metrics Brothers break down the benchmarks contained in the report including: Agreement Length Payment Terms Limitations of Liability AI and Data Privacy Insurance Requirements Design Partner Agreements If you are responsible for designing, negotiating or enforcing Master Service Agreements in t ..read more

Nick Mehta, CEO of Gainsight joins Dave "CAC" Kellogg and Ray "Growth" Rike to discuss all things Customer Success and metrics! This is a "special episode" that combines deep Customer Success (CS) expertise with moments of light humor, pop culture references, and SaaS industry insider insights! Topics discussed and benchmarks shared during this episode include: ARR per CSM Customers per CSM Customer Success Reporting Relationships Expansion ARR and Renewal Responsibility CSAT or NPS Further into the episode, additional topics covered include: Priority Outcome Metrics for CS Primary Leading ..read more

Dave "CAC" Kellogg and Ray "Growth" Rike discuss the top metrics for a Customer Service organization that span the top three goals of CS including resolving, deflecting, and/or preventing cases. During this episode, we lean heavily on CAC's background as a technical support agent for the first two years of his career, and then as the head of the Salesforce Service Cloud. The primary job of Customer Service (Customer Support) including the three below macro-level goals Resolve Cases Deflect Cases Prevent Cases What are the top metrics to measure the performance of Customer Service while ensu ..read more