Category Archives: Metrics

Just a quick post to invite you to register for a Balderton-hosted, public webinar on June 28th where Michael Lavner and I will discuss the SaaS Metrics That Matter in 2023.

This webinar will based on the slides that we used last week in London at a Balderton portfolio company breakfast event, which in turn were based on the presentation I did at KiwiSaaS last month. The point of the presentation is to discuss the metrics that matter now, given the change in the business and funding environment. The slides are available on Slideshare (or Drive) if you want to get a clear sense for what we’ll be talking about.

The fun part of the presentation should be not only the audience questions (which we’ll be taking via chat) but also the back-and-forth between Michael and myself as we compare and contract the operator and investor perspective on SaaS metrics.

The event will be held at 8 am Pacific, 4pm UK, and 5pm Europe time on June 28, 2023. Register here. I hope to see you there.

With the able help of Michael Lavner, we did a special, live presentation and discussion of my KiwiSaaS talk, Metrics That Matter in 2023, for Balderton portfolio executives.

These slides are largely the same as the KiwiSaaS ones, with the notable exception that European companies may find some of the data more relevant because Michael was able, in several cases, to replace my largely US-based benchmarks with data from Balderton’s universe of European SaaS companies.

We had a great discussions with those who attended and dove into the more advanced topics of:

• Growth-weighted rule of 40 scores.
• Growth endurance (also known as growth retention or growth persistence) as an increasingly popular metric. See this post by Christopher Janz which builds upon this post by Rory O’Driscoll. In short, tell me your current ARR and your ARR one year ago, and I’ll tell you when you’ll hit $100M in ARR. (I love that quote.)
• NPS and employee NPS (eNPS) as important, but nevertheless second-tier, SaaS metrics from the investor point of view.
• Several discussions contrasting the operator and the VC point of view on metrics in general. This is one of my favorite topics and I need to do more work here because it goes well beyond the CAC Payback Period (CPP) example I frequently use.
• A reminder that CPP is a risk metric, not a return metric — a statement I expect to have engraved on my headstone.
• The tendency of growth alone vs. Rule-of-40 score to better predict enterprise value multiples and how this varies over time. (I consider the market to be in an inversion when growth alone is the better predictor.)
• The importance of understanding the composition of the data set when benchmarking. In a perfect world, you could segment SaaS benchmarks by aspiration: IPO-track, PE-track, and bootstrap-track. Some data sets mix these three groups, others don’t. It’s key to know what you are looking at, because you want to benchmark against companies with aspirations similar to your own.

I’ve embedded a copy of the slides below. You can get them on Google Drive as well.

Thanks to those who attended the session, and please note that we’ll soon be hosting a public webinar version of this as well. All are welcome, and I hope to see you there.

I recently did a consulting project where I worked with an experienced executive to provide a crash course in SaaS metrics.  In order to perform that assignment, I decided not to make an entire course, but simply the syllabus for one, as a way to guide our conversations.

While I have no intention of attempting the Herculean task of turning this ten-page outline into a course, I do think sharing the outline itself is potentially useful for two reasons:

• It took a large amount of effort to map things into a structure.  I think the structure itself adds value both because it is logical and fairly comprehensive.
• It provides a lot of embedded links (often but not always to Kellblog) that can help the reader get deeper on various topics.

Here is a link to the outline.  As a teaser, here’s the first part it: