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SaaS Pricing Strategies-the Fallacy and Fix for Land and Expand

The sales strategy of “Land and Expand” is common among software companies. So common, in fact, that it might be fair to call it accepted wisdom. First land the customer, then expand them. In this guest post by Chris Mele, CEO of Software Pricing Partners, you will learn the advantages of ‘Expand and Land’ and how to integrate a strategic monetization model.

June 29, 2021

CAC Payback Period - To Include Gross Margin or Not?

The CAC Payback Period, also known as Months to Recover Customer Acquisition Cost (CAC), measures the number of months of subscription revenue it takes to recover the costs to acquire one customer. This metric is one of the many ways to look at the capital efficiency and profitability of a SaaS business.

June 23, 2021

SaaS Operating Plans: What Changed?

This time last year, we were all on our 5th, or 20th version of a 2020 operating budget/plan, working 100% remotely, and trying to forecast the rest of the year. Most companies hunkered down, shifted to fully remote sales and marketing, transferred unnecessary travel budgets into other buckets, and conservatively managed expenses.

June 9, 2021

Seven Unique Challenges Facing Enterprise SaaS Sales Teams

In the unique world of enterprise SaaS, where the buyers are sophisticated, the sales cycle is interminable and the product is invisible, sales teams face a number of unique challenges. Read on to discover the roadblocks you face selling enterprise SaaS solutions, and how to overcome them.

June 8, 2021

CFO's pricing metric helped SaaS company get through COVID-19

Smart pricing enabled process management software provider Cherwell to get the most from its subscribers while new businesses languished.

June 2, 2021

4 Tips To Help You Hire More A-Players

Hiring top talent is one of the most important things you can do to help make your business successful. High-performing talent brings experience and business acumen to the table. They’re also willing to go above and beyond to succeed in their position.

May 25, 2021

Top 4 SaaS Valuation Metrics at Different Growth Stages

Valuations of private companies are generally a mix of quantitative and qualitative analysis, including market sizing and intangibles, like management team reputation, experience, and network. In this blog, we are looking at the business metrics that can be measured quantitatively and providing a few insights on how investors analyze them.

May 18, 2021

Is Your Customer Success Team Tracking These 7 Metrics

Having happy customers is critical for the success of any business, and SaaS companies are no exception. In fact, attracting, retaining, and establishing profitable long-term relationships with customers is even more important for SaaS companies because it’s the key to the recurring revenue model they’re built around.

May 10, 2021

3 Must-Have CFO Skills: Operating Finance, Strategy and Communications

The most sure-fire way for aspiring CFOs to attract the notice of CEOs and boards is to bring a strategic mindset, communicate well and showcase a background in operational finance, recruiters say.

May 4, 2021