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5 Big Financial Integration Mistakes and How to Avoid Them

Modern tools use integrations to eliminate rekeying data, share information across teams or departments, and gather intelligence to enable broader analysis and faster decisions. For most companies following a best-in-class technology strategy, the finance system is the hub for the other systems they use. It becomes a go-to point for making strategic decisions that affect the rest of the company.

August 4, 2020

Q2 2020 Results for SaaS Companies – A Mixed Bag

We recently fielded a quick survey of SaaS companies to help the SaaS Finance community better understand peer company YTD revenue performance. We also wanted to learn more about 2H expectations and how peers are approaching the planning process for the upcoming FY budgeting process.

July 31, 2020

Is Strategy Dead in Tech? The Winners Don’t Think So

It’s not really surprising that so many tech company executives punt on the traditional corporate strategy process. Amid the chronic turbulence and rapid change of today’s technology markets, they believe there isn’t time to deliberate over three- to five-year goals that may turn out to be obsolete within the next 12 months. Growth is what moves the valuation needle and growth depends on innovation, speed and agility, not annual planning processes. Success in tech means defining the future right now.

July 28, 2020

What Is Dark Data and How Does It Affect Your SaaS Business?

Mention the words “dark data” and it immediately conjures up images of the Matrix, hackers, black hat tactics, and so on. Yet despite its cyberpunk connotations, this couldn’t be further from the truth.

July 21, 2020

SaaS Customer Onboarding Cadence

SaaS customer onboarding is critical—it’s really where the customer relationship is won or lost. There is a ton of great customer success information out there—but nothing that’s “block and tackle” specific, like an actual on-boarding cadence example. The key to great customer onboarding is pro-active communication and collaboration inside your organization and with your customer.

July 14, 2020

100k+ ACV SaaS Companies: Do Their Metrics Differ from Other SaaS Companies?

When we published the results of the freemium survey earlier this year, we noticed respondents targeting the enterprise observed higher net dollar retention and lower churn than those startups targeting other segments. I wondered if we could observe any other patterns about enterprise businesses, so I produced this analysis of public companies with ACVs (annual contract values) of $100k or greater.

June 30, 2020

Rule of 40: How to benchmark your SaaS growth

Here’s a common dilemma that all SaaS business owners face — should you pursue growth at all costs, or is it more important to make sure that your margins are healthy, and that you’re not losing money with each new customer that you bring on board? Enter the Rule of 40. If this is the first time you’re hearing about the Rule of 40, this financial framework helps you weigh up your revenue growth against your margins.

June 29, 2020

Smaller SaaS More Vulnerable than Larger in 2020

What a difference a few months makes! Back in January, 2020 looked so different. By early 2020, investment in the SaaS industry was at record highs and expected to hit even higher peaks. In early Feb., TechCrunch wrote that VCs were putting an extra $1B into SaaS in 2020, in fewer deals, so more money per company. 2019 saw a record-breaking VC exit value of over $250 billion, according to the NVCA’s Venture Monitor’s Q4’19 report.

June 25, 2020

Stop Optimizing for ACV

Average Contract Value is (“ACV”) is a vanity metric that should be looked at as part of a group of ratios that include number of qualified leads, close ratio, sales cycle, and other critical sales metrics. It shouldn’t be put on a pedestal.

June 23, 2020