September 4, 2025
Evaluate your SaaS go-to-market strategy with this 20-question GTM audit checklist. Assess sales, marketing, customer success, and data alignment for growth and scalability.
Pricing in the SaaS world is particularly complicated. Pricing can make or break your SaaS company with its impact on both profitability and revenue growth – the two major indicators of company valuation.
OpFocus recently met with fellow SaaS maven & long time friend, Lauren Kelley, who founded OPEXEngine a decade ago in Waltham, MA and built it into the premier Software as a Service SaaS benchmarking resource.
SaaS companies, as well as investors in SaaS, watch Salesforce the original pioneer of the SaaS model. The “No Software” company is the largest fast growth SaaS company in the world, keeping the momentum going even as a multi-billion-dollar company. Last week, Salesforce.com broke the $10B revenue barrier for the first time with its earnings announcement.
The importance of unit economics and the associated metrics (CAC, LTV, LTV/CAC ratio) is well established in the SaaS world. But how you calculate your operating numbers isn't as well understood - these critical non-GAAP metrics aren't consistently defined. And changes in calculations - not the business - can have a real impact on your decision-making.
Coming back from the annual SaaStr mega conference in San Francisco, it is clear that SaaS is huge, it is expanding and it is going to impact companies both in the United and States and abroad.
One of the hottest trends in the evolving SaaS playbook is the influence of Account-Based Selling (ABS) and Account-Based Sales Development (ABSD). The Account-Based approach changes two important aspects of growing a SaaS company: firstly, it changes business processes, and secondly, it changes organizational structures. The focus is to pull together Marketing, Sales, Customer Success, and Professional Services (and any other customer-related functions) to focus on "Accounts" instead of Leads or Customers with a holistic "account" focus.
I’m jazzed to spend this week at SaaStr 2018 annual mega conference & SaaS gathering in San Francisco. Over 10k + founders, VCs, and execs will be participating in the 3-day conference. The organizers have focused on including women and “under-represented” groups—40% of the speakers are women and 60% altogether between women and under-represented groups.
2017 was a banner growth year for SaaS companies, and particularly for SaaS vendors that went public over the past 12-18 months. Based on OPEXEngine’s data feed of analyst revenue expectations for the next fiscal year filings, top performing SaaS companies’ annual revenue growth rates keep climbing and it appears as if they will beat the previous growth rates by a significant margin.
How do you measure SaaS R&D performance? We know that R&D performance needs to drive new revenue with great, new products/features, and keep your company ahead of the pack while retaining existing subscribers with high customer satisfaction.
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