Why a Low Customer Acquisition Cost (CAC) Isn’t Always a Good Benchmark

By Lighter Capital | January 5, 2021

Customer Acquisition Cost (CAC) is a key SaaS metric that accounts for how much it costs your company to procure each new customer. The received wisdom is that reducing your CAC is one of the best ways to increase your company’s profitability and likelihood of success. However, this metric calls for discerning judgment. What it […]

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

By Lighter Capital | July 21, 2020

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. Dark data is an incredibly useful source of information that SaaS businesses can tap into to improve their processes. But what is […]

How to Measure Churn: Net Revenue Retention vs. Gross Revenue Retention

By Lighter Capital | June 2, 2020

If your startup is a SaaS (or any other business with customers paying on a recurring subscription basis), churn is a critical metric – particularly net revenue churn and gross revenue churn – that will need constant measurement. Without a clear picture of your churn rates, it’s impossible to know how your departing customers are […]

What is ACV in Sales and What is a Typical SaaS ACV

By Lighter Capital | March 24, 2020

The world of SaaS is awash with cryptic acronyms. If your business model relies on annual subscriptions, ACV will be a term that’s constantly on your mind as your company grows. So, what is ACV in sales and what is a typical SaaS ACV? We explain all that and more, below. What is ACV in […]

How Revenue-Based Financing and Venture Capital Funding Work Together

By Lighter Capital | January 28, 2020

As Chief Credit Officer at Lighter Capital, I work behind the scenes grappling with the data that informs all of our decision-making regarding financing deals, from revenue-based financing (RBF) to term loans and lines of credit. Similar to a venture capitalist (VC), I try to understand where startups are in their life cycles — and where they can expect to […]