Our August SaaS conversation focused on high performance in R&D, with OPEXEngine CEO and Founder Lauren Kelley hosting Bain Expert Partner Rob Levy. Advances in automation and new engineering techniques are enabling faster development cycles, raising expectations for ROI from the R&D function.  Lauren and Rob shared a range of benchmarks that executive management should consider to accurately assess R&D ROI and resource allocations.  

By OPEX Engine | August 23, 2022

Last week, we had a terrific conversation with Jon Lau of InVision and Eric Lundeen from Xero about working remotely as finance professionals. Jon’s company, InVision, has always been 100% remote, no headquarters, no rent.  Eric’s company, the SaaS accounting vendor, Xero, is a publicly listed company in New Zealand and Eric is based in […]

By Lauren Kelley | May 7, 2020

Last week, Mike Volpe, CEO of Lola.com, and I had a terrific, hour-long discussion on the value of a metrics-driven culture at every stage of growth, from early stage to large enterprise. As Hubspot’s CMO, where Mike was part of the founding team through a successful IPO leading to a $2B valuation, to CMO at […]

By Lauren Kelley | March 13, 2020

“When you go B-2-B, it’s extremely important you start with the benchmarks. When looking at performance, you start with the best parts of sales and marketing to revenue and then you look at the mix of sales and marketing as percent of total sales and marketing and then you look at your performance versus benchmark, […]

By Lauren Kelley | August 20, 2019

SaaS Cost of Goods (COGs) is the fulcrum on which gross margin and key SaaS metrics balance.   SaaS Finance managers have to think strategically as they define exactly how to calculate COGs. More expense in the SaaS COGs bucket brings down gross margin but might improve Customer Acquisition Cost (CAC) – but this can have […]

By Lauren Kelley | March 8, 2019

Driving revenue and revenue growth is one of the most important factors in the financial performance of a SaaS business, so getting the sales and salesOps metrics right is critical. In fact, for 2019, this might be one of the most important financial benchmarks you should track. We had a great webinar with SaaSOptics and […]

By Lauren Kelley | January 27, 2019