Kyle Lohmann

Average Contract Values for net new purchases jumped 35% from Q4 2023 to Q1 2024. So, what does that mean for SaaS? Tracking ACV helps us identify shifts in pricing and purchasing strategies. It’s important to keep in mind that when ACVs rise, another metric typically worsens. In Q1, net new buying cycles grew 17% longer, due to additional scrutiny from CFOs. If your team is analyzing software purchases more than ever, our SaaS Trends Report is a great way to understand what’s happening in SaaS and where teams are investing. Check out the full report here:  https://lnkd.in/gNnAAb-K

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RevOps teams discovering how their shiny new tech actually calculates their metrics: Yes it's spooky season but the way your critical recurring metrics are calculated shouldn't be a nasty surprise. Get a sturdy, flexible app that calculates your ARR, MRR, ACV and other metrics on formulas you can see, understand, and easily adjust to your needs before and after your initial implementation. Don't let "what's in the boooooox?!?!?!" give you a fright. See it for yourself with ARRow. Link to our AppExchange with demo video, use case, and more on how we simplify your metrics in the comments!

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Season 2 of The Transaction is here! Craig Rosenberg & Matt Amundson have put together an unbelievable lineup of GTM leaders from across the B2B SaaS world and they're sharing incredible insights. "Who are these amazing GTM gurus?" We're kicking things off with... 💡 Dave Gerhardt - Episode drops today!! 💡 Tricia Gellman - Episode drops 11/14 💡 Kyle Porter - Episode drops 11/21 💡 David Politis - Episode drops 11/28 "Ok, but what are these incredible insights they're sharing?" Think along the lines of... 🏎️ How 'Founder Brands' are turbocharging B2B growth 📈 How to improve clarity around Pipeline to drive alignment 🎯 Why a Narrower ICP boosts your conversion rate ❤️‍🔥 The bountiful benefits of obsessing over your customer 🎁 Plus, there are tons more surprises in store! So, go to your favorite podcast platform (l!nks below), hit subscribe, and press play to learn and laugh during every episode of Season 2. If you're new to the show, be sure to check out the outstanding array of guests and insights from Season 1! Enjoy! #gotomarket #martech #salestech #saas #b2bsales

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Discover how Snowflake is heating up their ABM efforts this Summer with the power of Company Surge® Intent data! Building on the tremendous success of their One-Team GTM approach, Snowflake is now ramping up their strategy. If you're aiming to launch or expand your ABM strategy next quarter, Snowflake’s straightforward five-step playbook is a great place to start - SDRs begin their outbound motion within two weeks of campaign launch for timely outreach! Check out the full breakdown here: https://hubs.ly/Q02M3pdY0 #Intentdata #ABM #B2Bmarketing #B2BSales #GTMstrategy

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Are you going to Gainsight's Pulse conference next month? If you're going AND also trying to figure out how to make sure your product doesn't get cut from customers' tech stacks, then you need to attend this session at Pulse: ✂ Surviving the Cut: How to Communicate ROI throughout the Customer Journey 🗓 May 15 at 11:15 am 📣 Join our panel of experts for a discussion on how to communicate ROI throughout the customer journey, including: -Ways to communicate ROI throughout the year (including examples!) -How to communicate ROI outside of a meeting -What to do when ROI is not great -How CS can bridge the gap when the product can only do so much -How to break down barriers between sales / product / CS to effectively showcase ROI 💡 The experts: Alana Stoltzfus - Senior Digital Growth Manager at Okta Dan Ennis - Senior Manager, Scale Customer Success at monday.com Justin Chappell - VP Customer Experience at 6sense Inc. Nikola Mijic - CEO & Co-Founder at Matik #gainsightpulse #customersuccess #csm #revenueoperations #revops

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Sam Isaac (from Slack and now Tome) weighs in on why great ARR reporting isn't just a check-the-box exercise — when done right, it's the drumbeat that drives the business forward. For more, join us at the next session of FP&A Anonymous for firsthand insights from the finance pros who helped scale Intercom and Notion. Grab your spot -> https://lnkd.in/e8grDfd5

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We’re going to Gainsight's #Pulse2024 next week! Our Founder & CEO, Brent Grimes, will present: “Health Scores are Dead! AI-led Outcome-Based Scoring Improved Net Retention & Quantifies CS Impact” on May 15! Learn more about: ✅ How to move towards Outcome-Based Scoring to target specific revenue outcomes (like churn from product downgrades or competitors, cross-sell, upsell at renewal, big deals) ✅ How to quantify the revenue impact of outcome-based scores to justify CS investments ✅ How our approach will prepare you for Enterprise AI Book time to chat with us (link in comments! ⬇⬇⬇)! See you at #Pulse2024!

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With the right pricing model, Product-Led Growth can be a primary driver of SaaS customer acquisition. But it’s important to note that SMB buyers aren't the same as consumers. Is your PLG strategy pricing you out of the SMB market? In part two of our series sharing James D. Wilton’s 7 Commandments of B2B PLG Pricing, we’re exploring why you should gate your packages appropriately. For most SaaS businesses, upsells are an important driver of revenue growth and a PLG strategy means your price structure does a lot of the heavy lifting. If you are using tiers, being able to push customers to a higher tier is extremely valuable, and “gating” can help with that. Gating essentially means placing some kind of capacity maximum – often number of users, or a certain measure of usage – on your tiers. When the customer crosses the threshold, they are required to upgrade to the next tier. Want to learn how to do this and more importantly, what NOT to do when gating? Check out the full article and follow our page to track this series on the 7 Commandments of B2B PLG Pricing. #PLGPricing #PricingStrategy #Monetization #PLG #B2B #SaaS #Pricing #Blog

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How to impress investors during your Series A round as an Enterprise SaaS company?? The table is a scorecard for Series A Enterprise SaaS companies. It highlights the metrics that matter most to investors and provides benchmarks for each. Here's a brief explanation: 📌Run-Rate Total ARR (Annual Recurring Revenue): This metric shows the estimated annual revenue from all current subscriptions, extrapolated from the current monthly or quarterly revenue. 📌New Logo ARR: This metric measures the annual recurring revenue generated specifically from new customers or "new logos" acquired within a defined period. 📌YoY (Year-over-Year) Revenue Growth: This metric indicates the percentage increase in revenue compared to the previous year, showing overall business growth. 📌Gross Margin (%): This metric reveals the percentage of revenue that remains after subtracting the direct costs of providing the service, indicating operational efficiency and profitability. 📌Monthly Gross Churn: This metric represents the percentage of revenue lost each month due to customers canceling subscriptions, indicating customer retention challenges. 📌MRR Net Retention: This metric calculates the percentage change in Monthly Recurring Revenue (MRR) from existing customers after accounting for churn, upgrades, and downgrades, reflecting the ability to retain and expand revenue from current customers. 📌LTV (Lifetime Value to Customer Acquisition Cost): This ratio compares the lifetime value of a customer (the total revenue a customer generates over their lifetime) to the cost of acquiring that customer, showing the effectiveness of customer acquisition strategies and overall profitability per customer. Let's look at a SaaS Example: A fintech startup brags a Run-Rate Total ARR of $3 million and an impressive 120% year-over-year revenue growth. With a high gross margin of 75% and a low monthly gross churn rate of 1.5%, it shows strong market adoption and efficient cost management. The platform's solid financial health is further highlighted by an MRR net retention rate of 105% and an LTV ratio of 4:1, indicating successful customer retention and acquisition strategies. Last year, the platform expanded its customer base by 45%. With plans to enhance features, expand marketing efforts, and improve customer support, the platform is poised for continued growth and deeper market penetration. The platform's robust financial metrics, coupled with its aggressive customer acquisition and retention strategies, demonstrate its readiness to capitalize on growth opportunities and attract further investment for expansion. What key metric do you think Enterprise SaaS companies should prioritize to impress investors in their Series A round, and why? #fintech #startup #FinVentures

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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Generative AI has given us the power to scale our GTM with far less resourcing. When you have LLMs that act like neural networks, you can clone the output of your best sales reps across your deals - in 1/10th the time. But the challenge with today’s LLMs is how do you make sure your IP stays within your company firewalls? That’s why Aviso AI uses Small Selective Models that leverage the power of Gen AI and are trained on your IP but stay within the enterprise. Catch our President and CEO, Trevor A. Rodrigues-Templar, explaining how Aviso’s approach to data can solve this problem in this episode of AI’s Corner Office. Watch the full video to learn more.

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What’s your churn rate for long-tail customers? 📉 We've seen SaaS companies where overall SMB renewals hit a staggering 90% churn. And while letting a few smaller accounts churn may not seem like a big deal, over time, these small accounts add up, and it leads to massive revenue loss. 💸 The solution? Automation. 🤖 Implementing a tool like Renewtrak ensures every account gets proactive renewal reminders, offers relevant upsell/cross-sell options, and best-of-all a frictionless, one-click renewal experience. It’s efficient, saves time, and boosts your bottom line. 📈 #renewals #saas #longtailcustomers #xaas #digitaltransformation

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FACT: SaaS revenue growth has plateaued, with sales cycles lengthening by 20% since 2022 FACT: 72% of revenue now originates from existing customers FACT: Most existing go-to-market strategies and CS technologies are ill-equipped to support customer-led growth Totango + Catalyst not only provide the technology but just as importantly DEFINE the methodology on how today’s leading businesses harness customer-led growth (CLG) for success. 🚀 Get the industry leading guide on how to make the critical shift to CLG for your team and your business to thrive ⬇️ https://lnkd.in/geqbrYqw #customersuccess #sales #revenuegrowth #CSOutcomes #merger

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Churn is the silent killer of SaaS growth. Here’s how churn impacts your business: 1/ Overlooking churn inflates revenue projections and weakens cash flow stability. 2/ Ineffective churn strategies waste customer acquisition costs (CAC). 3/ Ignoring churn trends means missing retention opportunities. Case in point: Netflix keeps churn at 1-3% (vs. 5% industry average) by prioritizing retention strategies and personalized customer engagement. At Capidel, we help you tackle churn with: ✅ Business strategies to cut churn and boost retention. ✅ SaaS financial models factoring in monthly churn and scenario analysis. ✅ Actionable plans to stabilize cash flow and drive sustainable growth. Churn doesn’t have to derail your growth. With Capidel, you gain strategies that deliver measurable results. Let’s craft your growth plan. Learn more: www.capidel.com

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Traditional attribution isn’t cutting it anymore, and it's time we talk about why. Check out this second video in our series, The Future of B2B Attribution, where RevSure AI Founder & CEO Deepinder Singh Dhingra breaks down the major challenges GTM teams face with outdated attribution models—from ‘Attribution Wars’ between sales and marketing to the lack of actionable insights. Watch to discover how advanced attribution methodologies can drive more aligned and data-driven decisions for your teams. #B2BMarketing #Attribution #FutureOfAttribution

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📊 NRR - Net. Revenue. Retention: the key metric to elevate your SaaS valuation and growth potential. (Early-stage SaaS founders—this is for you) High NRR signals predictable growth, solid customer loyalty, and a pathway to stronger enterprise valuations (EV). 🔥 Check out our latest blog, to see why NRR matters, how to calculate it, and more importantly, how to MAXIMIZE it. We also developed a free, downloadable NRR Calculator and EV Tracker. See how reducing churn, minimizing downgrades, and boosting upsells can directly impact both your NRR and your valuation. Read the article and download the calculator here 👉 https://bit.ly/3Z54zxG

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🚀 Foundation of CAC: Part 3 – Defining Your "Prize" for Accurate SaaS Metrics In today’s SaaS Metrics School episode, I’m diving into a critical question: What are you really chasing with your sales efforts? 🌟 Your Customer Acquisition Cost (CAC) is foundational to measuring sales and marketing efficiency. But if your metrics are based on the wrong unit—whether it’s a brand, account, store, or user—it can completely throw off your calculations. For example: ✅ Starbucks: Do you calculate CAC on one logo or 38,000 stores? ✅ Healthcare: Is it based on a physician group or individual doctors and beds? Getting CAC right ensures accurate forecasting and reliable metrics like: 📊 CAC Payback Period 📊 LTV to CAC Ratio 📊 Cost of ARR (new, blended, and expansion) Watch now to learn how to align your CAC metrics with your business strategy and avoid costly mistakes. 🎥👇 📺 Watch the full episode here: https://lnkd.in/ga6hcg6H #SaaS #CustomerAcquisitionCost #CACMetrics #SaaSMetrics #SalesEfficiency #RevenueForecasting #FinancialModeling #SaaSFinance #GrowthStrategy #SaaSFoundations #SalesAndMarketing #CACPayback #LTVtoCAC #ARRMetrics #SaaSMetricsSchool #SaaSProfitability #BenMurray #SaaSCFO #SaaSGrowth #EfficiencyMetrics #StartupFinance

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