SaaS Metrics Fundamentals
LTV, ARPA, CMRR… There is no shortage of acronyms in the world of SaaS. Through this course, you’ll gain a deep knowledge of how to use these metrics and use your own revenue data to make smart decisions. This could mean the difference between hitting that next revenue target in just months, versus over a much longer horizon.
Students will learn the basics of the most important SaaS metrics including how to accurately measure and consistently grow recurring revenue in your sales or marketing leadership role.
Course details
Enrollment type: On demand
Open to: Executive and Associate Members
Sara Archer, Instructor
Sara Archer is the VP of Sales at ChartMogul, where she helps top-tier subscription businesses globally grow faster with their revenue data.
With about 10 years of experience building ambitious, international sales teams, she believes purpose and practice make expert sales practitioners.
Course curriculum
This course is for Pavilion revenue leaders who play a part in helping their SaaS and subscription businesses grow.
Session 1:
SaaS Metric Definitions
By the end of this class, you will be able to:
- “Speak SaaS” by understanding SaaS terminology, formulas, and how key SaaS metrics are used
- Understand the basics of recurring revenue: Monthly Recurring Revenue (MRR) and Annual Recurring Revenue (ARR)
Session 2:
Identifying Growth Opportunities
By the end of this class, you will be able to:
- Explore ways to grow subscription revenue such as leveraging growth benchmark data
- Create growth through customer segmentation
- Build and convert demand (examples reviewed during class)
- Leverage the power of pricing (examples reviewed during class)
Session 3:
SaaS Metrics for Retention
By the end of this class, you will be able to:
- Identify opportunities to improve retention using retention benchmark data
- Identify and mitigate churn risk (examples reviewed during class)
Session 4:
Inside the Boardroom
By the end of this class, you will be able to:
- Effectively communicate SaaS metrics to your Board
- Drive strategic initiatives and improve valuations using metrics
- Understand how an operator vs. investor views SaaS metrics
- Use SaaS metrics to set company-wide goals and guide your external communications
Expected Results
By the end of this course, you will be equipped with the knowledge and skills to:
- Select your success metrics including using different methods of calculating them
- Use various strategies to analyze and influence SaaS metrics in your business
- Use benchmark data to identify opportunities for improvement
- Communicate SaaS growth metrics with internal and external stakeholders
Course FAQ
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This program is included in the cost of a Pavilion Membership. Not a member? Join now.
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At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
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Enroll on demand at any time.
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Due to this course being on demand, you can participate in sessions at your own pace.
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We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:
- CRO School
- CMO School
- Enterprise GTM School
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