SaaS Metrics Fundamentals

Executive and Associate-level course
Open to all Members On Demand


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.

Sara Archer


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. 



Across four sessions, students will take a deep dive into SaaS metrics starting with understanding different SaaS metrics, formulas, and methods of calculating. They’ll then review how to leverage metrics to identify growth opportunities and drive customer retention. Finally, we’ll cover how to communicate these metrics to internal and external stakeholders.

Who Should Enroll

This course is for Pavilion revenue leaders who play a part in helping their SaaS and subscription businesses grow.


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

Why Enroll

Having a holistic understanding of SaaS metrics such as tracking and calculating metrics, how to leverage data to identify opportunities, and using metrics to set goals is critical to making thoughtful and impactful business decisions.


Session #1
SaaS Metrics 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

Frequently Asked Questions

At this time, this course is open to Pavilion Members only. Apply to join Pavilion to enroll.

Due to this course being offered On Demand, you can enroll at any time.

This course is included in the cost of a Pavilion Membership.

Applications for the live version of this course are currently closed. However, you can enroll On Demand at any time.

Due to this course being offered On Demand, you can participate at your own pace.

We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Exec-level offerings:

  • CRO School
  • CMO School
  • Enterprise GTM School

For Associate Members, we currently do not offer certificates for completing any On Demand offerings. If you’d like to receive a certificate for any of our programs, we encourage you to join one of our upcoming live programs.

Become the leader we know you can be

Develop your career alongside a powerful network of peers and enable your team to reach new heights

  • For Individuals
  • For Teams