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RD: SaaS Metrics (Operational Metrics ($ Based Net Expansion (Expansion…
RD: SaaS Metrics
Operational Metrics
$ Based Net Expansion
Gross retention
Expansion
Horizontal
Vertical
Logo retention
Pipeline ratio (3-4x)
ASP
ACV Overlay (Capacity/Goal)
Productivity/Ramped AE ($1M)
Win Rate ($ & #)
Product Usage (Utilization)
Financial Metrics
Cash Burn
Revenue/Employee ($200K)
Gross Margin
GAAP/ARR Growth
Expense Ratio (expense % of rev)
Operating Margin
Health Metrics
Unit Economics
Other costs after LTV/CAC
Profitability per new customer
Magic Number
Sales Efficiency Ratio
Inverse of CAC payback
LTV/CAC
Industry avg 3. 5 is ideal
LTV
Lifetime projection after GM
CAC
S&M cost per new/exp customer
CAC Payback