Why early-stage startups should wait to calculate LTV:CAC, and how they should use it when they do
I have the great pleasure in introducing you to a new writer, Jared Sleeper, who will make regular contributions to this blog. We were very excited to have Jared to join Matrix Partners recently as he is a truly …
2016 Pacific Crest SaaS Survey – Part 1
For the fifth year in a row, we’re proud to work with Pacific Crest Securities, a SaaS-focused investment banking firm, to share results from a survey of 336 SaaS companies. The survey represents deep benchmarking data and insights on …
Measure Customer Engagement: Increase Conversion and Lower Churn
The goal of a SaaS CEO should be to increase the profit they make from each customer (LTV), and lower the costs in sales and marketing that it takes to acquire each customer (CAC). Measuring Customer Engagement is a key …
How Sales Complexity Impacts your Startup’s Viability
There is no question that success for the entrepreneur starts with a breakthrough (or at the very least great) product or service. Yet too often, entrepreneurs fall into the “field of dreams” mentality (in the words of Terence Mann, AKA …
2013 Pacific Crest SaaS Survey
We worked together with Pacific Crest, an investment banking firm with a specific focus on SaaS, to survey 155 SaaS companies on a variety of topics such as growth rates, CAC (cost to acquire a customer), gross margins, churn …
SaaS Metrics – A Guide to Measuring and Improving What Matters
This blog post looks at the high level goals of a SaaS business and drills down layer by layer to expose the key metrics that will help drive success. Metrics for metric’s sake are not very useful. Instead the goal …
Pacific Crest’s 2011 SaaS Survey
Pacific Crest, an investment banking firm with a strong focus on SaaS, has surveyed a 70 SaaS companies with very interesting results. There is some great data on topics such as growth rates, cost of customer acquisition, churn/retention, expense models, …
Startup Killer: the Cost of Customer Acquisition
In the many thousands of articles advising entrepreneurs on what they have to focus on to build successful startups, much has been written about three key factors: team, product and market, with particular focus on the importance of product/market fit. …
