Seven metrics/drivers all SaaS Companies need to be tracking
Discover the 7 crucial metrics and drivers that every SaaS company needs to monitor for sustained growth, optimized performance, and competitive advantage.
Pluvo’s 4th generation FP&A tools offer SaaS companies the ability to create customized drivers and metrics tailored to their unique business needs. This is an essential step of rethinking the way that organizations view their financial and operational health.
For more information, take a look at our Drivers and Metrics article.
In the meantime, here are 7 of the most powerful financial metrics and business drivers that SaaS companies are utilizing within Pluvo to optimize their operational capacity and boost profitability:
Customer Churn Prediction and Revenue Impact Metrics
Customer retention is critical for SaaS companies. Predicting and understanding the revenue impact of customer churn helps businesses make proactive adjustments.
Churn Rate Driver: Create a driver for the expected churn rate.
Churn Rate = (Customers Lost During Period) / (Total Customers at Start of Period) * 100
Current MRR Driver: Create a driver to track your Monthly Recurring Revenue (MRR) using data from your accounting software.
Current MRR = Total Revenue Generated in the Current Month
Churn Impact Metric: Multiply the Churn Rate by Current MRR to calculate the potential revenue loss due to churn.
Churn Impact = Churn Rate * Current MRR
Scenario Analysis for Pricing Models
Choosing the right pricing strategy is a difficult, but essential step for any SaaS company. Scenario analysis allows you to compare different pricing models and their impact on revenue.
- Scenarios for Pricing Models: Create different scenarios like “Tiered Pricing” and “Per-User Pricing.”
- Drivers for Each Scenario: Set up drivers like “Tiered Revenue” and “Per-User Revenue” to capture potential income from each model.
Formula for Tiered Pricing:
Tiered Revenue = Number of Users in Each Tier * Price per Tier
Formula for Per-User Pricing:
Per-User Revenue = Total Number of Users * Price per User
Revenue Metrics: Calculate the projected revenue for each scenario using the custom formula feature in Pluvo.
Revenue = SUM(Tiered Revenue, Per-User Revenue)
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Customer Acquisition Cost (CAC) vs. Lifetime Value (LTV) Metrics
The balance between Customer Acquisition Cost (CAC) and Lifetime Value (LTV) is vital for assessing the sustainability of your customer acquisition strategies.
CAC Driver: Input your marketing and sales expenses into a driver for CAC.
CAC = Total Marketing & Sales Expenses / Number of New Customers Acquired
LTV Driver: Estimate the average revenue per customer over their lifetime to create an LTV driver.
LTV = Average Revenue per Customer * Customer Lifetime
CAC vs. LTV Metric: Compare CAC to LTV to determine if your acquisition costs are justified.
CAC vs. LTV = CAC / LTV
Revenue Forecasting Based on User Growth
Accurately forecasting revenue based on user growth is key to scaling a SaaS business. This metric helps predict future revenue based on anticipated user increases.
User Growth Rate Driver: Estimate your expected user growth rate and create a corresponding driver.
User Growth Rate = (New Users - Churned Users) / Total Users * 100
ARPU Driver: Use historical data or estimates to create a driver for Average Revenue per User (ARPU).
ARPU = Total Revenue / Total Number of Users
Revenue Forecast Metric: Multiply the User Growth Rate by ARPU to forecast future revenue.
Revenue Forecast = User Growth Rate * ARPU
Expense Forecasting Linked to User Growth Metrics
As your user base grows, so do your operating expenses. This metric forecasts future costs associated with user growth, enabling effective budget management.
Cost per User Driver: Estimate the variable costs per user and create a driver for this.
Cost per User = Total Variable Costs / Total Number of Users
Projected User Growth Driver: Use your previously created User Growth Rate driver.
Expense Forecast Metric: Multiply Cost per User by Projected User Growth to forecast future expenses.
Expense Forecast = Cost per User * Projected User Growth
Cash Flow Forecasting for New Product Launch
Launching a new product is one of the most financially significant things a company can do. Forecasting cash flow impact helps SaaS companies plan around these product launches effectively.
Launch Costs Driver: Include all development, marketing, and related expenses in this driver.
Launch Costs = SUM(Development Costs, Marketing Costs, Other Related Expenses)
Projected Revenue Driver: Estimate the revenue expected from the new product launch.
Projected Revenue = Estimated Units Sold * Price per Unit
Cash Flow Impact Metric: Subtract Launch Costs from Projected Revenue to forecast the cash flow impact of the product launch.
Cash Flow Impact = Projected Revenue - Launch Costs
Feature Adoption Impact on Revenue
New feature launches can drive additional revenue. It’s essential to forecast how many users will adopt these features and the revenue they will generate.
Feature Adoption Rate Driver: Estimate the percentage of users who will adopt the new feature.
Feature Adoption Rate = (Number of Users Adopting Feature / Total Users) * 100
Revenue per Feature User Driver: Calculate the additional revenue generated by each user who adopts the feature.
Revenue per Feature User = Additional Revenue per User * Number of Feature Users
Revenue Impact Metric: Multiply Feature Adoption Rate by Revenue per Feature User to forecast additional revenue.
Revenue Impact = Feature Adoption Rate * Revenue per Feature User
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