On-demand

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.

Connect with Sara

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

A group of Pavilion members taking a selfie at a conference.

Course FAQ

: This program is included in the cost of a Pavilion Membership. Not a member? Join now.
: At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
: Enroll on demand at any time.
: Due to this course being on demand, you can participate in sessions 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 Executive-level offerings:

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