SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive Leaders
Ray Rike & Dave Kellogg
SaaS Talk™ with the Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. SaaS Talk™ provides unique insights, strategies, tactics and the met...
Net Customer Base Expansion = (Expansion ARR - Churned ARR) which helps SaaS companies to understand how the existing customer base is impacting ARR growth excluding the impact of new logo customer ARR. Why not just use Net Revenue Retention? CAC and Growth dive deep into this SaaS metric including:Calculation formula for Net Customer Base Expansion (NCBE)How is NCBE different from Net Revenue Retention (NRR)What is CAC's definition of lazy NRRCohort vs Segment Calculations - what is the differenceWhat is a good Net Customer Base Expansion RateWhen and where does the Net Customer Base Expansion provide the most valueIf you are responsible for impacting how ARR grows at existing customers in a B2B SaaS company - this episode may provides some new insights and maybe a new metric to add to your SaaS Metrics glossary!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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23:26
Pricing and Billing Trends & Benchmarks
B2B SaaS Pricing models have evolved over the past few years with 67% of SaaS companies now saying they have introduced at least one element of Usage-Based Pricing. Though this benchmark does not tell the whole story of pricing, as the primary pricing model is still based upon a subscription fee per user or a subscription fee per user + a Usage-Based or Value-Based pricing variable.During this episode, CAC and Growth cover a wide range of current pricing trends and benchmarks including:Subscription vs Usage vs Value vs Hybrid pricing model adoptionAdoption of AI and the associated pricing strategiesImpact on Growth Rates based upon pricing model usedUtilization of "Usage CAPS" and how they are chargedTreatment of Usage-Based Revenue when calculating ARRIf you are a student of the SaaS industry, and/or are evaluating if your current pricing model is optimized for your customers and your company's financial performance - this episode is chalked full of unique insights and thought-provoking commentary from Dave "CAC" Kellogg and Ray "Growth" RikeSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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25:39
Sales/Marketing Expense Ratio
Common practice is to measure Sales and Marketing expenses as a percentage of revenue, which in the SaaS industry ranges between 20% - 60% based upon stage, growth and efficiency. CAC and Growth discuss an alternative metric which measures the ratio between Sales expenses and Marketing expenses, known as the Sales/Marketing Expense Ratio.During this episode topics discussed include:Sales and Marketing expense as percentage of revenue benchmarksSales and Marketing expense ratio - value and insightsWhat a 2:1 Sales and Marketing expense ratio meansWhat drives a changing Sales and Marketing expense ratioCustomer Acquisition Cost Efficiency metric - CAC Ratio vs S&M Expense RatioIf you are interested in measuring the allocation of the GTM budget between Sales and Marketing, this is a great episode and listen.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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23:14
Sales Velocity
The Sales Velocity metric calculation formula is (win rate x average contract value x # opportunities)/ average sales cycle length. The resultant Sales Velocity metrics highlights the amount of new bookings a Sales team can deliver per day....one key question about Sales Velocity is " is this a metric to help understand sales capacity, sales effectiveness or sales efficiency?Dave "CAC" Kellogg and Ray "Growth" Rike break down Sales Velocity in this episode covering key topics including:Sales Velocity CalculationSales Velocity BenefitsWhich input variables to focus on firstFour Approaches to Increase Sales VelocityIf you have a sales team, lead a sales team or are involved in how sales performance impacts financial goals, this episode provides several key "operator insights" on how to use the Sales Velocity metric and ideas on how to improve Sales Velocity!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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24:17
GONG's 2025 State of Revenue Growth Report
Dave "CAC" Kellogg and Ray "Growth" Rike discuss the latest revenue growth trends and the related metrics driving the growth as highlighted in GONGs 2025 State of Revenue Growth Report. Topics discussed include:2024 Growth RatesSales Velocity Trends including Win Rates, Sales Cycle Length and ACVAI AdoptionTop Growth InitiativesSaaS Magic Number trendsIf you are responsible for the GTM and Revenue growth teams in your SaaS company, or just interested in the latest Sales benchmarks - this episode in another great listen!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
About SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive Leaders
SaaS Talk™ with the Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. SaaS Talk™ provides unique insights, strategies, tactics and the metrics to measure customer acquisition, customer retention and customer expansion success for B2B SaaS companies.Each 20-minute episode will cover a topic critical to profitable revenue growth chalked full of practical advice that can be introduced and applied in most B2B SaaS companies.
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