Talking about LTV/CAC without clarifying which method you're using is a dangerous game.
SaaS
Price metrics are not a new concept. Defined simply as a scalable quantity to which one ties the price of a sale, they have been around in one form or another for as long as products have been sold.
Price metrics are not a new concept. Defined simply as a scalable quantity to which one ties the price of a sale, they have been around in one form or another for as long as products have been sold.
Do You Even Blockchain? Blockchain buzz continues to drive intense interest in experimentation. But that fervor…
Product managers play an increasingly central role within any software startup. Research led by Chandra Gnanasambandam, Martin…
The Rise of Tiered Packaging Several years ago, much of the guidance with packaging was just…
Programmatic mergers and acquisitions (M&A) are a critical element of startup growth, as shown in…
In our experience, there are several barriers to pre-IPO companies optimizing their pricing, and one…
Conventional wisdom holds that channel partnerships can be a cost-effective way for SaaS companies to…
We all know that landing any new customer is something to celebrate, particularly because you…
Large B2B software vendors are transforming their customer success organizations to provide more and better…
Pre-IPO SaaS companies are under enormous pressure to grow fast or die slow. As our…
Fast growth companies often lack basic data and benchmarks about how to organize and manage…
Many SaaS businesses use the ratio of customer lifetime value (CLTV) to customer acquisition cost…
Our research shows that when it comes to sales reps, one size does not fit…
While customer acquisition is a clear part of revenue growth, a less obvious but critically…
In fact, a significant number have moved to a “mobile first” product and go-to-market mind-set…
Savvy SaaS players think carefully about what pricing information they publish, when, and how. We’ve…
Zendesk has become the darling of the software as a service (SaaS) industry. Following a…
The message is loud and clear: In a McKinsey survey of enterprise software customers, more…
In many cases, SaaS companies underprice their offerings because they lack the right processes for…
Sure, software buyers never expect to pay list price, but SaaS companies are exposing themselves…