The SaaS Academy

💡 Breaking Down Competition in Healthcare SaaS with Paul Singh In this episode of The SaaS CFO Podcast, I talk with Paul Singh about navigating competition in the healthcare SaaS space. Paul gives us an insider’s perspective on going up against some of the industry’s giants, breaking down competitors into two main buckets: large Electronic Medical Records (EMR) platforms and other major players in healthcare tech. 🚀 From strategic positioning to understanding the dynamics of competing with established names, Paul dives into what it takes to differentiate and succeed in this complex sector. 🎧 Listen in for a candid look at the competitive landscape and what sets healthcare SaaS companies apart in the marketplace. Episode 166 is now available, links down below 👇 YouTube: https://lnkd.in/gfNaxVHm Apple: https://rpb.li/tgVFdD Spotify: https://rpb.li/7pwzP5 #SaaS #TheSaaSCFOPodcast #HealthcareSaaS #EMR #EHR #HealthcareTechnology #SaaSCompetition #BusinessStrategy #SaaSPodcast #SaaSFounders #HealthcareInnovation #CompetitiveLandscape #ElectronicMedicalRecords #SaaSGrowth #SaaSInsights #HealthcareMarket #DigitalHealth #BusinessPodcast #BenMurray #HealthTech #SaaSLeaders

📈 Episode Spotlight: Navigating SaaS Volatility with Paul Singh In this episode of The SaaS CFO Podcast, I sit down with Paul Singh to tackle the complexities of metered pricing in SaaS—particularly in the healthcare industry. While many SaaS professionals question the stability of models with inherent volatility, Paul explains why this structure actually works in healthcare, where patient needs drive continuous demand. From managing revenue swings to building a resilient pricing strategy, Paul shares his perspective on why SaaS in healthcare doesn’t have to be a risk, but rather a sustainable and scalable approach. 🎧 Tune in for key insights on navigating market demand, structuring metered pricing, and why stability in healthcare SaaS is less elusive than it seems! Episode 166 is now available, links down below 👇 YouTube: https://lnkd.in/gfNaxVHm Apple: https://rpb.li/tgVFdD Spotify: https://rpb.li/7pwzP5 #SaaS #TheSaaSCFOPodcast #HealthcareSaaS #MeteredPricing #RevenueStrategy #SaaSPricing #SaaSFinance #RecurringRevenue #CustomerDemand #RevenueVolatility #FinancialStrategy #SaaSGrowth #SaaSFounders #BusinessPodcast #SaaSTalks #SaaSLeaders #RevenueModel #HealthcareTechnology #DemandPlanning #FinanceTips #BenMurray

📢 Exciting News from The SaaS CFO Podcast! 📢 Listeners of our latest episode are in for a treat as we sat down with Paul Singh, the insightful CEO of Strata, to explore the intricacies of growing and managing a bootstrapped SaaS company. Paul offers a wealth of wisdom and actionable insights that every SaaS-oriented professional can benefit from. Here are three key takeaways: 🔹 Innovative Sales Model: Strata uniquely leverages clinicians as sales reps, driving business growth through both acquiring new clients and increasing unit volumes with existing ones. This approach not only boosts revenue but also enhances patient outcomes through a metered pricing model. 🔹 Successful Fundraising Journey: After being entirely bootstrapped until Q3 this year, Strata raised $25 million, demonstrating strategic adaptability and a strong growth vision. Paul shares how this decision stemmed from an extensive internal discussion period and a desire to maximize potential within a finite window of opportunity. 🔹 Customer-Centric Outcomes: Strata’s integrated platform for EMR, scheduling, and billing helps clients transform their financial health from low to higher profit margins. By focusing on metrics like patient visits and collection efficiency, Strata enables clients to achieve stable revenues and more flexible lifestyles. Episode 166 is now available, links down below 👇 YouTube: https://lnkd.in/gfNaxVHm Apple: https://rpb.li/tgVFdD Spotify: https://rpb.li/7pwzP5 #SaaS #HealthcareInnovation #StartupGrowth #TechLeadership #Podcast #Entrepreneurship #BusinessGrowth #Fundraising #HealthTech #RevenueCycleManagement #EMR #BillingSolutions #PatientOutcomes #CustomerSuccess #Bootstrapping #VirtualBusinesses #BusinessStrategy #Innovation #MarketingStrategy #SalesExcellence

In the world of SaaS finance, few debates are as impactful as whether to include Customer Success (CS) costs in Customer Acquisition Cost (CAC). 🤔 Where should CS fall in our P&L—COGS or sales? Should CS costs be part of CAC or allocated separately? This decision affects metrics like Gross Margin, ARR growth, and ultimately, company valuation. In this video, I share a framework to help determine where Customer Success costs best align based on your team's focus: product adoption vs. expansion. Understanding this distinction can enhance the accuracy of your metrics and improve clarity in your financial reporting. 🎥 Watch here: https://lnkd.in/gxiHqvpX #CustomerSuccess #CAC #SaaSMetrics #SaaSFinance #CostAllocation #PandL #COGS #ARR #SaaSGrowth #SaaSProfitability #GrossMargin #OperatingMargin #RetentionMetrics #FinancialReporting #EfficiencyMetrics #SaaSStrategy #BusinessMetrics #RevenueGrowth #SaaSLeadership #SaaSFinanceTips

It's time for the 6th Annual SaaS Tech Stack Survey 🚀 Want to see what's ACTUALLY being used in SaaS companies? This year, we are covering 21 software categories and debt financing. Participant summary from last year: - 535 participants - $1 to $51M+ ARR - 65% VC Funded / PE Owned - 19% Bootstrapped - 57% located in US - 24% located in Europe Please participate here if you work in a SaaS company: https://rpb.li/emxVG It took me just 88 ⏰ seconds to complete. In exchange ❤️ for your time and input, I'll provide you with my 30+ SaaS metrics/forecast template bundle. My annual report provides valuable insight into what tech to use in your SaaS company. And how the tech stack changes as you scale. The landscape is becoming more complex. We need our product roadmap just like Dev's product roadmap. I'm collecting responses in Q4 and will publish them in January. #SaaS

In episode #240, I’m sharing one of my favorite metrics. The ROSE Metric. This metric is key to a sustainable SaaS business, especially if you are struggling to reach profitability. Can you beat $1.50? - What is the ROSE Metric? - Why is $1.50 so special? - Easily calculate your ROSE Metric Download the ROSE Metric template in my templates course! Download it here: https://lnkd.in/gxnKcWCg #SaaS

💡 Lessons from a $4M Fundraise! On this episode of The SaaS CFO Podcast, I talk with Bilal Tahris, who shares invaluable insights gained from his recent $4M fundraising journey. When I asked Bilal about the lessons he’d pass on to others, he highlighted three key takeaways: 1️⃣ Expect the Unexpected – Fundraising often takes more time than planned, with unanticipated hurdles that can arise even after the term sheet is signed. 2️⃣ Stay Flexible with Investors – While having a lead investor is essential, Bilal shares his experience working with co-investors, some of whom were eager to align without hesitation. These insights underscore the importance of adaptability, patience, and a clear strategy when navigating the fundraising process. If you're preparing for your next round, this episode is a must-listen for actionable advice from someone who’s been there! Episode 165 is now available, links down below 👇 YouTube: https://lnkd.in/ddDensyQ Apple: https://rpb.li/tgVFdD Spotify: https://rpb.li/7pwzP5 #FundraisingTips #SaaSCFO #StartupFunding #SaaSPodcast #InvestorInsights #FinanceLeadership #VentureCapital #SaaSFounders #GrowthStrategy #FinancialPlanning #CapitalRaising #SaaSInvesting #StartupJourney #CFOAdvice #BusinessFinance #InvestmentStrategy #EntrepreneurTips #CoInvestors #BusinessDevelopment #PlanAhead

🚀 On this episode of The SaaS CFO Podcast, I’m joined by Bilal Tahris, where we dive into the highs and lows of navigating investor relationships. Bilal shares a recent experience with his lead investor that led to a smooth term sheet signing—but what came next brought unexpected dynamics with co-investors. In our discussion, Bilal talks about the importance of a solid plan B, understanding investor roles, and how having aligned co-investors can make or break a deal. For anyone involved in fundraising or partnerships, this episode offers actionable insights on building strong and adaptable investment strategies. Listen in to get Bilal's tips on managing investor expectations and setting yourself up for success! 📈 Episode 165 is now available, links down below 👇 YouTube: https://lnkd.in/ddDensyQ Apple: https://rpb.li/tgVFdD Spotify: https://rpb.li/7pwzP5 #SaaSInvesting #CFOInsights #SaaSFinance #InvestmentStrategy #Fundraising #InvestorRelations #VentureCapital #SaaSLeadership #StartupFunding #FinancialGrowth #CoInvestors #CapitalStrategy #BusinessGrowth #SaaSFounders #SaaSPodcast #InvestorAlignment #TermSheet #BusinessDevelopment #Partnerships #DealFlow

🚀 Mastering Sales Cycle Impact on SaaS Efficiency 🚀 In SaaS, accurately measuring your sales and marketing efficiency metrics—like CAC, CAC payback period, and LTV to CAC—is vital for sustainable growth. But did you know your sales cycle is the key to reliable metrics? 📊 Today in SaaS Metrics School, I’m diving into the impact of the sales cycle on efficiency. From distinguishing new versus expansion business sales cycles to choosing the right period of measurement, aligning your sales cycle length with metrics can make all the difference. When calculating metrics like CAC, a mismatch in your measurement period can lead to subjectivity bias or even costly miscalculations. 🔍 That’s why tracking data over a period that matches your sales cycle—whether 9, 12 months, or more—gives you a clear, accurate view of your performance. As you work on efficiency, remember: it’s not just the formula; it’s the data source and time period. Get it right to make metrics that drive SaaS growth and profitability. 💡 Interested in leveling up your SaaS finance game? Dive deeper in my SaaS Metrics Foundation course. Episode 184 is now on YouTube: https://lnkd.in/gejZPc2V #SaaSMetrics #SalesCycle #MarketingEfficiency #CAC #LTVtoCAC #SaaSFinance #CustomerAcquisitionCost #SaaSInsights #SalesEfficiency #ARR #SaaSMarketing #CACPayback #SaaSCFO #SaaSMetricsSchool #DataDrivenGrowth #SaaSExperts #SalesCycleMeasurement #FinancialPlanning #SaaSStrategy #SaaSLeaders

Bookings data is one of the top SaaS finance data mistakes that I see 😟 Let's break down some key concepts so that we have usable data for all SaaS stakeholders. 📓Key Concepts to Learn💡 1) Understanding Multi-year Contracts Multi-year contracts are agreements between you and your customer that extend over multiple years. These contracts can vary in duration, typically two to five years, though longer durations are sometimes seen. The key aspect of these contracts is that the customer commits to using the software for several years, which affects how revenue is tracked and reported. 2) Importance of Tracking Components of Revenue Accurate tracking of revenue components in a deal is crucial, especially with multi-year contracts. When a customer signs a multi-year contract for subscriptions, breaking down and tracking the ARR for each year within that contract is essential. This breakdown allows the company to calculate the TCV accurately. For instance, if a customer signs a 3 year contract: 1. ARR (Annual Recurring Revenue): This should be tracked per year. It helps understand the regular recurring revenue the company can expect yearly from that contract. Note: defining what is truly ARR will be a whole other post ☢️ 2. TCV (Total Contract Value): This metric aggregates the total value that the contract will bring in over its duration. It's calculated by summing up the ARR for each year of the contract. Caution ⚠️ TCV definitions vary. Some companies include all revenue types in their TCV number. ➡️Practical Tracking in CRM Systems Configuring your CRM software correctly is essential to track multi-year contracts and critical bookings data. Here are the key points: 1. Breaking Down Revenue by Year: Rather than recording a $50K deal as a lump sum, it's essential to specify that this amount is, say, $25K per year for two years. This granularity aids in accurate revenue forecasting and bookings tracking. 2. Use in Rev Forecasts and Sales Comp: The contract's first year often plays a critical role in revenue forecasts and is used in sales comp calculations. In some sales comp plans, there might be a bonus (or "kicker") for securing multi-year contracts, which makes tracking first-year ARR and TCV critical. 3. Bookings Report: Companies usually report the first year's ARR in their bookings reports. This practice provides a clearer picture of future revenue performance and growth. 4. Pitfalls of Incorrect Tracking: Not specifying the contract duration in the CRM can lead to forecasting issues. For example, simply entering $50K without noting whether it covers two, three, or four years (or what revenue types) makes it unclear how we should interpret this number. This lack of clarity has downline impact. 5. Tracking by Revenue Type: Besides tracking ARR and TCV, it’s important to distinguish between different revenue types 💰 such as subscriptions, usage revenue, and services revenue within your CRM. Any guidance that you'd add?