Lately I’ve been talking to more entrepreneurs that have product/market fit and are working to find a repeatable customer acquisition process (see 5 Steps to Startup Success in 30 Words). Now, sales and marketing metrics become critical and it’s time to figure out what works. Christoph Janz has the best Google Sheets Dashboard for SaaS companies:
Visitors & Signups
- Visitors
m/m growth - Signups beginning of the month
- New signups
– Organic
– Paid - Total new signups
m/m growth - Visitor-to-signup conversion rate
- Signups end of month
Paying Customers
- Customers beginning of the month
– New customers
– Conversion rate
– Lost customers
– Churn rate - Net new customers
- Customers end of month
m/m growth
Monthly Recurring Revenue
- MRR beginning of the month
- New MRR
– New MRR from new customers
– New MRR from account expansions - Total new MRR
- Lost MRR
- MRR churn rate
- New new MRR
- MRR end of month
m/m growth - Avg. revenue per customer
- Avg. revenue per new customer
Customer Acquisition Costs (CAC)
- Marketing spendings
– Marketing spendings per signup (blended)
– Marketing spendings per paid signup - Sales spendings
– Sales spendings per new paying customer - Total CAC (blended)
- Total CAC (paid signups)
- Time-to-recover CAC for paid signups (months)
- CLTV (e)
- CLTV/CAC (paid signups)
Cash
- Cash beginning of month
– Cash coming in
– Cash going out - Net cash burn
- Cash end of month
- Runway at current burn (months)
SaaS entrepreneurs would do well to use the Google Sheets Dashboard for SaaS companies. And, if inside sales is employed, take a look at the Google Sheets Dashboard with Inside Sales.
What else? What are your favorite metrics for SaaS startups?
David Cummings on Startups 
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