The Unit Economics of an Inside Sales Strategy at a SaaS Company
By Eric Mersch
The typical Small and Mid-Market SaaS company will use a portfolio of sales strategies designed to fit the average Annual Contract Value (ACV) of the sale. The most common strategies are Direct Sales, Inside Sales, eCommerce Marketplaces, and Partnerships. Some SMM companies may use all four depending upon their business…Read More
Read MoreThe Remaining Performance Obligation (RPO) SaaS Metric for the AI Industry
By Eric Mersch
[Editorial note: This previously published article, written by Eric Mersch, has been updated to reflect the RPO SaaS metric and its relevance specifically to the artificial intelligence industry.] RPO Explained: From Accounting Rules to SaaS KPI The Remaining Performance Obligation (RPO) reporting requirement arose from the adoption of ASC 606…Read More
Read MoreDriving Success for Small to Middle-Market SaaS Companies
By Eric Mersch
There are many ways to classify SaaS companies, but differentiating companies based upon who their customers are presents the best approach for measuring performance and driving success for SaaS businesses. This is because using a customer-centric definition highlights the key operational differences that drive strategic decision making at these businesses…Read More
Read MoreUnderstanding Financial Reporting for SaaS Companies
By Eric Mersch
Summary In a growing trend, companies increasingly seek to educate their employees on financial reporting and incorporate an understanding of financial metrics into the company’s culture. Over the past twenty some years, the adoption of systems and collection of internal data generated within companies has grown exponentially. Today more than…Read More
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