Understanding Unit Economics for the Enterprise SaaS “Go-To-Market” Strategy
By Eric Mersch
Executive Summary The direct field-sales “go-to-market” strategy dominates in Enterprise SaaS companies serving large corporations with high value-add products requiring extensive integrations and high-touch customer service. This article discusses the unit economics of the direct field sales model and shows how it leads us to the LTV/CAC ratio. Enterprise SaaS…Read More
Read MoreSaaS Glossary: Metrics, Benchmarks and Ratios Used in SaaS Business Performance Review
By Eric Mersch
FLG Partners has consulted with many SaaS businesses – from startups to enterprise-level. Our deep CFO consulting and board advisory expertise is used to improve operational and financial performance of these SaaS entities leveraging key industry metrics and benchmarks including (but not limited to): SaaS Financial Metrics Annual Contract Value…Read More
Read MoreHow CFOs Can Best Leverage Their FP&A Team During the Annual Planning Process
By Hellen Liu
This month, FLG Partners welcomes Hellen Liu, an FP&A (Financial Planning and Analysis) professional of 15 years with depth of expertise gained from prominent positions at Clorox, McKesson, and Rodan &Fields before establishing her own FP&A consulting practice. Hellen works with many FLG partners in support of their clients, assisting…Read More
Read MoreBalancing Fear & Hope: Financial Forecasting in Uncertain Times
By John Supan
Today’s COVID-19 pandemic and its associated job losses are only some of the worrisome issues facing us in 2020. Other current societal challenges include racial injustice, health care system inadequacies and the ever-present effects of climate change. The impact of all of these occurring simultaneously only add to the uncertainties…Read More
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