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This includes contracted revenue that may not go live, in addition to imminent customer churn. This figure is important because its a leading indicator of business. It answers the question, What is the exact state of the businesss health today? Sujan: As a business grows past 10 million ARR, hitting that traction point, what metrics become important? Do they change? Byron: Early on, its all about establishing market fit and growing revenue and figuring out the model. As you start to get to that 5,10,15 million ARR level, then you start needing to prove that the business can scale. Thats when we look at things such as Customer Acquisition Cost (CAC), payback, and churn rate. We look at the ratio of customer lifetime value to CAC and then free cash flow. Collectively, those are the top five metrics we look at in the growth stage. Specifically what were looking at more these days is something we call the customer efficiency score, which is basically the interplay between the growth rate and capital efficiency.
For the original version including any supplementary images or video, visit http://www.forbes.com/sites/sujanpatel/2016/12/17/interview-with-byron-deeter-on-saas-metrics-and-measuring-growth/