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Dear SaaStr: What Are The Two Most Important Marketing KPIs on The Way to $10m ARR?
Dear SaaStr: What Are The Two Most Important Marketing KPIs on The Way to $10m ARR? For an early-stage SaaS business at $3M ARR driving to $10m ARR, the two most critical marketing KPIs to track are Pipeline Contribution* and Customer Acquisition Cost (CAC) Payback Period. Here’s why: 1. Pipeline Contribution *Why It Matters**: At…
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Blog Posts, Exit Strategy, Fundraising, Scale
The Great IPO Awakening: Are We Back?
Last week marked the busiest IPO stretch since 2021. Six companies raised $4.4 billion in five days. But is this the sustainable comeback founders and VCs have been waiting for, or just another false dawn? The IPO window isn’t just cracking open—it’s swinging wide. Smart companies with strong fundamentals should move now, while conservative pricing…
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Blog Posts, Customer Success, Customer Success
The Silent, Lurking Churn: Activation Rates Less Than 90%
It took me a little while to see activation rates as literally one of the 3-4 most important metrics in SaaS, but it probably is. I started to track activation rates at a lot of start-ups I work with, and I saw numbers that shocked me. I often see 60% or so activation rates 30…
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