I have a few questions so it would be great to hear your thoughts.
1) Commission%
Do SaaS companies offer similar commission% (so your model provides a great way to reconstruct how management look at cash flow), or there are huge different on commission% (so we might better estimate it?)
2) Deferred customer acquisition costs on Balance Sheet.
Does metrics like PRO/deferred customer acquisition cost (or, deferred contract costs) provides some insights on how unit economics looks like in the 'Expansion' phase?
Once again thank you very much for the great work! very helpful!
Can easily tell that you're not a banker
But very good in details.
I'll take that as compliment ;)
Hi Thomas thanks for such insightful work.
I have a few questions so it would be great to hear your thoughts.
1) Commission%
Do SaaS companies offer similar commission% (so your model provides a great way to reconstruct how management look at cash flow), or there are huge different on commission% (so we might better estimate it?)
2) Deferred customer acquisition costs on Balance Sheet.
Does metrics like PRO/deferred customer acquisition cost (or, deferred contract costs) provides some insights on how unit economics looks like in the 'Expansion' phase?
Once again thank you very much for the great work! very helpful!
Commissions % will vary quite a bit from company to company. Differences may include sales-motion, stage of company, and mix of land vs. expand.
You could add back the deferred commissions to S&M less Amort to get a cash S&M to use for Cash CAC/SaaS metrics
Thanks for reading!
Love the deeper focus on modeling and analysis and would be great to see more of it. Great piece!
Thank you!