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   Here are the best SaaS reads and resources this week.
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   ‌ ‌ ‌
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     <span style="color:#888888;font-size:14px;">
                      Edition #385, 21-Sep-2023
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                   <p style="margin:0;margin-bottom:24px">
                    Hi,
                    <br/>
                    For years we’ve been hand-picking the best SaaS blog posts to share with the thousands of SaaS Roundup subscribers. The torch has been passed to me and I’m excited to carry it, as always I’ll be bringing you the top SaaS reads from the past week 🙂
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                    Enjoy,
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                    Nick Franklin, Founder &amp; CEO
                    <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     @ChartMogul
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                    <br/>
                    <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     @nick_franklin
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                     Best of ChartMogul
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                   <strong>
                    <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     What Is a Good Customer Churn Rate?
                    </a>
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                   <span class="tinyMce-placeholder">
                    Sid Jain
                   </span>
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                    <p style="margin:0;mso-line-height-alt:25.2px;letter-spacing:normal">
                     High churn can be deadly for SaaS businesses. It's challenging to reach zero or negative churn—so what's a healthy amount? This post provides churn benchmarks for ARPA and MRR bands.
                    </p>
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                    <span style="font-weight:700;">
                     In Sid's words:
                    </span>
                    “A high customer churn rate can be deadly for your business. In this post, we analyze, anonymized and aggregated data from ChartMogul to find out what is a good customer churn rate for a SaaS subscription business.”
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                    2023 Sales Benchmark Report
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                      Report by Lighthouse
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                    <p style="margin:0;mso-line-height-alt:25.2px">
                     In 2023 33% of sales reps hit quota, 42% of companies saw decreased win rates, on the other hand, renewal rates have been consistent since 2021. Just a few insights from this report which offers extensive sales benchmarks.
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
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                              ">
                    <span style="font-weight:700;">
                     Lighthouse found that:
                    </span>
                    “...sales rep quota attainment has been on a declining trajectory since 2021, yet a larger percentage of companies are optimistic about hitting their 2023 revenue targets compared to the previous year. Paradoxically, even as revenue goals appear more achievable in 2023, companies are witnessing decreased win rates and lengthier sales cycles.”
                   </div>
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                   <div style="text-decoration:none;display:inline-block;color:#9caab3;background-color:transparent;border-radius:0;width:auto;border-top:0 solid transparent;font-weight:400;border-right:0 solid transparent;border-bottom:0 solid transparent;border-left:0 solid transparent;padding-top:3px;padding-bottom:3px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:12px;text-align:center;mso-border-alt:none;word-break:keep-all">
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                     <span style="word-break: break-word; line-height: 24px;">
                      <strong>
                       GO TO MARKET
                      </strong>
                     </span>
                    </span>
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              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-16" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                  <h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    Understanding churn and building an action plan to fix the proverbial “leaky bucket”
                   </a>
                  </h1>
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              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-17" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                  <h3 style="margin:0;color:#999;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      Atlas Editors and Gabe Miller-Smith
                     </span>
                    </strong>
                   </span>
                  </h3>
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                   <div class="" style="font-size:14px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:25.2px;color:#000;line-height:1.8">
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                     <a rel="noopener" style="text-decoration: none; color: #0775ff;" target="_blank">
                     </a>
                     <span style="font-size:14px;">
                      Fixing a leaky bucket or avoiding it altogether is hard work. Gabe Miller-Smith establishes some benchmarks and outlines a strategy for dealing with churn in this interview. Spoiler: many of the answers are in your data.
                     </span>
                    </p>
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       margin-left:10px;
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                              ">
                    <span style="font-weight:700;">
                     Gabe Miller-Smith says:
                    </span>
                    “...when it comes to selling to your ideal customer profile (ICP): A 10% churn rate is too high. “This might freak out some portfolio companies, but I’d say if your churn is in double digits, there’s room to improve.”
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                     <span style="word-break: break-word; line-height: 24px;">
                      <strong>
                       FINANCE
                      </strong>
                     </span>
                    </span>
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                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
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                  <h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    Apples plus oranges?
                   </a>
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                   </a>
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                  <h3 style="margin:0;color:#999;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0">
                   <span style="color: #000000;">
                    <strong>
                     <span class="tinyMce-placeholder">
                      Christoph Janz, Point Nine
                     </span>
                    </strong>
                   </span>
                  </h3>
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                    <p style="margin:0;mso-line-height-alt:25.2px">
                     Revenue reporting is tricky if you have multiple streams with different gross margins. This post explores the issue and offers some solutions for reporting complex, multi-sourced revenues.
                    </p>
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                              ">
                    <span style="font-weight:700;">
                     Christoph presents the issue:
                    </span>
                    “If you have, say, $5M of software ARR with a gross margin of 85% and, say, $4M of payments ARR with a gross margin of 30%, there isn’t one number that is a great answer to the question “How much ARR do you have?”
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       background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 40.78%,  #40bcd4 100%);
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                    <span style="font-weight:700;">
                     Chart of the Week
                    </span>
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                      <span style="font-size:14px;">
                       <strong style="font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px">
                        Since Q1 2022 down-round rate has increased for five straight quarters.
                       </strong>
                       Down-round rates in 2023 are the highest since 2018 or earlier. This chart shows the reality of a shifted startup valuation landscape.
                      </span>
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                    <img src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F1695376014739_Down-rounds-Q2-2023_01HAY4HZX45SPJ82HFWZH54X4Q.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyJ9:1qjg05:ZT9wS1kHCpF79iauWr4TqQzjZPXgLyi7mRmzr9JoSug" style="display:block;height:auto;border:0;max-width:590px;width:100%" width="590"/>
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     <span style="font-size:14px;color:#000000;">
                      <span style="">
                       Source:
                      </span>
                      <span style="color:#0775ff;">
                       <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                        Carta: State of Private Markets: Q2 2023
                       </a>
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