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   We explore two under-appreciated levers you can pull to accelerate your MRR growth.
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   ‌ ‌ ‌
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                    SaaS Roundup #360
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                    Hi there,
                    <br/>
                    <br/>
                    In this edition of SaaS Roundup, we explore two under-appreciated levers you can pull to accelerate your MRR growth.
                    <br/>
                    <br/>
                    We also share our top reads on understanding SaaS metrics, building defensibility, sales cycle length, and unit economics.
                   </p>
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                    Happy reading,
                    <br/>
                    <strong>
                     Sid @ ChartMogul
                    </strong>
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                        Exploring Two Underappreciated MRR Growth Levers
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:23.400000000000002px;letter-spacing:normal">
                     <span style="color:#999999;font-size:13px;">
                      Travis Todd
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                     When Travis was the Head of Growth at a B2C company that he co-founded, he struggled with where to get started. There were unlimited ways to grow a business. That is actually the problem: too many options!
                    </p>
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                     The engineer in him desired simplicity. Ultimately, he took a step backwards and broke down the five components of MRR, which then guided what he should own and what he should ask his colleagues to assist on.
                    </p>
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                    "You might be surprised at how large of a component of your MRR movements reactivation is to your business. This is especially true if you run a B2C business. I’ve seen cases where reactivation each month is 30%+ of monthly churn."
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                   <strong>
                    Our top SaaS reads.
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                      Metrics
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                     <span style="font-size:18px;">
                      <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                       The SaaS Glossary: A Guide to Understanding Key SaaS Metrics
                      </a>
                     </span>
                    </p>
                    <p style="margin:0;mso-line-height-alt:23.400000000000002px">
                     <span style="color:#999999;font-size:13px;">
                      Vivian Guo, Iconiq Capital
                     </span>
                    </p>
                    <p style="margin:0;mso-line-height-alt:23.400000000000002px">
                     <br/>
                     The terms and metrics used to describe SaaS business performance can often get confusing. Even today, after breathing and living SaaS metrics for over a year, I get confused. Here is a comprehensive guide that goes through the most common metrics and terms.
                    </p>
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                    "One of the best ways to measure the health of your business is to look at what happened with new customers (new logo ARR), your install base (expansion, churn rate), and the sum of all the above (net new ARR) on both a quarterly and annual basis."
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                      Product
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                      <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                       Modern Software Moats: 7 Powers and Defensibility in the Software Era
                      </a>
                     </span>
                    </p>
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                     <span style="color:#999999;">
                      <span style="font-size:13px;">
                       Nandu Anilal
                      </span>
                     </span>
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                     <span style="font-size:14px;">
                      With large software incumbents in most categories, startups will have to be more intentional about defensibility in the coming decade in order to succeed.
                     </span>
                     <span style="font-size:14px;">
                      How can your SaaS build defensibility? Here are 7 ways.
                     </span>
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                    "An example of counter-positioning is Robinhood taking a zero-commission trading approach. Robinhood wasn’t the first app to let you make trades, but the business model was unique. If an incumbent like ETrade wanted to copy Robinhood’s business model, it would blow up a successful fee-based business."
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                      Marketing
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                      <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                       SaaS Unit Economics and The Pursuit of Scale Invariance
                      </a>
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                     <span style="color:#999999;font-size:13px;">
                      Tribe Capital
                     </span>
                     <br/>
                     <br/>
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                    <p style="margin:0;mso-line-height-alt:23.400000000000002px">
                     In this article, the team at Tribe Capital presents a high-level framework for understanding and visualizing unit economics. With the help of real-world examples, they show how a variety of businesses can get to scale.
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                    "We tend not to look at quantities such as LTV:CAC because it includes these often spurious extrapolations. Instead, we tend to focus on gm*LTV_n - CAC which we refer to as the unit (or contribution) margin after n-months"
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                   <strong>
                    Chart of the week.
                   </strong>
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                     <strong style="font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px">
                      Are sales cycles longer in 2023?
                     </strong>
                     <span style="font-size:14px;">
                      Yes, the average startup saw a 24% increase in the length of the sales cycle from early 2022 to 2023.
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                      So, 60 day sales cycles are now 75 days.
                     </span>
                     Usage-based companies saw the greatest increase followed by seat based.
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     Source:
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                      Tomasz Tunguz
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