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   🚀  SaaS Roundup: Revenue Quality, Public Cloud Earnings, Pricing Experiments and More...
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                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <strong>
                     SaaS Roundup
                    </strong>
                    <strong>
                     #335
                    </strong>
                   </span>
                  </h1>
                  <br/>
                  <br/>
                  Hi there,
                  <br/>
                  <br/>
                  Do you consider customers on a free plan or customers with a 100% discount to be active customers? Or would you rather churn them because they don’t contribute any MRR?
                  <br/>
                  <br/>
                  Well, now you have the option to do both! We rolled out our free customer
                  <a style="mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #007C89;font-weight: normal;text-decoration: underline;" target="_blank">
                   data handling setting
                  </a>
                  across all of our integrations – no matter your billing source.
                  <br/>
                  <br/>
                  As always, in this Roundup, we also share our top three reads from the wonderful world of SaaS.
                  <br/>
                  <br/>
                  Happy reading,
                  <br/>
                  <strong>
                   Sid @ ChartMogul
                  </strong>
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                                      Share
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                                      Tweet
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                                      Forward
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                   <strong>
                    <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif; font-size:26px">
                     Best of ChartMogul.
                    </span>
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                 </a>
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                 <h3 style="font-weight: 400;line-height: 28px;display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 20px;font-style: normal;letter-spacing: normal;text-align: left;">
                  <br/>
                  <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   <font face="open sans, helvetica neue, helvetica, arial, sans-serif">
                    <span style="font-size:21px">
                     Running Pricing Experiments with Marc Boscher of Unito
                    </span>
                   </font>
                  </font>
                  <br/>
                  <span style="font-size:13px">
                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <font color="#999999">
                     Bianca Wilk
                    </font>
                   </span>
                  </span>
                 </h3>
                 <div style="text-align: left;">
                  <br/>
                  <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   In this wide-ranging conversation, Bianca and Marc talk about Unito's pricing model, lessons from performing several pricing experiments, &amp; the metrics that SaaS businesses need to keep an eye on when testing pricing strategies.
                  </font>
                  <br/>
                 </div>
                 <blockquote style="border: 0px;padding: 20px;margin: 0px;background: #EBEAEC;font-style: italic;color: black;text-size-adjust: 100%;text-align: left;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
                  <span style="font-size:13px">
                   <font color="#000000" face="open sans, helvetica neue, helvetica, arial, sans-serif">
                    <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                     "Ultimately, pricing is a muscle. (..) You have to develop the practice of it. You have to get good at it, make it part of your business. It’s a continuous practice. So always be surveying and interviewing your customers, always be validating with your data, and ideally, testing continuously."
                    </span>
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                  </span>
                 </blockquote>
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                    <a style="color: #1c79ed;text-decoration: none;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;font-weight: normal;" target="_blank">
                     Listen Here
                    </a>
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                   <strong>
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                     Our top SaaS reads.
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                  Industry
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                  <a style="color: #1c79ed;font-family: open sans,helvetica neue,helvetica,arial,sans-serif;font-weight: 400;text-decoration: none;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" target="_blank">
                   A Look Back at Q2 '22 Public Cloud Software Earnings
                  </a>
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                     Jamin Ball, Clouded Judgement
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                    In this data-driven piece, Jamin Ball goes deep into the current state of SaaS public markets. He shares with us the metrics that matter in public SaaS and associated benchmarks. It's a must-read for anyone trying to build a durable SaaS business.
                   </span>
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                     "High net revenue retention is the fourth aspect of a successful quarter, and one of my favourite metrics to evaluate in private SaaS companies. It is calculated by taking the annual recurring revenue of a cohort of customers from 1 year ago, and comparing it to the current annual recurring revenue of that same set of customers (even if you experienced churn).”
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                 <h4 class="null" style="display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 18px;font-style: normal;font-weight: bold;line-height: 125%;letter-spacing: normal;text-align: left;">
                  <a style="color: #1c79ed;font-family: open sans,helvetica neue,helvetica,arial,sans-serif;font-weight: 400;text-decoration: none;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" target="_blank">
                   Pricing Determines Your Business
                  </a>
                 </h4>
                 <p style="padding-bottom: 5px;margin: 10px 0;padding: 0;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;">
                  <span style="font-size:13px">
                   <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif">
                    <font color="#999999">
                     Jason Cohen, A Smart Bear
                    </font>
                   </span>
                  </span>
                  <br/>
                  <br/>
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                    It’s often said that you shouldn’t talk about pricing during customer development interviews. The usual justification is that your goal is to uncover the details of your potential customers’ lives and pain points, whereas a mention of price turns attention away from that topic. In this post, Jason Cohen busts that myth.
                   </span>
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                     "How many times have you heard someone agree that 'it would be great if someone did X,' but when show them someone did do X, but it costs $39.99, they don’t buy?"
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                  Management
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                 <h4 class="null" style="display: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 18px;font-style: normal;font-weight: bold;line-height: 125%;letter-spacing: normal;text-align: left;">
                  <a style="color: #1c79ed;font-family: open sans,helvetica neue,helvetica,arial,sans-serif;font-weight: 400;text-decoration: none;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;" target="_blank">
                   How To Think About Revenue Quality as an Early Stage Founder
                  </a>
                 </h4>
                 <p style="padding-bottom: 5px;margin: 10px 0;padding: 0;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #202020;font-family: Helvetica;font-size: 16px;line-height: 150%;text-align: left;">
                  <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif; font-size:13px">
                   <font color="#999999">
                    David Peterson, Angular Ventures
                   </font>
                  </span>
                  <br/>
                  <br/>
                  <font face="open sans, helvetica neue, helvetica, arial, sans-serif">
                   <span style="font-size:14px">
                    When you look at revenue multiples of different companies, they range widely. The primary reason for this is difference in revenue quality. Here is a walk-through of factors that impact your revenue quality.
                   </span>
                  </font>
                 </p>
                </td>
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              </tbody>
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                <td style="padding-top: 9px;padding-left: 18px;padding-bottom: 9px;padding-right: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
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                     "Investors look at service-driven revenue and discount it heavily for two reasons. First, it’s a long-term hit to your operating margin. Second, service dependence suggests you may have trouble scaling. Both of these characteristics negatively impact critical DCF assumptions."
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                   <strong>
                    <span style="font-family:open sans,helvetica neue,helvetica,arial,sans-serif; font-size:26px">
                     Chart of the week.
                    </span>
                   </strong>
                  </h1>
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              </tbody>
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             <!--[if mso]>
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                    <strong>
                     What sort of revenue does reactivation contribute?
                    </strong>
                    For a typical B2C SaaS business, roughly 10% of revenue comes from reactivation. It drops down to about 5-8% as you move upmarket into the B2B SaaS space.
                   </span>
                  </font>
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                    Source:
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                     ChartMogul Blog
                    </a>
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