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SaaS Metric Presentation

1. The document outlines key sales metrics including: - Market lead (ML), market qualified lead (MQL), sales qualified lead (SQL), and closing deals. - Conversion percentages from leads to sales at each stage. 2. It discusses the optimal LTV:CAC ratio of 3:1 and shows how ratios outside this range can be poor. 3. Examples are given showing the varying CAC and LTV for different types of businesses from low to high touch sales models like Instagram, Netflix, car sales and enterprise solutions.

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Danylo Kurgan
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203 views5 pages

SaaS Metric Presentation

1. The document outlines key sales metrics including: - Market lead (ML), market qualified lead (MQL), sales qualified lead (SQL), and closing deals. - Conversion percentages from leads to sales at each stage. 2. It discusses the optimal LTV:CAC ratio of 3:1 and shows how ratios outside this range can be poor. 3. Examples are given showing the varying CAC and LTV for different types of businesses from low to high touch sales models like Instagram, Netflix, car sales and enterprise solutions.

Uploaded by

Danylo Kurgan
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Sales Metrics

By:Danylo Kurgan
1.

B. C.
A.
MQL SQL
ML D.
(Market (Sales
(Market Closing Deals
Qualified Qualified
Lead)
Lead) lead)

Conversion %

Overall % conversion from lead to sale: which


varies from B-C or B2B
Probability of closure (10%,20%,30%, etc ideally growing as leads pass
through qualification and successful approaches)
2a.
General Overview

Low CAC / High LTV High CAC / High LTV


LTV (Lifetime Value)

Low CAC / Low LTV High CAC / Low LTV

CAC (Cost to Acquire Customer)

LTV:CAC ratio 1:1 3:1 5:1


Poor Ideal Poor
(S&M cost too high) (Under Invested in S&M)
2.
Example: Enterprise
Salesforce
Instagram Solutions

Car Sales
CAC (Cost to Acquire Customer)

Field Sales +
Netflix High touch

High Touch

Light Touch

No Touch, self
service

Freemium

LTV (Life Time Value)


2a.
General Overview
CAC (Cost to Acquire Customer)

Freemium Sales Complexity

No Touch, High Field Sales +


Light Touch
self service Touch High touch

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