See the Metrics that Drive CMRR Growth for SaaS and Subscription Businesses
Baker Tilly SaaS Intelligence enables unparalleled insights into your most important software and subscription metrics. At a glance, you'll see the key performance indicators, bookings activity, and customer unit economics that expose the levers you can adjust to drive predictable growth.
SaaS Intelligence was developed based on our extensive experience working with numerous, sophisticated SaaS companies all struggling to achieve the same objective: access to SaaS metrics that were real-time, automatic
Key Benefits:
To give you the most insightful analytics around your SaaS metrics, SaaS Intelligence automatically tracks a multitude of CMRR categories all the way down to the individual Customer and Item (Product) level, including:
New |
The increase in CMRR from new customers. |
Recovered |
The increase in CMRR from customers who have previously churned and returned. |
Acquired (via M&A) |
The increase in CMRR as a result of the acquisition of another legal entity's existing CMRR balances. |
Add-on |
The increase in CMRR on an existing customer from the sale of additional subscription products or an increase in quantity of existing subscriptions (ex: user count). |
Uplift (↑ Renewal Price) |
The increase in CMRR on an existing customer from an increase in price (or the reduction of discount) on an existing subscription at time of renewal. |
Downgrade |
The decrease in CMRR on an existing customer from the debooking of existing subscription product or an decreased in quantity of existing subscriptions (ex: user count). |
Markdown (↓ Renewal Price) |
The decrease in CMRR on an existing customer from a decrease in price (or an increase of discount) on an existing subscription at time of renewal. |
Churn |
The decrease (loss) of CMRR from churned customers. |
Cancellation |
The decrease (loss) of CMRR from cancelled customers (i.e. those customers that never fully adopted/onboarded). |
Debook |
The decrease (loss) of CMRR from debooking of existing subscription (i.e. item-level cancellation during an active subscription period). |
Pending Renewal |
The amount of CMRR up for renewal (available to be renewed) in a given month. |
Renewed |
The amount of existing CMRR renewed in a given month. |
Foreign Exchange |
The change (increase or decrease) in CMRR on renewals of foreign currency transactions due to exchange rate fluctuations from originating booking to renewal. |
Currency Change Uplift |
The increase in CMRR on foreign transactions due to the combined effect of a change in transactional currency (i.e. prior contract was GBP, and renewal contract is EUR) and derived foreign currency fluctuations. |
Currency Change Markdown |
The decrease in CMRR on foreign transactions due to the combined effect of a change in transactional currency (i.e. prior contract was GBP, and renewal contract is EUR) and derived foreign currency fluctuations. |
With AcctTwo SaaS Intelligence, you can analyze Expansion and Contraction at a more granular level than ever before. Empower your management teams with actionable insights into what’s actually happening with the business so they know where and how to react.
For example, while other applications may track general “Contraction”, they lack visibility into the underlying causes of revenue retention issues. SaaS Intelligence exposes the distinction between Downgrades and Markdowns to illuminate product-related attrition issues versus sales price reductions and discounting behaviors. Both of these will result in Contraction, but knowing exactly what’s happening on which Products for which Customers enables more effective action planning.
SaaS Intelligence even goes as far as isolating Foreign Exchange impact on the CMRR of multi-currency contracts. For example, where there are CMRR gains attributed to Foreign Exchange rates changing from the time of contract inception to renewal, AcctTwo SaaS Intelligence actually shows you how Foreign Exchange fluctuations is hurting or helping your CMRR growth.
We cover the full gamut of SaaS Metrics that enable you and your leaders to understand the health and trajectory of the business.
Total CMRR Total ARR Total Bookings CMRR per Customer Average New Deal CMRR Customer Acquisition Cost (CAC) Payback in Months Customer Lifetime Value (LTV) LTV:CAC Ratio Customer Retention Rate Customer Renewal Rate Customer Churn (% up for renewal) | Total Customer Churn (% of total) Gross Dollar Retention Rate Net Dollar Retention Rate Gross CMRR Churn Net CMRR Churn Gross CMRR Renewal Rate SaaS Quick Ratio Gross Burn Rate Net Burn Rate Runway (Months) Total Billings Days Sales Outstanding (DSO) |
AcctTwo SaaS Intelligence is built on Sage Intacct’s top-rated financial management solution, and leverages its innovative general ledger to add analytical depth to your SaaS metrics using your Sage Intacct dimensions, enabling business leaders to slice and dice data by key business perspectives such as product and customer. Postings include important data such as Entity, Customer, and Item for advanced cohort analysis reporting.
SaaS Intelligence by AcctTwo is the only product that tracks your metrics across both the Sage Intacct Contracts and Order Entry Subledgers simultaneously. So it's no problem if you have transactions flowing through the Intacct Contracts module, as well as through Order Entry from an external billing system or ecommerce site. SaaS Intelligence views subscription details across modules, interweaving and interpreting the data to give you the full picture.
Churn is an incredibly important and highly visible metric that drives a lot of your activities, so it's important to get it right. The last thing you want to do is inflate Churn and have the business in a frenzy. At times, customers can be delayed in renewing, so SaaS Intelligence does not immediately move CMRR to Churn at the end of a subscription. Instead, we make the late renewal status of customers apparent to your business by tracking past-due renewals in “Pending Renewal CMRR,” allowing you to keep a pulse on potential churn, but without forcing that decision prematurely. In this way, the business can appropriately and proactively address late renewals or customer churn risks.
And it if the customer is ultimately lost, the system allows for custom categorization via Churn Reasons (e.g. Customer Satisfaction, Acquired, Bankruptcy, etc.), which can be segregated into Avoidable or Unavoidable Churn for enhanced analysis. Not every churn event is the same, and certainly shouldn’t be treated as such!
And what of those customers that failed to launch and were never revenue generating? Don’t fret, SaaS Intelligence enables you to Cancel (not Churn) those customers to more clearly distinguish and segregate those customers lost which were never fully onboarded in the first place. You get to decide how that type of customer situation is treated.
System Requirements:
Intacct Web Services;
Price:
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Integration Approved Countries:
United States;
About:
Baker Tilly recently acquired AcctTwo, Sage Intacct's top partner. The combined firm is focused on delivering the future of finance and accounting to our customers. Baker Tilly has three main solutions for the midmarket – Cloud-based Accounting Software, Client Accounting Services, and Software Development, all built around Sage Intacct’s best-in-class financial applications. Our dedicated team of over 100 people has helped more than 1,000 organizations optimize finance and accounting through software implementations, accounting outsourcing, and consulting. The practice has been recognized by Sage Intacct as its Partner of the Year from 2014 – 2020 and by our customers as a leader in overall satisfaction and popularity through their reviews on G2 Crowd.