B2B SaaS Benchmark reports are popping up like mushrooms - but how do you know if the benchmark report is good, contains valuable insights and how to use the benchmarks to inform your own objectives and SaaS metrics goals?

Dave "CAC" Kellogg and Ray "Growth" Rike take on a topic that is near and dear to their hearts and discuss several key factors that are a tell for a good benchmark report including:

• Top things to consider when reading a benchmark report
• Attributes of a good benchmark report
• Attributes of a "not so good" benchmark report
• Benchmark utilization best practices
• Good Benchmark reports to review

If you read benchmark reports and use them in helping to establish goals and objectives in your B2B SaaS company - this episode is a must listen!

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Ideal Customer Profile (ICP) is a term commonly used across the SaaS industry - but what does it really mean, how can a company effectively build a customer acquisition strategy around it and what METRICS can be used to determine a company's ICP and then measure if it really is the best target customer segment?

During this week's episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss the following ICP elements to understand, execute and measure the ROI on the "Ideal Customer Profile":

• What variables are used to determine the ICP
• How to measure the relevant fit of a prospect to the ICP
• How to measure if the identified "ICP" is the best target customer segment(s)
• What metrics can be added to the traditional ICP criteria to enhance the targeting strategy

As always - CAC and Growth introduce a new pairing and an attempt at humor throughout the episode 😱

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Net Customer Base Expansion = (Expansion ARR - Churned ARR) which helps SaaS companies to understand how the existing customer base is impacting ARR growth excluding the impact of new logo customer ARR.

Why not just use Net Revenue Retention? CAC and Growth dive deep into this SaaS metric including:

• Calculation formula for Net Customer Base Expansion (NCBE)
• How is NCBE different from Net Revenue Retention (NRR)
• What is CAC's definition of lazy NRR
• Cohort vs Segment Calculations - what is the difference
• What is a good Net Customer Base Expansion Rate
• When and where does the Net Customer Base Expansion provide the most value

If you are responsible for impacting how ARR grows at existing customers in a B2B SaaS company - this episode may provides some new insights and maybe a new metric to add to your SaaS Metrics glossary!

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