8 articles
Unit EconomicsAt sub-$1K ACV, CAC payback math changes completely. Learn the formulas, benchmarks, fully-loaded CAC calculations, and worked examples that determine whether your SMB SaaS unit economics are viable.
Unit EconomicsHow to grow average contract value within the SMB segment without an enterprise pivot. Four ACV expansion levers, NRR benchmarks, pricing architecture for ACV growth, and the math of moving from $99 to $149 average ACV through packaging.
Unit EconomicsSupport is the hidden margin killer in SMB SaaS. Learn how to calculate cost-per-ticket, cost-per-account, self-serve deflection economics, and why support costs must be included in LTV and CAC calculations.
PricingAnnual prepay discounts are a cash flow tool, not just a retention tool. Learn the IRR calculation, discount payback period, optimal discount rate by ACV band, and how to handle mid-cycle changes without destroying the business case.
Unit EconomicsBuild a channel-level cost model for SMB SaaS acquisition. Per-channel CAC benchmarks, multi-touch attribution, contribution margin by channel, capacity planning, and how channel mix evolves as ARR scales.
Unit EconomicsFree trials feel free but carry real infrastructure, support, and conversion costs. This analysis calculates the true per-trial cost, shows how unconverted trials inflate CAC, and compares trial models on fully-loaded margin for SMB SaaS.
Unit EconomicsThe structural margin difference between self-serve and sales-assisted acquisition in SMB SaaS. CAC benchmarks, gross margin profiles, ACV thresholds, and how to model the hybrid motion.
AcquisitionSegment-specific CAC payback period benchmarks for SaaS. Learn why SMB payback should be 3-9 months, Mid-Market 9-18 months, and Enterprise 18-36 months — and how to calculate and optimize each.