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Reporting
How to Calculate CAC Payback Period
The constraint that binds before LTV:CAC does. Three errors make the period look shorter than it is, and each is common.
MRR vs ARR: Which to Use and How Both Get Inflated
They are the same quantity at different resolutions. The errors that inflate them are identical, consistent, and always in the same direction.
GRR vs NRR: Which Retention Metric to Report
Gross revenue retention measures the floor. Net revenue retention measures the trajectory. Report both — and if you must pick one for a board, pick GRR.
How to Calculate Net Revenue Retention
NRR is the most cited SaaS metric and one of the most frequently miscalculated. The errors are consistent and each one flatters the number.
Pipeline Hygiene vs Pipeline Health
Pipeline hygiene measures whether the data is maintained. Pipeline health measures whether the business is performing. Conflating them produces the most common diagnostic error in revenue reporting: treating a data problem as a performance problem.