![]() ![]() And the uncanny ability of marketing functions to serve up the perfect ad at the perfect time-that’s straight-up ESP. The way your sales team satisfies its quarterly quotas just in time to meet your bookings goal seems like some sort of sorcery. Much of the work of sales and marketing teams can seem like pure magic. Why Your SaaS Business Needs More Than a Magic Number The more context you can get, the better. Similarly, you could add a CAC payback period chart in Mosaic to view that metric side-by-side with magic number. It’s closely related to the magic number and gives you another SaaS benchmark for evaluating your ability to sustain more marketing expenses. This efficiency metric focuses only on new customer acquisition and gross margins in relation to CAC. Seeing your magic number is helpful, but even more powerful is the ability to quickly swap out different components of the calculation to get a different view of your company’s financial health.įor example, you may want to look at your Bessemer CAC ratio as a comparison to magic number. With Mosaic, you get a SaaS magic number calculator that enables you to track your magic number in real-time, which means you can know exactly when to dial up your marketing spend to reach more people or when to reduce spend for safety. Historically, tracking your magic number took manual effort, and as soon as you pulled financial data down into Excel and calculated it, it was already stale. You can purchase sales automation tools that increase your outreach and automate follow-ups to help reduce sales and marketing costs as well. Try optimizing your ad spend or refining your customer persona, so you’re targeting the right buyer. There are plenty of ways to improve this metric. Having this kind of context can make or break your pitch for a new round of venture capital.īut if your magic number is not where you want it to be, don’t worry. However, it’s especially valuable for telling the story of sales and marketing efficiency behind strong revenue growth in early-stage startups. The magic number is a widely used formula for SaaS companies at all different stages. But these are still effective benchmarks to keep track of. No SaaS financial metrics are perfect on their own, and magic number is no exception. If you are anywhere above 1.5 call me immediately.” “Fundamentally, the key insight is that if you are below 0.75 then step back and look at your business, if you are above 0.75 then start pouring on the gas for growth because your business is primed to leverage spend into growth. When investor Lars Leckie popularized the magic number as a sales efficiency metric in 2008, he said: ![]() ![]() While a magic number of 1.0 may be ideal, you should feel comfortable after exceeding the 0.75 benchmark. At this stage, you likely have an efficient monthly payback number, which means you can withstand increased marketing expenses in things like content marketing, digital advertising, and SEO. You reach this level when you’ve proven product-market fit and acceptable CAC payback periods. Magic Number Greater than 0.75: A magic number over 0.75 should give you the green light to build out the sales and marketing functions.Look at your cash runway, free cash flow, and gross margins to determine whether or not more growth investments make sense. However, whether or not you should increase marketing investment or add to your sales team at this level depends on the context of your business. If you’re approaching the 0.75 mark, you’re on the right track with sales efficiency. Magic Number Less than 0.75: This is the main threshold to consider for magic number.When you have a magic number less than 0.5, you likely have to continue working on your product-market fit. Or, maybe you’re investing so much in acquiring new customers without a SaaS pricing strategy that’s able to make up for the spend. Maybe your churn rate is unusually high because of a lack of product maturity, causing a dip in ARR. Your SaaS product might not resonate with target customers. Your total SaaS cost of service might be too high. Magic Number Less than 0.5: A magic number this low typically indicates that something is wrong with your business model.When analyzing your magic number, consider what each of these SaaS magic number benchmarks tells you about your sales efficiency: ![]()
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