Digital Marketing Metrics SaaS Companies Should Track

In today’s era, it is important for SaaS (Software as a Service) companies to focus on the metrics in order to stay competitive. By monitoring and analyzing marketing indicators, these companies can gain valuable insights into how their campaigns are performing and make informed decisions based on data to support growth and profitability. In this article, we will delve into some metrics that SaaS firms should monitor to enhance their marketing strategies.

Understanding Customer Acquisition Cost (CAC)

One of the metrics that’s important in the realm of digital marketing for SaaS that companies need to keep an eye on is Customer Acquisition Cost (CAC). CAC refers to the expenses incurred by a company in acquiring customers over a specific period. By calculating CAC, businesses can assess the efficacy of their marketing activities and make well-informed decisions regarding resource allocation.

To compute CAC, divide the marketing and sales expenditures during a specified timeframe by the number of customers acquired within that period.

Beyond determining the CAC figure, it is crucial to evaluate this metric for each marketing channel. This detailed approach enables businesses to pinpoint channels with customer acquisition costs compared to those offering return on investment. Through reallocating resources from channels, SaaS companies can optimize the efficiency of their marketing budget.

Analyzing Customer Lifetime Value (CLV)

Customer Lifetime Value (CLV) stands out as a metric that SaaS companies should thoroughly assess. It gauges the revenue expected from a customer throughout their relationship with your company. Understanding CLV plays a role in determining the amount a business can invest in acquiring and retaining customers. 

To compute CLV, multiply a customer’s purchase frequency by their order value and then factor in their average duration as your customer over the years.

By monitoring CLV companies, insights into revenue possibilities are uncovered. Can take targeted actions to enhance customer loyalty through tailored product offerings, personalized communication, or overall improvements in the customer experience.

Assessing Lead to Customer Conversion Rate

Monitoring and enhancing the lead-to-customer conversion rate is essential for SaaS companies looking to optimize their sales pipeline and drive revenue growth. This metric signifies the proportion of leads that convert into paying customers.

To calculate this rate, divide the number of converted leads by the number of acquired leads within a timeframe.

Identifying and addressing obstacles or deficiencies in your sales process that impede lead conversions can lead to improvements in this metric.

By tackling these issues, like improving landing pages, simplifying communication channels, and enhancing product demonstrations, businesses can gradually boost their conversion rate from leads to customers. Maximize the return on investment in marketing efforts.

Examining Customer Attrition

Customer attrition, also known as churn rate, indicates the percentage of customers who cancel or discontinue their subscriptions within a period. For SaaS companies, reducing churn is crucial, as high attrition rates can quickly eat into profits.

To calculate the churn rate, divide the number of lost customers during a timeframe by the customer count at the beginning of that period.

By analyzing trends in customer attrition alongside demographics and engagement patterns, companies can craft retention strategies that decrease customer losses. Keeping existing customers is more cost-efficient than acquiring ones, making churn analysis a pivotal aspect in ensuring long-term sustainability and expansion.

Tracking Lead Acquisition Costs (LAC)

Lead Acquisition Costs (LAC) serve as an indicator for SaaS firms to assess how effectively they generate leads through marketing initiatives. Unlike Customer Acquisition Cost (CAC), which focuses on expenses related to acquiring customers, LAC reveals how much a company invests in securing leads.

To calculate LAC, divide expenses from marketing campaigns over a period by the number of acquired leads during that same timeframe.

Closely monitoring the Cost Per Lead (CPL) is crucial for allocating resources to campaigns that have the potential for lead generation at lower costs. Companies need to evaluate CPL to improve their targeting strategies and optimize how they allocate their advertising budget.

Assessing Return on Investment (ROI)

Return on Investment (ROI) is a metric for SaaS companies to accurately gauge the profitability of their marketing efforts. ROI provides a picture of the revenue generated compared to the costs incurred in marketing activities.

To calculate ROI, subtract marketing costs from sales revenue and then divide by total marketing costs. Multiply the result by 100 to express it as a percentage.


Tracking these digital marketing metrics empowers SaaS companies to make data-informed decisions when optimizing their marketing endeavors. By analyzing metrics like Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLV), which lead to customer conversion rate, churn rate, CPL, and ROI, businesses gain insights into the effectiveness of their campaigns. Can adjust strategies to drive growth and profitability.

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