Challenges Contribution

Business and Financial Planning & Analysis Prove Capital Efficiency and Good Management

KPIs Contribution

CAC / Payback Gross Margin ARR/Employee ACV Burn Rate Lifetime value (LTV) / CAC The 40% Rule

Mix of FTE:

Typical Team’s Ratios for a Series B Company (5-10M€ ARR)

📊

% of FTE: 7% (Full G&A)

📊

% ARR Spent / Team: 12% (Full G&A)

Sources: XAnge portfolio companies + https://sacks.substack.com/p/the-saas-org-chart

Typical Team’s Org for a Series B Company

🔁

Usual Report to: CEO

Key Org Change to Notice

At Series B stage, the finance team starts specializing for giving a more comprehensive understanding of the business to the top management and the investors. Due to revenues and customers growth, the team usually internalizes the transactional roles such as accountant. When strategically needed, the finance team can include one person for legal or M&A.

CFO (8)

FP&A director and analyst (2)
Controller (1)
1-2 accountants (1-2)
Ops (2)
Legal (1) - optional

Source:

The SaaS Org Chart

You've raised a new funding round. You need to staff up. Here's what that looks like.

sacks.substack.com

Typical Team’s Contribution to Company KPIs

ARR/Employee

Build a Cost Effective Organization Business and Financial Planning & Analysis

For Series B: 40/50k$/employee

CAC / Payback

Business and Financial Planning & Analysis

🟡: < 15 months payback

Lifetime value (LTV) / CAC

Business and Financial Planning & Analysis

🟠: 2-3x 🟡: 3-5x 🟢: >5x

ACV

Business and Financial Planning & Analysis

n/a

The 40% Rule

Prove Capital Efficiency and Good Management

Revenue Growth Rate + Burn Rate = 40%

Burn Rate

Prove Capital Efficiency and Good Management

🟠: 1x-2x 🟡: 0,5x-1x 🟢: <0,5

Gross Margin

Prove Capital Efficiency and Good Management

🟠: 65%-75% 🟡: 75%-85% 🟢: >85%

Additional Resources

Experienced CFOs explain how to shape your team

Clear organisational structure is vital to every business. The more you grow, the more important it is to build your team(s) with purpose. And while i...

www.cfoconnect.eu

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