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Early Stage SaaS Financial Model

Medium Large

Revenue Structure Revenue Structure


1 1=MRR | 2=ARR 1 1=MRR | 2=ARR

Licenses/Customer metric being tracked Licenses/Customer metric being tracked


1 Best Case 200 1 Best Case
2 Moderate Case 100 2 Moderate Case
3 Worst Case 50 3 Worst Case

ACV ACV
1 Best Case 100,000 1 Best Case
2 Moderate Case 85,000 2 Moderate Case
3 Worst Case 70,000 3 Worst Case

Sales Commission (% of ACV) Sales Commission (% of ACV)


1 Best Case 9% 1 Best Case
2 Moderate Case 15% 2 Moderate Case
3 Worst Case 25% 3 Worst Case

Implementation Revenue Implementation Revenue


1 Best Case 5,000 1 Best Case
2 Moderate Case 5,000 2 Moderate Case
3 Worst Case - 3 Worst Case

Operational Costs (% of ACV) Operational Costs (% of ACV)


1 Best Case 7% 1 Best Case
2 Moderate Case 12% 2 Moderate Case
3 Worst Case 15% 3 Worst Case

Renewal Commission (% of ACV) Renewal Commission (% of ACV)


1 Best Case 5% 1 Best Case
2 Moderate Case 10% 2 Moderate Case
3 Worst Case 15% 3 Worst Case

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Make this your own, nothing in the workbook is protected or locked!
Huge Behemoth

Revenue Structure Revenue Structur


1 1=MRR | 2=ARR

etric being tracked Licenses/Customer metric being tracked Licenses/Custom


750 1 Best Case 3,000
500 2 Moderate Case 2,000
250 3 Worst Case 1,000

ACV ACV
140,000 1 Best Case 180,000
120,000 2 Moderate Case 160,000
110,000 3 Worst Case 140,000

Sales Commission (% of ACV) Sales Commissio


9% 1 Best Case 9%
15% 2 Moderate Case 15%
25% 3 Worst Case 25%

Implementation Revenue Implementation


5,000 1 Best Case 10,000
5,000 2 Moderate Case 5,000
- 3 Worst Case -

Operational Costs (% of ACV) Operational Cost


7% 1 Best Case 7%
12% 2 Moderate Case 12%
15% 3 Worst Case 15%

Renewal Commission (% of ACV) Renewal Commis


5% 1 Best Case 5%
10% 2 Moderate Case 10%
15% 3 Worst Case 15%
Behemoth

Revenue Structure
1 1=MRR | 2=ARR

Licenses/Customer metric being tracked


1 Best Case 15,000
2 Moderate Case 10,000
3 Worst Case 5,000

ACV
1 Best Case 600,000
2 Moderate Case 300,000
3 Worst Case 200,000

Sales Commission (% of ACV)


1 Best Case 9%
2 Moderate Case 15%
3 Worst Case 25%

Implementation Revenue
1 Best Case 10,000
2 Moderate Case 5,000
3 Worst Case -

Operational Costs (% of ACV)


1 Best Case 7%
2 Moderate Case 12%
3 Worst Case 15%

Renewal Commission (% of ACV)


1 Best Case 5%
2 Moderate Case 10%
3 Worst Case 15%
Early Stage SaaS Financial Model

Customer Acqusition

Jun-15 Jul-15 Aug-15 Sep-15


New Medium Customers - - - -
New Large Customers - - - -
New Huge Customers - - - -
New Behemoth Customers - - - -

Customer Start (use name)


Medium - - - -
Large - - - -
Huge - - - -
Behemoth - - - -

Churn (use nunmber churned)


Medium - -
Large - -
Huge - -
Behemoth - -

Active Customers Jun-15 Jul-15 Aug-15 Sep-15


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -

Total Active Customers - - - -

Customer Drivers

Medium Customers
1 Licenses/Customer metric being tracke 200
1 ACV 100,000
1 Sales Commission (% of ACV) 9.0%
1 Implementation Revenue 5,000
1 Operational Costs (% of ACV) 7%
1 Renewal Commission (% of ACV) 5%
Year 1 Unit Economics
ACV 100,000
MRR 8,333
Implementation Revenue 5,000
Commission to Rep 9,000
Operations Costs 7,000
Year 1 Net Revenue 89,000

Year 2 Unit Economics


ACV 100,000
MRR 8,333
Renewal Commission 5,000
Operations Costs 7,000
Year 2 Net Revenue 88,000

Large Customers

Huge Customers

Behemoth Customers

Revenue and Costs

Jun-15 Jul-15 Aug-15 Sep-15

Revenue from Software


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -

Revenue from Implementation


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -

Commission to Rep
Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -

Operational Costs
Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -

Total Licenses/Customer metric being tracked


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -

Renewals and Upsells

renewal (months) Jun-15 Jul-15 Aug-15 Sep-15


Cohort 1 2 3 4
Renewing Cohort 12 0 0 0 0
Contracts Renewed
Medium Customers - - - -
Renewing Cohort Size - - - -
Churn - - - -
Renewals - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -

Renewal Commission
Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -

Sums for Financial Statements

Jun-15 Jul-15 Aug-15 Sep-15

Gross Software Revenue


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -
Total - - - -

Gross Implementation Revenue


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -
Total - - - -

Gross Revenue
Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -
Total - - - -

Costs Jun-15 Jul-15 Aug-15 Sep-15

Gross Sales Commissions


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -
Total - - - -

Gross Operating Costs


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -
Total - - - -

Gross Renewal Commissions


Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -
Total - - - -

Gross Costs
Medium Customers - - - -
Large Customers - - - -
Huge Customers - - - -
Behemoth Customers - - - -
Total - - - -
Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16
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Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16


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5 6 7 8 9 10 11 12
0 0 0 0 0 0 0 0

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Jun-16 Jul-16 Aug-16


13 14 15
1 2 3

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Early Stage SaaS Financial Model

Management Salaries Salary Month Year Day Hire Date


CEO $ 60,000 8 2015 1 8/31/2015
CTO $ 60,000 8 2015 1 8/31/2015
COO $ 60,000 8 2015 1 8/31/2015

Operations Salaries
Customer Success I $ 65,000 11 2015 1 11/30/2015
- $ - 1 2020 1 1/31/2020
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200

Engineering Salaries
Lead Dev $ 80,000 8 2015 1 8/31/2015
Dev I $ 65,000 8 2015 1 8/31/2015
Dev II $ 65,000 10 2015 1 10/31/2015
Dev III $ 55,000 2 2016 1 2/29/2016
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200

Sales Salaries
Sales Exec $ 120,000 8 2015 1 8/31/2015
Sales I $ 60,000 12 2015 1 12/31/2015
Sales II $ 50,000 3 2016 1 3/31/2016
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200
- $ - 1 2200 1 1/31/2200

Headcount and Salaries

Jun-15 Jul-15 Aug-15 Sep-15


Management Salaries
CEO - - 5,000 5,000
CTO - 5,000 5,000 5,000
COO - - 5,000 5,000
Total Management Salaries - 5,000 15,000 15,000

Operations Salaries
Customer Success I - - - -
- - - - -
- - - - -
- - - - -
- - - - -
- - - - -
- - - - -
- - - - -
Total Operations Salaries - - - -

Engineering Salaries
Lead Dev - - 6,667 6,667
Dev I - - 5,417 5,417
Dev II - - - -
Dev III - - - -
- - - - -
- - - - -
- - - - -
- - - - -
Total Engineering Salaries - - 12,083 12,083

Sales Salaries
Sales Exec - - 10,000 10,000
Sales I - - - -
Sales II - - - -
- - - - -
- - - - -
- - - - -
- - - - -
- - - - -
Total Sales Salaries - - 10,000 10,000

Salaries - 5,000 37,083 37,083


Headcount - 1 6 6
Start
8/1/2015
8/1/2015
8/1/2015

11/1/2015
1/1/2020
1/1/2200
1/1/2200
1/1/2200
1/1/2200
1/1/2200
1/1/2200

8/1/2015
8/1/2015
10/1/2015
2/1/2016
1/1/2200
1/1/2200
1/1/2200
1/1/2200

8/1/2015
12/1/2015
3/1/2016
1/1/2200
1/1/2200
1/1/2200
1/1/2200
1/1/2200

Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16


5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
15,000 15,000 15,000 15,000 15,000 15,000 15,000 15,000

- 5,417 5,417 5,417 5,417 5,417 5,417 5,417


- - - - - - - -
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- - - - - - - -
- - - - - - - -
- - - - - - - -
- - - - - - - -
- - - - - - - -
- 5,417 5,417 5,417 5,417 5,417 5,417 5,417

6,667 6,667 6,667 6,667 6,667 6,667 6,667 6,667


5,417 5,417 5,417 5,417 5,417 5,417 5,417 5,417
5,417 5,417 5,417 5,417 5,417 5,417 5,417 5,417
- - - - 4,583 4,583 4,583 4,583
- - - - - - - -
- - - - - - - -
- - - - - - - -
- - - - - - - -
17,500 17,500 17,500 17,500 22,083 22,083 22,083 22,083

10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000


- - 5,000 5,000 5,000 5,000 5,000 5,000
- - - - - 4,167 4,167 4,167
- - - - - - - -
- - - - - - - -
- - - - - - - -
- - - - - - - -
- - - - - - - -
10,000 10,000 15,000 15,000 15,000 19,167 19,167 19,167

42,500 47,917 52,917 52,917 57,500 61,667 61,667 61,667


7 8 9 9 10 11 11 11
Jun-16 Jul-16 Aug-16
5,000 5,000 5,000
5,000 5,000 5,000
5,000 5,000 5,000
15,000 15,000 15,000

5,417 5,417 5,417


- - -
- - -
- - -
- - -
- - -
- - -
- - -
5,417 5,417 5,417

6,667 6,667 6,667


5,417 5,417 5,417
5,417 5,417 5,417
4,583 4,583 4,583
- - -
- - -
- - -
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22,083 22,083 22,083

10,000 10,000 10,000


5,000 5,000 5,000
4,167 4,167 4,167
- - -
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- - -
- - -
- - -
19,167 19,167 19,167

61,667 61,667 61,667


11 11 11
Early Stage SaaS Financial Model

Income Statement

Jun-15 Jul-15 Aug-15 Sep-15

Gross Revenue
Software - - - -
Implementation - - - -
Total - - - -

COGS
CC processing (fixed) 0.10 - - - -
CC processing fee 0.1% - - - -
Operating Costs - - - -
Total - - - -

Gross Profit - - - -
Gross Margin #DIV/0! #DIV/0! #DIV/0! #DIV/0!

Operating Expenses

Sales & Marketing


Marketing Spend 1,500 1,500 1,500 1,500 1,500
Sales Salaries - - 10,000 10,000
Sales Commission - - - -
Renewal Commission - - - -
Misc. Sales 1,000 1,000 1,000 1,000 1,000
Total 2,500 2,500 12,500 12,500
% of Revenue #DIV/0! #DIV/0! #DIV/0! #DIV/0!

General & Administrative


Management Salaries - 5,000 15,000 15,000
Ops Salaries - - - -
Office Space 2,000 2,000 2,000 2,000 2,000
Misc. G&A 1,000 1,000 1,000 1,000 1,000
Total 3,000 8,000 18,000 18,000
% of Revenue #DIV/0! #DIV/0! #DIV/0! #DIV/0!

Engineering
Engineering Salaries - - 12,083 12,083
Total - - 12,083 12,083
% of Revenue #DIV/0! #DIV/0! #DIV/0! #DIV/0!
Product
Tools - - - - -
Licenses 500 500 500 500 500
Total 500 500 500 500
% of Revenue #DIV/0! #DIV/0! #DIV/0! #DIV/0!

Miscellaneous
Legal Fees - - - -
Insurance 200 200 200 200 200
Travel 600 600 600 600 600
Accounting 150 150 150 150 150
Other 500 500 500 500 500
Total 1,450 1,450 1,450 1,450
% of Revenue #DIV/0! #DIV/0! #DIV/0! #DIV/0!

Total Operating Expenses 7,450 12,450 44,533 44,533

Operating Profit (EBITDA) - 7,450 - 12,450 - 44,533 - 44,533

Depreciation & Amortization - - - -

Interest and Other Expenses - - - -

Pretax Income - 7,450 - 12,450 - 44,533 - 44,533


Income Tax 40% - - - -

Net Income - 7,450 - 12,450 - 44,533 - 44,533

Cash Flow

Jun-15 Jul-15 Aug-15 Sep-15

Starting Cash Position 85,000 $77,550 $65,100 $20,567

Operating Activities
Net Income - 7,450 - 12,450 - 44,533 - 44,533
Depreciation - - - -
Amortization - - - -
Total - 7,450 - 12,450 - 44,533 - 44,533
Changes in Working Capital
Accounts Receivable - - - -
Inventory - - - -
Prepaid Expenses - - - -
Accounts Payable - - - -
Accrued Expenses - - - -
Total - - - -

Cash Flow from Operations - 7,450 - 12,450 - 44,533 - 44,533

Investment - - - -

Net Change in Cash - 7,450 - 12,450 - 44,533 - 44,533

Cash Flow with Zero Revenue/Investment

Jun-15 Jul-15 Aug-15 Sep-15

Starting Cash Position $85,000 $77,550 $65,100 $20,567

Operating Expenses - 7,450 - 12,450 - 44,533 - 44,533

Net Change in Cash - 7,450 - 12,450 - 44,533 - 44,533


Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16

- - - - - - - -
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- - - - - - - -
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- - - - - - - -
#DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!

1,500 1,500 1,500 1,500 1,500 1,500 1,500 1,500


10,000 10,000 15,000 15,000 15,000 19,167 19,167 19,167
- - - - - - - -
- - - - - - - -
1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000
12,500 12,500 17,500 17,500 17,500 21,667 21,667 21,667
#DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!

15,000 15,000 15,000 15,000 15,000 15,000 15,000 15,000


- 5,417 5,417 5,417 5,417 5,417 5,417 5,417
2,000 2,000 2,000 2,000 2,000 2,000 2,000 2,000
1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000
18,000 23,417 23,417 23,417 23,417 23,417 23,417 23,417
#DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!

17,500 17,500 17,500 17,500 22,083 22,083 22,083 22,083


17,500 17,500 17,500 17,500 22,083 22,083 22,083 22,083
#DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!
- - - - - - - -
500 500 500 500 500 500 500 500
500 500 500 500 500 500 500 500
#DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!

- - - - - - - -
200 200 200 200 200 200 200 200
600 600 600 600 600 600 600 600
150 150 150 150 150 150 150 150
500 500 500 500 500 500 500 500
1,450 1,450 1,450 1,450 1,450 1,450 1,450 1,450
#DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!

49,950 55,367 60,367 60,367 64,950 69,117 69,117 69,117

- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117

- - - - - - - -

- - - - - - - -

- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117


- - - - - - - -

- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117

Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16

$23,967 $73,917 $129,283 $189,650 $250,017 $314,967 $384,083 $453,200

- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117


- - - - - - - -
- - - - - - - -
- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117
- - - - - - - -
- - - - - - - -
- - - - - - - -
- - - - - - - -
- - - - - - - -
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- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117

- - - - - - - -

- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117

Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16

$23,967 $73,917 $129,283 $189,650 $250,017 $314,967 $384,083 $453,200

- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117

- 49,950 - 55,367 - 60,367 - 60,367 - 64,950 - 69,117 - 69,117 - 69,117


Jun-16 Jul-16 Aug-16

- - -
- - -
- - -

- - -
- - -
- - -
- - -

- - -
#DIV/0! #DIV/0! #DIV/0!

1,500 1,500 1,500


19,167 19,167 19,167
- - -
- - -
1,000 1,000 1,000
21,667 21,667 21,667
#DIV/0! #DIV/0! #DIV/0!

15,000 15,000 15,000


5,417 5,417 5,417
2,000 2,000 2,000
1,000 1,000 1,000
23,417 23,417 23,417
#DIV/0! #DIV/0! #DIV/0!

22,083 22,083 22,083


22,083 22,083 22,083
#DIV/0! #DIV/0! #DIV/0!
- - -
500 500 500
500 500 500
#DIV/0! #DIV/0! #DIV/0!

- - -
200 200 200
600 600 600
150 150 150
500 500 500
1,450 1,450 1,450
#DIV/0! #DIV/0! #DIV/0!

69,117 69,117 69,117

- 69,117 - 69,117 - 69,117

- - -

- - -

- 69,117 - 69,117 - 69,117


- - -

- 69,117 - 69,117 - 69,117

Jun-16 Jul-16 Aug-16

$522,317 $591,433 $660,550

- 69,117 - 69,117 - 69,117


- - -
- - -
- 69,117 - 69,117 - 69,117
- - -
- - -
- - -
- - -
- - -
- - -

- 69,117 - 69,117 - 69,117

- - -

- 69,117 - 69,117 - 69,117

Jun-16 Jul-16 Aug-16

$522,317 $591,433 $660,550

- 69,117 - 69,117 - 69,117

- 69,117 - 69,117 - 69,117

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