The definition of Annual Recurring Revenue (ARR) has never been standardized - but in an era of variable pricing models such as Usage-Based Pricing, the innovative approaches to calculating and reporting ARR continue to evolve. During this episode, Dave "CAC" Kellogg and Ray "Growth" Rike cover the topic guided by a few recently industry influencer posts - coupled with their own experiences including:

• Ben Murray, The SaaS CFO - Please Don't Tell me ARR is Dead
• CJ Gustafson - How Public Companies Report ARR
• Notable, Glenn Solomon and Laura Hamilton. - Is ARR Dead or Just Evolving?
• Ben Murray, The SaaS CFO - Defining and Reporting ARR in a Variable Pricing Environment
• Dave Kellogg - SaaS Metrics Palooza '24 - The Impact of AI on SaaS Metrics (especially ARR)

If you are interested in the topic of how companies using a variable pricing model are calculating and reporting ARR - this is a must listen episode and provides links to some of the most recent thinking on the topic!

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Mary Meeker’s experience dates back to her role as a leading technology analyst at Morgan Stanley with her “Internet Trends Report”, she was in the middle of the Netscape, Amazon, and Google IPOs, and became a VC at Kleiner Perkins (2010) and then founded Bond in 2018 which has raised $5.75B to fund companies including Canva, Stripe, Plaid, Ironclad and Nextdoor to name just a few.

During this episode of SaaS Talk with the Metrics, CAC and Growth discuss some of the KEY highlights of the 339-page report, Bond and Mary Meeker just released on Artificial Intelligence (AI) Trends - 2025 including:

• ChatGPT and Generative AI are the fastest growing technology adoption of all time - with context
• Exponential growth of the AI ecosystem
• How Generative AI is reinventing the technology stack and economic models
• Geo-political impact of the race to AI leadership
• Capital intensive nature of AI and the operating profitability reality
• Legacy SaaS companies or native language models applications - who will win...and why

The Metrics Brothers go beyond legacy SaaS to discuss the AI Trends captured in the Mary Meeker - Bond report and guess what - it includes numbers and metrics!!!

Full report available at: https://www.bondcap.com/report/pdf/Trends_Artificial_Intelligence.pdf

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Dave "CAC" Kellogg and Ray "Growth" Rike break down the recent Benchmarkit B2B Marketing Budget and Productivity Benchmarks Report. Key trends and insights into how the Marketing budgets are established, consumed and reported upon including:

• Marketing budget as a percentage of revenue including YoY changes and segmented by company size
• Growth Rates compared to Marketing budget allocation - the chicken or the egg discussion
• People vs Program vs Technology budget allocation - and which company profile attributes impact the results
• Demand Generation - how much of the Marketing budget is consumed by demand gen - it depends...
• Product-Led Growth vs Sales-Led Growth - how the GTM motion impacts budget allocation
• Top 3 Marketing Performance Metrics use and the Top 3 Marketing efficiency metrics used

If you are evaluating how your Marketing budget companies to similar "like" companies or how other companies are measuring the efficiency and/or Marketing ROI - this episode has something for you!

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