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New SaaS investors often struggle with software metrics.
I want to tackle 5 key terms and their differences every SaaS investor should know:
1. TCV vs ACV
2. RPO
3. Bookings
4. Billings
5. Deferred revenue
I'll use examples from companies like $SNOW, $PANW, $ZS, & $FTNT:
1/ Total Contract Value (TCV) / Annual Contract Value (ACV):
It mostly starts here.
ACV is the annual value of a customer's subscription, typically a year. meanwhile, TCV measures duration of a customer's contract >1-yr.
Ex: Signed a 3-yr deal, $1M / yr
ACV = $1M
TCV = $3M
2/ RPO (Remaining purchase obligation):
RPO is the sum of all bookings or contracts a company hasn't recognized as revenue.
Current RPO (cRPO) shows the part of RPO that's expected to be recognized as revenue in the next 12 months.
3/ Bookings:
Purely measures the contract that a company won.
Bookings are the total $ value of a contract awarded in a period.
It measures total value of customer orders or contracts that have been agreed on but not yet recognized as rev.
Bookings can also include renewals.
4/ Billings:
Billings simply measures the revenue value of what was invoiced (paid $) or collected from customers during the period.
One difference btw billings & bookings come down to what was contracted vs billed. It can vary based on payment terms and contract durations.
5/ Deferred revenue:
SaaS cos earn payments in advance for services to be delivered in future when they bill the customer.
These payments are recorded as DR or unearned revenue on the balance sheet as liability.
As services are provided, deferred rev is recognized as revenue.
Examples:
The likes of $FTNT or $ZS (below) prefer to emphasize bookings & billings in their reporting.
One reason is that these companies almost exclusively sell large contracts w/ longer payment terms, schedules, and delivery of the service for the customer.
Meanwhile, most consumption-based or UBP businesses, like $SNOW and $CFLT, prefer RPO to bookings
These UBPs, customers buy/sign contracts (like a voucher), and they bill based on customer usage. Revenue is recognized in real-time.
See the $CFLT explanation for RPO > Billings
An example of a co. showing both is $PANW, from yday's results:
$10.6B, RPO shows all contracts signed (billed + unbilled) but not recognized as revenue.
$3.16B of billings was invoiced & collected from the customer.
$1.95B was recognized in the qtr. All relative to a year ago
To summarize:
Bookings show what was contracted regardless of duration. (TCV + Renewals).
TCV shows full value of a customer's subscription contract over a period / annual contracts
RPO focuses on the remaining revenue or balance of what is left to be recognized.
If you wanna go deeper into these metrics and understand how to apply them to companies, .@BreakingSaaS and I's bootcamp uncovers software metrics & modelling, covering the skills needed to analyze SaaS and cybersecurity companies better.
See more below:
maven.com/saas101live/saasbootcamp