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What are the leading indicators for churn in SaaS? Which metrics matter most for early-stage startups? I hear questions about SaaS metrics often, and I always recommend learning from those who have come before. That's why I've rounded up the books on SaaS metrics to inform your strategy for the new year.

15 Books on SaaS Metrics

Let's dive into these revenue intelligence resources and make more data-driven decisions in 2024:

  1. Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth by Stephen G. Diorio, Chris K. Hummel
  2. Pricing and Revenue Optimization by Robert Phillips
  3. Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale by Manny Medina
  4. Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth by Phil Fernandez
  5. CMO to CRO: The Revenue Takeover by the Next Generation Executive by Mike Geller, Rolly Keenan, Brandi Starr
  6. Revenue Management and Pricing Analytics by Guillermo Gallego, Huseyin Topaloglu
  7. Revenue Management: Hard-Core Tactics for Market Domination by Robert G. Cross
  8. Extreme Revenue Growth: Startup Secrets to Growing Your Sales from $1 Million to $25 Million in Any Industry by Victor Cheng
  9. The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success by Brent Keltner
  10. Rise of the Revenue Marketer by Debbie Qaqish
  11. Revenue Management: A Practical Pricing Perspective by Dr Ian Yeoman,  Una McMahon-Beattie
  12. Revenue Growth Engine: How to Align Sales & Marketing to Accelerate Growth by Darrell Amy
  13. Strategy That Works: How Winning Companies Close the Strategy-to-Execution Gap by Paul Leinwand, Cesare R. Mainardi
  14. Beyond Great: Nine Strategies for Thriving in an Era of Social Tension, Economic Nationalism, and Technological Revolution by Arindam Bhattacharya, Nikolaus Lang, Jim Hemerling
  15. Winning with Data: Transform Your Culture, Empower Your People, and Shape the Future by Frank Bien, Tomasz Tunguz  

Overview of the 15 Best Books on SaaS Metrics

1. Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth by Stephen G. Diorio, Chris K. Hummel

Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth By Stephen G. Diorio, Chris K. Hummel best books on saas metrics

Summary:
"Revenue Operations," Diorio and Hummel illuminate the transformative power of aligning sales and marketing strategies while leveraging data monetization for sustainable growth. Because their comprehensive approach integrates cutting-edge insights with actionable methodologies, providing a comprehensive guide for revenue optimization and business expansion.

What You'll Learn:
This book will guide you through the intricate process of aligning sales and marketing, emphasizing the importance of leveraging data for sustainable growth. Because you'll gain a profound understanding of how to ignite significant business expansion and establish an integrated revenue operation model.

Why You Should Read It:
"Revenue Operations" presents a groundbreaking perspective on how to synergize sales and marketing efforts for maximum impact. Because it offers a strategic roadmap for leveraging data monetization to achieve sustainable growth, making it an indispensable resource for anyone seeking to revolutionize their revenue operations.

Quote From The Book:
"As revenue operations continue to evolve, the integration of sales and marketing becomes the cornerstone of sustainable growth and long-term success. Embracing data monetization not only facilitates seamless alignment but also sparks unprecedented business expansion."

About The Author:

  • Find Chris K. Hummel on X

2. Pricing and Revenue Optimization by Robert Phillips

Pricing and Revenue Optimization By Robert Phillips best books on saas metrics

Summary:
In "Pricing and Revenue Optimization," Phillips provides an extensive exploration of the intricate dynamics behind effective pricing strategies and revenue optimization. Drawing from diverse industry examples and analytical frameworks, the book offers a comprehensive guide for implementing pricing strategies that drive revenue growth and enhance business performance.

What You'll Learn:
This book will equip you with a deep understanding of the complexities involved in pricing strategies and revenue optimization. You'll gain valuable insights into leveraging pricing as a strategic tool to maximize revenue and achieve sustainable business growth.

Why You Should Read It:
"Pricing and Revenue Optimization" offers a holistic perspective on the significance of pricing strategies in driving business growth. It provides practical frameworks and real-world examples that empower you to implement effective pricing strategies and optimize revenue, making it an indispensable asset for any business leader.

Quote From The Book:
"In the pursuit of revenue optimization, strategic pricing emerges as a powerful tool, capable of not only driving immediate financial gains but also fostering long-term business sustainability."

About The Author:

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3. Sales Engagement: How The World's Fastest Growing Companies Are Modernizing Sales Through Humanization at Scale by Manny Medina, Max Altschuler, Mark Kosoglow 

Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale by Manny Medina, Max Altschuler, Mark Kosoglow best books on saas metrics

Summary:
"Sales Engagement" delves into the innovative approaches adopted by the world's fastest-growing companies to modernize their sales strategies through personalized engagement at scale. This insightful book emphasizes the pivotal role of humanization in fostering meaningful customer relationships and driving business growth in the digital era. Pair this with one of the best business podcasts, and you'll be on your way to scalable growth.

What You'll Learn:
This book will guide you through the process of leveraging personalized engagement strategies to modernize your sales approach. You'll gain a comprehensive understanding of the significance of humanization in establishing authentic customer connections and fostering sustainable business growth.

Why You Should Read It:
"Sales Engagement" offers a transformative perspective on the power of personalized engagement in the modern sales landscape. Furthermore, it provides practical insights and case studies that illustrate the profound impact of humanization on driving meaningful customer relationships, making it an essential read for sales professionals and business leaders alike.

Quote From The Book:
"In the digital age, the essence of successful sales engagement lies in the art of humanizing every interaction, fostering genuine connections that transcend traditional business boundaries and spark lasting customer loyalty."

About The Author:

4. Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth by Phil Fernandez

Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth By Phil Fernandez best books on saas metrics

Summary:
In "Revenue Disruption," Phil Fernandez presents groundbreaking sales and marketing strategies that have the potential to revolutionize business growth. This book provides a comprehensive roadmap for implementing innovative approaches that disrupt traditional revenue models, ultimately leading to accelerated growth and enhanced market positioning.

What You'll Learn:
Through "Revenue Disruption," you'll gain insights into implementing game-changing sales and marketing strategies that can significantly accelerate business growth. The book offers a comprehensive understanding of how disruptive approaches can reshape traditional revenue models and propel your business to new heights of success.

Why You Should Read It:
"Revenue Disruption" offers a transformative perspective on redefining sales and marketing strategies for unparalleled business growth. Also, with its practical insights and strategic guidance, this book is an indispensable resource for anyone seeking to stay ahead of the curve in the rapidly evolving landscape of revenue generation.

Quote From The Book:
"In the realm of revenue disruption, the real power lies in the ability to challenge conventional norms and embrace innovative strategies that push the boundaries of growth and market dominance."

About The Author:

5. CMO to CRO: The Revenue Takeover by the Next Generation Executive by Mike Geller, Rolly Keenan, Brandi Starr

CMO to CRO: The Revenue Takeover by the Next Generation Executive By Mike Geller, Rolly Keenan, Brandi Starr best books on saas metrics

Summary:
"CMO to CRO" sheds light on the evolution of the modern executive. The book explores the strategic shift from Chief Marketing Officer (CMO) to Chief Revenue Officer (CRO).

What You'll Learn:
You'll gain valuable insights into the strategic transition from a marketing-focused approach to a revenue-centric leadership model. The book offers a comprehensive understanding of the pivotal role played by the Chief Revenue Officer in orchestrating sustainable business growth.

Why You Should Read It:
"CMO to CRO" offers an essential roadmap for executives and business leaders navigating the dynamic landscape of revenue-centric leadership. Furthermore, this book provides practical guidance and strategic frameworks that are vital for driving long-term organizational success.

Quote From The Book:
"In the realm of modern business leadership, the ascendancy of the Chief Revenue Officer marks a strategic shift toward holistic revenue-centric strategies that drive sustainable growth and organizational excellence."

About The Authors:

6. Revenue Management and Pricing Analytics by Guillermo Gallego, Huseyin Topaloglu

Revenue Management and Pricing Analytics By Guillermo Gallego, Huseyin Topaloglu best books on saas metrics

Summary:
"Revenue Management and Pricing Analytics" delves into the intricacies of revenue management and pricing analytics. The book provides practical methodologies and real-world examples for enhancing revenue optimization and driving sustainable business growth.

What You'll Learn:
Through "Revenue Management and Pricing Analytics," you'll acquire a deep understanding of the critical role played by data-driven insights and pricing analytics in optimizing revenue strategies. The book offers comprehensive guidance on leveraging analytical frameworks to drive sustainable business growth and enhance revenue performance.

Why You Should Read It:
"Revenue Management and Pricing Analytics" is an indispensable resource for business leaders and pricing professionals seeking to harness the power of data-driven insights. With its practical approach and real-world examples, this book provides the necessary tools and frameworks for implementing effective revenue management strategies and driving business success.

Quote From The Book:
"In the realm of revenue management, the synergy between data-driven insights and pricing analytics serves as the cornerstone for achieving sustainable revenue growth and maintaining a competitive edge in the market."

About The Authors:

7. Revenue Management: Hard-Core Tactics for Market Domination by Robert G. Cross

Revenue Management: Hard-Core Tactics for Market Domination By Robert G. Cross best books on saas metrics

Summary:
In "Revenue Management," Robert G. Cross provides readers with an arsenal of hard-core tactics designed to achieve market domination. Furthermore, the book offers a comprehensive guide to implementing strategic approaches that empower businesses to optimize their revenue streams.

What You'll Learn:
Through "Revenue Management," you will gain valuable insights into implementing hard-core tactics that are instrumental in achieving market domination. The book provides a deep understanding of the strategic approaches necessary for optimizing revenue streams.

Why You Should Read It:
"Revenue Management" is a must-read for business leaders and entrepreneurs seeking to enhance their market presence and maximize revenue potential. With its comprehensive tactics and strategic guidance, this book offers indispensable knowledge and tools.

Quote From The Book:
"In the pursuit of market domination, the mastery of hard-core tactics becomes the defining factor that sets businesses apart."

About The Author:

8. Extreme Revenue Growth: Startup Secrets to Growing Your Sales from $1 Million to $25 Million in Any Industry by Victor Cheng

Extreme Revenue Growth: Startup Secrets to Growing Your Sales from $1 Million to $25 Million in Any Industry By Victor Cheng best books on saas metrics

Summary:
In "Extreme Revenue Growth," Victor Cheng reveals startup secrets that enable businesses to scale their sales from $1 million to $25 million in any industry. Furthermore, the book offers a comprehensive roadmap for entrepreneurs and business leaders, providing invaluable insights and strategies for achieving rapid revenue growth and establishing a strong market presence.

What You'll Learn:
"Extreme Revenue Growth" will equip you with a strategic blueprint for scaling your business's sales from $1 million to $25 million, irrespective of the industry. The book provides a comprehensive understanding of the essential strategies and methodologies required for achieving rapid revenue growth and sustaining long-term business success.

Why You Should Read It:
"Extreme Revenue Growth" is an indispensable resource for entrepreneurs and business leaders aiming to propel their startups to unprecedented heights of success. Also, this book provides a transformative framework that is essential for achieving significant revenue growth and market expansion.

Quote From The Book:
"In the journey toward extreme revenue growth, the convergence of strategic foresight and actionable insights serves as the catalyst for unlocking unparalleled business scalability and market dominance."

About The Author:

9. The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success by Brent Keltner

The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success By Brent Keltner best books on saas metrics

Summary:
"The Revenue Acceleration Playbook" by Brent Keltner lays out a comprehensive guide to creating an authentic buyer journey that seamlessly integrates sales, marketing, and customer success strategies. The book offers practical insights and actionable methodologies for accelerating revenue growth and fostering meaningful customer relationships.

What You'll Learn:
Through "The Revenue Acceleration Playbook," you'll gain a comprehensive understanding of how to create an authentic buyer journey that aligns sales. The book provides practical guidance on accelerating revenue growth and cultivating enduring customer relationships that drive business success.

Why You Should Read It:
"The Revenue Acceleration Playbook" is essential for sales and marketing professionals aiming to foster authentic customer relationships and drive sustainable revenue growth. Moreover, with its actionable insights and strategic frameworks, this book provides the necessary tools for creating an integrated buyer journey that resonates with customers and drives business success.

Quote From The Book:
"In the pursuit of revenue acceleration, the creation of an authentic buyer journey acts as the cornerstone for fostering meaningful customer relationships that transcend traditional transactional boundaries and foster lasting loyalty."

About The Author:

10. Rise of the Revenue Marketer by Debbie Qaqish

Rise of the Revenue Marketer by Debbie Qaqish best books on saas metrics

Summary:
In "Rise of the Revenue Marketer," Debbie Qaqish explores the evolution of marketing roles. Furthermore, the book provides a comprehensive understanding of the changing landscape of marketing.

What You'll Learn:
This resource grants an in-depth comprehension of the ever-changing marketing strategies landscape, much like following a template, as discussed by thought leader Nick Mehta, and optimizing monthly recurring revenue (MRR).

Why You Should Read It:
"Rise of the Revenue Marketer" is an essential read for marketing professionals and business leaders. Furthermore, with its comprehensive insights and strategic frameworks, this book provides the necessary tools for embracing revenue-focused marketing.

Quote From The Book:
"In the dynamic realm of modern marketing, the rise of the revenue marketer marks a strategic shift toward revenue-centric strategies."

About The Author:

11. Revenue Management: A Practical Pricing Perspective by Ian Yeoman, Una McMahon-Beattie 

Revenue Management: A Practical Pricing Perspective by Yeoman Ian, Una McMahon-Beattie best books on saas metrics

Summary:
"Revenue Management: A Practical Pricing Perspective" delves into the intricacies of pricing strategies and revenue management. The book provides a comprehensive guide to leveraging pricing as a strategic tool.

What You'll Learn:
Through "Revenue Management: A Practical Pricing Perspective," you will acquire a deep understanding of the critical role played by pricing strategies. Furthermore, the book offers practical guidance on leveraging pricing as a strategic tool to optimize revenue streams and enhance business performance.

Why You Should Read It:
Through its pragmatic approach and real-life illustrations, this book equips readers with the essential tools and frameworks for deploying effective pricing tactics and optimizing business performance, particularly focusing on scaling up, operating as a software company, and emulating the strategies of successful startups.

Quote From The Book:
"In the pursuit of revenue management, strategic pricing emerges as a powerful tool capable of driving immediate financial gains and fostering long-term business sustainability."

About The Author:

12. Revenue Growth Engine: How to Align Sales & Marketing to Accelerate Growth by Darrell Amy

Revenue Growth Engine: How to Align Sales & Marketing to Accelerate Growth By Darrell Amy best books on saas metrics

Summary:
Darrell Amy's "Revenue Growth Engine" serves as a complete manual for harmonizing sales and marketing strategies, facilitating rapid business growth. Especially in terms of refining the sales process, achieving scalable growth, and incorporating software as a service (SaaS) principles.

What You'll Learn:
Through "Revenue Growth Engine," you will gain a profound understanding of the importance of aligning sales and marketing strategies for accelerating business growth. Also, the book offers practical insights and strategic frameworks for establishing a cohesive revenue growth engine that fosters long-term business success and market dominance.

Why You Should Read It:
Through its actionable insights and practical illustrations, this book equips readers with the essential tools and direction to construct a resilient revenue growth engine that drives business success, particularly by focusing on engaging potential customers, optimizing product development, and embracing the principles of product-led growth.

Quote From The Book:
"In the realm of revenue growth, the seamless alignment of sales and marketing serves as the catalyst for unlocking unparalleled business scalability and market dominance."

About The Author:

13. Strategy That Works: How Winning Companies Close the Strategy-to-Execution Gap by Paul Leinwand, Cesare R. Mainardi

Strategy That Works: How Winning Companies Close the Strategy-to-Execution Gap By Paul Leinwand, Cesare R. Mainardi best books on saas metrics

Summary:
This book serves as a thorough manual for closing the gap between strategy and execution.

What You'll Learn:
Through "Strategy That Works," you will gain a profound understanding of the essential connection between strategic planning and effective execution. Furthermore, the book provides practical guidance on how winning companies close the strategy-to-execution gap, offering invaluable insights for business leaders and strategists aiming to drive sustainable growth and market success.

Why You Should Read It:
With its pragmatic methodology and application of real-world cases, this book equips readers with the essential tools and methodologies to align strategy with execution, contributing to long-term business success, particularly in the context of analyzing key metrics, optimizing landing pages, and applying the principles of lean analytics.

Quote From The Book:
"In the realm of successful business strategy, the seamless integration of strategic planning and effective execution acts as the catalyst for unlocking unparalleled business scalability and market dominance."

About The Authors:

14. Beyond Great: Nine Strategies for Thriving in an Era of Social Tension, Economic Nationalism, and Technological Revolution by Arindam Bhattacharya, Nikolaus Lang, Jim Hemerling 

Beyond Great: Nine Strategies for Thriving in an Era of Social Tension, Economic Nationalism, and Technological Revolution by Arindam Bhattacharya, Nikolaus Lang, Jim Hemerling best books on saas metrics

Summary:
The book outlines nine fundamental strategies that enable businesses to navigate the complexities of the modern landscape and lay a robust foundation for sustainable growth and success, catering to the needs of SAAS founders, particularly within the context of HubSpot and efficient onboarding practices.

What You'll Learn:
This valuable resource offers practical guidance on maneuvering through the intricacies of the modern business landscape, catering to co-founders, customer acquisition specialists, and those focused on maximizing customer lifetime value.

Why You Should Read It:
As a matter of fact, this resonates with concepts from thought leaders like Aaron Ross and Ben Horowitz, particularly within the context of the cloud industry.

Quote From The Book:
"In the pursuit of business resilience, the mastery of essential strategies becomes the defining factor that sets companies apart, enabling them to navigate the complexities of the modern era and establish a strong foundation for sustainable growth and market dominance."

About The Authors:

15. Winning with Data: Transform Your Culture, Empower Your People, and Shape the Future by Frank Bien, Tomasz Tunguz 

Winning with Data: Transform Your Culture, Empower Your People, and Shape the Future by Frank Bien, Tomasz Tunguz best books on saas metrics

Summary:
In "Winning with Data," authors Tomasz Tunguz and Frank Bien present a transformative guide to leveraging data. Furthermore, through insightful narratives and practical advice, the book highlights the pivotal role of data in empowering teams.

What You'll Learn:
Reading "Winning with Data" will provide you with a comprehensive understanding of how to harness the power of data to cultivate a culture of informed decision-making.

Why You Should Read It:
Generally, this book is essential for professionals and leaders seeking to revolutionize their approach to data utilization.

Quote From The Book:
"Today, it’s not enough for your organization to be data-informed, it needs to be data-driven. There is a big difference. A data-informed organization simply uses data to look at the past. A data-driven organization uses data to look into the future."

About The Author:

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By Phil Gray

Philip Gray is the COO of Black and White Zebra and Founding Editor of The RevOps Team. A business renaissance man with his hands in many departmental pies, he is an advocate of centralized data management, holistic planning, and process automation. It's this love for data and all things revenue operations landed him the role as resident big brain for The RevOps Team.

With 10+ years of experience in leadership and operations in industries that include biotechnology, healthcare, logistics, and SaaS, he applies a considerable broad scope of experience in business that lets him see the big picture. An unapologetic buzzword apologist, you can often find him double clicking, drilling down, and unpacking all the things.