SaaS business fundamentals
How B2B SaaS companies actually work: the subscription model, the metrics behind it (MRR, churn, CAC, lifetime value, net revenue retention), go-to-market motions, the roles inside a SaaS org, and the language you need to get hired into one.
35 min · 11 pages · practice task · quiz · part of Customer success manager
Sponsor this courseWhat you will be able to do
Skills you add to your Herizon profile when you finish: SaaS business model, SaaS metrics, Recurring Revenue Analytics.
The situation you work through
Elina, a new hire at Kiertola, a small Tampere SaaS that sells shift planning to restaurants and clinics, learns how the business makes money by reading the October numbers with the founder, from MRR and churn to CAC and runway.
Your practice task
Write a one-page read of one B2B SaaS company in Finland that hires in English. From its public website, pricing page and a job ad, answer four questions: who buys, which growth motion drives revenue, what the price grows with and how many tiers it has, and where the role sits and which number it moves. Then work an MRR bridge for a made-up month with 10 invented customers (start MRR, new, expansion, contraction, churned, end MRR and ARR) and label every number as made up. Finish with a five sentence cover letter paragraph that ends in one sharp question. Put all three parts in a Google Doc and submit the link as your proof.
What is inside
- What B2B SaaS means
- How a SaaS business makes money
- The customer lifecycle
- Go-to-market motions
- Who does what in a SaaS company
- Pricing and packaging
and 5 more pages
Finish with a short quiz to earn your certificate.
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