

Jaco Schoeman is Associate Director of Strategic Finance with over a decade of hands-on finance experience in financial planning, budgeting, and FP&A system implementation. He spent over four years at Vena Solutions as Senior Services Solutions Manager, where he partnered with sales and services teams to scope projects, position FP&A solutions, and guide clients through software implementations. Before Vena, Jaco held finance and planning roles at Predator Ridge Resort, Caron Business Solutions, and BASF, where he managed commercial planning and forecasting cycles as Company Controller. At Drivetrain, Jaco writes about financial planning and budgeting best practices, FP&A software implementation strategies, and how finance teams can optimize their planning processes.
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Metrics from Jaco Schoeman
Contracted Annual Recurring Revenue
Contracted ARR measures total recurring revenue under contract, both active and signed-but-not-yet-live, normalized to an annual value. It gives SaaS companies a forward-looking view of committed revenue.
General and Administrative as a Percentage of Revenue (G&A%)
General and administrative expenses as a percentage of revenue (G&A%) measures how much of a company’s revenue is spent on overhead costs required to keep the business operational.
Sales and Marketing as a Percentage of Revenue (S&M%)
S&M% shows how much a company spends to acquire and retain clients. It's a metric SaaS companies use to track the efficiency of their sales and marketing strategies for driving growth.
Net Income
Net income, also known as bottom line or net earnings, is the profit a company retains after subtracting all expenses, including the cost of goods sold (COGS), operating expenses, and other expenses, such as taxes and interest on any debts. Net income helps a company understand how much money the company has actually made during a specific period.
Sales velocity in SaaS
Sales velocity measures the speed at which a sales team closes deals, tracking the time from initial contact to deal closure.
Total Contract Value (TCV) in SaaS
Total Contract Value, also known as contract value, is a key performance indicator (KPI) that helps SaaS companies determine the total value generated by multi-year contracts. It refers to the total revenue that a company expects to receive from a customer contract over its entire duration including one-time fees (e.g. implementation fees) and all recurring subscription revenue.