Product Fundamentals — SaaS Onboarding

Technical onboarding for new sales engineers joining a B2B SaaS.

Pré-visualização

1. A SaaS company reports $2 M ARR with 200 paying customers. What is the Average Revenue Per Account (ARPA)? [single_choice]
   • ✓ $833 / month
   • · $10,000 / month
   • · $2,000 / month
   • · $166 / month
2. Logo churn measures the loss of customers as a count. Revenue churn measures the loss of MRR. Which metric can be negative, and what does that indicate? [single_choice]
   • · Logo churn — the company gained more customer types than it lost
   • ✓ Revenue churn — expansion revenue from existing customers exceeds lost MRR
   • · Both — when acquisition outpaces churn
   • · Neither — churn metrics are always positive by definition
3. Which of the following are common SaaS pricing model types? (select all that apply) [multiple_choice]
   • ✓ Per-seat (user-based) pricing
   • ✓ Usage-based (metered) pricing
   • ✓ Flat-rate (one price, full access) pricing
   • · Bid-based auction pricing
   • ✓ Tiered (feature-gated) pricing
4. Which signals typically indicate expansion revenue opportunity in an existing account? (select all that apply) [multiple_choice]
   • ✓ Customer is approaching their seat or usage limit
   • ✓ Customer has a new department onboarding a similar workflow
   • · Customer has not logged in for 60+ days
   • ✓ Champion gets promoted and takes on a larger budget
   • · Customer NPS score drops from 9 to 6
5. NPS (Net Promoter Score) is calculated by subtracting the percentage of Detractors (0-6) from the percentage of Promoters (9-10). [true_false]
   • ✓ True
   • · False
6. How confident are you in explaining the difference between ARR, MRR, and net revenue retention to a prospective customer? [scale]