Essential Metrics and KPIs for Measuring SaaS Digital Marketing Success

As the world of software as a service (SaaS) continues to grow, the importance of digital marketing for SaaS businesses becomes increasingly critical. With so many options available for consumers, it's essential to measure and track your marketing success to stay competitive.

But what does that really mean? How can you measure the success of your SaaS digital marketing efforts?

What are the essential metrics and KPIs you need to be looking at?

In this article, we’ll explore these questions and provide actionable insights for measuring and optimizing your SaaS digital marketing.

SaaS Digital Marketing

Before we dive into measuring SaaS digital marketing success, let's define what we mean by "digital marketing" in a SaaS context. Digital marketing is any online strategy used by businesses to promote their products or services through various channels such as email, social media, search engines, and display advertising.

For a SaaS business specifically, it involves leveraging these channels to drive traffic to their website or app, generate leads and conversions, and ultimately acquire paying customers.

Acquisition Metrics

Acquisition metrics are the first set of metrics that we need to measure when it comes to SaaS digital marketing. These metrics help us understand how people are finding our website and how many of them are taking the desired action. The following are some key acquisition metrics −

Website traffic and sources

The amount of traffic your website gets is an important metric to track. You need to know where your traffic is coming from and what sources are driving the most visitors to your site. By analysing this data, you can make informed decisions about where to focus your marketing efforts.

Cost per click (CPC)

CPC is a metric used in online advertising that measures how much each click costs you. This metric is important because it helps you understand how much money you're spending on each click, and whether or not it's worth it.

Click-through rate (CTR)

The click-through rate measures the number of people who clicked on a particular link, compared to the total number of people who saw that link. This metric helps you determine whether or not your ads or content are resonating with your target audience.

Conversion rate (CVR)

This metric measures the percentage of visitors who took a specific action on your website, such as filling out a form or making a purchase. A high conversion rate means that more people are taking the desired action, which indicates that your website is effective in converting visitors into customers.

Activation Metrics

Sign-ups and Registrations: The First Step in the Funnel

Once a potential customer lands on your website, you want them to register or sign up for your product. This step is crucial in the funnel because it's when a user officially enters your system and becomes part of your audience.

Measuring sign-ups per week/month is an essential metric to determine whether your marketing campaigns are working or not.

Free Trial Activations: Get Users Hooked

If you're offering a free trial, it's vital to track how many users activate their trial after signing up. This metric gives insight into how effective you’re messaging is at getting users invested in using your product.

On boarding Completion Rate: The Key to Long-Term Success

The final activation metric to measure is on boarding completion rate - this measures how many users complete their on boarding process after activating their account or starting their trial period. A low completion rate indicates that users may be having trouble getting started with your product, which could lead to churn down the line.

Retention Metrics

When it comes to SaaS digital marketing, retention is just as important as acquisition. It's not enough to acquire customers; you need to keep them coming back. That's where retention metrics come in.

Monthly Recurring Revenue (MRR)

MRR is a key metric for any SaaS company. It measures the predictable, recurring revenue generated each month from active subscriptions or users. MRR is often used to determine the overall health of a company and its ability to grow sustainably over time.

Churn Rate

Churn rate refers to the percentage of customers who stop using your product or service within a given period of time. A high churn rate can be a red flag and means that your company is losing customers faster than it can replace them.

User Engagement

User engagement measures how often your customers are interacting with your product or service. This includes metrics such as login frequency, feature usage, and overall activity levels. High user engagement typically leads to higher retention rates, so it's important to keep track of this metric.

Net Promoter Score (NPS)

The Net Promoter Score (NPS) is a customer satisfaction metric that measures how likely your customers are to recommend your product or service to others. It's calculated by subtracting the percentage of detractors (customers who would not recommend) from the percentage of promoters (customers who would). A high NPS indicates strong customer loyalty and can be an indicator of future growth potential.

Referral Metrics

Referral metrics are essential when it comes to measuring the success of your SaaS digital marketing strategy. Referrals are a powerful way to grow your customer base and increase revenue. As a SaaS business, understanding how referrals impact your growth is crucial.

Referral Traffic

Referral traffic is the number of visitors that come to your website from external sources, such as social media, blogs, or other websites. Measuring referral traffic can help you identify which channels are driving the most traffic to your website so that you can optimize those channels accordingly.

Referral Conversion Rate

The referral conversion rate is the percentage of visitors that convert into customers through referral traffic. This metric helps you understand how effective your referral campaigns are in converting visitors into customers.

Customer Lifetime Value (CLV)

Customer lifetime value (CLV) is the total amount of money a customer will spend on your product over their lifetime as a customer. Understanding CLV can help you determine how much you should be investing in acquiring new customers and retaining existing ones.

Revenue Metrics

Revenue is the heart of every business and SaaS companies are no exception. Revenue metrics help you evaluate how much money your marketing efforts are generating. Here are three important revenue metrics you should track −

Average Revenue per User (ARPU)

ARPU is a metric that measures the average revenue generated by each user in a specific time period. It's calculated by dividing your total revenue by the number of active users in that period. This metric is important because it helps you identify which customer segments generate the most revenue so you can focus your efforts on them.

Customer Acquisition Cost (CAC)

CAC measures how much it costs to acquire a new customer. It includes all expenses related to marketing, sales, and onboarding divided by the number of customers acquired in that period. High CAC can be a warning sign that your marketing campaigns need improvement or that your pricing strategy isn't working.

Return on Investment (ROI)

ROI helps you understand how much profit your marketing campaigns generate compared to the resources invested. To calculate ROI, divide your net profit by your total investment and multiply by 100 to get a percentage. A positive ROI means that your campaigns are profitable while a negative ROI indicates that changes need to be made.


SaaS digital marketing success can be measured through various metrics and KPIs that help businesses understand the effectiveness of their marketing campaigns. By tracking the right metrics, businesses can optimize their campaigns to achieve better results and drive more revenue.

Updated on: 28-Jun-2023


Kickstart Your Career

Get certified by completing the course

Get Started