The Briefing
A 32-month CAC payback period in the SIM–SSM ARR band signals just how much growth-at-all-costs discipline has eroded in the middle market, where unit economics should be tightest and where most SaaS companies actually live. This benchmark anchors today's selections: Kellogg's continued excavation of what efficient growth actually means when the fog of vanity metrics clears, and a timely look at how AI-powered security startups are positioning themselves amid enterprise skepticism—a category where customer acquisition costs balloon quickly if the value prop isn't surgical. The gap between what founders promise and what CFOs will fund has never been wider. Watch whether Q2 data shows payback compression or whether capital discipline remains aspirational.
CAC Payback Period
32
SIM–SSM ARR band
KeyBanc vs OnlyCFO
Claim 6 shows nearly all SaaS companies expect to invest in AI with anticipated operational impacts, while claim 9 indicates over 50% of finance leaders lack an AI strategy, suggesting investment intention without strategic clarity.
Nearly all SaaS companies in the survey expect to invest in AI in 2025, with impacts to business operations anticipated within the next 3 years
Over 50% of finance leaders have no AI strategy for adopting AI into finance and accounting
Dave Kellogg
3 new articles in the last 60 days · up 90% vs prior 60d · 207 all-time
AI-Powered Security: Building Agentic Defense Systems for the Enterprise
This article discusses the emerging challenge of securing enterprises where both attackers and defenders operate as autonomous AI agents. Featuring CISO Jonatha