Final exam — SaaS Growth — Fluent Collective Courses

Ten questions, seven to pass. This tests whether the SaaS growth system actually stuck — the metrics, the audits, the ladders. Pass and you bank 100 XP.

1. What is MRR?

Total revenue ever collected from all customers The sum of subscription revenue normalized to one month Profit after subtracting acquisition costs The value of a single annual contract

2. Why does revenue churn matter more than customer churn?

It's easier to calculate It weights by dollars Investors only ask about customer churn Customer churn can't be measured monthly

3. What is the LTV formula?

LTV = CAC × 3 for every business LTV = MRR ÷ total customers ever LTV = ARPA × gross margin ÷ revenue churn rate LTV = total signups × conversion rate

4. What LTV:CAC ratio marks healthy unit economics?

1:1 — break even is fine 2:1 — twice the value is enough 3:1 or better 10:1 minimum

5. What does the 10-Minute Test check?

Whether signup takes under ten minutes to complete Whether a new user reaches real value within ten minutes Whether the trial is shorter than ten days Whether support responds within ten minutes

6. Exit data shows 40% of a company's churn is failed credit card payments. What's the fix?

Cut prices to reduce objections Add more features to increase value Dunning — card-update emails and smart retry logic for involuntary churn Spend more on ads to replace the lost customers

7. Starting MRR $80,000; expansion $12,000; contraction $4,000; churned $6,000. What is NRR?

102.5% — (80 + 12 − 4 − 6) ÷ 80 110% — (80 + 12 − 4) ÷ 80 92.5% — (80 − 6) ÷ 80 100% — expansion always offsets churn

8. Where should a freemium free-to-paid line be drawn?

At features — free users get a different, weaker product At usage — full product, limited projects/seats/storage, so growing users hit the paywall naturally Nowhere — the free tier should be unlimited to maximize signups At a 7-day time limit on everything

9. What is the first step of the Churn Audit?

Email every customer a discount code right away Categorize why customers actually leave using exit data Redesign the pricing page from scratch Launch a big win-back campaign immediately

10. What is the Expansion Ladder?

A discount schedule for annual plans The planned path from entry tier to top tier A hiring plan for the sales team The order in which features get built

Final exam: SaaS Growth