The Dirty Secrets Behind SaaS Gross Margins
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The Dirty Secrets Behind SaaS Gross Margins
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Your gross margin might not be telling the truth.
In episode #327, Ben Murray exposes the seven “dirty secrets” that distort SaaS gross margins — from incorrect COGS coding to missing allocations for shared resources and misclassified expenses. Whether you’re a CFO, finance lead, or operator, you’ll learn how to clean up your P&L and get accurate unit economics that reflect your true performance and valuation.
What You’ll Learn
- The 7 big offenders that make SaaS gross margins misleading.
- How to correctly code payment processing fees (Stripe, ACH, wire) under DevOps in COGS.
- The difference between internal-use software and third-party apps embedded in your product.
- How to classify customer success — adoption-focused vs. account management.
- Why demo and test environments must be allocated properly between departments.
- How to ensure fully burdened expenses (wages, taxes, benefits, bonuses) are coded correctly.
- The impact of co-mingled headcount on margins by revenue stream.
- Why department leaders belong in the departments they manage.
Why It Matters
- For Founders: Clean accounting drives higher (or preserved) company valuation and investor confidence.
- For Finance Teams: Accurate COGS and gross profit ensure your SaaS metrics are reliable.
- For Operators: Clear expense allocation helps identify efficiency opportunities in support, services, and DevOps.
- For Investors: Properly structured financial systems and accounting practices make due diligence faster and cleaner.
Key Takeaways
- Misclassified expenses can make your gross margin appear stronger or weaker than it really is.
- Always differentiate between OpEx and COGS — the foundation of credible financial modeling.
- Track margins by revenue stream (subscription, usage, services) for true business insight.
- Ensure your P&L reflects fully burdened costs per department — including contractors.
- Clean financial data = higher trust from investors and buyers.
Resources Mentioned
SaaS Metrics Foundation Course: https://www.thesaasacademy.com/the-saas-metrics-foundation
Quote from Ben
“Your P&L doesn’t lie — but bad coding does. If your COGS and OpEx aren’t clean, your gross margin isn’t either.”
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