SaaS Accounting: The Complete Guide for Modern Startups

Accounting errors do more than just throw off the numbers on your balance sheet — they can also lead to costly penalties and fines, and damage credibility with customers and stakeholders. It’s why you can’t downplay the importance of proper accounting, which is made more complicated by the unique business model of SaaS startups and their subscription-based models.
Consider this post a comprehensive guide to accounting for SaaS startups. Read on to learn more about the key differences between SaaS and traditional accounting, critical metrics and when to work with an expert.

The Fundamental Differences Between SaaS and Traditional Accounting

SaaS accounting is unique due to its subscription-based business model, which requires specialized methods for tracking and recognizing revenue and forecasting according to accounting standards and best practices. Compared to one-time sales, managing recurring billing, upgrades and downgrades is significantly more complex. What’s more, a customer’s payment schedule often doesn’t align with the actual delivery of the service, making proper revenue recognition important.

The Subscription Revenue Model’s Impact on Financial Reporting

Recurring revenue from subscription-based business models has a key impact on your startup’s financial statement. Rather than recognizing revenue as a one-time event, it becomes more of a process that unfolds over the life of a subscription, making metrics like ARR and MRR crucial to track. ARR and MRR provide a forward-looking view of your startup’s financial health by focusing on predictable revenue based on historic data.

Deferred revenue can also have an impact on your startup’s balance sheet. That’s because deferred revenue is recorded as a liability, or a future obligation to provide your service that’s already been paid for. As your startup meets these obligations, the amount of deferred revenue it owes decreases, moving from the balance sheet to the income statement. The timing of such revenue can also impact cash flow statements.

Why Your Local CPA Might Not Be Enough

Accounting for a SaaS startup isn’t the same as accounting for any other type of startup — and you may need to work with an experienced professional for best results. While a local CPA might have some general knowledge of SaaS accounting, working with someone who has industry-specific expertise can ensure you stay compliant with accounting standards and better help position your startup for growth. Succumbing to common accounting pitfalls, especially as it pertains to recognizing revenue, can do more than just throw off the accuracy of your financial reporting, but also erode public and investor trust.

Choosing the Right Accounting Method for Your SaaS Startup

What’s the best accounting method for your SaaS startup? While cash-basis accounting may be suitable in the very early stages of your operation, you should consider switching to accrual accounting once you hit certain growth milestones. Accrual accounting is the best method for providing the necessary insight for strategic decision-making and stakeholder transparency because it most accurately reflects revenue and expenses over time. Accrual accounting is also the industry standard for SaaS startups, per GAAP requirements.

In some cases, your SaaS startup may not have a choice. Accrual accounting is required by the IRS under three conditions:

• Your startup has a C Corp partner
• It meets gross receipt thresholds
• It maintains inventories

Making the Transition from Cash to Accrual

Once your startup meets the IRS thresholds or decides to proactively switch to accrual accounting, a transitional process needs to take place. You’ll have to notify the IRS of your accounting change by filling out Form 3115. You then need to adjust your accounting to an accrual basis. Most platforms support this. Revising policies and training your team on any new procedures and concepts is also important.

There are also common pitfalls you’ll want to avoid throughout the process. Some of the most common include:

• Mixing cash and accrual accounting methods
• Poor cash flow tracking
• Improperly recognizing revenue
• Inadequate recordkeeping

Mastering Revenue Recognition Under ASC 606

SaaS startups should follow a five-step framework to recognize revenue per the ASC 606 standards. The framework is as follows:

1. Identify the contract with the customer.
2. Clearly identify the performance obligations.
3. Determine the transaction price.
4. Properly allocate the transaction price.
5. Recognize the revenue as the performance obligations are met.

For example, if a customer purchased a one-year subscription to your service for $24,000, you would recognize $2,000 each month instead of the full $24,000 up front.

Revenue recognition may be complicated by usage-based pricing, in which the customer pays a base subscription fee and overage fees for excess usage. While it’s best to recognize the base subscription fee over the term, if the overage fees are predictable, they can be estimated and recognized monthly. If they’re not predictable, recognize them only when they’re billed.

Handling Complex Revenue Scenarios

There are various other scenarios your SaaS startup may encounter that can impact revenue recognition. For instance, mid-term upgrades and downgrades may require a contract modification, where customers either pay a lesser fee or an additional fee. Any changes should be recognized over the remaining term of the service.

Your startup may also charge setup or activation fees upfront, which can complicate revenue recognition efforts. Fees that don’t provide a distinct service should be deferred and recognized over the subscription term, while fees for distinct setup services may be recognized as they’re delivered.

Building Your Revenue Recognition Policy

Building the right revenue recognition policy is important to your startup and to the key stakeholders you hope will invest in your startup to fuel its growth. Auditors and investors will scrutinize your documented policies, internal controls, and the accuracy and consistency of your financial reporting to determine the true health of your startup. Clear, transparent and compliant revenue recognition helps build confidence and demonstrate financial discipline, underscoring the importance of establishing a proper policy.

Critical SaaS Metrics and KPIs for Financial Success

Some of the key metrics your SaaS startup should be tracking include:

• MRR: This is predictable monthly recurring revenue.
• ARR: This represents predictable revenue over a 12-month period.
• CAC: This is the total cost of efforts to acquire a customer.
• LTV: Also known as customer lifetime value, this is the total amount of money your startup can expect from one customer over the duration of their relationship with you.
• Churn: This is the rate at which customers end their subscription.
• NDR: This measures recurring revenue retained from an existing customer base over a period.

These metrics help your SaaS business track its financial health, growth and its ability to retain customers over time. Good metrics also help build relationships with investors, and can help determine areas for operational improvement and sustainable growth.

Unit Economics That Drive Profitability

Unit economics are key metrics that measure profitability when acquiring and serving a customer. Some of the key unit economics you’ll want to closely monitor include:

• LTV:CAC Ratio: This measures the total revenue a customer brings versus the money spent to acquire them. A good LTV:CAC ratio is 3:1 or higher.
• CAC payback period: This is the amount of time it takes for a customer’s recurring revenue to cover the cost of earning their business. A good customer acquisition cost (CAC) payback period is usually under 12 months.
• Rule of 40: The Rule of 40 states that a healthy SaaS startup should have a combined annual revenue growth rate and profit margin of at least 40 percent.

Managing SaaS Tax Compliance and Optimization

Your SaaS startup also has to navigate tax compliance, which can be challenging. Selling across state lines requires knowing sales tax nexus, while selling internationally presents different challenges. You should also know about the tax credits that may apply to your startup during tax season, such as the various R&D tax credit opportunities that you may be eligible for.

Navigating Sales Tax in a Post-Wayfair World

If you’re selling across state lines, you need to be aware of nexus thresholds by state. Nexus is the relationship between your SaaS startup and the state that triggers a sales tax, and may be established through physical presence or economics. It’s important to determine the taxability for each state, register with states accordingly, and charge the right amount to ensure proper record keeping and avoid compliance issues. The right accounting programs and automated solutions can help you stay in compliance.

Building Your SaaS Financial Tech Stack

You should strive to design a technology infrastructure that scales with your startup’s growth and prioritizes scalability. While your startup will likely start with basic solutions, these solutions will have to become more robust as it hits different growth stages.

Your startup should also weigh the different billing platform options and determine which ones best integrate with your SaaS accounting software to streamline operations. Look for programs that also integrate with your CRM platform.

Automating Financial Processes for Efficiency

Various processes are ripe for automation, which can streamline your operations and keep your data updated in real time. Some of the ideal processes for automation include SaaS revenue recognition, reporting, reconciliation, and tracking financial transactions. While automated solutions may cost a bit more to implement up front, their ability to streamline workflows and lead to a more efficient operation can more than make it worthwhile long-term.

When to Bring in SaaS Accounting Experts

How do you know when you need professional accounting support? There are various key triggers you should take note of. For instance:

• During periods of significant growth
• When finances become more complex
• Before fundraising rounds
• If you struggle with accurate financial reporting

You have options when it comes to professional financial support, but for most SaaS companies, the most cost-effective and valuable one is to hire a Fractional CFO. Fractional CFOs are outsourced and thereby more affordable than hiring a full-time employee, can handle all accounting matters, and can also scale up as your startup grows and more services are necessary.

Preparing for Investor Due Diligence

Good accounting for SaaS companies can be a secret weapon during fundraising rounds, especially when investors are doing their due diligence on your startup. Clean books can speed fundraising timelines and leave a positive impression on potential investors. Some of the common mistakes that startups make during due diligence that can derail investments include:

• Financial irregularities
• Operational inefficiency
• Poor transparency
• Financial management concerns

Transform Your SaaS Financial Operations with Graphite Financial

Are you ready to transform your SaaS startup’s financial operations? At Graphite, we specialize in working with startups. We’ll create a financial strategy that goes far beyond basic bookkeeping to help your startup grow and evolve. Contact us today for more information and to schedule a consultation.

Frequently Asked Questions

What accounting method should my SaaS startup use?

SaaS startups should use accrual accounting because it most accurately reflects revenue and expenses over time. It’s also the industry standard for SaaS startups, per GAAP requirements. While cash-basis accounting may be suitable in the very early days of your startup, accrual accounting is the best method for providing the necessary insight for strategic decision-making and stakeholder transparency.

How do I recognize revenue for annual contracts paid upfront?

To recognize revenue for annual contracts that are paid upfront, simply divide the price of the contract by 12. Then, record this amount as earned revenue in your income statement each month, while recording the full payment as deferred revenue on your balance sheet.

When does ASC 606 compliance become mandatory for my startup?

ASC 606 is already a mandatory requirement if your startup produces financial statements per GAAP standards.

What’s the difference between bookings, billings, and revenue in SaaS?

Bookings represent the total value of signed contracts, billings are invoices issued to customers for services and revenue is the actual earned income that your startup generates. All are important in their own ways. Bookings are important for future revenue projections, billings are important for showing expected cash flow, and revenue is important to show your startup’s financial health and profitability over time.

How do I calculate and improve my SaaS unit economics?

To calculate SaaS unit economics, find your LTC:CAC ratio to determine how much revenue you generate from a customer over their entire relationship with you versus the money you spend to earn their business. If your ratio is below 3:1, consider improving it by increasing LTV, decreasing CAC or doing a combination of both.

What accounting software works best for subscription businesses?

Programs such as QuickBooks, Xero and Zoho Books are among the top options for SaaS startups. For high-growth startups with more complex finances, more advanced programs like Chargebee, Stripe Billing and Younium are worth considering.

When should I hire a fractional CFO vs. outsourced bookkeeping?

Outsourced bookkeepers are ideal for day-to-day financial tasks, like data entry, payroll and basic reporting. Fractional CFOs offer more strategic financial planning, can assist with fundraising campaigns, can help your startup manage its cash flow, and also provide expert guidance during key growth or transition phases. Working with a Fractional CFO tends to be a good decision when your startup has established a product-market fit and is poised to grow and scale.

How do I handle multi-state sales tax compliance for SaaS?

You have to determine where you have tax obligations and what those tax obligations are. Nexus is defined as the relationship between your SaaS startup and the state that triggers a sales tax, and may be established through physical presence or economics. It’s important to determine the taxability for each state, register with states accordingly, and charge the right amount to ensure proper record keeping and avoid compliance issues.

What financial metrics do VCs focus on during due diligence?

VCs focus on several key metrics. Some of the ones they tend to focus on the most include cash flow, burn rate, CAC, churn rate, gross profit and EBITDA.

How often should I close my books and produce financial statements?

While you should ensure you produce financial statements on at least an annual basis, monthly or quarterly closures tend to be best practice for most SaaS startups to ensure up-to-date financial records and performance. More regular financial statements also enable leadership to make better, more informed decisions.