How to Calculate CAC Payback Period (+
Reduce it)

No matter what phase you are in, you can always be happy with your customers winning. You need to celebrate all the success you make, especially when you are beginning a company. The same importance is also given to understanding the CAC payoff periods. This is the number of times he has to “refund” CAC as the gross profit he has received. Once this date has arrived, it begins to be celebrated. But what is the cost of CAC repayment? How long does it take to have a conversation? What are CAC’s benefits, and how can it improve our financial situation? We have a lot of questions to be answered here.

CAC payback

What is CAC payback?

Customer acquisition costs – paybacks or cash back are the amount of time needed to recover the cost of buying customers (your break-even point). It shouldn’t surprise anyone when you try to shorten your business growth as easily as possible. Shorter CAC pay-back = better performance. When you’re over the CAC repayment period, you can continue generating new client payments and increase your revenue. CAC Payback is also called the period for recovering the CAC and months for recovering.

How to calculate the payback period?

Although the CAC payback calculator does not contain a payback period calculator, the calculation process can still be performed. Divide the CAC by the amount they contribute in a given year. The total amount spent by a customer in a given quarter or year is divided by the revenue derived from subscriptions for that quarter. This number can then be divided by 4 to determine the time it takes to return the cash flow.

How do you break down the variables used to calculate the payback period?

This includes acquiring the first customers and marketing expenses for the second quarter and quarter 2. In the last quarter, subscriptions increased by 4% in the first half. Imagine, for example, how sales and marketing spending (including pay, acquisition, advertising, and sales salary) is about $6K in the first quarter. Q3 was $2750, while revenues for Q3 were $47,000. This is the period between quarterly revenues ($6,000) and quarterly revenues ($1,250).

The Simplified Payback Period Formula We Use

For the calculation of the period of payback, go through quarters. The payback period is calculated quarter by quarter. Again simplicity will do it. It’s easy to understand the repayment cycle of customers by comparing what they acquired in 90 days. Business usually progresses well within a quarter. It also provides valuable breakdowns to determine when you are trending toward profitability.

CAC payback

What are acceptable CAC payback periods for SaaS companies?

Lacking a thorough understanding of repayment periods can create a false dichotomy between bootstrapped companies and VC-backed businesses. Because they have money on the line, bootstrapped firms assume they should spend much more prudently. Meanwhile, some venture capital companies are feeling more confident. But as I have previously explained, your risk tolerance should vary according to how long the repayment period is in effect. The same applies to any startup-backed SaaS product based on SaaS software. Bootstrapped companies generally do not have a long time of repayment. The goal is not to maximize the best time possible in a given time.

Why is the CAC payback period critical?

A long CAC payment clearly indicates how a company grows in value. If the price of acquiring an existing business increases at any time, then the pay period increases.

It Can Verify Your Marketing Strategy

The CAC payment period measure can help determine if current marketing campaigns work. If payback periods are excessive, it could mean your company overspends, or you are targeting the wrong audience. Poor conversion in the advertisement industry causes high CAC. Changing strategic practices can dramatically lower acquisition costs. Divide the CAC repayment period into different marketing channels. It may be worthwhile to focus more marketing resources in

this field. Adjusting campaigns that do not convert is the best way to enhance the ROI.

It Helps You Spot Issues With Retention and Churn

When products are purchased at a retailer, they are bundled up into a single transaction and cost a single item. The SaaS industry operates in the same way. Customers subscribe and generate income based on their subscriptions. This allows software companies to offer a lower cost upfront to clients. When you measure your CAC pay-back period, the retention problem will be easily detected. Customers who are unsatisfied after the initial payback period will face serious problems.

It helps you get your pricing right

It requires experimentation. The customer will pay what he/she wants and how they maintain healthy margins depends on several things. When the payment term is excessive, the product can indicate the cost of the product is too high. The company may increase the price and introduce premium/enterprise-level pricing to see whether this effect will improve the payback period. If you’re looking at an expensive product, it’ll get fewer conversions. And there is another aspect you need to consider, and that is taxation. Taxation affects CAC costs and calculations.

Knowing the sales tax value within the countries you are selling, is essential to your business. Therefore, it is advisable to collaborate with a global e-commerce platform ready to hold a firm grip on international taxation.


If you spend $1200 on Facebook ad campaigns and onboard two clients at $25 a month, you could make two years off this customer base. Tweak your campaign by changing the target audience and adding an Instagram Pixel to your website. If the strategy has been changed, the result will likely be greater conversions. In case 2 customers opt to opt into an annual premium of $100 or $50, this reduces the CAC payment term by 50%.

It helps you find where you are overspending

10,000 subscribers look good on paper, but the cost of acquisitions is likely to be 10 times higher over time. The period of repayment helps determine whether the situation has not worked out. You must keep your customers on hand unless your business pays a monthly or yearly fee that is not covered upfront by acquisition costs. A longer time of payment can cause your investment to be lost or stolen.

Empowers you to set achievable goals around your marketing

We discussed the idea of SaaS marketing budgets and that many startups are unaware they have recouped marketing expenses and have recouped the expenses for a while. They, therefore, estimate their costs based on the information they have heard from others within the industry. That should be good news for companies starting on SaaS. If this momentum continues, then a KPI and Budget are a reasonable basis for calculating internal data. If you have problems with this, then use the repayment period. For example, we frequently ask SaaS founders what they expect from the cost per trial or test. Often people underestimate, thinking the cost is half as high as it should be.

Improves your management and judgment of risk

Your SaaS repayment period is no life-value (LVP) measure. There can be no quality assurance from this customer. Instead, the focus will be on risk management. If your SaaS company is worth between $1.5 million and $3.5 million, there will not be any additional cash in sight at the moment. It might cause unpleasant feelings when you have to make difficult decisions about opportunity cost. Your targets will first aim at growth, cash flow, and development. On another hand, your bank account does not hold sufficient work capital.

Arms you with the evidence you can use when raising capital

Your SaaS repayment period can be a good indicator of your company’s performance. Knowing this timeframe is useful evidence you can use to pitch investor applications. It takes six months

to recover a CAC, so you can determine the profit margin. 24-36 months = 18 months profit.

75% of incoming customers make just a profit. In this case, you may make 75 cents per dollar spent at CAC before the churn rate rises.

How to reduce the CAC Payback Period?

The repayment periods do not exist; you can adjust the time required to get a profit. It takes experimenting and understanding the customer.

Analyze marketing strategies and focus on channels that drive higher deal value

There is a lot of potential in marketing. Optimizing campaign strategies requires continuous experimentation and analysis. Assess the difference between what works and what is not. Change your strategy and determine if it impacts your refund period. It is essential to find leads and analyze their revenue using a platform that uses a customer-generated database to compare the revenue per customer from different platforms to others. Once you get these results, you can start prioritizing between the digital channels.

Focus on Upselling

Most companies underestimate their existing customer’s prospects. It may seem counterintuitive to concentrate inward rather than attracting the most customers. But most SaaS startups are

paying around 40 to 40 percent for expansion revenue from selling existing customers. Plus, because it does not require a subscription, upselling is also very inexpensive compared to buying.

Expand to higher-value market segments

Depending on the store you focus on, reducing your CAC payments can significantly reduce CACs. First, these companies are more likely to want a yearly contract and to pay a lump sum. Even though the contracts are monthly, a significant monthly cost means your marketing costs can be quickly paid back. To reach this market, talk with the potential client and ask if there are any new features in the product they’d like.

Experiment with pricing

Promoting a yearly subscription can increase profits sooner when the CAC payment period is less than a year. Convertkit offers a monthly subscription at less cost. All the people will get out of that deal. Customers can easily save two months off their annual expenses and receive a lump sum if they subscribe. If CAC paybacks are less than 10 months (two days of payment are free), you’re making profits.


There you have it! Now that you understand how to calculate your CAC payback period and reduce it, you’re on your way to scaling your SaaS business sustainably. Remember, a healthy CAC payback period is key to ensuring that your customer acquisition efforts are profitable in the long run.