Break-Even PointvsGross Margin

The break-even point (BEP) is when total revenue equals total costs — the moment you stop losing money and start making it. For a SaaS company: BEP in customers = Fixed Costs ÷ (ARPU − Variable Cost per Customer). If your monthly fixed costs are $50K, ARPU is $100, and variable cost per customer is $20, you need 625 customers to break even ($50K ÷ $80). Below 625 customers, every month burns cash. Above 625, every customer contributes pure margin. Most SaaS companies take 2-4 years to reach BEP, and VCs typically expect a clear path to BEP within the fundraising runway.

Gross margin is the percentage of revenue left after subtracting the direct costs of delivering your product (Cost of Goods Sold / COGS). For SaaS, COGS includes hosting, customer support, and payment processing — typically leaving 70-85% gross margins. For e-commerce, COGS includes product costs, shipping, and packaging — typically 30-50% margins. Gross margin determines how much money you have to invest in growth (sales, marketing, R&D). A SaaS company with 80% gross margins has $0.80 per revenue dollar for growth; a hardware company with 30% margins has only $0.30.

The trap is calculating break-even on CURRENT costs while planning for FUTURE growth. If you need 625 customers to break even today, but your growth plan requires hiring 5 engineers ($60K/month) before you reach 625, your real break-even just jumped to 1,375 customers. Every hire, every tool subscription, every office lease MOVES the break-even target. Founders who show investors '6 months to break-even' and then hire aggressively find that break-even keeps receding like a mirage. Track your 'break-even velocity' — are you approaching it or is it running away from you?

The trap is miscategorizing expenses to inflate gross margin. Some companies exclude customer success, onboarding, or infrastructure costs from COGS to make gross margins look SaaS-like (75%+) when they're really services businesses (50-60%). VCs see through this immediately. If your 'SaaS' has 55% gross margins, you're not a SaaS company — you're a services company with a software wrapper. The valuation difference is 3-5x.

Build a dynamic break-even model with two scenarios: (1) 'Flat cost' BEP: assuming no new hires or cost increases, how many customers/revenue until you break even? This is your floor. (2) 'Growth plan' BEP: including planned hires and investments, when do you actually break even? This is your real target. Update monthly. The gap between these two numbers is your 'growth cost.' If growth-plan BEP is more than 3x flat-cost BEP, your growth plan is burning more runway than it's building revenue.

Calculate gross margin honestly: include ALL costs directly related to delivering your product to one more customer. For SaaS: hosting/infrastructure, payment processing, customer support, DevOps. Formula: Gross Margin = (Revenue − COGS) ÷ Revenue × 100. Target: 70%+ for SaaS, 50%+ for marketplace, 30%+ for e-commerce. Track monthly and investigate any decline — it usually means infrastructure costs are scaling faster than revenue.