All Episodes
Episodes
Your Implementation Team Could Be Killing Your Gross Profit Margin
Your implementation and professional services teams could be quietly eroding your gross profit margin — and most SaaS leaders don’t even realize it.
In episode #324, Ben Murray explains how unclear COGS structure,...
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Should Your Implementation Team Be Coded to COGS or OpEX?
Where do professional services belong on a SaaS P&L—COGS or OPEX? In episode #323, Ben clarifies how to code implementation, onboarding, custom integrations, and the tricky custom development work that sometimes...
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Essential SaaS Metrics for a Series A Raise
Raising a Series A? Your story matters—but your SaaS metrics may close the deal. In episode #322, Ben outlines the investor-ready metrics founders must prepare. You’ll learn what each metric signals to investors, how...
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Is LTV Flawed with Multi-year Contracts?
Is the traditional LTV formula giving you misleading results when you have multi-year SaaS contracts?
In episode #321, Ben Murray unpacks a listener’s question about how Lifetime Value (LTV) should be calculated when...
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Aggregate Metrics Are Dangerous to Your SaaS Health
At what stage should SaaS companies start segmenting their metrics? In episode #320, Ben Murray breaks down when and how to segment your SaaS metrics — from revenue segmentation to go-to-market efficiency metrics — so...
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How Does Net Revenue Retention Impact Your Valuation?
Does Net Revenue Retention (NRR) really move your company’s valuation multiple? Absolutely — and the difference can be worth tens of millions of dollars.
In episode #319, Ben Murray breaks down new data from Meritech...
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Gaps in Your MRR Schedule Wreak Havoc on Retention
Even small errors in your MRR schedule can have a massive impact on your retention metrics, and in due diligence, that can destroy investor confidence.
In episode #318, Ben Murray explains why gaps in your monthly...
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Great SaaS FP&A Requires These 4 Data Sources
To build a world-class FP&A process in a SaaS or AI business, you need more than great dashboards—you need clean, reliable data from the right sources.
In episode #317, Ben Murray shares the four foundational SaaS...
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Renewal Rate vs. Retention: What SaaS Leaders Must Know
Is renewal rate just another way of saying retention? Not exactly. In episode #316, Ben Murray breaks down the difference between renewal rate and the classic retention metrics—gross revenue retention (GRR), net...
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Defining AI ARR to Your Board and Investors
Every Board, investor, and potential acquirer is asking the same question: How are AI initiatives driving revenue? In episode #315, Ben Murray shares insights from his research into public tech companies and how...
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Top Financial Metrics Tracked by Usage-based Companies
Many usage-based companies like Twilio don’t disclose ARR as their North Star metric. So, what do they track instead to communicate growth and efficiency to investors?
In episode #314, Ben Murray shares his research...
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5 Metrics Every SaaS Leader Must Master
There are hundreds of SaaS metrics, but which ones truly matter for SaaS leaders who want to scale, raise capital, and maximize company valuation? In episode #313, Ben Murray breaks down the five essential metrics...
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