All Episodes
Episodes
How Do We Handle Churn When Customers Hit Pause
In episode #248, I address a reader's question. Here’s the question…how can we distinguish churn from a customer freeze (pause services)?
- Handling churn calculations
- Handling retention calculations
- Havoc with...
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Tracking GRR with a V1 to V2 Product Migration
In episode #247, I address a reader question from Andy. Here’s the question…if I create a new version of my product from a 1.0 to a 2.0 and migrate my existing customers to it, how should I measure my GRR?
- What...
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My Top 4 Sales and Marketing Efficiency Metrics You Should Be Measuring
Episode 246 – My Top 4 Sales and Marketing Efficiency Metrics
In episode #246, I address the must-have GTM efficiency metrics for your SaaS business.
- My top 4
- Pillar 5 of my SaaS metrics framework
Have you...
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12 Top SaaS Metrics Every CEO Should Measure for Sustainable Growth
In episode #245, I address 12 top SaaS metrics you should implement in your business. This is from a post at the link below. I love these posts, so let’s see if these really are the best metrics for you.
- 12...
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How to Measure Your GTM ROI on Tradeshows
In episode #244, I address a student question from my SaaS Metrics Crash course. When we attend tradeshows, how do we measure the ROI?
- MQL, SQL, Pipeline Creation
- Treat your leads like cohorts
Have you downloaded...
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Should I Offer 15% Discounts for Annual Subscriptions?
In episode #243, I’m addressing a student question from my SaaS Metrics Foundation course. Should we offer discounts on annual subscriptions?
- What’s your retention? Cohort retention?
- Month 13 renewal rate?
Have...
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How Should I Report ARR Bookings in a Multiyear Contract?
Episode 242 – How Should I Report ARR Bookings in a Multiyear Contract?
In episode #242, I’m addressing ARR bookings reporting. Bookings data is one of the biggest report mistakes that I see in SaaS finance data. You...
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Should I Use CARR or MRR or Exit ARR in My Reporting?
In episode #241, I’m sharing some MRR reporting fundamentals. Let’s not confuse our Board and investors. It’s easy to suffer from MRR blindness if we get too fancy with our reporting.
- What is MRR blindness?
- What...
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Can Your SaaS Beat the $1.50 Labor Efficiency Test?
In episode #240, I’m sharing one of my favorite metrics. The ROSE Metric. This metric is key to a sustainable SaaS business, especially if you are struggling to reach profitability. Can you beat $1.50?
- What is the...
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What’s the Impact of This Customer Downgrade Scenario?
In episode #239, I’m addressing a reader's question. Thanks, John! Here’s the scenario.
The customer books an annual contract at $24K ARR / $2K MRR.
In Month 6, they are unhappy with the service and want to...
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Don’t Make This Top Mistake in MRR Due Diligence
In episode #238, I’m sharing big mistakes that I see in MRR schedules. And this always happens to pop up in due diligence. This WILL limit your valuation as a seller. And it makes it hard to value SaaS businesses as...
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My Top Critiques of Your 3 to 5 Year Forecast
In episode #237, I’m sharing tips and tricks from coaching calls on long-term forecasting. These are not easy. We have to take a step back and look at the macro-level picture.
- Bookings
- Revenue
- COGS
- OpEx
-...
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