All Episodes
Episodes
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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These Are the Top Billing Solutions in SaaS
In episode #236, I’m sharing the results of the billing / invoicing category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map.
- Invoicing or billing?
- Top...
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How to Calculate Retention with Both Perpetual Licenses and SaaS
In episode #235, I address a student's question. Yes, there are still software companies with the perpetual/maintenance model. As they transition to SaaS, we must be careful when calculating certain metrics.
- The...
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These Are the Top Rev Rec Solutions in SaaS
In episode #234, I’m sharing the results of the rev rec category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map.
- What is rev rec?
- Why is it important?
- The top...
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You Need a Forecast Model for a Series A and B Raise
In episode #233, I’m sharing some of what I learned from SaaStr 2024. Today, let’s talk about the projections that you need for a series A and B fundraise.
- Historical data
- Forecast data
- The metrics
Join my SaaS...
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The Metrics that Matter to Investors
In episode #232, I’m recording this from SaaStr in San Mateo. I watched a great presentation by Christoph Janz of Point Nine Capital. Here’s my recap. You need to know this if you are going to raise capital.
- Why...
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How to Handle Resellers and End Users in Your CRM and Metrics
In episode #231, I’m addressing a very common pain point in our data when we have a partner or reseller channel. If not done right, it really screws up our data.
- Reseller defined
- CRM configuration
- Invoicing
-...
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The Big Assumption You’re Overlooking in Your CAC
In episode #230, I’m talking CAC, the ubiquitous SaaS metrics. Seems so simple but there is a big assumption lurking in your spreadsheets that you can’t overlook.
- Gross CAC
- Unit Cost CAC
- CAC feeds these...
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Can You Pass This Real Go-to-market SaaS Metrics Quiz
In episode #229, I’m testing your knowledge of GTM SaaS metrics. I help a lot of SaaS companies and see a lot of situations. What do you think of this GTM profile?
- ACV = $4K
- Cost of ARR = $2.00
- CAC Payback = 20...
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Should I Invoice Out of My CRM or Accounting Software
In episode #228, I address invoicing. What software should I use? Based on a recent LinkedIn post (below), this is a hotly debated topic. The landscape might be shifting.
- Should I invoice out of my CRM?
- Should I...
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