All Episodes
Episodes
What is the Difference Between Retention Rates and Renewal Rates?
In episode #147, I address the health of your recurring revenue. These metrics are a must-have for any recurring revenue business.
- What is retention?
- What is a renewal?
- When does the renewal rate metric...
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When Do I Count a Customer Cancellation?
In episode #146, I address the timestamp on a customer cancellation. This is a very common question. Customer Success often tracks this differently than finance. But the date impacts our metrics.
- What date should I...
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Is It Correct to Allocate Engineering Expense to COGS
In episode #145, I address headcount allocations. It’s very common to allocate headcount expense in early-stage SaaS companies. But we have to support the allocation with proper logic and reasoning.
- Should I...
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How to Track Pilot or Proof of Concept (POC) Revenue and Bookings
In episode #144, I address pilot and POC revenue. It’s important to separate this from your “normal” customer revenue and bookings.
- Bookings
- Revenue
- Metrics
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How to Calculate Your Expansion ARR Target Based on Retention Targets
In episode #144, I talk retention and ARR targets. My template and lesson below are very helpful for your Customer Success and Account Management teams to set targets.
- Retention targets
- Expansion ARR targets
-...
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Should I Be Worried if I Have a 60% Gross Profit?
In episode #142, I talk gross profit in SaaS. Gross profit or gross margin is a fundamental financial topic that every SaaS founder, CFO, and operator must understand.
- What is gross margin?
- Important to calculate...
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Revenue per FTE Trends for Public Companies per Meritech Capital
In episode #141, I take a look at the latest SaaS public company trends. Today, let’s look at implied ARR per FTE trends.
- ARR per FTE trends
- Why is this important?
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Net Revenue Retention Trends for Public Companies per Meritech Capital
In episode #140, I take a look at the latest SaaS public company trends. Today, let’s look at net revenue retention.
- Public NRR trends
- Private company NRR benchmarks
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How to...
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The Key to Scaling is Your Org Efficiency and the ROSE Metric
In episode #139, I address org efficiency and scaling. Eventually, you need good employee and contractor efficiency to reach profitability and improve your odds of scaling big. This is there the ROSE Metric comes into...
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Only 0.4% of SaaS Companies Pass 10M ARR per SaaStock
In episode #138, I address the challenge of scaling past $10M in ARR. This is an interesting stat from SaaStock. There are so many business components that get you to $10M ARR. One key component will be your financial...
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A Common Financial Trait of EBITDA Positive SaaS Companies
In episode #137, I address a common financial trait from my experience helping SaaS companies from the $3M ARR to $15M ARR range. It’s org efficiency.
- What is org efficiency?
- Why is org efficiency important?
-...
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ACV versus ARPA When Segmenting Your Customer Base
In episode #136, I address the jargon of SaaS. ACV and ARPA are important concepts to understand and track in your business. What if legacy users on different contracts?
- What is ACV?
- What is ARPA
- Segmenting our...
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