All Episodes
Episodes
Implement an Internal Discounting Policy for Better Pricing Controls
In episode #135, I address a student question about software discounts. We love to discount software. Even back in my on-premise, perpetual days, we were always discounting software. Discounts are okay but we need an...
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Is My SaaS Company at a 3x or 10x ARR Valuation?
In episode #134, I address SaaS valuations. You need to be roughly aware of where you fall in the valuation spectrum. This helps when you are speaking to potential buyers and sellers. Be sure to check out my in-depth...
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Coding Your Employee-related Expenses
In episode #133, I address employee expense coding. Since our SaaS P&L is comprised of mostly employee expenses, we must code these correctly.
- Wages, taxes, benefits
- Where do I code pizza parties?
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Coding Your Contractor Expense
In episode #132, I address contractor coding. It’s very common to use a lot of contractors in early stage companies. But we must code these expenses correctly.
- Contractor
- Coding by department
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Behinds Scenes Look at the SaaS Revenue Cycle
In episode #131, I address the CFO’s utopia of quote to cash. What really happens when we land a customer?
- Bookings
- Invoicing
- Rev rec
- Cash collection
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Contract Dates versus Invoice Dates
In episode #130, I address the world of dates in subscription businesses. Such simple data but often overlooked and not tracked. We need dates to drive correct invoice dates and revenue recognition periods.
- Contract...
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Is Your Services Backlog in Months Increasing or Decreasing?
In episode #129, I address the world of professional services metrics. Backlog in months is an important metrics for our services team. Calculating this number helps us understand the balance between backlog and...
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Do You Have an FTE Report?
In episode #128, I address the often-missing FTE report. This is a standard report that should be produced as part of your monthly close process.
- What is an FTE?
- Where does the data come from?
- Importance of...
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I’m Passing 5M in ARR What S&M Efficiency Metrics Should I Calculate?
In episode #127, I address a common question in the progression of our SaaS metrics. As our SaaS business scales, we have to implement additional metrics to guide the business.
- 5 Pillar SaaS Metrics Framework
-...
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Do I Need Cohort Analysis for My Revenue Streams?
In episode #126, I address cohort analysis and when this framework is the right fit for your SaaS business.
- What is cohort analysis?
- Basic cohort analysis
- Advanced cohort analysis
- Are you high ACV or low...
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73% of Your SaaS Peers Raised Their Prices in 2023
In episode #125, I address an interesting report from Vertice.one on SaaS inflation. There is an art and science to increasing your prices. This fits nicely with a price increase question from a coaching client.
- Are...
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The 4 Pure Play SaaS COGS Departments
In episode #124, I address the COGS, or Cost of Goods Sold, departments on your SaaS P&L. There are four common departments with pure play SaaS.
- Technical Support
- Customer Success
- Professional Services
- Dev...
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