All Episodes
Episodes
The 6 Possible Revenue Categories on Your SaaS P&L
In episode #123, I address the major revenue categories in SaaS. It’s important to set this up correctly. It impacts how you manage your business and your metrics.
- Subscriptions
- Variable
- Professional Services
-...
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Can You Really Define ARR?
In episode #122, I address a big metrics and sometimes a controversial metric. It’s your ARR. Can you really define your ARR? And is that definition appropriate? We are still in the Wild West of SaaS metrics.
- A slam...
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Make Sure You Code Software Expenses Correctly
In episode #121, I cover internal use software and software embedded in our SaaS app. It’s easy to confuse where this spend should be posted to our SaaS P&L
- Internal use software
- Software embedded in our SaaS...
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What ARR Number Should We Use in ARR Multiples?
In episode #120, I cover a somewhat debated topic on ARR. Of course, this is debated between buyers and sellers. If I’m trying to achieve a specific ARR multiple, what ARR number should I use?
- Trailing revenue?
-...
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What is CARR and Why Do I Care?
In episode #119, I cover committed annual recurring revenue (CARR). Yet, another SaaS metric. It can also be called contracted annual recurring revenue. It was an obscure metric, but now it is widely used even if you...
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How to Calculate the Cost of Expansion ARR
In episode #118, I cover an important sales and marketing efficiency metric, the Cost of ARR. As our GTM team scales, it usually splits into new business hunters and the “farmers,” or our expansion team. We can...
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Are You Tracking the Billable Utilization of Your Services Team?
In episode #117, I provide an overview of the all-important utilization metric for professional services teams. Not calculating it? Then you don’t know if your team is burning out or if they have capacity to take on...
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Track Your Professional Services Backlog Number
In episode #116, I provide an overview of professional services backlog in SaaS. Your professional services team play an important role in early customer satisfaction and retention. When we sign up a customer for a...
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What is Professional Services?
In episode #115, I provide an overview of professional services in SaaS. Your professional services team plays an important role in early customer satisfaction and retention.
- What is PS?
- COGS vs OpEx
- Backlog and...
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Do You Have Balance Between CAC Payback and Retention?
In episode #114, I address the power of SaaS metrics in context. Two metrics that should be viewed together? CAC Payback Period and revenue retention.
- do you have balance?
- CAC Payback Period
- Gross Revenue...
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The Perfect Storm for Cash Burn
In episode #113, I address cash burn from the front lines. If you are still pivoting on product market fit, it can be very dangerous to scale your go-to-market (GTM) team and investment.
- product market fit and ICP
-...
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What Should Be Included in Your Dev Ops Expenses?
In episode #112, I address Dev Ops expenses in our COGS area of the SaaS P&L. Let’s discuss the details of Dev Ops expenses.
- hosting
- 3rd party software
- ongoing security and testing
- dev ops staff
-...
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