All Episodes
Episodes
What Metrics and Data Do Acquirors Want to See ASAP?
In episode #191, I address the data that is worth its weight in gold. You will always be asked for this data when buyers are evaluating your SaaS business.
- The golden data
- Where do you source this data?
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Do I Really Need to Use SaaS Metrics Benchmarks?
In episode #190, I address SaaS benchmarks and metrics. Benchmarks act as important guideposts for our business.
- Do I really need benchmarks?
- What benchmarks does Ben use?
- Important for due diligence
My 5 Pillar...
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How Do I Count Reactivation MRR in My Metrics
In episode #189, I address reactivation MRR and counts. This is a common layer of MRR in self-service SaaS (low price point, high customer volume) business.
- impact on revenue retention
- impact on logo...
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Calculating CAC When You Have SLG and PLG Motions
In episode #188, I address today’s reality with our go-to-market motion and CAC. You must segment your CAC if you run a PLG and SLG motion.
- new vs. existing CAC allocation
- SLG vs PLG allocation
- what to do with...
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Don’t Do This When Allocating Your CAC Expense
In episode #187, I address an important concept when trying to allocate CAC expenses between new and existing business. This came up again on a coaching call so it’s time to address it.
- how not to allocate
- how to...
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Can CAC Be Calculated Per Product Line?
In episode #186, I address an important nuance in calculating your S&M efficiency metrics. CAC by segment. This is often harder than it appears.
- Isolating bookings and revenue
- Isolating expenses by product...
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Should We Include Customer Success Cost in Our CAC?
In episode #185, I address an important nuance in calculating your S&M efficiency metrics. Where does customer success belong?
- What role does Customer Success play?
- Should CS be in both COGS and...
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Sales Cycle Impact on S&M Efficiency Metrics
In episode #184, I address an important nuance in calculating your S&M efficiency metrics.
- How do you measure your sales cycle?
- Impact on S&M metrics measurement
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Bookings Data is Finance Data Source 1
In episode #183, I address the four key sources of SaaS finance data. This data feeds our forecast, SaaS metrics, financial analysis, Board reporting, and more. We must implement a clean monthly data process.
- What...
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Contracted MRR vs P&L MRR
In episode #182, I address the nuances of MRR. We could be talking about an accounting number, a CRM number, and a number from who knows where.
- What is MRR?
- Accounting MRR
- Contracted MRR
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Please Code Your Expenses to the Department Level
In episode #181, I address an all too frequent accounting problem. Department coding. Save yourself headaches down the road by coding expenses to the department level.
- Pure-play SaaS departments
- COGS vs. OpEx
-...
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Founders You Must Be Profitable on Your Services Revenue
In episode #180, I address professional services revenue. PS revenue required to set up, configure, onboard, and train your customers. And essential department when selling mid-market and enterprise software.
- What...
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