All Episodes
Episodes
How to Really Determine What Should Be in COGS
In episode #99, I address a very common question in SaaS finance. What should be included in COGS? It’s so important to get this right. If you don’t, you will mismanage your business.
- Pure-play SaaS COGS...
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Do You Include Sales Operations in S&M Expenses?
In episode #98, I address the major functions that we see in Sales. Should these be coded to Sales or somewhere else?
- Fully-burdened expenses
- Common expenses in sales and marketing
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What Churn % Should I Use for LTV
In episode #97, I address churn and LTV. We think SaaS metrics are completely objective, but it is very easy to influence the result of a metrics calculation. Period of measurement is major factor in SaaS metrics...
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CAC Calculation and Multiple GTM Strategies
 In episode #96, I address our core CAC calculation when we have different product lines and different go-to-market (GTM) strategies. We can’t blend these together when calculating customer acquisition costs.
- What...
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These are the 4 Source Data Inputs for SaaS Metrics
In episode #95, I address the major data source we need to calculate the complete SaaS metrics picture. It’s important to have clean and repeatable data that we can pull every month.
- CRM / MRR schedule
- Financial...
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Have You Heard of the Dollar-based CAC Payback Period?
In episode #94, I address a variation of the traditional CAC Payback Period. This is a great supplement to your traditional SaaS metrics.
- What is CAC Payback Period?
- What is Dollar-based CAC Payback
- When should...
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What Metrics Should I Measure as I move from $2M ARR to $4M ARR
In episode #93, I address a student question from my live SaaS metrics foundation course. This is a great question and one that must be answered by all SaaS companies as they scale.
- First, let’s understand your...
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What Should I Include in My Sales and Marketing Expenses?
In episode #92, I address a student question from my SaaS metrics foundation course. It actually caught me off guard, because I talk a lot about fully-burdened cost centers. We can’t forget the foundational...
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How Much Should I Spend in S&M as a Percentage of Revenue?
In episode #91, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in sales and marketing. We expect efficiency over time in our OpEx area.
- What is OpEx?
- What are the S&M...
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How Much Should I Spend in G&A as a Percentage of Revenue?
In episode #90, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in G&A. We expect efficiency over time in our OpEx area.
- What is OpEx?
- What are the G&A...
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How Much Should I Spend in R&D as a Percentage of Revenue?
In episode #89, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in R&D. We expect efficiency over time in our OpEx area.
- What is OpEx?
- What are the R&D...
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What is the Ideal Revenue Mix for a Pure-play SaaS Valuation?
In episode #88, I address revenue mix and one-time revenue when considering SaaS valuations. It your product requires professional services for customer onboarding, we must be aware of our current revenue mix and how...
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