All Episodes
Episodes
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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How Do I Calculate Retention if I Have Consumption Revenue?
In episode #179, I address revenue retention and variable revenue streams. This can be tricky if our variable revenue offers no consistency. Period of measurement is key.
- Variable revenue streams
- Period of...
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How I Use the Rule of 40 When You Are Less Than 10M ARR
In episode #178, I address the proper time to use the Rule of 40. There are a lot of opinions here on when to implement this metric. Some say above 25M in ARR. Some say 50M ARR.
- What is the Rule of 40?
- Your...
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Pass 90% of Your SaaS Peers with These 4 Finance Steps
In episode #177, I address the 4 things you can do to pass 90% of SaaS peers in financial maturity.
- Your Chart of Accounts
- The Proper SaaS P&L
- Department Coding
- Revenue Recognition
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