All Episodes
Episodes
What Advisors Do I Need as a First-time SaaS Founder?
In episode #87, I address advisors and first-time SaaS founders. It’s important to have the right team from the beginning to avoid mistakes down the road.
- Accounting
- Tax Accounting
- Corporate Attorney
-...
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How Do We Count Expansion in Our Bookings Report and CRM?
In episode #86, I address a student question in my SaaS Metrics Foundation course. ARR is the student’s new North Star metric. If we renew a customer and the price goes up, how do we record that?
- What is a...
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What Month Do I Count Churn?
In episode #85, I address churn tracking. Finance and Customer Success like to track churn dates differently.
- What is churn? When the customer completely leaves us.
- How finance tracks churn
- How Customer Success...
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Should I Track ARR or TCV with Multi-year Contracts?
In episode #84, I address the world of annual and multi-year contracts and reporting. We have to get this right for performance tracking and due diligence.
- What is a multi-year contract?
- Do I track ARR or TCV or...
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Be Careful with Your Coding of Reseller Revenue
In episode #83, I address third-party resold items. In this case, you are reselling someone else’s product. You are doing this because it is probably complimentary to your product or it allows you to go down-market...
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Should Price Increases Be Counted as Expansion?
In episode #82, I address a question that is asked in every one of my live SaaS metrics courses. How do we count price increases? Should we count this as expansion MRR or ARR?
- What is a price increase?
- Do we count...
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Are Onboarding Expenses a COGS or Sales Cost?
In episode #81, I address a common question on onboarding expenses. CAC stops at the time of customer acquisition. Should we also including onboarding costs in CAC?
- What are onboarding costs?
- Is onboarding a sales...
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Should I Code Bonuses to COGS or OpEx?
In episode #80, I address bonus coding and accruals. Accurate coding of employee-related expenses is critical to an accurate SaaS P&L.
- Where should I code bonuses?
- Should I accrue bonuses?
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When Should I Implement the Rule of 40 Metric?
Episode 79 – When Should I Implement the Rule of 40 Metric?
In episode #79, I address the Rule of 40 metric. It’s back in style but many blog posts say this is a “big” company metric. Should I calculate the Rule of 40...
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What’s the Difference Between Tech Support and Customer Success
Episode 78 – What’s the Difference Between Tech Support and Customer Success
In episode #78, I address the blurring of COGS departments in early-stage SaaS. Often, staff wear many hats, and their duties span multiple...
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Don’t Record Discounts Separately from Your Subscription Revenue
In episode #77, I address subscription revenue and discounts. This is a point I really hammer on in my SaaS metrics course. Your MRR schedule must be reported net. We are not talking the whole net versus gross...
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Where Do I Code Platform Fees
In episode #76, I address the platform fees. In some cases, SaaS companies build on top of other platforms. An example would be an app on ServiceNow. This allows for faster development but introduces platform risk to...
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