All Episodes
Episodes
Make Sure You Understand and Define What a Customer Means
In episode #75, I address the definition of a customer. What’s your prize? This affects how you track data and can completely skew your metrics if defined improperly.
- What’s your prize
- How to define a customer
-...
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When Do You Need a Fractional CFO?
In episode #74, I address the world of fractional help. I’ll focus on the CFO but also share other fractional roles that I see in SaaS companies with less than $10M ARR.
- Fractional CFO
- Interim CFO
- Other...
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Your CPA and Bookkeeper Need to Break Up
Episode 73 – Your CPA and Bookkeeper Need to Break Up
In episode #73, I address how your early-stage accounting team transitions. I see this over and over and eventually, you need to specialize.
- Tax CPA
-...
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How to Run Retention Analysis When You Have Two Revenue Streams
Episode 72 – How to Run Retention Analysis When You Have Two Revenue Streams
In episode #72, I dive into retention and revenue streams. It can be dangerous to run aggregate retention on multiple revenue streams.
-...
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How Do You Measure MRR When It’s Usage with No Minimums?
Episode 71 – How Do You Measure MRR When It’s Usage with No Minimums?
In episode #71, I dive into the wild world of variable revenue. It can be difficult to report. And it makes metrics calculations more difficult.
-...
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What is Managed Services?
In episode #70, I dive into services revenue. Managed services is not professional services and must be reported separately.
What is managed services?
How do we report managed services?
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When Does a Renewal Become a Booking?
In episode #69, I dive into bookings and renewals. Not all renewals are a software booking. But a software booking can come from a renewal.
- What is a renewal?
- When does a renewal become a booking?
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How Do We Track Usage that Exceeds Pricing Tiers?
In episode #68, I dive into revenue reporting and variable revenue. If we offer subscription pricing tiers that cover usage levels, how do we track excess?
- Pricing scenarios
- How to track excess over minimums?
-...
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What Month Do We Report a Churn?
In episode #67, I dive into churn reporting. This is a very common question. What month do we report churn? Finance and Customer Success like to report two different ways.
- What is churn?
- How should we report...
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What is the Difference Between a Cross-sell and an Upsell?
In episode #66, I dive into expansion lingo. It’s important to track expansion correctly but you may have multiple product lines and multiple sales teams. Let’s get detailed in our reporting.
- What is a cross-sell?
-...
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How Do You Measure Bookings with Multi-year Contracts?
In episode #65, I dive into the world bookings reports. It’s important that we have a common basis for reporting software bookings. This affects analysis, due diligence, and revenue forecasting.
- What is a booking?
-...
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How to Benchmark Your SaaS Business
In episode #64, I dive into the world of SaaS benchmarks and reports. I’ll cover my favorite benchmark data sources and reports. And how I benchmark my SaaS clients.
- The danger of aggregate benchmarks
- How I...
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