All Episodes
Episodes
How to Unbundle Your COGS Expenses for Greater Margin Clarity
In episode #152, I tackle a recurring theme in SaaS P&L and chart of accounts set ups. It’s your COGS, or cost of goods sold area.
- Traditional COGS departments
- The first step you should take
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Do I Really Need to Track Revenue on Daily Basis?
In episode #151, I tackle a message that came in through my blog. This reader was tasked to develop a SaaS revenue model that would monitor and forecast results on a daily basis.
- Should I track revenue on a daily...
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Is Your First Quarter ARR Number Already Baked?
In episode #150, I tackle another annual planning topic. The dance between your pipeline and your ARR commit number. Depending on your average sales cycle, your first quarter and secondar bookings target could already...
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You’ve Got to Hit Your Q1 Budget Number
In episode #149, I tackle an annual planning topic. The annual budget or operating plan is a bit of a dance. Like anything in finance, it’s a bit art and science. One thing that’s for certain. You can’t start the year...
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$1M or $100M ARR the Foundation of CAC is Still the Same
In episode #148, I have the privilege of coaching SaaS businesses from large to small. The fundamental concept of SaaS metrics remains the same. We may need to slice and dice more by ICP or product line, but the same...
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What is the Difference Between Retention Rates and Renewal Rates?
In episode #147, I address the health of your recurring revenue. These metrics are a must-have for any recurring revenue business.
- What is retention?
- What is a renewal?
- When does the renewal rate metric...
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When Do I Count a Customer Cancellation?
In episode #146, I address the timestamp on a customer cancellation. This is a very common question. Customer Success often tracks this differently than finance. But the date impacts our metrics.
- What date should I...
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Is It Correct to Allocate Engineering Expense to COGS
In episode #145, I address headcount allocations. It’s very common to allocate headcount expense in early-stage SaaS companies. But we have to support the allocation with proper logic and reasoning.
- Should I...
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How to Track Pilot or Proof of Concept (POC) Revenue and Bookings
In episode #144, I address pilot and POC revenue. It’s important to separate this from your “normal” customer revenue and bookings.
- Bookings
- Revenue
- Metrics
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How to Calculate Your Expansion ARR Target Based on Retention Targets
In episode #144, I talk retention and ARR targets. My template and lesson below are very helpful for your Customer Success and Account Management teams to set targets.
- Retention targets
- Expansion ARR targets
-...
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Should I Be Worried if I Have a 60% Gross Profit?
In episode #142, I talk gross profit in SaaS. Gross profit or gross margin is a fundamental financial topic that every SaaS founder, CFO, and operator must understand.
- What is gross margin?
- Important to calculate...
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Revenue per FTE Trends for Public Companies per Meritech Capital
In episode #141, I take a look at the latest SaaS public company trends. Today, let’s look at implied ARR per FTE trends.
- ARR per FTE trends
- Why is this important?
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