All Episodes
Episodes
Behinds Scenes Look at the SaaS Revenue Cycle
In episode #131, I address the CFO’s utopia of quote to cash. What really happens when we land a customer?
- Bookings
- Invoicing
- Rev rec
- Cash collection
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Contract Dates versus Invoice Dates
In episode #130, I address the world of dates in subscription businesses. Such simple data but often overlooked and not tracked. We need dates to drive correct invoice dates and revenue recognition periods.
- Contract...
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Is Your Services Backlog in Months Increasing or Decreasing?
In episode #129, I address the world of professional services metrics. Backlog in months is an important metrics for our services team. Calculating this number helps us understand the balance between backlog and...
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Do You Have an FTE Report?
In episode #128, I address the often-missing FTE report. This is a standard report that should be produced as part of your monthly close process.
- What is an FTE?
- Where does the data come from?
- Importance of...
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I’m Passing 5M in ARR What S&M Efficiency Metrics Should I Calculate?
In episode #127, I address a common question in the progression of our SaaS metrics. As our SaaS business scales, we have to implement additional metrics to guide the business.
- 5 Pillar SaaS Metrics Framework
-...
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Do I Need Cohort Analysis for My Revenue Streams?
In episode #126, I address cohort analysis and when this framework is the right fit for your SaaS business.
- What is cohort analysis?
- Basic cohort analysis
- Advanced cohort analysis
- Are you high ACV or low...
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73% of Your SaaS Peers Raised Their Prices in 2023
In episode #125, I address an interesting report from Vertice.one on SaaS inflation. There is an art and science to increasing your prices. This fits nicely with a price increase question from a coaching client.
- Are...
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The 4 Pure Play SaaS COGS Departments
In episode #124, I address the COGS, or Cost of Goods Sold, departments on your SaaS P&L. There are four common departments with pure play SaaS.
- Technical Support
- Customer Success
- Professional Services
- Dev...
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The 6 Possible Revenue Categories on Your SaaS P&L
In episode #123, I address the major revenue categories in SaaS. It’s important to set this up correctly. It impacts how you manage your business and your metrics.
- Subscriptions
- Variable
- Professional Services
-...
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Can You Really Define ARR?
In episode #122, I address a big metrics and sometimes a controversial metric. It’s your ARR. Can you really define your ARR? And is that definition appropriate? We are still in the Wild West of SaaS metrics.
- A slam...
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Make Sure You Code Software Expenses Correctly
In episode #121, I cover internal use software and software embedded in our SaaS app. It’s easy to confuse where this spend should be posted to our SaaS P&L
- Internal use software
- Software embedded in our SaaS...
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What ARR Number Should We Use in ARR Multiples?
In episode #120, I cover a somewhat debated topic on ARR. Of course, this is debated between buyers and sellers. If I’m trying to achieve a specific ARR multiple, what ARR number should I use?
- Trailing revenue?
-...
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