All Episodes
Episodes
Two Methods to Run Retention Analysis
Two Methods to Run Retention Analysis In episode #51, I dive into how to run retention analysis. There are a lot of purists out there, but we have to be practical and realistic with the data that we have available to...
View Episode
What is Cohort Analysis?
In episode #50, I dive into cohort analysis. This is thrown around a lot in SaaS. It doesn’t apply in all situations so don’t always jump on the cohort bandwagon.
- What is cohort analysis?
- What metrics are...
View Episode
Klaviyo’s Gross Profit Performance and OpEx Profile at Scale
In episode #49, I dive into Klaviyo’s gross profit and OpEx profile. It’s really interesting to see how they are performing at scale, and it doesn’t disappoint.
- Gross Profit
- OpEx Profile
- Best in class...
View Episode
Klaviyo’s Net Revenue Retention Formula and Performance
In episode #48, I dive into Klaviyo’s net revenue retention (NRR) formula. Its formula appears pretty standard, but catch episode #47 on Klaviyo’s gross revenue retention. It’s not very standard.
- The standard NRR...
View Episode
Klaviyo Filed Their S-1 and Gross Revenue Retention Formula
In episode #47, I dive into Klaviyo’s gross revenue retention (GRR) formula. Wait! What? That definition does not look standard.
- The standard GRR formula
- Klaviyo’s GRR formula
- 2 big takeaways
Blog post on gross...
View Episode
What is Churn in SaaS?
In episode #46, I dive into the sometimes ambiguous world of churn. Seems like this should be easy.
- What is churn?
- When should churn be counted in our reports?
- This will impact our retention metrics
SaaS Metrics...
View Episode
TCV vs ACV vs ARR
In episode #45, I dive into SaaS metrics lingo. TCV, ACV, and ARR are common terms in SaaS that mean many different things. Let’s not confuse this in our bookings reports.
- What is ARR?
- What is ACV?
- What is...
View Episode
One of the Biggest SaaS Data Mistakes
In episode #44, I dive into one of the biggest data mistakes that I see in SaaS. It’s your closed won opportunity data. Opp data drives reporting, analysis, and invoicing.
- Why this matters?
- Biggest mistakes
-...
View Episode
How to Call BS on a Bookings Forecast
In episode #43, I dive into forecasts and reality. I’ve seen a lot of SaaS P&Ls and forecasts. There is a simple way to call BS on a forecast. And to help size up your sales and marketing investment needed to hit...
View Episode
Your SaaS P&L is Wrong
In episode #42, I dive into the structure of your SaaS P&L. After improving your chart of accounts, this is the second step in improving your SaaS finance foundation. There is a specific structure we need in a...
View Episode
What is the R&D Index?
In episode #41, I dive into R&D investment efficiency. When I was researching episode 40 on the R&D Payback Ratio, I stumbled upon an article by Boston Consulting Group.
- What is the R&D Index?
- What are...
View Episode
What is the R&D Payback Ratio?
In episode #40, I dive into R&D efficiency. I think this has always been a hard one. The correlation between R&D investment and growth. A reader brought this metric to my attention so I did a little digging.
-...
View Episode
