All Episodes
Episodes
What is CARR and Why Do I Care?
In episode #119, I cover committed annual recurring revenue (CARR). Yet, another SaaS metric. It can also be called contracted annual recurring revenue. It was an obscure metric, but now it is widely used even if you...
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How to Calculate the Cost of Expansion ARR
In episode #118, I cover an important sales and marketing efficiency metric, the Cost of ARR. As our GTM team scales, it usually splits into new business hunters and the “farmers,” or our expansion team. We can...
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Are You Tracking the Billable Utilization of Your Services Team?
In episode #117, I provide an overview of the all-important utilization metric for professional services teams. Not calculating it? Then you don’t know if your team is burning out or if they have capacity to take on...
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Track Your Professional Services Backlog Number
In episode #116, I provide an overview of professional services backlog in SaaS. Your professional services team play an important role in early customer satisfaction and retention. When we sign up a customer for a...
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What is Professional Services?
In episode #115, I provide an overview of professional services in SaaS. Your professional services team plays an important role in early customer satisfaction and retention.
- What is PS?
- COGS vs OpEx
- Backlog and...
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Do You Have Balance Between CAC Payback and Retention?
In episode #114, I address the power of SaaS metrics in context. Two metrics that should be viewed together? CAC Payback Period and revenue retention.
- do you have balance?
- CAC Payback Period
- Gross Revenue...
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The Perfect Storm for Cash Burn
In episode #113, I address cash burn from the front lines. If you are still pivoting on product market fit, it can be very dangerous to scale your go-to-market (GTM) team and investment.
- product market fit and ICP
-...
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What Should Be Included in Your Dev Ops Expenses?
In episode #112, I address Dev Ops expenses in our COGS area of the SaaS P&L. Let’s discuss the details of Dev Ops expenses.
- hosting
- 3rd party software
- ongoing security and testing
- dev ops staff
-...
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Human Powered vs Product Powered Revenue | You Gotta Get This Right
In episode #111, I address human powered versus product powered revenue. It’s so important to categorize your revenue and COGS correctly on your P&L. You don’t want to confuse potential investors and...
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Top 5 Accounting Software for SaaS Companies
In episode #110, I address the core system in our financial process, our accounting software. I am in the midst of my 5th annual tech stack survey. I’ll share the top five accounting systems for SaaS.
- Accounting...
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Levers to Pull in Sales Compensation Planning
In episode #109, I address sales compensation planning and how you can design your plans for maximum effectiveness. QuotaPath joined me on a webinar to my SaaS community. There were some eye-openers on how to design...
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Should Downgrades Count Against My Booked ARR?
In episode #109, I address bookings, downgrades, and reporting. We may or may not want to include downgrades in our net ARR number. This is an important decision.
- What is a downgrade?
- Should I include this in my...
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