All Episodes
Episodes
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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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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