All Episodes
Episodes
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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Am I Ready for Debt Financing to Fuel Growth?
In episode #107, I address debt financing as a source of growth capital. Debt financing for SaaS companies is a hot space right now. We must assess first if we can absorb the payment schedule.
- Step 1 – do you have...
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I’ve Got My SaaS P&L Set Up | What’s Next?
In episode #106, I address early stage financial infrastructure. I was just talking to a SaaS founder who spent some consulting money to properly configure QBO. What’s next?
- The progression in data
- 4 key sources...
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High Growth High Confusion
In episode #105, I address growing pains. If you are experiencing high growth, don’t let your financial infrastructure lapse. High growth can cause financial confusion if we don’t have our numbers set up properly.
-...
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