All Episodes
Episodes
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...
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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...
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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...
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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...
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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...
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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...
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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
-...
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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...
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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...
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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...
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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.
-...
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How Should I Track COGS With Usage-based Revenue
In episode #39, I address COGS and usage-based revenue. It’s so important to track COGS correctly for your SaaS. Your COGS area is often dictated by your revenue streams. That’s the case when you have any type of...
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