All Episodes
Episodes
Have You Adjusted Your Sales and Marketing Efficiency Metrics for Variable Revenue?
In episode #15, I address variable revenue and sales and marketing efficiency metrics. This is Pillar 5 in my 5 Pillar SaaS Metrics Framework. Variable revenue can be usage, processing, transaction, consumption, etc....
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What Time Period Should I Measure for Revenue Retention?
In episode #14, I address time periods and revenue retention. This was a question from my student community enrolled in my SaaS Metrics Foundation course.
- Are we talking about aggregate revenue retention?
- We can...
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Do You Know Your Margins by Revenue Stream?
In episode #13, I address our margins by revenue stream. It’s so important to have an accurately calculated gross margin and margins by revenue stream. It affects how you read your business and your SaaS metrics. You...
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How to Correctly Calculate Your Overall Gross Margin
In episode #12, I address our overall gross margin. It’s so important to have an accurately calculated gross margin. It affects how you read your business and your SaaS metrics.
- What is our gross margin?
- How to...
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COGS vs. OpEx | Why Is This SO Important?
In episode #11, I address COGS vs Operating Expenses (OpEx). The coding between COGS and OpEx is critical. It requires a proper department structure and chart of accounts. Mess this up and your margins and metrics...
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Should Customer Success Be Coded to COGS or OpEx or Both?
In episode #10, I address a hotly debated topic. Where should your customer success team be coded? And it depends, of course. It can correctly fall in COGS or OpEx or both.
- The case for CS in COGS
- The case for CS...
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Your SaaS Cost of Goods Sold (COGS) Is Probably Wrong
In episode #9, I address your SaaS cost of goods sold. I review a lot of SaaS P&Ls, and I’d say 90% are set up incorrectly. It’s so important to set up your P&L correctly to manage your business and calculate...
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Are You Tracking Your Renewal Rate?
In episode #8, I talk about renewal rates, when it’s applicable, and how it differs from revenue retention. If you invoice annually and/or sell multi-year contracts, you must track your renewal rate. It’s a nice...
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Your MRR Schedule Could Cost You Millions in Valuation
In episode #7, I talk about the importance of your MRR schedule and the metrics that result from this schedule. It’s a top due diligence request. Nothing like DD to make you question your numbers.
- What is an MRR...
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What’s the Difference Between Forecasting, Planning, and Budgeting?
In episode #6, let’s talk about planning. Or is it budgeting? Wait, no it’s forecasting. Let’s talk about the differences in these terms. Either way, the dreaded budget season is approaching this Fall if you are on...
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Should I Segment My SaaS Metrics?
In episode #5, I talk a bit about the SaaS metrics journey. Should we calculate metrics in aggregate or by segment? By customer profile or ICP? SaaS metrics can be dangerous to your financial health if you aggregate...
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CAC Payback Period | One of My Favorite Metrics
In episode #4, I discuss the meaning of the CAC Payback Period. It’s a top operator and investor metric. Cash must be allocated wisely, and the payback determines how long your capital is tied up in new customer...
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