All Episodes
Episodes
Be Careful with Your Coding of Reseller Revenue
In episode #83, I address third-party resold items. In this case, you are reselling someone else’s product. You are doing this because it is probably complimentary to your product or it allows you to go down-market...
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Should Price Increases Be Counted as Expansion?
In episode #82, I address a question that is asked in every one of my live SaaS metrics courses. How do we count price increases? Should we count this as expansion MRR or ARR?
- What is a price increase?
- Do we count...
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Are Onboarding Expenses a COGS or Sales Cost?
In episode #81, I address a common question on onboarding expenses. CAC stops at the time of customer acquisition. Should we also including onboarding costs in CAC?
- What are onboarding costs?
- Is onboarding a sales...
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Should I Code Bonuses to COGS or OpEx?
In episode #80, I address bonus coding and accruals. Accurate coding of employee-related expenses is critical to an accurate SaaS P&L.
- Where should I code bonuses?
- Should I accrue bonuses?
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When Should I Implement the Rule of 40 Metric?
Episode 79 – When Should I Implement the Rule of 40 Metric?
In episode #79, I address the Rule of 40 metric. It’s back in style but many blog posts say this is a “big” company metric. Should I calculate the Rule of 40...
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What’s the Difference Between Tech Support and Customer Success
Episode 78 – What’s the Difference Between Tech Support and Customer Success
In episode #78, I address the blurring of COGS departments in early-stage SaaS. Often, staff wear many hats, and their duties span multiple...
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Don’t Record Discounts Separately from Your Subscription Revenue
In episode #77, I address subscription revenue and discounts. This is a point I really hammer on in my SaaS metrics course. Your MRR schedule must be reported net. We are not talking the whole net versus gross...
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Where Do I Code Platform Fees
In episode #76, I address the platform fees. In some cases, SaaS companies build on top of other platforms. An example would be an app on ServiceNow. This allows for faster development but introduces platform risk to...
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Make Sure You Understand and Define What a Customer Means
In episode #75, I address the definition of a customer. What’s your prize? This affects how you track data and can completely skew your metrics if defined improperly.
- What’s your prize
- How to define a customer
-...
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When Do You Need a Fractional CFO?
In episode #74, I address the world of fractional help. I’ll focus on the CFO but also share other fractional roles that I see in SaaS companies with less than $10M ARR.
- Fractional CFO
- Interim CFO
- Other...
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Your CPA and Bookkeeper Need to Break Up
Episode 73 – Your CPA and Bookkeeper Need to Break Up
In episode #73, I address how your early-stage accounting team transitions. I see this over and over and eventually, you need to specialize.
- Tax CPA
-...
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How to Run Retention Analysis When You Have Two Revenue Streams
Episode 72 – How to Run Retention Analysis When You Have Two Revenue Streams
In episode #72, I dive into retention and revenue streams. It can be dangerous to run aggregate retention on multiple revenue streams.
-...
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