All Episodes
Episodes
How Do You Measure MRR When It’s Usage with No Minimums?
Episode 71 – How Do You Measure MRR When It’s Usage with No Minimums?
In episode #71, I dive into the wild world of variable revenue. It can be difficult to report. And it makes metrics calculations more difficult.
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What is Managed Services?
In episode #70, I dive into services revenue. Managed services is not professional services and must be reported separately.
What is managed services?
How do we report managed services?
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When Does a Renewal Become a Booking?
In episode #69, I dive into bookings and renewals. Not all renewals are a software booking. But a software booking can come from a renewal.
- What is a renewal?
- When does a renewal become a booking?
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How Do We Track Usage that Exceeds Pricing Tiers?
In episode #68, I dive into revenue reporting and variable revenue. If we offer subscription pricing tiers that cover usage levels, how do we track excess?
- Pricing scenarios
- How to track excess over minimums?
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What Month Do We Report a Churn?
In episode #67, I dive into churn reporting. This is a very common question. What month do we report churn? Finance and Customer Success like to report two different ways.
- What is churn?
- How should we report...
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What is the Difference Between a Cross-sell and an Upsell?
In episode #66, I dive into expansion lingo. It’s important to track expansion correctly but you may have multiple product lines and multiple sales teams. Let’s get detailed in our reporting.
- What is a cross-sell?
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How Do You Measure Bookings with Multi-year Contracts?
In episode #65, I dive into the world bookings reports. It’s important that we have a common basis for reporting software bookings. This affects analysis, due diligence, and revenue forecasting.
- What is a booking?
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How to Benchmark Your SaaS Business
In episode #64, I dive into the world of SaaS benchmarks and reports. I’ll cover my favorite benchmark data sources and reports. And how I benchmark my SaaS clients.
- The danger of aggregate benchmarks
- How I...
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Timing Mismatch Between Bookings Date and CAC
Episode 63 – Timing Mismatch Between Bookings Date and CAC
In episode #63, I dive into how our bookings date may affect our sales and marketing efficiency metrics. There are two main camps when it comes to what date...
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Usage-based Revenue and Your COGS Setup
In episode #62, I dive into revenue and COGS when we have usage-based revenue. Or really any type of variable revenue. Our revenue streams dictate the setup of our COGS section on our SaaS P&L.
- Variable...
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Never Multiply by 12 to Annualize Your Retention Numbers
In episode #61, I dive into retention math. Gross revenue retention and net revenue retention are “must-have” metrics. But it gets confusing on how to properly annualize monthly retention numbers.
- Don’t x 12
- To...
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Net Revenue Retention is a Must-have Metric
In episode #60, I dive into Net Revenue Retention. It is a “must-have” metric and required when going through due diligence. It relies on a clean MRR schedule.
- What is NRR
- Expansion
- Contraction
- Churn
- Time...
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