All Episodes
Episodes
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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What is Your SaaS OpEx Profile?
In episode #38, I address the “bottom half” of your SaaS P&L. This is your OpEx area, or operating expenses. There is a common way to analyze this area for efficiency.
- What is SaaS OpEx
- How do we analyze...
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These Are the Top 3 SaaS Metrics Said Every Blog Post and Webinar Ever
In episode #37, I address the top three SaaS metrics. And I’m sorry that this will really disappoint you.
- Are there really top 3 metrics?
- Top metrics according to my SaaS founder interviews
- Your SaaS metrics...
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The Right Metrics for the Right Stage of Your Business
In episode #36, I address how to know which metrics are relevant for your stage. There are a lot of metrics to calculate, but we can easily go overboard with too many metrics.
- Metrics by stage
- Metrics by ARR
-...
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