All Episodes
Episodes
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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You Must Calculate Your Gross Revenue Retention
In episode #59, I dive into Gross Revenue Retention. It is a “must-have” metric and required when going through due diligence. It relies on a clean MRR schedule.
- What is GRR?
- Contraction
- Churn
- Gross revenue...
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Your P&L is Wrong If You Are Reporting > 10M ARR and 90% Gross Margin
In episode #58, I dive into the proper SaaS P&L setup. This is fundamental to good SaaS financial management. There is a progression to our financial maturity. And clear signals that we don't have our financials...
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Finally SaaS Metrics Pillar 5 Focuses on Efficiency and ROI
In episode #57, I dive into my 5 Pillar SaaS Metrics Framework. There is a progression to our financial maturity and our metrics. Today, let’s talk about Pillar 5 which is usually everyone’s favorite pillar.
- CAC
-...
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SaaS Metrics Pillar 4 Focuses on Your Financial Profile
In episode #56, I dive into my 5 Pillar SaaS Metrics Framework. There is a progression to our financial maturity and our metrics. Today, let’s talk about Pillar 4 and your financial profile.
- Rule of 40
- R&D as...
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