All Episodes
Episodes
How to Size Your Sales and Marketing Budget for Next Year
In episode #255, I address sales and marketing investments, ROI, and how to call BS on bookings and GTM investments.
- Calculate your OpEx profile.
- Use these GTM efficiency metrics
- How to call BS on your forecast...
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Onboarding is NOT a Sales Cost
In episode #254, I address a question that comes up often enough from SaaS teams and investors. Let’s address where we code onboarding expenses.
- Where do we code onboarding expenses?
- When does CAC stop?
Want to...
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My Top 4 Professional Services Metrics – Services Margins
In episode #253, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. This episode focuses on services margins.
- Run PS like its own business unit
- Set up your...
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My Top 4 Professional Services Metrics – Billable Utilization
In episode #252, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. This episode focuses on billable utilization.
- What is billable utilization?
- What’s a...
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My Top 4 Professional Services Metrics – Services Backlog in Months
In episode #251, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. This episode focuses on services backlog in backlog in months.
- What is services backlog?
-...
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My Top 4 Professional Services Metrics – Services Backlog
In episode #250, I address the top four metrics you should calculate and monitor if you have a customer onboarding function. This episode focuses on services backlog.
- What is services backlog?
- What’s a good...
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My Top 4 Professional Services Metrics
In episode #249, I address the top four metrics you should calculate and monitor if you have a customer onboarding function.
- Services backlog
- Backlog in months
- Billable utilization
- Services margins
Join my...
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How Do We Handle Churn When Customers Hit Pause
In episode #248, I address a reader's question. Here’s the question…how can we distinguish churn from a customer freeze (pause services)?
- Handling churn calculations
- Handling retention calculations
- Havoc with...
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Tracking GRR with a V1 to V2 Product Migration
In episode #247, I address a reader question from Andy. Here’s the question…if I create a new version of my product from a 1.0 to a 2.0 and migrate my existing customers to it, how should I measure my GRR?
- What...
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My Top 4 Sales and Marketing Efficiency Metrics You Should Be Measuring
Episode 246 – My Top 4 Sales and Marketing Efficiency Metrics
In episode #246, I address the must-have GTM efficiency metrics for your SaaS business.
- My top 4
- Pillar 5 of my SaaS metrics framework
Have you...
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12 Top SaaS Metrics Every CEO Should Measure for Sustainable Growth
In episode #245, I address 12 top SaaS metrics you should implement in your business. This is from a post at the link below. I love these posts, so let’s see if these really are the best metrics for you.
- 12...
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How to Measure Your GTM ROI on Tradeshows
In episode #244, I address a student question from my SaaS Metrics Crash course. When we attend tradeshows, how do we measure the ROI?
- MQL, SQL, Pipeline Creation
- Treat your leads like cohorts
Have you downloaded...
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