All Episodes
Episodes
How to Handle Resellers and End Users in Your CRM and Metrics
In episode #231, I’m addressing a very common pain point in our data when we have a partner or reseller channel. If not done right, it really screws up our data.
- Reseller defined
- CRM configuration
- Invoicing
-...
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The Big Assumption You’re Overlooking in Your CAC
In episode #230, I’m talking CAC, the ubiquitous SaaS metrics. Seems so simple but there is a big assumption lurking in your spreadsheets that you can’t overlook.
- Gross CAC
- Unit Cost CAC
- CAC feeds these...
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Can You Pass This Real Go-to-market SaaS Metrics Quiz
In episode #229, I’m testing your knowledge of GTM SaaS metrics. I help a lot of SaaS companies and see a lot of situations. What do you think of this GTM profile?
- ACV = $4K
- Cost of ARR = $2.00
- CAC Payback = 20...
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Should I Invoice Out of My CRM or Accounting Software
In episode #228, I address invoicing. What software should I use? Based on a recent LinkedIn post (below), this is a hotly debated topic. The landscape might be shifting.
- Should I invoice out of my CRM?
- Should I...
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Your Sales Team Does NOT Own Billing and Collections
In episode #227, I address billings and collections. An experienced SaaS colleague asked this question, and here are my strong thoughts on it.
- Does your CRO own collections?
- Does your CFO own collections?
- This...
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What is a Good Revenue Churn Rate
In episode 226, I address churn and retention rates. What is good? What is bad? and how do we source these benchmarks?
- What is a good customer retention or churn rate?
- What metric do we use?
- How to correctly...
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What is a Good Customer Churn Rate
In episode #225, I address churn and retention rates. What is good? What is bad? And how we source these benchmarks.
- What is a good customer churn rate?
- How to correctly benchmark your churn
Grab your customer...
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Don’t Exit Without Preparing These 4 Key Finance Data Sources
In episode #224, I address a common problem in SaaS companies. Finance data. I see this over and over. You not only need this data to properly scale your business, but you also need for a fundraise or exit.
- HRIS
-...
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The Canary in the Coal Mine Subscription Metric
In episode #223, I address a metric that I rarely see tracked. It’s called Renewal Rate. If you sell annual or multi-year customer contracts, this is a must-have metric.
- What is renewal rate?
- Renewal rate inputs
-...
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What Churn Metric Do I Use in LTV
In episode #222, I address churn, retention, and LTV. Like any metric, LTV can be made very subjective if we use the wrong inputs. We must the correct churn rate and gross margin percentage.
- LTV components
- What...
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Should I Code Wages and Benefits to COGS
In episode #221, I address expense coding for tradeshows. This is a great question from a SaaS Metrics School podcast listener.
- What departments are in COGS?
- COGS vs. OpEx
- Fully-burdened cost centers
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Where Do I Code Tradeshow Expenses
In episode #220, I address expense coding for tradeshows. This is a great question from a SaaS Metrics School podcast listener.
- Scenario: we attend tradeshows for lead gen. Multiple staff attend the tradeshow.
-...
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