Podcast Episodes
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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 …
1 year, 8 months ago
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 ca…
1 year, 8 months ago
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 thi…
1 year, 8 months ago
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 landsca…
1 year, 8 months ago
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…
1 year, 8 months ago
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 rete…
1 year, 8 months ago
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 …
1 year, 8 months ago
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 …
1 year, 8 months ago
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…
1 year, 8 months ago
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 correc…
1 year, 8 months ago