Podcast Episodes
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What Metrics and Data Do Acquirors Want to See ASAP?
In episode #191, I address the data that is worth its weight in gold. You will always be asked for this data when buyers are evaluating your SaaS bus…
2 years ago
Do I Really Need to Use SaaS Metrics Benchmarks?
In episode #190, I address SaaS benchmarks and metrics. Benchmarks act as important guideposts for our business.
- Do I really need benchmarks?
- Wha…
2 years ago
How Do I Count Reactivation MRR in My Metrics
In episode #189, I address reactivation MRR and counts. This is a common layer of MRR in self-service SaaS (low price point, high customer volume) bu…
2 years, 1 month ago
Calculating CAC When You Have SLG and PLG Motions
In episode #188, I address today’s reality with our go-to-market motion and CAC. You must segment your CAC if you run a PLG and SLG motion.
- new vs.…
2 years, 1 month ago
Don’t Do This When Allocating Your CAC Expense
In episode #187, I address an important concept when trying to allocate CAC expenses between new and existing business. This came up again on a coach…
2 years, 1 month ago
Can CAC Be Calculated Per Product Line?
In episode #186, I address an important nuance in calculating your S&M efficiency metrics. CAC by segment. This is often harder than it appears.
- Is…
2 years, 1 month ago
Should We Include Customer Success Cost in Our CAC?
In episode #185, I address an important nuance in calculating your S&M efficiency metrics. Where does customer success belong?
- What role does Custo…
2 years, 1 month ago
Sales Cycle Impact on S&M Efficiency Metrics
In episode #184, I address an important nuance in calculating your S&M efficiency metrics.
- How do you measure your sales cycle?
- Impact on S&M met…
2 years, 1 month ago
Bookings Data is Finance Data Source 1
In episode #183, I address the four key sources of SaaS finance data. This data feeds our forecast, SaaS metrics, financial analysis, Board reporting…
2 years, 1 month ago
Contracted MRR vs P&L MRR
In episode #182, I address the nuances of MRR. We could be talking about an accounting number, a CRM number, and a number from who knows where.
- Wha…
2 years, 1 month ago