Podcast Episodes
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What ARR Number Should We Use in ARR Multiples?
In episode #120, I cover a somewhat debated topic on ARR. Of course, this is debated between buyers and sellers. If I’m trying to achieve a specific …
2 years, 5 months ago
What is CARR and Why Do I Care?
In episode #119, I cover committed annual recurring revenue (CARR). Yet, another SaaS metric. It can also be called contracted annual recurring reven…
2 years, 6 months ago
How to Calculate the Cost of Expansion ARR
In episode #118, I cover an important sales and marketing efficiency metric, the Cost of ARR. As our GTM team scales, it usually splits into new busi…
2 years, 6 months ago
Are You Tracking the Billable Utilization of Your Services Team?
In episode #117, I provide an overview of the all-important utilization metric for professional services teams. Not calculating it? Then you don’t kn…
2 years, 6 months ago
Track Your Professional Services Backlog Number
In episode #116, I provide an overview of professional services backlog in SaaS. Your professional services team play an important role in early cust…
2 years, 6 months ago
What is Professional Services?
In episode #115, I provide an overview of professional services in SaaS. Your professional services team plays an important role in early customer sa…
2 years, 6 months ago
Do You Have Balance Between CAC Payback and Retention?
In episode #114, I address the power of SaaS metrics in context. Two metrics that should be viewed together? CAC Payback Period and revenue retention…
2 years, 6 months ago
The Perfect Storm for Cash Burn
In episode #113, I address cash burn from the front lines. If you are still pivoting on product market fit, it can be very dangerous to scale your go…
2 years, 6 months ago
What Should Be Included in Your Dev Ops Expenses?
In episode #112, I address Dev Ops expenses in our COGS area of the SaaS P&L. Let’s discuss the details of Dev Ops expenses.
- hosting
- 3rd party so…
2 years, 6 months ago
Human Powered vs Product Powered Revenue | You Gotta Get This Right
In episode #111, I address human powered versus product powered revenue. It’s so important to categorize your revenue and COGS correctly on your P&L.…
2 years, 6 months ago