Podcast Episodes
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How Much Should I Spend in G&A as a Percentage of Revenue?
In episode #90, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in G&A. We expect efficiency over time in our Op…
2 years, 6 months ago
How Much Should I Spend in R&D as a Percentage of Revenue?
In episode #89, I address investments in the OpEx section of our SaaS P&L. We must monitor our spend in R&D. We expect efficiency over time in our Op…
2 years, 6 months ago
What is the Ideal Revenue Mix for a Pure-play SaaS Valuation?
In episode #88, I address revenue mix and one-time revenue when considering SaaS valuations. It your product requires professional services for custo…
2 years, 7 months ago
What Advisors Do I Need as a First-time SaaS Founder?
In episode #87, I address advisors and first-time SaaS founders. It’s important to have the right team from the beginning to avoid mistakes down the …
2 years, 7 months ago
How Do We Count Expansion in Our Bookings Report and CRM?
In episode #86, I address a student question in my SaaS Metrics Foundation course. ARR is the student’s new North Star metric. If we renew a customer…
2 years, 7 months ago
What Month Do I Count Churn?
In episode #85, I address churn tracking. Finance and Customer Success like to track churn dates differently.
- What is churn? When the customer comp…
2 years, 7 months ago
Should I Track ARR or TCV with Multi-year Contracts?
In episode #84, I address the world of annual and multi-year contracts and reporting. We have to get this right for performance tracking and due dili…
2 years, 7 months ago
Be Careful with Your Coding of Reseller Revenue
In episode #83, I address third-party resold items. In this case, you are reselling someone else’s product. You are doing this because it is probably…
2 years, 7 months ago
Should Price Increases Be Counted as Expansion?
In episode #82, I address a question that is asked in every one of my live SaaS metrics courses. How do we count price increases? Should we count thi…
2 years, 7 months ago
Are Onboarding Expenses a COGS or Sales Cost?
In episode #81, I address a common question on onboarding expenses. CAC stops at the time of customer acquisition. Should we also including onboardin…
2 years, 7 months ago