Podcast Episodes
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What is Managed Services?
In episode #70, I dive into services revenue. Managed services is not professional services and must be reported separately.
What is managed service…2 years, 7 months ago
When Does a Renewal Become a Booking?
In episode #69, I dive into bookings and renewals. Not all renewals are a software booking. But a software booking can come from a renewal.
- What is…
2 years, 7 months ago
How Do We Track Usage that Exceeds Pricing Tiers?
In episode #68, I dive into revenue reporting and variable revenue. If we offer subscription pricing tiers that cover usage levels, how do we track e…
2 years, 7 months ago
What Month Do We Report a Churn?
In episode #67, I dive into churn reporting. This is a very common question. What month do we report churn? Finance and Customer Success like to repo…
2 years, 7 months ago
What is the Difference Between a Cross-sell and an Upsell?
In episode #66, I dive into expansion lingo. It’s important to track expansion correctly but you may have multiple product lines and multiple sales t…
2 years, 7 months ago
How Do You Measure Bookings with Multi-year Contracts?
In episode #65, I dive into the world bookings reports. It’s important that we have a common basis for reporting software bookings. This affects anal…
2 years, 7 months ago
How to Benchmark Your SaaS Business
In episode #64, I dive into the world of SaaS benchmarks and reports. I’ll cover my favorite benchmark data sources and reports. And how I benchmark …
2 years, 7 months ago
Timing Mismatch Between Bookings Date and CAC
Episode 63 – Timing Mismatch Between Bookings Date and CAC
In episode #63, I dive into how our bookings date may affect our sales and marketing effic…
2 years, 7 months ago
Usage-based Revenue and Your COGS Setup
In episode #62, I dive into revenue and COGS when we have usage-based revenue. Or really any type of variable revenue. Our revenue streams dictate th…
2 years, 7 months ago
Never Multiply by 12 to Annualize Your Retention Numbers
In episode #61, I dive into retention math. Gross revenue retention and net revenue retention are “must-have” metrics. But it gets confusing on how t…
2 years, 7 months ago