Podcast Episodes
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Should Customer Success Be Coded to COGS or OpEx or Both?
In episode #10, I address a hotly debated topic. Where should your customer success team be coded? And it depends, of course. It can correctly fall i…
2 years, 9 months ago
Your SaaS Cost of Goods Sold (COGS) Is Probably Wrong
In episode #9, I address your SaaS cost of goods sold. I review a lot of SaaS P&Ls, and I’d say 90% are set up incorrectly. It’s so important to set …
2 years, 9 months ago
Are You Tracking Your Renewal Rate?
In episode #8, I talk about renewal rates, when it’s applicable, and how it differs from revenue retention. If you invoice annually and/or sell multi…
2 years, 9 months ago
Your MRR Schedule Could Cost You Millions in Valuation
In episode #7, I talk about the importance of your MRR schedule and the metrics that result from this schedule. It’s a top due diligence request. Not…
2 years, 9 months ago
What’s the Difference Between Forecasting, Planning, and Budgeting?
In episode #6, let’s talk about planning. Or is it budgeting? Wait, no it’s forecasting. Let’s talk about the differences in these terms. Either way,…
2 years, 9 months ago
Should I Segment My SaaS Metrics?
In episode #5, I talk a bit about the SaaS metrics journey. Should we calculate metrics in aggregate or by segment? By customer profile or ICP? SaaS …
2 years, 9 months ago
CAC Payback Period | One of My Favorite Metrics
In episode #4, I discuss the meaning of the CAC Payback Period. It’s a top operator and investor metric. Cash must be allocated wisely, and the payba…
2 years, 9 months ago
What Does CAC Mean
In episode #3, I discuss CAC, or Customer Acquisition Cost. CAC can be gross dollars or a unit cost. Screw up your CAC calculation and it affects CAC…
2 years, 9 months ago
You Need to Allocate Your Sales and Marketing Expenses Between New and Expansion
In episode #2, I break down the new versus existing allocation that is needed for your sales and marketing expenses. If you are going to calculate CA…
2 years, 9 months ago
What is the Cost of ARR
In the first episode, I talk about my favorite SaaS metric, the Cost of ARR (aka SaaS CAC Ratio).
Highlights:
You can calculate blended, new, and ex…2 years, 9 months ago