Run the Numbers

In this episode, CJ is joined by Jason Kap, the founder and CEO of Blue Rocket, a world-renowned pricing consultancy for top enterprise tech companies like Salesforce, Cisco, PagerDuty, Brex, and GitLab. Jason discusses the invaluable experience he gained working at Microsoft under Bill Gates in the early 2000s, including his role in the canonical antitrust case. Then he takes a deep dive into all things pricing, covering where in the organization pricing should sit, how often companies should update their pricing models, his philosophy on discounting, how CFOs can better work with sales teams to determine pricing ranges, the role of framing and psychology in how a deal is presented in price to the end consumer, and how this all relates to corporate strategy.

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SPONSORS:

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

Mercury is the fintech ambitious companies use for banking and all their financial workflows. With a powerful bank account at the center of their operations, companies can make better financial decisions and ensure that every dollar spent aligns with company priorities. That's why over 100K startups choose Mercury to confidently run all their financial operations with the precision, control, and focus they need to operate at their best. Learn more at mercury.com. 

Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust®; Members FDIC.

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FOLLOW US ON X:

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TIMESTAMPS:

(00:00) Preview and Intro

(02:21) Sponsor - Maxio | NetSuite

(05:27) Microsoft Culture in the Early 2000s

(08:06) Pricing and Packaging the Microsoft Office Suite

(10:30) The Antitrust Law and Consent Decree

(12:34) The Project That Jason Shot Down

(14:58) Online Services and the Origin of SaaS

(17:54) Managing Big Projects: the “No Delegation Rule”

(19:18) Sponsor - Mercury

(20:39) Decisions in Pricing: Company Strategy, Segmentation, Financial Strength

(22:43) Ideal Location for Pricing Within an Organization

(25:02) Repackaging Products and Considering Competition

(26:53) An Introduction to Value-based Pricing

(32:15) Challenges in Competitor Comparison and Pricing

(35:58) An Explanation of Non-price Terms

(41:55) Jason’s Philosophy of Discounting

(48:52) Evolving Your Discounting Strategy Over Time

(50:53) Frameworks for Discounting: The Pricing Maturity Model

(51:49) Discounting for Different Macro Environments

(55:04) Anecdotes from Jason’s Career

(1:00:51) Wrap

In this episode, CJ discusses the business of global payments and B2B fintech with Camilla Matias Morais, COO of Brex. Camilla came up in the FP&A world and is a stellar guide to Brex’s strategic bets and moats. Also covered is how she balances the COO role of risk management and company strategy while also being in the weeds with customer feedback. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a one-of-a-kind flexible financing program until April 15th, 2024.

SPONSORS:Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ Now through April 15th NetSuite is offering a one-of-a-kind flexible financing program https://netsuite.com/metrics 

Attio is the next generation of CRM. It’s powerful, flexible and easily configures to the unique way your startup runs, whatever your go-to-market motion. The next era deserves a better CRM. Join OpenAI, Replicate, ElevenLabs and more at https://bit.ly/AttioRTN

Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

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FOLLOW US ON X:

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TIMESTAMPS:

(00:00) Preview

(01:06) Intro

(02:21) Sponsor: Maxio | NetSuite

(05:39) Exploring Fintech Monetization and Business Models

(09:36) How the Founder of the Fyre Festival Possibly Started a Credit Card Company

(11:11) Making Money Out of Free Fintech Services

(14:26) Competitive Moats in Fintech

(16:11) Global Expansion: Brex's Strategy for Success

(21:01) Sponsor: Attio | Thoropass

(23:01) B2C FinTech versus B2B FinTech

(29:57) Lifetime Value of a Brex User

(32:44) Brex’s Northstar Metric

(34:45) Revenue Per Rep: A Deep Dive into Sales Metrics

(38:04) Balancing Strategy and Execution: Insights from a COO

(39:07) Credit Limit and Managing Risks

(44:06) Frameworks for Success: Metrics, Talent, and Internal Mobility

(50:24) Avoiding Burnout

(54:42) Camila’s Career Screw-Up

(58:43) Brex’s Software Stack - Sponsored by Tropic

(1:00:10) Wrap

In this episode, CJ talks with the original duo of the Salem Witch Trials the HR Heretics podcast, Kelli Dragovich and Nolan Church about tech layoffs in 2024. Kelli and Nolan hold no punches and give straight answers to tough questions on layoffs, the job market, and employment best practices. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a one-of-a-kind flexible financing program until April 15th, 2024.

RECOMMENDED PODCAST: HR Heretics

Join Nolan Church and Kelli Dragovich for  unfiltered conversations with people leaders, investors, and CEOS. Dive deep into the kind of leadership-level strategy that often happens behind closed doors. 

Substack:

Spotify:

Apple:

SPONSORS:Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ Now through April 15th NetSuite is offering a one-of-a-kind flexible financing program https://netsuite.com/metrics Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

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FOLLOW US ON X:

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@kellidragovich (Kelli)

@NolanChurch (Nolan)

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TIMESTAMPS:

(00:00) Preview

(00:25) Round 2 with HR Heretics 

(01:57) Sponsor: Maxio | NetSuite 

(04:27) Why Heretics?

(05:05) Millennials, Social Media, and Recorded Layoffs

(11:26) Navigating Layoffs and Role Eliminations

(15:31) Human-Centered is Good Business

(17:52) Role Eliminations or Layoff? 

(19:00) Sponsor: Thoropass | Tropic

(21:27) Managing Out Bottom Performers

(26:37) Severance Packages: From Crappy to Great

(28:11) Supporting Low Performers

(31:55) The Illusion of Safety in Big Companies 

(34:33 ) When Big Company Experience is Sending a Negative Signal

(43:20) Working at Smaller Startups

(45:31) On Attrition Rates

(50:19) Quiet Quitting and Beyond

(53:55) Wrap

In this episode CJ is joined by Fred Havemeyer, a leading sell-side equity analyst from Macquarie specializing in AI and software research within the US. They delve deep into AI’s impact on the near term role of a CFO. Fred offers an unparalleled analysis of how to quantify productivity gains with AI, the difference between the metrics the sell side uses versus operators and their day to day models. They also cover why company valuations are both an art and a science, and the difference in metrics that operators vs bankers use to make decisions.

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SPONSORS:

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ Now through April 15th NetSuite is offering a one-of-a-kind flexible financing program https://netsuite.com/metrics 

Attio is the next generation of CRM. It’s powerful, flexible and easily configures to the unique way your startup runs, whatever your go-to-market motion. The next era deserves a better CRM. Join OpenAI, Replicate, ElevenLabs and more at https://bit.ly/AttioRTNThoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

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FOLLOW US ON X:

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@Montaukmagic (Fred)

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TIMESTAMPS:

(00:00) Preview

(01:03) Episode Summary and Intro on Fred

(03:10) Sponsor - Maxio | Netsuite 

(05:46) 2021: High-Profile Breaches

(08:19) CFO Metrics and Managing Expectations

(11:05)  The Beauty Of The Software Space

(12:16) Carefully Playing the Game of Metrics

(15:40) Does Everything End Up in a DCF Model?

(18:06) The AI Revolution: Adoption, Impact, and Future Prospects

(22:42) AI's Productivity Paradox: Boosting the Bottom Line

(27:10) Sponsor - Attio | Thoropass

(29:25) CFOs on AI Pricing Models

(32:56) Cost Management and Avoiding Misconfiguration Mistakes

(37:39) Margin Profile of Generative AI

(42:50) Sponsor - Tropic

(44:00) Optimizing Hardware Usage and Mapping the Right Hardware to the Right Problem

(46:09) On Snowflake and Optimization, Infrastructure, and Negotiation

(50:36) Exploring AI's Capabilities and Limitations on Working with Numbers

(58:02) The Future of AI in Business and Risk Management

(1:00:09) Wrap

Todd Rakow, CFO of Gladly joins CJ for this deep dive into usage-based revenue models, strategic finance leadership, and the complexities of managing growth at scale. Todd shares tons of tactical insights, including building out the usage-based model, forecasting customer usage patterns, commissioning sales reps, and teaching your teams to distinguish between reoccurring and recurring revenue. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a one-of-a-kind flexible financing program until April 15th, 2024.

SPONSORS:

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ Now through April 15th NetSuite is offering a one-of-a-kind flexible financing program https://netsuite.com/metrics 

Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

—

FOLLOW US ON X:

@cjgustafson222 (CJ)

@turpentinemedia

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TIMESTAMPS

(00:00) Preview

(01:11) Intro

(02:31) Sponsor: Maxio | Netsuite

(06:09) Usage Based Benchmarks: Here to Stay?

(08:01) Understand ARR and its Components

(10:30) Recurring or Reoccurring?

(12:33) Computing Gladly's ARR 

(18:13) Seasonality and Alternative Methods to Better Track Revenue

(22:25) Sponsor: Thoropass

(23:45) Commission Structures And Incentivizing Sales Reps

(27:28) Avoiding Foot Faults in Usage-Based Models

(28:57) Frameworks for the Day-to-Day

(31:36) Strategic Leadership, Customer Support and Success 

(32:50) Being a CFO: A Series of Long Uncomfortable Conversations

(36:12) Removing the Stigma Around CFOs

(37:45) Todd's Insights on the Difference Between a Good and a Great CFO

(40:07) Forging a Good Relationship with Your CEO

(43:29) Long Ass Lightning Round: What Did Todd Mess Up in His Career?

(45:37) What Would Todd Tell His Younger Self?

(50:35) Todd’s Software Stack - Sponsored by Tropic

(52:41) Craziest Expense Request

(53:30) Wrap

Today CJ is joined by Cameron Hyzer, the CFO of ZoomInfo, one of the world's most successful publicly traded data businesses. Cameron is a master capital allocator and this conversation touches on why you should focus on quality versus reducing costs as a CFO, share repurchase programs 101, and frameworks for making resource allocation bets. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

—

SPONSORS:

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

Attio is the next generation of CRM. It’s powerful, flexible and easily configures to the unique way your startup runs, whatever your go-to-market motion. The next era deserves a better CRM. Join OpenAI, Replicate, ElevenLabs and more at https://bit.ly/AttioRTN

Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

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FOLLOW US ON X:

@cjgustafson222 (CJ)

@turpentinemedia

—TIMESTAMPS:(00:00) Intro

(02:11) Sponsor: Maxio | NetSuite

(04:44) ZoomInfo's Secret Sauce

(15:13) ZoomInfo's Success

(21:50) Translating Macro Trends into Business Strategy

(25:14) Strategies for Maintaining Margins and Cash Flow

(26:14) Sponsor : Attio | Thoropass

(28:27) Managing Customer Relationships and Retention

(30:11) Qualities of a Great CFO

(33:47) Effective Financial and Operational Data Management

(37:26) CFO-CEO Relationship

(39:51) Balancing Risk and Opportunity

(41:24) CFO as Chief Investment Officer

(43:53) Cameron’s Tech Stack Brought to You By Tropic

(45:52) Wrap

Today CJ welcomes Dave Kline, a leadership coach and owner of the MGMT Accelerator to the pod. The discussion covers tactical advice for managers and leaders to develop high performance cultures among their current teams, including setting clear expectations, running productive 1:1s, and encouraging a compounding ownership mentality from direct reports. They also touch on Dave’s lessons from working at Bridgewater under Ray Dalio, whether a company can have a Dennis Rodman, and strategies to better delegate. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

—

SPONSORS:

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

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FOLLOW US ON X:

@DKlineii (Dave)

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LINKS:Dave’s Newsletter: https://mgmt.beehiiv.com/Dave’s Accelerator Program: https://maven.com/dave-kline/mgmt-accelerator 

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TIMESTAMPS: 

(00:00) Intro

(02:55) Sponsors: Maxio | NetSuite 

(05:32) Bridgewater’s Unusual Feedback cycle

(08:05) People Capital: the Importance of Understanding Individual Strengths

(18:24) Sponsors: Thoropass | Tropic

(20:46) Defining Ownership Mentality in Business

(26:40) Implementing Ownership Mentality in Teams

(28:00) Aligning Incentives for Retention

(33:36) The Impact of Job Hopping

(35:00) What to Do About Dennis Rodmans 

(36:28) The Problem with Exceptions

(41:27) The Danger of 'That's Okay, I'll Do It'

(45:58) Better 1:1 Meetings

(49:26) Wrap

Today, the tables are turned as guest Alex Peterson, an expert in Financial Planning & Analysis (FP&A) – and CJ’s first hire – puts CJ in the hot seat. Tune in for two old friends sharing war stories and talking about performance reviews, net dollar retention rates, and Frank Slootman’s retirement. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

—

SPONSORS:

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

Attio is the next generation of CRM. It’s powerful, flexible and easily configures to the unique way your startup runs, whatever your go-to-market motion. The next era deserves a better CRM. Join OpenAI, Replicate, ElevenLabs and more at https://bit.ly/AttioRTN

Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

—

FOLLOW US ON X:

@cjgustafson222 (CJ)

@turpentinemedia

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TIMESTAMPS:

(00:00) Preview and Intro

(01:57) Sponsor - Maxio |NetSuite

(04:47) On Swimming, Endurance and Working in FP&A

(07:45) Understanding the Headcount Model

(13:12) Reflections on Working Relationships and Working Against the Norm

(22:27) Sponsor - Attio | Thoropass

(24:42) Alex’s CJisms and Navigating the Job Market Post-COVID

(32:14) FP&A Is a Customer Service Role

(41:15) Sponsor - Tropic

(42:28) A Really Cool Performance Review

(44:21) The Legacy of a Leader

(47:47) On Frank Slootman’s Retirement

(53:28) Understanding the Product You're Selling

(56:36) 30-Minute Standing Water Cooler Friday Mornings

(59:30) Wrap

On this episode, CJ interviews Adam Swiecicki, CFO at Rippling and former CFO at Brex. They cover valuable strategies that have fueled Rippling's growth as a “Compound Startup” in the competitive HR, Finance, and IT space. Adam also shares lessons from being a short seller that he applies to being a company CFO, the ROI on R&D investment, capital allocation decision making frameworks and how to avoid CFO burnout. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

—

SPONSORS:

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

—

FOLLOW US ON X:

@cjgustafson222 (CJ)

@turpentinemedia

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TIMESTAMPS:

(00:00) Preview

(02:27) Sponsor - NetSuite | Thoropass

(05:23) Understanding Rippling's Business Model

(09:42) Resource Allocation in a Compound Startup

(15:54) Sponsor - Maxio

(17:02) Competitive Moats in the SaaS Industry

(23:01) Launching Rippling’s Finance Cloud

(26:43) Understanding Customer Lifetime Value at Rippling

(28:36) The Signal of a Strong PMF

(30:34) Rippling's Northstars

(32:45) The Concept of Revenue Growth Endurance

(33:40) The Role of a CFO

(36:12) Balancing Strategy and Execution

(40:25) Adam’s Frameworks, Methods, or Processes for Prioritizing Work

(44:10) From Short Selling to Running a Company

(48:10) Avoiding CFO Burnout: Enjoying the Journey

(51:23) Adam’s Craziest Work Experience and Expense

(53:27) Rep Yo Stack Sponsored by Tropic: Adam’s Finance Software Stack

(57:57) Wrap

In this episode, CJ interviews Jack Greco, the co-founder of ACV Auctions, a publicly traded B2B marketplace for automobiles. Greco is now a prolific Angel investor. In this conversation they cover the human element necessary in any marketplace business, setting up make-good budget for mistakes, business seasonality, and how the auction model affects supply and demand liquidity. This is truly a masterclass in all things marketplaces and valuable for anyone who is interested in businesses which depend on a high degree of trust. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a customized KPI checklist. 

—

SPONSORS:

NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.

Attio is the next generation of CRM. It’s powerful, flexible and easily configures to the unique way your startup runs, whatever your go-to-market motion. The next era deserves a better CRM. Join OpenAI, Replicate, ElevenLabs and more at https://bit.ly/AttioRTN

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

—

FOLLOW US ON X:

@cjgustafson222 (CJ)

@turpentinemedia

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TIMESTAMPS:

(00:00) Preview

(02:20) Sponsors: NetSuite by Oracle | Attio

(05:12) Understanding the Human Aspect of Business

(09:07) Using a 'Make Good Budget' in Business

(13:18) Marketplace is the Cart, Not the Horse (Understanding the Nature of Marketplaces)

(14:59) Sponsor: Maxio | Thoropass

(17:27) Creating Liquidity From Marketplaces

(22:55) Auction in Marketplaces: Where Kinetic Energy Dances On

(26:12) Seasonality in Business

(30:45) The Role of Timing in Business Success

(32:25) How ACV Evolved and Developed its Competitive Edge

(35:52) Human Interaction - A Necessary Spice

(39:04) Sponsor: Tropic

(39:48) The Single Decision that Unlocked the Most Value

(42:49) Jack's General Philosophy Around Setting a Take Rate

(47:11) Payment Responsibility and Demand Generation

(48:18) The Colorful People in the Used Car Business (and other wacky operational things)

(50:44) The Importance and Frequency of Investor Updates

(52:51) Wrap