In episode #237, I’m sharing tips and tricks from coaching calls on long-term forecasting. These are not easy. We have to take a step back and look at the macro-level picture.

- Bookings

- Revenue

- COGS

- OpEx

- EBITDA

- Headcount

- Cost of ARR

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In episode #236, I’m sharing the results of the billing / invoicing category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map.

- Invoicing or billing?

- Top solutions

- Ben’s considerations

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In episode #235, I address a student's question. Yes, there are still software companies with the perpetual/maintenance model. As they transition to SaaS, we must be careful when calculating certain metrics.

- The perpetual license / maintenance model

- Transition from legacy to SaaS

- How to track retention

- Keep maintenance separate from subscriptions

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In episode #234, I’m sharing the results of the rev rec category from my 5th annual tech stack report. These are solutions being used in SaaS. It’s not a market map.

- What is rev rec?

- Why is it important?

- The top solutions

My LinkedIn Post on Rev Rec Solutions

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In episode #233, I’m sharing some of what I learned from SaaStr 2024. Today, let’s talk about the projections that you need for a series A and B fundraise.

- Historical data

- Forecast data

- The metrics

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In episode #232, I’m recording this from SaaStr in San Mateo. I watched a great presentation by Christoph Janz of Point Nine Capital. Here’s my recap. You need to know this if you are going to raise capital.

- Why clean data and metrics matter

- Financial projections

- Financial metrics recap

- Sales metrics

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In episode #231, I’m addressing a very common pain point in our data when we have a partner or reseller channel. If not done right, it really screws up our data.

- Reseller defined

- CRM configuration

- Invoicing

- Metrics

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In episode #230, I’m talking CAC, the ubiquitous SaaS metrics. Seems so simple but there is a big assumption lurking in your spreadsheets that you can’t overlook.

- Gross CAC

- Unit Cost CAC

- CAC feeds these metrics

- The big assumption

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In episode #229, I’m testing your knowledge of GTM SaaS metrics. I help a lot of SaaS companies and see a lot of situations. What do you think of this GTM profile?

- ACV = $4K

- Cost of ARR = $2.00

- CAC Payback = 20 months

- What metric would also be helpful?

- Take metrics into your operations

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In episode #228, I address invoicing. What software should I use? Based on a recent LinkedIn post (below), this is a hotly debated topic. The landscape might be shifting.

- Should I invoice out of my CRM?

- Should I invoice out of my Accounting software?

- Should I use a point solution?

- Who owns billings and collections?

LinkedIn Post: the next hot space in CFO tech...Billing

LinkedInPost: where should I invoice?