The Data Room

In this episode of "The Data Room," Scott and guest, Charlie Moss, CRO at TMG, break down how to use data to drive business decision making. Charlie shares a case study about how his team was able to use data and instrumentation to accurately measure the business impact of a new initiative, which ultimately led to a 2x increase in deal size. They also cover different strategies for building alignment across departments, what more business leaders should understand about data, and why long-term thinking about data is critical to long-term success.

On this episode of "The Data Room," CEO Scott Stouffer sits down with Beth Deck, CFO of Solutions by Text, to talk about why GTM data is the key strategic tool driving business performance. Beth breaks down why precise data definitions are critical for arriving at accurate analysis. They also cover GTM data as leading indicators of financial performance, why so many companies have passive data reporting postures, and the role curiosity plays in understanding the story behind the data.

In this episode of "The Data Room," CEO Scott Stouffer talks with Mike Belkin, Head of Global Private Equity Practice at Zuora. Mike shares how he organized a PE GTM motion at Zuora and talks about the risks and benefits of such a motion. Scott and Mike also discuss value creation, the legacy issues related to switching to a usage model, and common pitfalls when leveraging PE as a GTM channel.

In this episode of "The Data Room," CEO Scott Stouffer talks with Kelly Ford, growth equity investor at Edison Partners. Kelly shares a case study from one of her clients on how understanding their data helped them attract more new logos. They also discuss how data hygiene impacts PE capital investment, the best was to segment prospects and clients, and more.

In today’s episode, our guest Aaron Levine (CFO of Prophix) walks us through the role of the CFO in B2B SaaS businesses. We discuss GTM data’s role as the new financial data for SaaS , how instrumentation can drive growth, and why examining and integrating data systems is critical for incoming CFOs.

Scott shares his experience as a 5-time CEO as well as an independent Board director on multiple companies. Some highlights from this episode include:

Challenges - Why is BOD reporting so challenging and cumbersome for VC/PE backed companies?

Perspective - What are the responsibilities of the Board and what do they need to know to execute those responsibilities?

Frequency - what to report on a monthly basis vs. quarterly basis

Content - what to include (and not include) in your BOD meetings?

Noisy KPI dashboards & static scorecards have made us all numb to data. Nothing jumps out as actionable. That's why we need CONTEXT.

In Episode 22 of The Data Room, Scott Stouffer explores the five key elements of context that make Go-to-Market reporting actionable so you can improve operations and outcomes.

1. Time

Here's what we cover in Episode 21:

• 3 choices for building a comphrensive RevOps function

TL;DR - You can't build RevOps properly with just one person!

In Episode 20 we'll cover:

• 2 core requirements for RevOps

B2B companies face an uphill climb when it comes to scaling. There’s a sizable amount of risk that these companies must address in order to grow and potentially raise more funding.

In this episode, scaleMatters CEO and Co-Founder Scott Stouffer shares his insights into the tough journey that startups face and how they can navigate this journey efficiently and effectively:

• The odds that startups face to get past the initial seed stage (0:48)