In this episode of The RevOps Corner, our host Eddie Reynolds chats with Ben Murray, The SaaS CFO, about the relationship between the CFO and Revenue Operations. They discuss Ben's journey becoming The SaaS CFO and explore critical topics such as forecasting, pipeline review processes, and what the CFO needs from RevOps.

The conversation also covers the complexities of calculating customer acquisition costs, revenue efficiency, and the importance of high-quality data in financial decision-making.

You can find Ben at TheSaaSCFO.com or reach out to [email protected].

00:00 Introduction

00:54 Meet Ben Murray, The SaaS CFO

04:10 The Pipeline Review Process

05:55 Challenges in Pipeline Data Quality

09:48 When Should Companies Start Forecasting

12:17 The Importance of Accurate Forecasting

15:27 How Ben Does a Forecast

18:31 Annual Budgeting Process with Lead Flow

23:55 Analyzing Revenue Growth and Financial Metrics

25:32 Measuring Revenue Efficiency

29:06 The Costs of Customer Retention

35:56 Calculating Go-to-Market Efficiency

43:43 Importance of Lead Attribution in Marketing

48:54 Concluding Thoughts and Contact Information

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