Using Product Data to Optimize Workforce and SaaS Spend

The IPO market may be slowing down, but the discipline of operating like a public company has never been more important. In this episode, CJ is joined by Chad Gold, CFO of FullStory and veteran operator with previous stints at G2, SalesLoft, and Rubicon, to discuss how capital markets and financing strategies are shifting in real time. Chad explains why more companies are staying private longer, how the rise of private credit is changing the CFO toolkit, and why building IPO-ready discipline matters even if you never go public. The conversation also dives into one of his specialties—pricing models and sales incentives—covering how seat-based, usage, and blended structures influence rep behavior, comp plans, and long-term revenue quality, as well as how the wrong incentives can quietly derail a business. Finally, Chad reflects on lessons from his early career at Home Depot and how fundamentals from retail operations still inform his instincts in SaaS today.

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LINKS:

Chad Gold on LinkedIn: https://www.linkedin.com/in/chadgold/

Fullstory: https://www.fullstory.com/

CJ on X (@cjgustafson222): https://x.com/cjgustafson222

Mostly metrics: https://www.mostlymetrics.com

RELATED EPISODES:

G2 CFO Chad Gold on Building A Durable Career as a Venture Backed Exec:

Big Systems Thinking for Building a Finance Org: Advice From a Zoom Hypergrowth Survivor:

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TIMESTAMPS:

(02:14) Sponsors – Mercury | RightRev | Tipalti

(06:10) What’s New at FullStory

(09:22) Hypotheses, Data, and Unlocking Use Cases

(10:13) Early CFO Career and the Evolution of Data

(11:09) From Deterministic Models to Analytics-Driven Forecasting

(12:17) Cohorts, Segmentation, and Revenue Quality

(13:17) Why Companies Stay Private Longer

(15:28) Sponsors – Aleph | Rillet | Fidelity P.S.

(19:01) Capital Flows Into Hot Sectors Like AI and Cybersecurity

(20:20) More Companies Going Private Than Public

(21:41) Costs and Tradeoffs of Being Public

(22:46) Secondary Markets and Access to Top Companies

(24:14) Staying Private Longer and CFO Planning

(25:29) Keeping the Org Exit-Ready

(26:10) The Rise of Private Credit

(27:37) Banks vs. Venture Debt After SVB

(30:47) Pricing Models Across Chad’s CFO Roles

(35:47) How to Incentivize Sales Reps Across Pricing Models

(43:26) Lessons From Home Depot + Lightning Round

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SPONSORS:

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#CFOInsights #SaaSFinance #CapitalMarkets #IPOReady #RevenueStrategy #GrowthStageCFO

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