Intro

Having listened to a number of Couchbase’s earning calls, the company’s CFO Greg Henry sits down with CJ to answer some in-depth questions, starting with the rationale behind Couchbase's non-standard fiscal year and the advantages of it. He then delves into his experience of transforming a traditional enterprise subscription model into a managed service consumption business. The conversation covers Couchbase's focus on Annual Recurring Revenue (ARR) as their North Star metric and the art and science of multi-year deals. They discuss how best to interact with sell-side analysts, how callbacks after earnings calls work, and how to manage relationships on the buy side. Greg also reflects on his time at General Electric during its heyday, offering insights into the culture and frameworks that shaped his approach to business today before talking about Matt Cain's framework for Couchbase and how it enables function. Tune in to hear all this and the story of how Greg lost $1 million of operating profit.

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SPONSORS:

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.

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. 

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Leapfin is accounting automation software that automatically prepares and posts reliable journal entries. High-growth businesses like Reddit, Canva, and Seat Geek choose Leapfin to eliminate manual tasks, accelerate month-end close, and enable accounting leaders to provide faster insights to help their companies grow. To automatically standardize your revenue data with measurable business impact, check out leapfin.com today. 

Planful is a financial performance management platform designed to streamline financial tasks for businesses. It helps with budgeting, closing the books, and financial reporting, all on a cloud-based platform. By improving the efficiency and accuracy of these processes, Planful allows businesses to make better financial decisions. Find out more at www.planful.com/metrics.

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TIMESTAMPS:(00:00) Preview and Intro(03:16) Sponsor - Mercury | NetSuite(05:40) Non-standard Fiscal Years(09:00) Transitioning From Subscription to Consumption(14:53) Couchbase’s North Star Metric of ARR(16:55) ARR versus RPO and CRPO(18:38) Sponsor - Maxio | Leapfin | Planful(22:14) The Art and Science of Multi-year Deals(24:33) Interacting With Sell-side Analysts(27:28) The “Open Window” After an Earnings Call(31:22) The Benefits of Having Analyst Coverage(32:16) Relationships on the Buy Side(35:44) Working at General Electric During Its Heyday(38:32) Frameworks From Jack Welch(40:52f) Matt Cain’s Framework for Couchbase(42:19) Learnings From GE’s Consent Decree(45:35) Long-ass Lightning Round: How Greg Lost a $1 Million Operating Profit(48:56) Finance Software Stack(50:13) Craziest Expense Story