GTM Science - A show for GTM and RevOps leaders What a CFO Expects From RevOps with Ben Murray The SaaS CFO
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 ben@thesaascfo.com.
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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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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