Run the Numbers

Stack Overflow's CFO Matt Gallatin on "Burning the Ships”

21 snips
Feb 26, 2024
Guest
Matt Gallatin
CFO Matt Gallatin discusses SaaS 101 training, strategic pivot to DaaS, major business transformations, cybersecurity growth strategies, international living reflections, and unconventional expense tools in this insightful podcast.
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ADVICE

Teach SaaS 101 Companywide

  • Do run SaaS 101 sessions across departments so everyone learns the metrics and vocabulary.
  • Finance should lead because it sits at the nexus and can show how each function impacts bookings, ARR, and profit.
ADVICE

Map The Customer Lifecycle Visually

  • Do map the full customer lifecycle visually and show who influences each stage from first touch to renewal.
  • Use that map to reveal hidden dependencies so teams know how their work changes retention and upsell.
INSIGHT

Make Metrics Real By Breaking Them Down

  • Disaggregating metrics like NRR into component pieces reveals non-obvious drivers beyond CS calls.
  • Once teams see those inputs they can propose targeted changes that materially move the metric.
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