SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive Leaders Why Can’t We All Just Get Along? Aligning Finance and GTM with SaaS Metrics
May 8, 2025
The conversation dives into the crucial alignment between finance and go-to-market strategies in SaaS. Real-life stories highlight the pitfalls of misalignment, adding a dash of humor to serious insights. The hosts explore how to rekindle strategic planning and emphasize the importance of genuine agreement on metrics. They also discuss shifting revenue metrics and the complexities of forecasting in usage-based pricing models, providing valuable perspectives for B2B SaaS leaders.
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True Alignment Means Real Agreement
- True alignment requires a real agreement on strategy and metrics, not just top-down target assignments.
- Teams must discuss and understand how goals like reducing CAC ratios will be achieved, not simply accept imposed numbers.
NPS Bonus Misfire Story
- A CEO set a company-wide bonus based on NPS survey results without considering the math or impact.
- The outcome was trivial bonuses, making management look foolish and demotivating employees.
CFOs Must Know GTM Metrics
- CFOs should deeply understand GTM performance metrics and forecast drivers to detect issues early.
- This insight helps uncover blind spots and aligns operations to better meet board expectations.