Run the Numbers
CJ Gustafson
Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth. cjgustafson.substack.com
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth. cjgustafson.substack.com
Episodes
Mentioned books
6 snips
Dec 11, 2025 • 1h 13min
From Amazon to Docusign: A CFO’s Guide to Building Durable Systems | Blake Grayson
Blake Grayson, CFO of DocuSign and former finance leader at Amazon, shares insights on transforming e-signatures into Intelligent Agreement Management. He discusses leveraging DocuSign's brand trust and network effects to evolve products without losing core identity. Blake dives into the complexities of agreement management, the importance of consumer education, and how proper pricing models can enhance product positioning. He highlights the need for effective capital allocation and the crucial role of customer feedback in shaping metrics and processes.
14 snips
Dec 8, 2025 • 1h 11min
Fire bad customers save great ones | Cassie Young
Cassie Young, General Partner at Primary Venture Partners and a seasoned leader in customer success, shares invaluable insights into SaaS growth. She discusses the unconventional strategy of firing low-value customers to save resources, emphasizing that churn reveals deeper retention issues. Cassie critiques traditional metrics like NPS and stresses the importance of understanding leading indicators for better retention. With her witty 'Cassie isms,' she shares strategies that foster cross-functional alignment and boost overall enterprise value.
10 snips
Dec 6, 2025 • 36min
From Birding Apps to Billion-Dollar Bundles | Mostly Growth
Dive into the quirky world of competitive bird-watching apps like Merlin and eBird, sparking a discussion on SaaS mergers including Superhuman and Grammarly. Explore how private equity firms are transforming into powerful distribution channels for AI solutions. Delve into innovative selling strategies, focusing on the evolution from generic to proprietary data signals. The hosts also tackle business blunders, like misleading charts and clickbait headlines, while examining Spotify's pricing dynamics and communication missteps.
19 snips
Dec 4, 2025 • 1h 4min
$1B AI Finance: How CoreWeave’s CFO Built a Rocket Ship | Nitin Agrawal
Nitin Agrawal, Chief Financial Officer of CoreWeave, discusses the rapid financial growth of his company, which transitioned from crypto mining to AI infrastructure. He shares insights on building financial discipline amidst hypergrowth and managing substantial revenue backlogs. Nitin highlights the innovative capex strategies for securing power before GPU investments and explains the importance of radical transparency with investors. The conversation also covers major acquisitions, the dynamics of large deals, and how CoreWeave differentiates itself in the competitive AI landscape.
Dec 1, 2025 • 1h 2min
Driving revenue without selling | Greg Henry of 1Password
Greg Henry, CFO of 1Password and former CFO at Couchbase, dives into the world of product-led growth (PLG) and how it reshapes revenue forecasting. He shares insights on the importance of simplicity in compensation plans and how CFOs can drive revenue without traditional selling. Greg highlights the balance between consumer and enterprise models and the need for CFOs to engage with customers for deeper insights. He also reflects on his career journey, the lessons learned from near IPO mishaps, and offers valuable advice for aspiring finance leaders.
Nov 29, 2025 • 45min
Do vanity plates bring serious business? | Mostly Growth
In this playful Thanksgiving chat, the hosts reminisce about emo-punk concerts and dive into the quirks of vanity license plates as business magnets. They dissect the pitfalls of misleading Y-axis charts and argue against ineffective Spotify Wrapped campaigns. The conversation shifts to how YouTube is reshaping entertainment, plus game theory tactics in shows like The Traitors. Finally, they share insights on pricing strategies, advocating for value-based pricing over hourly rates, all while keeping the laughs coming.
14 snips
Nov 27, 2025 • 1h 9min
Chirag Shah on Scaling From $30M to $1B and Prepping Companies for IPOs | Mostly Classics
Chirag Shah, CFO of Motive with a wealth of experience in scaling businesses, shares his journey from scaling companies from $30M to nearly $1B. He discusses key signals for accelerating growth, how to balance efficiency in hypergrowth, and the intricacies of preparing for an IPO. Chirag reveals the importance of predictability for a successful public transition, challenges faced by public companies, and thoughtful advice on deciding whether to go public or remain private. Leading with experience, he emphasizes the value of financial discipline alongside growth.
Nov 24, 2025 • 1h 16min
From SMB to Enterprise: The CFO Scaling Playbook With Andrew Casey | Mostly Classics
Andrew Casey, an operationally focused CFO with a proven track record scaling SaaS companies like Amplitude and ServiceNow, shares valuable insights into transitioning from SMB to enterprise sales. He emphasizes the importance of aligning pricing with customer value and creating transparent, fair deals. Andrew discusses the pitfalls of auto-renewals, the significance of understanding buyer budgets, and why multi-year contracts can be beneficial if structured right. He also stresses the critical role of CFOs as strategic business partners in driving growth.
8 snips
Nov 22, 2025 • 53min
Running the Product-Market Fit Treadmill with Brian Balfour | Mostly Growth
Brian Balfour, Founder and CEO of Reforge, brings his extensive growth expertise to the discussion about product-market fit. He introduces the concept of the Product-Market Fit Treadmill and how rising customer expectations make staying relevant increasingly challenging. Brian highlights AI's role in accelerating PMF collapse, provides insights on crafting effective frameworks, and shares how Reforge successfully launched five AI-native products with a lean team. The conversation is rich with strategic insights vital for startups navigating today's landscape.
Nov 20, 2025 • 1h 16min
Mercury, Snowflake, and Boulder Care Finance Pros Weigh In | Campfire Roundup
Daniel Kang, CFO of Mercury, discusses the importance of quality fintech revenue and multi-stream monetization strategies. Brad Floering, SVP at Snowflake, shares insights on usage-based pricing and the forecasting challenges it presents. Mitzi Yue of Boulder Care highlights the intersection of finance and culture in non-profit telehealth, focusing on ethical AI use in healthcare. The rapid-fire discussions explore the future of finance, from SaaS classifications to community impact, providing a thoughtful look at innovation in the industry.
