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
Jan 19, 2026 • 50min
How Finance Becomes a GTM Partner, Not a Bottleneck | Chris Brubaker
In this engaging discussion, Chris Brubaker, SVP of Finance at Postscript, shares his insights on transforming finance into a collaborative partner for go-to-market teams. He emphasizes the importance of establishing deal desks early and setting pricing guardrails based on data analysis. Chris showcases innovative automation strategies using AI, like a Slack bot streamlining deal processes. He touches on evolving metrics for forecasting and the critical balance between internal data and benchmarks. Plus, he shares a lighthearted private jet accounting story!
20 snips
Jan 15, 2026 • 53min
The CFO Case for Probabilistic Forecasting With AI | Bruno Annicq
Bruno Annicq, CFO of Wellhub and former consultant at McKinsey and AOL, shares insights on reshaping finance with AI-driven probabilistic forecasting. He contrasts traditional forecasting with a more flexible, ensemble model, dramatically improving accuracy. Bruno discusses his EMPOWER planning framework, emphasizing transparency and joint OKRs to align finance and HR for better employee well-being. He also highlights the importance of cash discipline for sustainable growth, positioning finance as a strategic partner in employee health and company performance.
33 snips
Jan 12, 2026 • 57min
Automation Outside the Tech Bubble | Jason Kong
In this conversation, Jason Kong, General Partner at Base10 Ventures, reveals insights into 'automation for the real economy,' focusing on software solutions for often overlooked industries. He discusses the challenges of Series B investing and why the real economy is underserved by tech investors. Jason also highlights Base10's unique model of donating 50% of profits for scholarships, fostering meaningful founder relationships. He shares lessons from hedge funds, such as avoiding echo chambers, and wraps up with a quickfire session covering topics from IPO chaos to fantasy football.
Jan 8, 2026 • 1h 3min
Scaling to $1B+ Revenue: From ServiceNow to Samsara | Dominic Phillips
Dominic Phillips, CFO of Samsara, has navigated the company through hypergrowth, a tough down round during COVID, and a successful IPO in 2021. He discusses his journey from ServiceNow, emphasizing lessons in capital allocation and investor education. The conversation highlights Samsara's innovative IoT solutions, the importance of clear ROI in operations software, and the challenges of selling into non-discretionary budgets. Dominic also shares insights on building credibility with analysts and the strategic nuances of managing investor expectations.
Jan 5, 2026 • 57min
Hackers and Hidden Risks: Business Insurance Breakdown with Gordon Coyle
Gordon Coyle, a 40-year veteran in commercial insurance and principal of The Coyle Group, shares invaluable insights into business insurance for startups. He explains the rising pressure from investors for D&O coverage and why founders often misunderstand critical components of policies. Gordon elaborates on the complexities of E&O and cyber coverage, underscoring the importance of having robust response resources. Additionally, he offers advice on balancing budget and risk tolerance, emphasizing the need for experienced brokers in navigating these waters.
Jan 1, 2026 • 49min
a16z’s Alex Immerman on How AI Is Redefining the Modern CFO | Mostly Classics
In this conversation, Alex Immerman, a partner at Andreessen Horowitz specializing in fintech, discusses the evolving role of CFOs in the AI era. He highlights key traits of successful CFOs, such as strategic thinking and founder-like energy. Immerman emphasizes the necessity of AI deployment in internal processes and the importance of addressing investor concerns candidly. He also contrasts financial metrics between AI-native and traditional companies, stressing the significance of LTV to CAC and the changing landscape of IPO readiness.
Dec 29, 2025 • 1h 4min
The Strategic Power of Investor Relations | Mostly Classics
In this insightful discussion, investor relations experts Samuel Levenson and Jon Neitzell dive into the strategic role of IR in aligning communication with business goals. Levenson emphasizes the importance of targeting the right investors and tailoring messages based on different investor types. Neitzell shares how data-driven insights can avoid poor capital allocation decisions and improve investor confidence. They also explore adapting IR strategies for algorithmic trading, highlighting the blend of metrics with compelling narratives.
15 snips
Dec 27, 2025 • 41min
Inside the Economics of Independent Creators | Mostly Growth
Dive into the world of independent creators as the hosts reflect on a year of growth and challenges. They discuss the balance of creative intuition versus metrics, revealing how much content drives real engagement. There’s a candid exploration of subscriber dynamics, including the emotional weight of churn and the realities of burnout. Learn about optimizing writing routines, team building, and the complexities of monetization through ads versus subscriptions. Finally, tips for enhancing LinkedIn credibility and the importance of simplicity in operations round out this insightful conversation.
Dec 25, 2025 • 57min
Capital Spoilage and Leakage: A CFO’s Guide to Finding What’s Lost | Mostly Classics
In this engaging conversation, Russell Lester, CFO of Tropic and former Calendly CFO, dives into the nuances of capital management. He introduces the concept of 'spoilage,' highlighting how wasted capital can hinder growth. Lester explains levers and leakages, emphasizing the CFO's role as a Chief Alignment Officer. He shares practical insights on identifying waste, aligning teams, and utilizing tools for efficient spend management. Discover how daily 'data safaris' can drive curiosity and smarter decisions that foster growth.
11 snips
Dec 22, 2025 • 57min
From CFO to Founder: Inside the Making of Mostly Media | Paul Stansik Interviews CJ
In this illuminating conversation, Paul Stansik, Operating Partner at ParkerGale and author of the Hello Operator newsletter, interviews CJ Gustafson, founder of Mostly Media. They dive into CJ's journey from CFO to entrepreneur, revealing the origins of Mostly Media and its growth tactics. CJ shares insights on monetization through diverse revenue streams and the importance of building relationships. With a focus on strategy and authenticity, he offers practical advice for aspiring creators looking to cultivate an engaged audience.
