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
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.
Nov 17, 2025 • 52min
Grindr’s $0 CAC Secret from the CFO Who Launched Disney+ | Vanna Krantz
In this engaging discussion, Vanna Krantz, former CFO of Disney+ and Grindr, shares her journey in launching subscription models under pressure. She reveals the art and science of forecasting, emphasizing the unique challenges faced during Disney+’s debut. Vanna highlights Grindr’s impressive 40% EBITDA margins and explains how low marketing costs contributed to its public offering. She also offers insightful advice for women in leadership, encouraging persistence and adaptability for career longevity.
Nov 15, 2025 • 47min
Too Big to Fail: The OpenAI Edition | Mostly Growth
Explore the shift from being technically right to being useful in professional landscapes. Hear insights on the impact of communication and empathy as careers progress. Discover CJ's tactics for climbing the corporate ladder by making others shine, alongside Kyle's journey into becoming a domain expert through public writing. The hosts discuss OpenAI's perceived 'too big to fail' status, dissecting its economic implications. Plus, intriguing data on the age at which founders achieve peak success and amusing tales about home maintenance mishaps.
28 snips
Nov 13, 2025 • 1h 3min
SPACs Are Back (Maybe) | Jeff Bernstein of Riveron
Jeff Bernstein, managing partner at Riveron, brings his vast experience in banking and capital markets to the discussion. He reveals the complex mechanics behind going public, including the challenges of price discovery and the dual-track process. Jeff explains why SPACs are gaining traction again and the key risks CFOs must consider before opting for this route. With insights on IPO readiness and wild oversubscription myths, he shares intriguing stories, highlighting the balance between investor relations and employee retention in a public company setting.
Nov 10, 2025 • 56min
The Marketplace Plus Model Explained | Colin Gardiner of Yonder VC
Colin Gardiner, General Partner at Yonder VC and former Chief Revenue & Product Officer at Outdoorsy, reveals the inner workings of successful marketplace businesses. He introduces the transformative 'Marketplace Plus' model, emphasizing the role of SaaS tools in optimizing supply. Colin shares insights from scaling RV rentals, highlighting the importance of professionalized supply and innovative monetization strategies. Additionally, he discusses how AI is reshaping marketplace dynamics, suggesting a shift from traditional website discovery to AI-driven matchmaking.
Nov 8, 2025 • 37min
Guess That Name: Pop Star or SaaS Bro? | Mostly Growth
Explore the wild world of SaaS growth as the hosts dive into the secrets behind companies that reach $20M+ ARR. They tackle how successful firms enhance net revenue retention and re-engineer pricing strategies. Enjoy a playful guessing game of 'Founder or Pop Star' and hear about the quirks of AI avatars. Insights on market dominance and pricing strategies bring a practical edge, while unexpected blunders keep the mood light. It's a blend of sharp analytics and fun banter that every SaaS enthusiast will appreciate!
