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. www.mostlymetrics.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. www.mostlymetrics.com
Episodes
Mentioned books
11 snips
Dec 23, 2024 • 45min
Mitigating Churn: A Masterclass in Customer Retention with Will Cureton, CFO of Nitrogen Wealth
Will Cureton, CFO of Nitrogen Wealth, shares his expertise in customer retention from a wealth management software perspective. He discusses how a major price increase misstep prompted a reassessment of growth strategies, exploring total addressable market and sustainable business lines. Will reveals key metrics for predicting churn and formulates a churn score essential for retaining customers. He also delves into the innovative risk tolerance features of their platform that enhance client engagement while navigating the complexities of today’s market.
10 snips
Dec 19, 2024 • 46min
The ROI of OKRs (and Advice on Building Analytics Teams) with Sisense CFO Alyssa Shadinger
Alyssa Shadinger, CFO of Sisense and a leader in analytics, shares her insights on building effective analytics teams and mastering OKRs. She discusses optimal team structures and the significance of data governance for accurate reporting. Alyssa dives into the challenges of linking OKRs to financial outcomes and the necessity of collaboration across departments. The conversation also touches on empowering teams through business intelligence while maintaining the balance of self-service and oversight. An enlightening discussion for anyone in finance or data analytics!
4 snips
Dec 16, 2024 • 54min
16 P&Ls: The CFO’s Guide to M&A Operational Complexity with Dotmatics’ Rebeca Sanchez Sarmiento
Rebeca Sanchez Sarmiento, CFO of Dotmatics and a pro in managing operational complexity, shares her wealth of experience with mergers and acquisitions. She reveals strategies for overseeing 16 P&Ls while striking the right balance between autonomy and integration. The talk dives into her forecasting frameworks and whether to embrace an 80/20 approach. Plus, Rebeca opens up about her career journey, the shift to remote work, and how these elements shape contemporary financial leadership.
11 snips
Dec 12, 2024 • 54min
Building a Billion-Dollar Pipeline: A Deep Dive into Rubrik’s Sales Strategy with Samarth Mital
Samarth Mital, Senior Director of Global Sales Strategy at Rubrik, shares insights from his journey as the company grew from $70 million to $1 billion in ARR. He discusses creating effective sales pipelines and the intricacies of territory design. Hear about the importance of accountability forums for pipeline inspection and how to optimize compensation plans to align with company objectives. Samarth also emphasizes the significance of a customer-first approach in managing renewals and the proactive strategies to tackle quota challenges within sales teams.
15 snips
Dec 9, 2024 • 57min
Is Stock-Based Compensation Real? A Masterclass with Clio CFO Curt Sigfstead
Curt Sigfstead, CFO of Clio and expert in stock-based compensation, shares his insights into the complexities and evolution of SBC. He sheds light on aligning equity strategies with company growth and effectively communicating their value to potential hires. The conversation navigates the challenges CFOs face in fostering trust while raising capital and balancing professional and personal demands. Curt also discusses the intricate fundraising processes and the significance of transparent equity valuation, all while adding a dash of humor with quirky expense tales.
10 snips
Dec 5, 2024 • 54min
Guiding Stakeholders Through Business Model Transitions with Varonis CFO & COO Guy Melamed
Guy Melamed, CFO & COO of Varonis, shares insights from his leadership in major business model transformations. He discusses the challenges of shifting from a perpetual to a subscription model and now to SaaS, emphasizing effective communication with stakeholders. Melamed highlights the need for collaboration across departments and adapting sales incentives to align with corporate goals. He also reflects on balancing growth with financial prudence, personal career risks, and the importance of financial education for future generations.
44 snips
Dec 2, 2024 • 1h 4min
Less but Better: Miro’s Justin Coulombe on the Power of Strategic Divestment in SaaS
Justin Coulombe, CFO of Miro and expert in SaaS business models, discusses his 'less but better' philosophy, emphasizing the power of strategic divestment to enhance focus and impact. He reveals how Miro utilizes data and predictive modeling to drive upsell opportunities and improve customer retention. The conversation touches on the balance between product-led growth and human-led sales, and explores the viability of per-seat versus outcome-based pricing models. Coulombe also offers insights on leading business transformations and the necessary shifts in SaaS practices for sustainable growth.
11 snips
Nov 28, 2024 • 48min
Private to Public to Private: Navigating Major Transitions with Dialogue Health CFO, Navaid Mansuri
Navaid Mansuri, CFO of Dialogue Health and seasoned negotiator in media, discusses his unique journey from a private company to public, and back to private in under five years. He shares insights on the challenges of financial management during these drastic shifts and the art of adaptability in leadership, particularly within the telehealth sector during COVID-19. Mansuri also highlights the nuances of the Canadian IPO landscape and offers valuable lessons from his career mistakes, emphasizing the importance of networking and the right operational tools.
Nov 25, 2024 • 1h 4min
Budgeting Your External Facing Time as a CFO: Tipalti’s Sarah Spoja
Sarah Spoja, CFO of Tipalti and expert in private equity operations, discusses the evolving role of CFOs in high-growth environments. She explores M&A as a growth lever, emphasizing the importance of preserving company culture during mergers. Sarah highlights how CFOs can balance strategic oversight with hands-on work and the dual role of strategist and salesperson. With insights into investor relations and effective time management, she shares tips on navigating the complexities of scaling a startup, all while keeping the process engaging and lighthearted.
Nov 21, 2024 • 32min
The Largest Software IPO Ever: How Snowflake Still Left Money on the Table
Dive into the fascinating world of Snowflake’s IPO, the largest in tech history, which sent stock prices soaring on its debut. Explore the company’s innovative cloud data warehousing and a unique pricing model that sparked intrigue. Discover the impact of leadership changes and financial strategies on Snowflake's success. Learn about the meritocratic approach that shaped its culture and the focus on customer success that revolutionized revenue metrics. Plus, uncover the pricing strategy that ultimately left billions on the table.
