Run the Numbers

In a captivating discussion, Larry Roseman, CFO of Thumbtack, dives into the intricacies of running marketplace businesses at scale. He reveals how Thumbtack's broad service approach aids success, countering common niche strategies. Larry highlights the importance of NPV-positive decisions for sustainable growth and talks about transitioning to a proactive home management model. With insights into customer acquisition costs and the role of CFOs, he emphasizes balancing service quality with user experience while leveraging crises for opportunity.

In this engaging discussion, Eric Newcomer, who leads the largest independent media outlet focused on venture capital, shares insights on effective fundraising announcements. He emphasizes the critical role of media relationships and the art of storytelling in attracting talent. Eric explores the fascinating trend of media companies becoming VCs and vice versa while discussing memorable stories he's covered. Drawing from his vast experience, he highlights the intricacies of crafting compelling funding narratives and the importance of personal connections in the venture capital landscape.

Bryan Morris, the CFO of Demandbase, dives into the intricacies of mastering OKRs as organizations gear up for 2025. He shares strategies for setting effective OKRs, aligning goals across departments, and why they sometimes lose steam. Morris emphasizes the importance of structured weekly updates and discusses the role of personality tests in maximizing team dynamics. He also touches on the CFO's critical influence over software decisions and the hidden costs associated with poor tech choices, offering valuable insights for finance leaders.

CJ, a seasoned professional in startup equity and SaaS management, teams up with Charlie, Run the Numbers' first intern, to dive into career advice and internship insights. They discuss the fierce competition for internships and the shift in recruitment processes. CJ shares when to join startups for maximum equity and the skills necessary for running a $100 million+ SaaS company. Charlie offers a fresh intern's perspective, while both explore the importance of recognizing unique skill combinations to stand out in the job market.

Greg Henry, CFO of Couchbase with a rich background in transforming enterprise subscription models, discusses his strategies for evolving Couchbase's pricing structure into a consumption-based model. He explains the advantages of a non-standard fiscal year and emphasizes the significance of Annual Recurring Revenue as a key performance metric. Greg also shares insights on managing analyst relationships post-earnings calls and reflects on valuable lessons learned from his time at General Electric, including navigating corporate challenges and the importance of long-term thinking.

Jessica Lanier, CFO of Restaurant365 and seasoned finance leader, shares her journey from founder to CFO. She highlights the critical relationships between CEOs, CFOs, and CROs during acquisitions. Jessica discusses the unique skills required for success in private versus public sectors and the emotional complexities of leadership transitions. She also reflects on the importance of trust in M&A processes and offers insights on evaluating potential job opportunities while encouraging leaders to embrace change and tackle self-doubt.

Discover the ins and outs of SaaS monetization models, from subscriptions to consumption-based strategies. Explore the nuances of product-led growth and sales-led growth, revealing their distinct impacts on financial decision-making. Learn why subscription contracts don’t guarantee revenue durability and the crucial differences between recurring and reoccurring revenue. Get insights on evolving financial management solutions that cater to high-growth businesses, ensuring you stay ahead in a competitive landscape.

Nicolette Turner, the CFO of Headspace, joined the company during the pandemic while seven months pregnant. She discusses her unconventional journey and emphasizes the importance of engaging directly with customers for better decision-making. Nicolette reveals the complexities of Headspace's B2B, B2C, and B2B2C business model, touching on challenges like customer acquisition costs and cash flow. She also shares insights on hiring practices, the need for diversity in teams, and effective strategies for employee feedback.

CJ Gustafson, an expert in cash conversion cycles, shares his career insights and real-life success stories. He discusses optimizing cash flow, revealing how he reduced Days Sales Outstanding from 55 to 37 days. Using examples from companies like Starbucks and Chewy, he highlights innovative cash management strategies, including influencer marketing and gift card systems. CJ also delves into dynamic pricing tactics in the aviation industry, showcasing how these methods can drive business growth and improve financial agility.

Simone Nardi, CFO of Globalization Partners, discusses how to expand teams abroad cost-effectively, including using Employer of Record services, budgeting for international workforces, staying compliant with regulations, and managing currency fluctuations. They also cover Globalization Partners' business model, revenue forecasting, and the importance of tracking metrics for success.