Run the Numbers

Guido Torrini, CFO of OneTrust and former CFO of Celonis, shares insights on managing finance teams like tech organizations, V2MOM framework, tying company priorities to budgeting, wartime vs. peacetime leadership, and making finance teams 'make the news' in this episode.

Sales expert CJ Gustafson provides a crash course in sales compensation, covering topics like designing sales rep comp plans, base vs. variable pay, accelerators, SPIFs, paying sales reps, commission rates, and benchmarks for account executives. He also discusses the flaws in comp plans, using Salesforce's early comp plans as a case study.

Airbase CFO Aneal Vallurupalli discusses risk management, fraud prevention, value metrics, and the role of the CFO. He emphasizes trust as a key product, the importance of a risk roadmap, and the qualities that separate good CFOs from great ones. Vallurupalli also shares insights on the people function in finance and the evolution of payments management at Airbase.

Ruslan Sergeyev from Hercules Capital gives insights into venture debt, types, benefits, and players. He discusses debt structure, covenants, rates, and success fees. Learn when to raise venture debt and how to leverage banking activities. Discover red flags in the process and capital stack strategies.

Boris Wertz, Founding partner at Version One Ventures, talks about marketplace evolution, focusing on niche markets, solving chicken and egg problem, buyer mindshare, and long-tail models. They discuss the importance of understanding demand and supply matching in 'hotspots', liquidity in marketplaces, and pricing strategies. Boris also explores high-ticket collectibles, early-stage investing, and growth strategies for marketplaces.

Angela Winegar, Head of Growth at Carta, discusses how marketing is a form of capital allocation, ROI for media budgets, and the value of brand, demand gen, and growth marketing. She highlights the need for ROI in marketing and collaboration between CMOs and CFOs. Angela also shares anecdotes from her unconventional career path.

CFO Scott Haralson of Spirit Airlines discusses the complexities of the airline business, including ultra-low-cost carrier models and operating costs per available seat mile. He touches on forecasting challenges, network planning, fuel price hedging, capital decisions, and the importance of dynamic pricing. Haralson also reveals Spirit's Ideal Customer Profile and the role of leisure travelers. The podcast delves into economic cycles, aircraft purchases, and lessons learned in financial planning.

Silicon Valley veteran Molly Graham discusses scaling startups, work grief, taking risks in career progression, mastering destruction in building a company, and the art of firing people. She shares insights on navigating emotional challenges during layoffs, embracing risks for growth, and making bold career moves despite fear.

Experienced CFO Lanny Baker discusses business transformations, the differences between consumer-facing internet businesses versus SaaS or B2B, Eventbrite's unique creator and consumer model, network effects, take rates, expanding TAM, pivots, handling investors, and a hilarious marketing stunt gone wrong.

CFO of Calendly, John McCauley, shares insights on hiring, promotion, confronting challenges, and CFO responsibility. Talks about product-led growth, debunking benchmarking myths, loyalty in software organizations, and the importance of teamwork. Reflects on mentorship, leadership influence, CFO journey, embracing opportunities, navigating challenges in finance leadership, and redefining loyalty in the workplace. Discusses crazy expenses, sales strategies, and memorable CFO experiences.