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
4 snips
May 16, 2024 • 55min
Selling Trust: Airbase CFO Aneal Vallurupalli on Risk Management
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.
6 snips
May 13, 2024 • 55min
Venture Debt as a Strategic Lever for Growth With Ruslan Sergeyev of Hercules Capital
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.
9 snips
May 9, 2024 • 54min
The Mindshare Advantage: Marketplace Success With Boris Wertz of Version One Ventures
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.
33 snips
May 6, 2024 • 52min
Marketing as a Form of Capital Allocation With Carta's Head of Growth Angela Winegar
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.
5 snips
May 2, 2024 • 59min
Unpacking Spirit Airlines' Complex Financial Model with CFO Scott Haralson
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.
24 snips
Apr 25, 2024 • 1h 1min
“Take a Risk”: Silicon Valley Veteran Molly Graham on How to Scale Yourself & Your Startup
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.
12 snips
Apr 22, 2024 • 1h 3min
Navigating Business Transformations With Lanny Baker CFO of Eventbrite
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.
17 snips
Apr 18, 2024 • 56min
“Steal Your Boss's Job”: Calendly CFO John McCauley on Leadership, Ownership & Growth
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.
10 snips
Apr 15, 2024 • 49min
Gaining Strategic Advantage in Vertical SaaS With Guidewire's CFO, Jeff Cooper
Jeff Cooper, CFO of Guidewire, shares insights on their strategic advantage in vertical SaaS, challenges of the industry-specific business model, the importance of ARR metrics, transitioning to a cloud business model, and the significance of professional services in SaaS companies.
Apr 11, 2024 • 54min
A Masterclass on D2C and E-commerce Marketing with Taylor Holiday Common Thread Collective CEO
Taylor Holiday, CEO of Common Thread Collective, shares valuable insights on marketing and finance alignment, unit economics, ROI potential of in-house vs agencies, differences in B2C and B2B marketing, Buy Now Pay Later impact, e-commerce financial complexity, success stories, and brand sponsorship strategies in the e-commerce industry.
