Todd Rakow, CFO of Gladly joins CJ for this deep dive into usage-based revenue models, strategic finance leadership, and the complexities of managing growth at scale. Todd shares tons of tactical insights, including building out the usage-based model, forecasting customer usage patterns, commissioning sales reps, and teaching your teams to distinguish between reoccurring and recurring revenue. If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a one-of-a-kind flexible financing program until April 15th, 2024.
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TIMESTAMPS
(00:00) Preview
(01:11) Intro
(02:31) Sponsor: Maxio | Netsuite
(06:09) Usage Based Benchmarks: Here to Stay?
(08:01) Understand ARR and its Components
(10:30) Recurring or Reoccurring?
(12:33) Computing Gladly's ARR
(18:13) Seasonality and Alternative Methods to Better Track Revenue
(22:25) Sponsor: Thoropass
(23:45) Commission Structures And Incentivizing Sales Reps
(27:28) Avoiding Foot Faults in Usage-Based Models
(28:57) Frameworks for the Day-to-Day
(31:36) Strategic Leadership, Customer Support and Success
(32:50) Being a CFO: A Series of Long Uncomfortable Conversations
(36:12) Removing the Stigma Around CFOs
(37:45) Todd's Insights on the Difference Between a Good and a Great CFO
(40:07) Forging a Good Relationship with Your CEO
(43:29) Long Ass Lightning Round: What Did Todd Mess Up in His Career?
(45:37) What Would Todd Tell His Younger Self?
(50:35) Todd’s Software Stack - Sponsored by Tropic
(52:41) Craziest Expense Request
(53:30) Wrap
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