Metrics that Measure Up
B2B SaaS and Cloud founders, CEOs, and Go-To-Market operating executives share their journey as they scaled their business from $0M ARR to $100M and beyond. The guests share their insights on measurements of success, performance metrics, and benchmarks they use to guide and inform their decision-making and growth journey.Guests include founders and CEOs of amazing success stories such as LinkedIn, DocuSign, Marketo, Gainsight, Salesforce Commerce Cloud, ringDNA, InsightSquared, Cloudera and Gong. Beyond founders and CEOs, we also speak with leading Venture Capitalists, Go-To-Market executives and industry thought leaders who share their experience and insights into customer acquisition, customer retention, and customer expansion best practices.
Episodes
128 episodes
Microsoft Product Leader to SaaS Founder - with Anand Subbaraj, Founder and CEO Zuper
Imagine being a senior product leader at Microsoft for one of the leading "cloud products" in the industry, Azure Data Factory, and deciding to leave the stability, security, and prestige behind to launch your own B2B SaaS company. This is exac...
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30:52
Evolving from Excel for SaaS Financial and Metrics Reporting - with Ali Rizvi Founder and CEO, TrueRev
Excel is the #1 tool B2B SaaS companies use for many financial tasks, including calculating SaaS metrics to surface insights for operating decisions and investor updates.Ali started his career in tech as an auditor at Ernst and Young, wi...
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28:12
B2B SaaS Metrics and Prioities with the Alexander Group - Ted Grossman and Davis Giedt
The Alexander Group works with many of the leading companies in the B2B SaaS industry, and I was recently joined by Ted Grossman, their co-lead of the technology industry practice, and Davis Giedt, Director of Research and Analytics.Base...
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38:26
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State of the Cloud 2023 - Top Five Predictions with Janelle Teng, Bessemer Venture Partners (Episode #2)
State of the Cloud 2023: Top Five Predictions:#1: Efficient GrowthAdopt new solutions to gain control of their Cloud and SaaS spend, including the infrastructure cost to deliver SaaS Solutions. Tools include Cloud Fi...
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25:51
State of the Cloud 2023 (Episode 1) - with Janelle Teng, Bessemer Venture Partners
In Episode #1 of this 2-episode conversation, Ray discusses the key findings from the Bessemer Venture Partners (BVP) annual "State of the Cloud" report for 2023 with Janelle Teng, Vice President and co-author of this year's report.Janel...
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21:29
Scale your SaaS - with Matt Wolach, founder of Xsellus and "Scale your SaaS" podcast
Matt Wolach is the founder of Xsellus and host of the Scale your SaaS podcast. Matt is one of those guests that have taken over a year to be on the Metrics that Measure Up podcast. Matt has hosted over 250 episodes of "Scale your SaaS" and was ...
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31:13
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SaaS Expansion across Europe - with Rick Pizzoli, Sales Force Europe
In 2023 many SaaS companies are searching for what market(s) are going to drive their next phase of growth - and international markets, especially English-speaking countries are often considered by U.S. B2B SaaS companies.Rick...
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33:59
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The Future of SaaS Spend Management - with Ryan Neu, Founder and CEO Vendr
SaaS Spend Management is an emerging and rapidly evolving category - yet Ryan Neu, Co-Founder, and CEO of Vendr has a unique vision for how the category needs to evolve.Ryan has a background in public accounting, and then transitioned t...
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33:04
SaaS Spend Management Trends - with Eric Christopher, Founder and CEO Zylo
Eric Christopher, the founder, and CEO of Zylo is sitting on top of one of the industry's largest SaaS spend data repositories and thus benchmarks, a key reason I knew I needed to have Eric as a guest on the podcast.What was the catalyst...
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34:11
The evolution of forecast management - with Guy Rubin, Founder and CEO ebsta
If you have ever been frustrated with the forecasting process and accuracy at your company - this episode is for you!Guy Rubin is the founder and CEO of ebsta, a leading provider of Revenue Intelligence - the next generation of forecast...
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29:56
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Lessons learned from the Silicon Valley Bank collapse - with Todd Gardner, SaaS Advisors
Friday, March 10th, 2023 - a moment in B2B Technology and Start-Up ecosystem history that many will never forget and hopefully provides a foundation for learning the risks and rewards of venture-backed, early-stage entrepreneurship.Todd ...
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32:34
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When to introduce SaaS Spend Management - with Cledara co-founder and COO, Brad Van Leeuwen
Over February and March 2023, we spoke with several founders, CEOs, and executives at SaaS Spend Management vendors.In this episode of the Metrics that Measure Up podcast, we discussed the evolution, best practices, and ideas on how to ...
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28:32
CFO lessons learned in planning and forecasting - with Dan Fletcher, CFO Planful
Planning in 2020 continues to be chalked full of uncertainty based on the current macroeconomic reality. Assuch, being a finance leader in 2023 is even more challenging, and unpredictable - but developing an operating plan and budget is a...
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37:57
SaaS Spend Management - with David Campbell, Founder and CEO Tropic.ai
How does writing a 400-page novel lead to founding a SaaS Spend Management company? It was the start of David Campbell's journey which including breaking into B2B technology sales where he saw the challenges companies of all sizes have with buy...
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37:39
Corporate Spend Management - with Oded Zehavi, Founder and CEO Mesh Payments
Oded Zehavi has global payment experience from his time as an executive at leaders including PayPal and Payoneer.With Spend Management, especially SaaS Spend Management, becoming such a hot topic in 2023 - we wanted to start our convers...
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29:44
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Full Funnel Conversion Optimization - With Guy Yalif, Founder and CEO - Intellimize
Have you ever met someone in their "early career" that you just knew was going to be successful? That was my feeling when I first met Guy Yalif, Founder and CEO of Intellimize almost 20 years ago!Guy has been both a Marketing and Produc...
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33:23
No Forms - No SPAM - No Cold Calls - with Latane Conant, Chief Market Officer 6sense
How many times have you visited a B2B website and cringed at being asked to provide your contact information, including your email just to download a white paper or watch a video?Why is this a reality in 2023 on most B2B SaaS websites? ...
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39:02
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Building a media asset inside a B2B SaaS company - with Patrick Campbell, Founder and CEO ProfitWell (Paddle)
Media-Led Growth (MLG) is a term first introduced here on the Metrics that Measure Up podcast and the central theme of this episode.Who better to discuss this topic than Patrick Campbell, Founder, and CEO of ProfitWell, recently purchas...
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41:31
Product Analytics and Metrics that Matter - with Todd Olson, Founder and CEO Pendo
Product-Led Growth is one of the hottest topics and trends in the B2B SaaS industry. Heading into 2023, most company will be evaluating their usage of every SaaS tool, and as a vendor understanding how customers are using your product is founda...
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31:43
The Power of Go-to-Market Experience + Capital - with Mark Roberge, Stage 2 Capital
Mark Roberge is the founder and Managing Director of Stage 2 Capital and previously was the Chief Revenue Officer at HubSpot from 2007 to 2016. Mark is also the author of the best-selling book "The Sales Acceleration Formula".The ...
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38:38
A Chief Revenue Officer's learnings from $0 - $100M+ ARR - with Mark Kosoglow, CRO Catalyst and SVP Sales, Outreach
Imagine having your founder and CEO working weekends to develop leads and a calling list for the VP Sales in an early-stage B2B SaaS company. That was Mark Kosoglow's experience when he first joined Manny Medina, the founder, and C...
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38:46
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The Different Buying Team Profiles - with Brent Adamson, author the Challenger Customer
Heading into 2023 companies are preparing for larger buying teams, and increased scrutiny on every purchase. I could not think of a better backdrop to speak with Brent Adamson, the author of The Challenger Sale and The Challenger Customer.<...
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37:38
Marketing Metrics that Matter to the CFO - with Chris Golec, Founder and CEO Channel99 and Demandbase
Heading into 2023, B2B SaaS CFOs are doubling down on using performance metrics to guide the 2023 operating budget. A key question is what metrics they use to help evaluate the Marketing budget, and what metrics they wish they had from Marketin...
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34:53
The journey from FP&A to SaaS CFO - with CJ Gustafson, CFO PartsTech
Mergers and Acquisition analyst to FP&A professional to SaaS CFO. This is the path that CJ Gustafson took on his journey to becoming the CFO at Parts Tech.The common thread across each step of his journey was metrics, a perfect subj...
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32:52
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