Metric Stack

In this episode of the Metric Stack Podcast - a must-listen for anyone interested in the future of healthcare and information technology - hosts Allan Wille and Lauren Thibodeau sit down with Duncan Weatherston, CEO of Smile Digital Health, a health data platform. Duncan talks about his company’s mission to transform global healthcare through innovative data sharing and interoperability. We learn...

In this episode of the Metric Stack podcast, James Neufeld, CEO of Samdesk, digs into the critical role metrics play in communication between company leadership and board members, particularly post-Series A and B funding rounds. James talks about the universality of metrics as a language for investors, who often lack deep domain expertise and rely on financial, user, and adoption metrics to gauge...

In this podcast interview, Allan Wille and Lauren Thibodeau discuss tech company valuations with Ed Bryant, President and CEO of Sampford Advisors. Ed defines valuation as the price a buyer will pay for your business either by purchasing it outright or as part of a merger and acquisition transaction. He suggests the only way to learn the true value of your company is to actually go to market and g...

Today's guest is Alex Nazarevich, Vice President of Growth at Unbounce. We dive into the marketing strategies and principles behind the company's success. Alex’s team uses the Lifetime Value to Customer Acquisition Cost (LTV to CAC) ratio, not just as a marketing metric, but as a unifying force across departments. This approach underscores the importance of collaboration and strategic alignment fo...

Today's guest is Greg Boyd. He's the VP of Customer Excellence at Uvaro, a company that helps people transition into careers in tech sales through subscription based education and networking programs. In his role, Greg is responsible for the end-to-end revenue generation and retention strategy for the business. Today, we're going to chat with Greg about how he and his team have moved the needle on...

In this interview, Allan Wille, CEO at Klipfolio, sat down with Johan Baltzar, co-founder and CEO of Steep. Klipfolio and Steep share the same vision. They believe in a new generation of analytics products that enable business users to work with centrally-defined metrics in a self-serve environment. Their conversation explored the ever-evolving landscape of data analytics, the role of the semantic...

Allan Wille, CEO at Klipfolio, sat down with Brian Kotlyar, VP of Marketing & Growth at Hightouch, a reverse ETL solution that makes data manipulation, extraction, and moving smooth, easy, and fun for data engineers. Their conversation explored the potential of reverse ETL, the pressing challenges of modern business intelligence (BI), and the exciting prospects that are emerging as AI meets da...

Today we’re joined by You Mon Tsang, a 4 time founder and CEO experienced with both enterprise and consumer applications. You Mon is currently founder and CEO at ChurnZero, a company dedicated to helping subscription businesses battle churn. It’s appropriate then that today’s metric is Gross Revenue Retention, a metric that gets to the heart of churn.

Today we’re joined by Dan Balcauski, founder of Product Tranquility, and an expert on B2B SaaS pricing and packaging. Prior to founding Product Tranquility, he did a lot of things, but the coolest we think was his solo round-the-world expedition to 21 countries. Today's topic: Willingness to Pay.

Today’s guest is Zack Wenthe, Sr Product Marketing Manager at Treasure Data. Zack’s worn many hats over the years, all tied together through the power of storytelling to drive revenue. This week's metric: Return on Ad Spend.

Today we’re joined by marketing strategist Michael Barber, recognized by Adobe/Marketo as one of the top 50 marketers in the world. Having worn both in-house and agency hats throughout his career, today, you’ll find him working with brands as varied as MeUndies, Johnson & Johnson, Aptean, and Ithica College. This week's metric: Reply Rate

We’re joined today by Corey Haines, Co-founder at SwipeWell, Founder of Swipe Files, and former Head of Growth at Baremetrics. Corey is a marketer, entrepreneur, podcaster, and investor on a mission to help people with exceptional products, services, and content get the attention they deserve. Today's metric: Lead Velocity Rate.

In today's episode, we’re joined by Wes Bush, founder and CEO of ProductLed and bestselling author of Product-Led Growth: How to Build a Product That Sells Itself. Now who doesn’t want that? Today's metric: Product Qualified Leads or PQLs.

In today’s episode, Allan talks to Jeremy Moser, founder and CEO of uSERP, a 30 person agency that earns SaaS companies high-authority backlinks through digital PR. Today’s metric: Sales Closing Ratio.  What is Sales Closing Ratio? How does this metric impact sales and marketing? What’s the difference between Sales Closing Ratio and Leads to Won Ratio or SQL to Won Ratio? How does lead scoring wor...

In today’s episode, Allan and Lauren talk to Steffen Hedebrandt, co-founder and CMO of Dreamdata, a B2B revenue attribution platform. They dive into the world of marketing qualified leads and attribution.  What are the nuances of MQL attribution? Is MQL attribution a predictable metric? How do you track MQL attribution? What’s the difference between account based attribution and lead attribution?...

In today’s episode, Allan talks to Ramli John, Director of Content at Appcues and the #1 Amazon bestselling author of Product-Led Onboarding. Allan and Ramli talk about User Activation Rate, arguably one of the most important Pirate Metrics or “AARRR”: Acquisition, Activation, Retention, Referrals, and Revenue.  Activation is a critical metric for the first impression of a product, but the activat...

In today’s episode, Allan and Lauren talk to Ray Rike, Founder and CEO of RevOps Squared, about Annual Projected Revenue. What type of pricing model does this metric work for? What factors do you have to consider when looking at Annual Projected Revenue? What metrics work in harmony with Annual Projected Revenue? What does good, better, best look like for forecast accuracy for this metric?  “There...

In today’s episode, Allan and Lauren talk to Marissa Homere, VP Marketing at Irwin. Marissa shares her expertise on Marketing Contributed Annual Recurring Revenue (ARR).  How do you attribute marketing influenced or directly contributed ARR? How do you track a non-linear customer journey and attribute ARR accordingly? How do you report on marketing contributed ARR? How does lead grading come into...

In today’s episode, Allan and Lauren talk with Christina Garnett, Senior Marketing Manager, Offline Community and Advocacy at HubSpot.  Christina dives into retention in the context of community management and customer advocacy. How do you define retention in this context? What do a community and the flywheel have in common? How do you measure the value of community? How do other metrics, like Net...

In today’s episode, Allan and Lauren talk with Alamin Mollick, Head of Finance at Posh Technologies.  What are Bookings? What’s the difference between bookings and revenue? How should you approach bookings, knowing there is risk? What’s the difference between subscription bookings and service bookings? How does bookings fit into a usage-based pricing model? Get the answers to these questions and m...

In today’s episode, Allan and Lauren talk with Laura Lenz, Partner at OMERS Ventures. Laura talks about Net Dollar Retention. What is NDR? Is NDR just for SaaS companies? Is there a company size that’s too small or too early to track it? Is NDR a factor in valuation of a company?  “My advice is to know the number right before the investor that you’re talking to. But also know it for your business...

In today’s episode, Allan and Lauren talk with Dave Kellogg, Executive in Residence at Balderton Capital.  Dave goes all-in on Cash Conversion Score: What’s the difference between cash conversion score, capital consumption, and the growth efficiency index? What efficiency does cash conversion score measure?  Dave also why cash conversion score is important when it comes to funding and ‘leaky bucke...

In today’s episode, Allan and Lauren talk to Donna Weber, Customer Onboarding Expert. What is Time to Value and why is it important in the context of customer onboarding? The goal of customer onboarding is to make your customers the heroes — they buy your product to save money, to make  money, to save time, or be compliant. So if you’re not helping them reach those goals, you’re not delivering val...

In today’s episode, Allan and Lauren talk to Will Cordes, CEO and Founder of KPI Sense. Will shares his insight on Magic Number: What is magic number? What does it measure? How do you calculate magic number? What are the nuances of this metric? What does magic number pair well with? Hear the answer to these questions and more in this week’s episode. If you love learning about metrics, you’ll love...

In today’s episode, Allan and Lauren talk to Vicky Freed, Chief Strategist, Loyalty, Data, and Customer Performance at Differly. Vicky goes in-depth on Average Revenue per User (ARPU): What is ARPU? How do you segment average revenue per user? How do you calculate ARPU? Is there businesses that shouldn’t track ARPU? Hear the answer to these questions and more in this week’s episode. If you love le...