AI to ROI

On this episode, we are joined by Udi Ledergor, the Chief Marketing Officer at GONG responsible for first creating the Conversational Intelligence category and then again in creating the Revenue Intelligence category resulting in one of the fastest growing B2B SaaS companies in history. In this episode, Udi highlights the evolving strategy and measurements for the Marketing organization at Gong al...

Dave Kellogg is the author of Kellblog, Executive in Residence at Balderton Capital, multiple time SaaS CEO, investor and an OG for all things SaaS Metrics. During this episode, which is from his presentation at SaaS Metrics Palooza 23', Dave shares his insights and best practices on presenting SaaS metrics like a pro - especially to board members and investors. Ten mistakes that many make in pres...

The Science of Scaling, was a session delivered by Mark Roberge at SaaS Metrics Palooza 23'. In this episode, Mark discusses a math centric approach to determine if Product-Market Fit has been achieved, when to scale GTM investment and how much to invest in growth. Key concepts introduced include: How to use a mathematical formula to determine if Product-Market Fit is achieved (PET Metric) Th...

Chad Gold, the CFO at B2B SaaS Sales Engagement Platform leader Salesloft, shares how the role of a SaaS CFO has evolved over the last few years. Chad and the Metrics that Measure Up podcast host, Ray Rike discuss the following topics during this episode: How the B2B SaaS CFO role has evolved How performance metrics are used to manage and report on the business How performance metrics are used for...

Michael DiFilippo, Chief Financial Officer at Invoca shares his journey to becoming a B2B SaaS CFO and how the role has evolved over the last ten years, During this episode of the Metrics that Measure Up podcast, Michael and I discussed the following items: How the B2B SaaS CFO role has evolved over the last few years How Michael uses Performance Metrics to manage the business How the B2B SaaS CFO...

Aidan Shaw, founded Myst Marketing to help B2C and B2B companies take advantage of the global pool of SEO resources around the world, while also experiencing the life of a digital nomad while building a great virtual company. During this episode, Aidan dives deep into the below SEO topics relevant today and in the future as Search Engines evolve in age of generative AI. The ROI of SEO: "Many busin...

CJ Gustafson, CFO at PartsTech and the creator of the Mostly Metrics Newsletter and Run the Numbers podcast joins our host Ray Rike on this episode to discuss Vanity Metrics and why they are so dangerous SaaS Metrics that might not be that valuable Cautions when using a Usage-Based Pricing model The motivation of being a social media creator for B2B SaaS The challenges of being a social media crea...

Eric Mersch is the author of "Hacking SaaS" and a partner at FLG Partners. Eric joined our host, Ray Rike to discuss the details behind the thought process of writing the book and why he segmented it into discrete sections and chapters based upon the following: SMB to Mid-Market B2B Enterprise B2B B2C Vertical Industry Solutions Horizontal Solutions During this episode, Eric and Ray will dive into...

Caleb Avery, Founder and CEO at Tilled shares how B2B SaaS companies can turn credit card payment processing fees from an operating expense into revenue as a Payment Facilitator (PayFac). See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .

Bill Kantor, the founder, and CEO of Funnelcast is applying the lessons he learned about statistical process controls in the hardware industry to the art and science of measuring and managing the opportunity funnel and then optimizing forecasting for B2B technology companies. The end-to-end Customer Acquisition process is still quite manual today, due to B2B Sales being such a human-centric endeav...

Alok Goel, Founder and CEO of Drivetrain.ai shares how his roles as a product manager at Google and then a Venture Capitalist informed his journey as a B2B SaaS entrepreneur. As a VC, Alok would meet 15 - 20 companies per week, which provides a unique opportunity to identify specific trends across a large number of companies using pattern recognition. One trend Alok identified, was what differenti...

Peter Walker, Head of Insights at Carta the industry-leading Equity Management Platform shares equity valuation insights and data from the 36,000+ customers and $2.5T in equity value running on their platform. Peter's goal is to make the data Carta has in their platform useful for CEOs and CFOs to inform decision-making. Start-up valuations trends increased dramatically in the 2020 - early 2022 ti...

Product-Led Growth (PLG) is viewed as a new Go-to-Market motion by many - but to Carilu Dietrich it was her reality as the Chief Marketing Officer for a pioneer in PLG - Atlassian, developer of JIRA. Carilu was the driving force behind making developer products cool while helping to scale Atlassian from $50M ARR to over $400M leading to an IPO! Before Atlassian, Carilu started as an enterprise sal...

Anthony Kennada, is the founder and CEO of AudiencePlus and formerly the Chief Marketing Officer at Hopin and Gainsight...quite the pedigree! Anthony joined our host, Ray Rike to discuss the evolving nature of community and content led-growth, which is a strategy and topic trending across every B2B SaaS CMO. Anthony takes the topic a step further and highlights why "Owned Media" is a critical comp...

What a Unicorn Knows is a best selling book by Pablo Dominguez, Operating Partner at Insight Partners on how leading entrepreneurs use lean principles to drive sustainable growth See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .

Matthew Dixon is the author of The Challenger Sale, The Challenger Customer, and now he adds The JOLT Effect to his list of best-selling books for B2B Sales professionals. During this episode, Matt shares his insights on how B2B Sales professionals can help buyers to avoid the risk of the dreaded "no decision" which represents how 40% - 60% of qualified B2B opportunities end. Matt considers himsel...

Defining the Ideal Customer Profile (ICP) is a hot topic in almost every early-stage B2B SaaS company. It begins with some assumptions and then is refined over time based on the acquired customer profile that represents those early customers who purchase a company's solution. This evolves to which customer profile cohort has the best customer acquisition metrics such as average annual contract val...

ChatGPT and Artificial Intelligence (AI) are at the forefront of the majority of strategic discussions across the B2B SaaS and Cloud industry. Paul Roetzer started as a journalist and then leveraged that writing expertise into founding a marketing agency. Due to the launch of Watson by IBM, Paul's curiosity about how AI could impact Marketing started his journey to becoming an industry expert in h...

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 exactly the decision and journey that Anand Subbaraj began five years ago. Anand spent 13 years at Microsoft but was fortunate to be involved with five differen...

Over the past two months, we have hosted the founders and CEOs of the leading SaaS Spend Management vendors. Sid Sridharan, the founder of Spendflo was formerly an executive in an "electric vehicle" charging infrastructure company and experienced the challenges of controlling SaaS spend in an early-stage, fast growing company. Sid's interaction (not all positive) with his own CFO regarding their S...

State of the Cloud 2023: Top Five Predictions: #1: Efficient Growth Adopt new solutions to gain control of their Cloud and SaaS spend, including the infrastructure cost to deliver SaaS Solutions. Tools include Cloud FinOps tools, SaaS Spend Solutions, and engineering productivity tools to improve R&D processes. One of the areas of focus is on Cloud Spend as a way to manage the Cost of Goods So...

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. Janelle is involved in many different research programs at BVP, including the "State of the Cloud" and the "Scaling to $100M ARR" reports. In this first episode of the...

Former VP of Marketing at Hopin and event industry thought leader Julius Solaris joined me on the latest episode of the Metrics that Measure Up Podcast. Julius has been involved in the event industry for over two decades, and has been involved in the creation and successful exits of two different event technology platforms - so provides a very unique perspective on where the event industry has bee...

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, with a priority focus on revenue recognition and reporting. While auditing a top tier B2B SaaS company, he was provided multiple spreadsheets with thousands of rows...

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. Based upon Ted and Davis' unique insights and understanding of B2B SaaS due to the discussions and data from over one hundred customers, coupled with their historic S...