SaaS Conversations

Data quality has always mattered in SaaS, but in 2026, the stakes are higher, the margin for error is smaller, and the questions boards and investors are asking have fundamentally shifted. In this episode of SaaS Conversations , Katherine Zhang sits down with Dan Palay , CEO of KPI Sense , to explore how SaaS data and metrics are being interpreted differently as companies navigate an AI-driven lan...

This episode is a recording of a webinar hosted by AccountAim on benchmarking for RevOps, finance, and GTM leaders in March of 2026. In the session, Katherine Zhang (CEO, OPEXEngine) and Josh McClanahan (CEO, AccountAim) break down when benchmarking makes sense, which metrics actually matter, how to ensure your data is truly comparable, and what it takes to get organizational buy-in. They also sha...

Retention has been interpreted differently for boards and investors over the past year. In this episode of SaaS Conversations , Katherine Zhang sits down with Ellie Wu, founder of CSuiteCX , to explore how and why retention has shifted from a tactical customer success issue to a board-level credibility signal shaped by leadership judgment, timing, and capital risk at moments of scrutiny. This is n...

At this year’s SaaS Palooza event, Jennifer Smith (Partner, Bain & Company) and Katherine Zhang (CEO, OPEXEngine), explored what sets top-performing SaaS companies apart in today’s tech private equity market. From emerging deal trends to how investors define an “A” software asset, their discussion offered actionable insights for SaaS operators and investors alike. We’re excited to make this li...

In this episode of SaaS Conversations , Tori Danforth , Senior Director of FP&A at Relativity , shares how her team approaches annual planning at scale. From integrating long-range strategic goals to setting departmental targets and navigating trade-offs, Tori offers a detailed look into how benchmarking with external data strengthens both the planning process and cross-functional alignment. W...

Although Revenue Operations (RevOps) is still an evolving function in SaaS, its role is critical to driving go-to-market efficiency. At its core, RevOps ensures that go-to-market teams like Sales, Marketing, and Customer Success function as a unified, efficient system to enable the ideal customer journey. One of the biggest challenges for RevOps leaders is managing resource allocation – making hig...

This episode is essential listening for anyone responsible for R&D investment, cost management, or strategic planning in SaaS. In today's conversation, we sit down with Ryan Kuchova, Head of Customer Strategy and Operations at Jellyfish, to explore frameworks for measuring and managing R&D ROI in SaaS. We discuss strategies for optimizing R&D investment and how to encourage alignment b...

Learn how to maximize the value of benchmarks in this special podcast episode featuring Lauren Kelley’s SaaS Metrics Palooza ‘24 presentation. In a new episode of SaaS Conversations, we explore benchmarking strategies that drive growth, profitability, and operational excellence. Lauren dives into the Rule of 40, critical efficiency metrics, and actionable steps SaaS leaders can take to uncover ine...

How can SaaS companies drive operational excellence, maximize exit success, and create lasting value in today’s market?  In today’s conversation, we’re joined by Lauren Kelley, CEO of OPEXEngine, and Dania Shaheen Gutterson, General Manager at DealEdge and Senior Director of Private Equity at Bain & Company. The experts discuss the Rule of 40, key efficiency metrics, and specific operational l...

What are the key strategies that SaaS companies are using to fine-tune growth efficiency and cost management in a challenging market? In today's conversation, we dive into the strategies that SaaS companies are using to improve EBITDA margins in 2024. Lauren Kelley – CEO and Founder of OPEXEngine by Bain & Company – breaks down how companies are navigating a slower-growth environment by tighte...

What are the technology frameworks that investors are using to evaluate SaaS companies in 2024? In today's conversation, we cover technology due diligence. Lauren and an expert consultant discuss how tech due diligence works, AI’s impact on R&D investments, and frameworks for understanding the quality, scalability, and sustainability of an asset that an investor is buying. Hear the latest...

In today’s conversation, we cover leadership and diversity in the tech space. Lauren answers a round of questions about the founding of OPEXEngine, her decision to pursue SaaS benchmarking, leadership, and diversity in SaaS. Speaker: Lauren Kelley (Founder and CEO of OPEXEngine by Bain & Company)

What’s the operational playbook when a SaaS company is preparing for an IPO? In today’s conversation, Lauren speaks with two experts about key considerations and best practices before proceeding with an IPO. They discuss the common challenges faced, having standardized metrics and efficient systems in place, creating a unified company narrative, and setting up for success beyond. They also touch o...

Learn how to get the most value from benchmarks in this recording of Lauren’s presentation at SaaS Metrics Palooza ‘23. In today’s conversation, Lauren discusses the importance of standardizing metrics, the changing dynamics of the SaaS, and the industry shift from growth at all costs to profitable growth. Throughout the presentation, Lauren references a set of infographics, which are available on...

Listen to an expert session about how benchmarking can help improve your go-to-market strategy. In today’s conversation, Lauren is joined by a seasoned go-to-market operator. They discuss the importance of benchmarking KPIs in the SaaS sector and the benefits of benchmarking as an investor. They speak to benchmarking as a means of measuring growth and cost issues, aligning internal and external st...

An expert take on the significance of data quality, transparency, and operationalizing metrics to drive efficient growth. In today’s conversation, we’ll cover metrics-based planning. Lauren and two experts discuss a range of key topics: how to measure the effectiveness of operations like sales and marketing, what investors are looking for, the key SaaS metrics to track, and how companies can opera...

Lauren Kelley – Founder and CEO of OPEXEngine by Bain & Company – has her finger on the pulse of the SaaS industry. Over the past year, she has hosted finance leaders, technology experts, investors, operations professionals, and more for conversations about metrics, benchmarking, and the state of SaaS. In the inaugural episode of SaaS Conversations, we are looking back at some audio highlights...

Learn how to execute a planning process during times of organizational change.  In today’s conversation, Lauren speaks to two CFOs about the ever-changing landscape of SaaS finance, current operating plans, how to use benchmarking to reduce risk, and the latest on the role of AI in finance. The speakers discuss managing organizational change, balancing between evolving priorities, financial consis...