Customer Acquisition Cost efficiency continues to be challenged in the B2B SaaS environment, while alignment across the Go-to-Market organization continues to be a topic of conversation. So, Dave "CAC" Kellogg a long time Marketing executive and Ray "Growth" Rike, a long time Sales executive decided to take on the the topic of Marketing and Sales alignment from their respective experiences as department executives. Topics discussed include:What is Marketing and Sales AlignmentWhat isn't Marketing and Sales AlignmentTop 3 Ideas to Achieve Marketing and Sales AlignmentHow Metrics Can Impact Marketing and Sales AlignmentThe Impact of AlignmentIf you are a CEO depending on the productivity of an aligned Go-to-Market organization, or the head of Marketing or Sales in a B2B SaaS company, this conversation is full of interesting ideas, stories and approaches to increasing revenue growth efficiency.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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29:38
Why Can’t We All Just Get Along? Aligning Finance and GTM with SaaS Metrics
Dave "CAC" Kellogg and Ray "Growth" Rike recently did a LIVE episode of SaaS Talk with the Metrics Brothers at the Baker Tilly Technology Finance Symposium in San Francisco. The topic of their discussion was aligning Finance and the Go-to-Market functions and included how SaaS metrics can be used as a core "alignment" strategy. During this "extended" version of SaaS Talk with the Metrics Brothers, Ray and Dave discussed several different strategies to align Finance and the GTM functions, including:What is alignmentWhat isn't alignmentReal-life stories on what misalignment looks likePutting "Strategy" back into Strategic PlanningStrategic Planning Frameworks to considerSaaS Performance Metrics Framework to considerIf you are a CFO or GTM executive leader - this live conversation is full of interesting ideas, experiences and of course a few attempts at humor by the Metrics Brothers!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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45:28
Stock-based compensation
Stock-based Compensation (SBC) has been a hallmark of the SaaS and Cloud industry since the early days. Stock Options, Restricted Stock Units, Strike Price, and vesting periods continue to be a key discussion point for potential hires. Today's episode covers how Stock-based compensation impacts Operating Expenses on the Income Statement...and how SBC can impact SaaS metrics.Dave "CAC" Kellogg and Ray "Growth" Rike dive into the details of Stock-Based Compensation in today's episode including:What is Stock-Based Compensation (SBC)How does a company pay/account for SBCWhat kind of expense is Stock-Based CompensationWhere does SBC show up on an Income StatementHow can SBC impact SaaS metricsStock-Based Compensation can be a very complex and nuanced topic, but if you are a SaaS executive, a SaaS employee with stock options, or a SaaS company investor, this conversation and episode is full of detailed insights.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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31:11
Benchmarks - How to Evaluate and Use
B2B SaaS Benchmark reports are popping up like mushrooms - but how do you know if the benchmark report is good, contains valuable insights and how to use the benchmarks to inform your own objectives and SaaS metrics goals? Dave "CAC" Kellogg and Ray "Growth" Rike take on a topic that is near and dear to their hearts and discuss several key factors that are a tell for a good benchmark report including:Top things to consider when reading a benchmark reportAttributes of a good benchmark reportAttributes of a "not so good" benchmark reportBenchmark utilization best practicesGood Benchmark reports to reviewIf you read benchmark reports and use them in helping to establish goals and objectives in your B2B SaaS company - this episode is a must listen!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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22:36
The Ideal Customer Profile (ICP) and Related Metrics
Ideal Customer Profile (ICP) is a term commonly used across the SaaS industry - but what does it really mean, how can a company effectively build a customer acquisition strategy around it and what METRICS can be used to determine a company's ICP and then measure if it really is the best target customer segment?During this week's episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss the following ICP elements to understand, execute and measure the ROI on the "Ideal Customer Profile":What variables are used to determine the ICPHow to measure the relevant fit of a prospect to the ICPHow to measure if the identified "ICP" is the best target customer segment(s)What metrics can be added to the traditional ICP criteria to enhance the targeting strategyAs always - CAC and Growth introduce a new pairing and an attempt at humor throughout the episode 😱See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
About SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive Leaders
SaaS Talk™ with the Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. SaaS Talk™ provides unique insights, strategies, tactics and the metrics to measure customer acquisition, customer retention and customer expansion success for B2B SaaS companies.Each 20-minute episode will cover a topic critical to profitable revenue growth chalked full of practical advice that can be introduced and applied in most B2B SaaS companies.
Listen to SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive Leaders, REAL AF with Andy Frisella and many other podcasts from around the world with the radio.net app
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