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Managing for Net Cash Flow vs Net Profit

Most businesses we have looked at were managed to maximize net profit, which is typically a good thing. But, when trying to attract an acquirer, they really should have been managed to maximize net cash flow. As at the end of the day, that's really what matters most to investors -- getting visibility into a near-term return of their invested capital, that hopefully can pay back in 12-18 months, not 4-5 years. Let me explain further.

September 25, 2018

SAAS GROWTH: GETTING FROM $20M TO $200M

For SaaS companies targeting fast growth to $100M and beyond, the company’s data management of its own business information can enable the growth path or bog it down.

September 20, 2018

What is SaaS? | Software-as-a-Service Myopia

It seems a little late in the game for me to be asking a question like “What is SaaS?” But, I’ve always harbored a few embarrassing little secrets on the subject and I think it’s time I came clean.

September 18, 2018

SaaS, Subscription, and On-Premises Software - Don’t Confuse Subscription with SaaS

You hear the terms SaaS, subscription, term licenses and perpetual license software tossed around frequently. The terms aren’t universally understood, nor are the implications of each on the financial model of a company, so the following is an effort to provide an overview.

September 13, 2018

Timing Cashflows of Your Sales Commissions and Your Customers

Your sales team is starting to close some terrific accounts. As your startup grows, your sales team will experiment with different sales techniques.

September 11, 2018

The Limitations of Data and Benchmarks

Numbers provide us a certain certainty. With their precision, they offer a sense of black and white, in or out. But, data and benchmarks alone aren’t enough. All the quantitative analysis in the world won’t lead me to the next great idea for startup. Those figures can’t create empathy, develop the right culture, or hire the right people.

September 6, 2018

SaaS Finance – A Strategic Asset

Good SaaS CFOs manage increasingly complex organizations and responsibilities. The Finance organization has grown to be one of the strategic assets of a SaaS company, managing the numbers, planning for growth, contributing to strategic changes in Sales, Marketing and even R&D, not to mention closing the books every month, quarter and year.

September 5, 2018

Driving SaaS Customer Acquisition w/Success Metrics

As a SaaS business matures, the importance and value of SaaS metrics increase. Most SaaS businesses begin their journey down the SaaS metrics path by tracking recurring revenue in relation to customer acquisition costs. After building a solid customer base, churn becomes a priority.

August 30, 2018

Labor Day Data and Statistics for 2018

In honor of the last, hot days of summer and our love of Labor Day data and statistics, we dedicate this content to Labor Day in the U.S. on Sept. 3rd.

August 29, 2018