In this episode of Run the Numbers, CJ Gustafson sits down with Dan Miller, CFO at RightRev. They unpack why leasing is underused in software, how RevTech emerged, and why revenue recognition may be the next AI battleground. Dan also shares how he evaluates durable growth vs. hypergrowth.
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SPONSORS:
Rillet is an AI-native ERP built for modern finance teams that want to close faster without fighting legacy systems. Designed to support complex revenue recognition, multi-entity operations, and real-time reporting, Rillet helps teams achieve a true zero-day close—with some customers closing in hours, not days. If you’re scaling on an ERP that wasn’t built in the 90s, book a demo at https://www.rillet.com/cj
Tabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at https://www.tabs.com/run
Abacum is a modern FP&A platform built by former CFOs to replace slow, consultant-heavy planning tools. With self-service integrations and AI-powered workflows for forecasting, variance analysis, and scenario modeling, Abacum helps finance teams scale without becoming software admins. Trusted by teams at Strava, Replit, and JG Wentworth—learn more at https://www.abacum.ai
Brex is an intelligent finance platform that combines corporate cards, built-in expense management, and AI agents to eliminate manual finance work. By automating expense reviews and reconciliations, Brex gives CFOs more time for the high-impact work that drives growth. Join 35,000+ companies like Anthropic, Coinbase, and DoorDash at https://www.brex.com/metrics
Metronome is real-time billing built for modern software companies. Metronome turns raw usage events into accurate invoices, gives customers bills they actually understand, and keeps finance, product, and engineering perfectly in sync. That’s why category-defining companies like OpenAI and Anthropic trust Metronome to power usage-based pricing and enterprise contracts at scale. Focus on your product — not your billing. Learn more and get started at https://www.metronome.com
RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com
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LINKS:
Dan on LinkedIn: https://www.linkedin.com/in/danmillercpa/
RightRev: https://www.rightrev.com/
CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/
Mostly metrics: https://www.mostlymetrics.com
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TIMESTAMPS:
00:00:00 Preview and Intro
00:02:41 Why Operating Experience Matters for CFOs
00:04:08 Defining Durable Growth
00:06:06 Snowflake and Consumption Revenue Complexity
00:10:17 Forecasting in Consumption Models
00:11:29 AI’s Role in Revenue Forecasting
00:12:14 Sponsors — Rillet | Tabs | Abacus AI
00:15:39 Comping Sales in Usage-Based Models
00:18:15 Leasing as a Software Monetization Tool
00:20:47 The CFO’s Role in Sales and GTM
00:22:29 How CFOs Help Close Deals
00:24:14 Rev Tech vs RevOps
00:26:20 Sponsors — Brex | Metronome | RightRev
00:29:40 Where AI Actually Helps Rev Rec
00:31:55 Deterministic vs Probabilistic AI
00:33:05 Why Enterprises Hesitate on AI Agents
00:34:18 Startups vs Incumbents in the AI Race
00:35:13 FOMO, Overfunding, and Market Distortions
00:38:13 CFO Playbooks Without Hypergrowth
00:39:38 Finding PMF as a CFO
00:41:15 Career Advice: Growth vs Shiny Objects
00:42:00 Building the CEO–CFO Relationship
00:42:49 Learning Beyond the Back Office
00:43:22 Lightning Round
00:44:28 Advice to My Younger Self
00:45:09 Finance Tech Stack
00:46:36 Credits
Run the Numbers