Run the Numbers
CJ Gustafson
Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.
Episodes
Mentioned books
5 snips
Feb 23, 2026 • 1h 1min
Minted’s CFO: Half the Year Happens in One Month
Mateo Bryant, CFO of Minted and former operator at Uber and Amazon, scaled marketplaces globally and speaks multiple languages. He discusses Minted’s life-event flywheel and decades-long customer value. He breaks down extreme seasonality where half the year happens in one month. He also covers localization wins and mistakes when launching in Latin America.
Feb 19, 2026 • 54min
How a CFO Budgets for Forward Deployed Engineers
Varsha Udayabhanu, SVP of Finance at Invisible Technologies who specializes in the economics of high-touch AI services, joins to unpack enterprise AI adoption. She talks about forward deployed engineers and eight-week solution sprints. Conversation covers value-based, bespoke pricing, momentum metrics over ARR, and building reliable expert marketplaces.
11 snips
Feb 16, 2026 • 53min
What Investors Want to Hear in Board Meetings
Paul Stansik, operating partner at ParkerGale who helps founder-led software companies scale, shares sharp views on board meetings. Short, consistent templates and a clear metric rhythm keep discussions focused. He contrasts simplifiers who name real problems with complicators who muddy conversations. Practical tips on agenda-setting, timing, and building trust come through in every segment.
4 snips
Feb 12, 2026 • 50min
Rivian’s CFO on Raising $14B and EV Economics
Claire McDonough, Rivian CFO who oversees capital allocation and scaling manufacturing after a career in investment banking. She discusses raising nearly $14B pre-IPO, balancing capacity: sweat existing lines vs build new plants, and the nitty-gritty of cash, working capital, and federal EV tax credits. Short takes on digital twins, supply-chain bottlenecks, and when to build in‑house silicon.
Feb 9, 2026 • 47min
Why Revenue Recognition Is the Next AI Battleground | Dan Miller of RightRev
Dan Miller, CFO building RightRev with prior CFO and NetSuite operating experience. He discusses why leasing is underused in software. He explores RevTech as distinct revenue infrastructure. He argues revenue recognition could become the next AI battleground. He covers consumption pricing, forecasting quirks, and how CFOs shape sales and monetization.
23 snips
Feb 5, 2026 • 1h 12min
Zombie companies, ARR, and broken SaaS economics | Brett Queener
Brett Queener, Managing Director at Bonfire Ventures and former Salesforce operator, walks through ARR’s history and how pricing models are shifting SaaS economics. He covers the move from annual contracts to outcome and usage pricing. He discusses AI-driven agentic products, forecasting without committed ARR, changing go‑to‑market and comp plans, and why low‑value SaaS players are at risk.
5 snips
Feb 2, 2026 • 29min
A CFO Explains the History of EBITDA
Ben Hillman, executive producer and frequent conversational partner who steers sharp financial chats. The conversation traces EBITDA from John Malone and cable TV to private equity, SaaS, and today’s AI boom. They unpack why EBITDA removes debt, taxes, and depreciation and trade wild examples of adjusted EBITDA stretches. The talk closes by weighing depreciation, cash flow, and the metric’s staying power.
19 snips
Jan 29, 2026 • 47min
“It’s Not Zero”: The CFO Rule for AI Forecasting | Dan Griggs
Dan Griggs, CFO of Intercom who led its AI pivot and launched the Fin product, shares practical finance rules for AI-era decision making. He explains the “it’s not zero” forecasting mindset. Short takes cover pricing Fin at $0.99 per resolution, unit economics, model selection to cut costs, scenario planning, and handling potential cannibalization while scaling AI.
5 snips
Jan 26, 2026 • 53min
How finance shows its value beyond being the “no” department | Maria Izurieta
Maria Izurieta, CFO of Huntress who builds people-first, scalable finance functions across VC, PE, and public companies. She talks about finance as connective tissue in organizations. Short wins build trust. Data transparency and centralized BI turn disputes into strategy. CFOs partnering with revenue teams unlock predictability and margin-aware deal-making.
8 snips
Jan 22, 2026 • 55min
How the Best CFOs Lead Without Being the CEO | Ken Stillwell
Ken Stillwell, CFO and COO of Pegasystems, is a seasoned leader in finance and operational transformations. He discusses the nuances of supporting a CEO while providing directional clarity and trust in sales compensation changes. Ken highlights the risks of KPI obsession, advocating for a focus on meaningful metrics instead. He also compares private equity's discipline with public market challenges, reflecting on Pega's strategic shift to cloud and subscription models. His candid insights on communication and adapting goals to various teams round out this enlightening conversation.
