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
10 snips
Dec 5, 2024 • 54min
Guiding Stakeholders Through Business Model Transitions with Varonis CFO & COO Guy Melamed
Guy Melamed, CFO & COO of Varonis, shares insights from his leadership in major business model transformations. He discusses the challenges of shifting from a perpetual to a subscription model and now to SaaS, emphasizing effective communication with stakeholders. Melamed highlights the need for collaboration across departments and adapting sales incentives to align with corporate goals. He also reflects on balancing growth with financial prudence, personal career risks, and the importance of financial education for future generations.
44 snips
Dec 2, 2024 • 1h 4min
Less but Better: Miro’s Justin Coulombe on the Power of Strategic Divestment in SaaS
Justin Coulombe, CFO of Miro and expert in SaaS business models, discusses his 'less but better' philosophy, emphasizing the power of strategic divestment to enhance focus and impact. He reveals how Miro utilizes data and predictive modeling to drive upsell opportunities and improve customer retention. The conversation touches on the balance between product-led growth and human-led sales, and explores the viability of per-seat versus outcome-based pricing models. Coulombe also offers insights on leading business transformations and the necessary shifts in SaaS practices for sustainable growth.
11 snips
Nov 28, 2024 • 48min
Private to Public to Private: Navigating Major Transitions with Dialogue Health CFO, Navaid Mansuri
Navaid Mansuri, CFO of Dialogue Health and seasoned negotiator in media, discusses his unique journey from a private company to public, and back to private in under five years. He shares insights on the challenges of financial management during these drastic shifts and the art of adaptability in leadership, particularly within the telehealth sector during COVID-19. Mansuri also highlights the nuances of the Canadian IPO landscape and offers valuable lessons from his career mistakes, emphasizing the importance of networking and the right operational tools.
Nov 25, 2024 • 1h 4min
Budgeting Your External Facing Time as a CFO: Tipalti’s Sarah Spoja
Sarah Spoja, CFO of Tipalti and expert in private equity operations, discusses the evolving role of CFOs in high-growth environments. She explores M&A as a growth lever, emphasizing the importance of preserving company culture during mergers. Sarah highlights how CFOs can balance strategic oversight with hands-on work and the dual role of strategist and salesperson. With insights into investor relations and effective time management, she shares tips on navigating the complexities of scaling a startup, all while keeping the process engaging and lighthearted.
Nov 21, 2024 • 32min
The Largest Software IPO Ever: How Snowflake Still Left Money on the Table
Dive into the fascinating world of Snowflake’s IPO, the largest in tech history, which sent stock prices soaring on its debut. Explore the company’s innovative cloud data warehousing and a unique pricing model that sparked intrigue. Discover the impact of leadership changes and financial strategies on Snowflake's success. Learn about the meritocratic approach that shaped its culture and the focus on customer success that revolutionized revenue metrics. Plus, uncover the pricing strategy that ultimately left billions on the table.
Nov 18, 2024 • 53min
Risk, Reward, and Revolution: Financing The Clean Future of Flight with ZeroAvia's Georgy Egorov
Georgy Egorov, CFO of ZeroAvia, shares his impressive journey from AI drug discovery to leading a clean aviation revolution with hydrogen-powered airplanes. He dives into the challenges of securing funding for climate tech and the significance of building competitive products. Georgy emphasizes the crucial role of risk management in startups, drawing on his banking background. He offers insights into investor communication, combating greenwashing, and humorous anecdotes about the quirks of business expenses, making for an engaging discussion on innovation and sustainability in aviation.
Nov 14, 2024 • 52min
The Art and Science of a Day-One IPO Pop with OneStream Software CFO Bill Koefoed
Bill Koefoed, CFO of OneStream Software, shares his expertise on navigating the complexities of an IPO. He recounts the thrill of their stock soaring 34% on debut despite market turbulence. Bill reflects on the strategic decisions made during the challenging roadshow and emphasizes the importance of investor relations. With a background in Microsoft's investor relations, he reveals lessons in transparency and resilience. Plus, he provides amusing anecdotes about quirky expense claims, adding a light-hearted touch to his insightful journey.
5 snips
Nov 11, 2024 • 54min
The New Backbone of Finance: Zero Hash's Adam Berg on Financial Services Infrastructure and Crypto
Adam Berg, CFO of Zero Hash, provides invaluable insights into the evolving landscape of financial services infrastructure, emphasizing the pivotal role of blockchain technology. He discusses the complexities of B2B2C business models and the critical challenges of liquidity management. Adam highlights how margin compression can harm end users while offering strategic advice for aspiring finance professionals. With humor, he shares anecdotes on outrageous company expenses, blending serious finance with light-hearted moments.
Nov 7, 2024 • 48min
Unpacking the Future of Global Payments with TerraPay’s CFO Ganapathy Subramaniam
Ganapathy Subramaniam, CFO of TerraPay, dives into the intricacies of cross-border payments, highlighting challenges like high fees and inefficiencies. He discusses innovative digital solutions reshaping the payment landscape and emphasizes the importance of optimizing payment corridors, especially in regions like Africa and South Asia. Ganapathy also explores the evolving role of CFOs as strategic value creators and shares insights on currency exchange margins and the growing importance of digital wallets. His reflections offer a roadmap for finance leaders aiming to elevate their impact.
Nov 4, 2024 • 51min
Secondaries, Continuation Vehicles, and Sidecar Funds: Private Equity with HarbourVest’s Scott Voss
Scott Voss, Managing Director at HarbourVest, shares his expertise in private equity, focusing on secondaries, continuation vehicles, and sidecar funds. He discusses how HarbourVest identifies promising fund managers and the importance of private market access for diversified portfolios. Scott highlights trends in AI's impact on investments and delves into the complexities of succession planning in private equity. He also explains how continuation vehicles are evolving from distressed asset management to innovative growth opportunities, enhancing market liquidity.
