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
23 snips
Sep 19, 2024 • 1h 3min
Haunting Agitation: Channeling Ambition for Ultra Success with Dr. Julie Gurner
Dr. Julie Gurner, an author and expert on ambition and self-talk, joins the conversation to share insights into how top performers channel their drive. She introduces the concept of 'haunting agitation,' a hunger that fuels success and offers strategies for overcoming negative self-talk. Dr. Gurner emphasizes the importance of setting boundaries, explaining how saying no can enhance focus and personal freedom. The discussion also highlights the critical difference between being motivated and going 'all in' for exponential growth, reshaping the way we think about ambition.
Sep 16, 2024 • 53min
Why Fundraising Has Slowed Down: Insights from Emergence Capital’s Benchmarking Report
Joseph Floyd, a representative from Emergence Capital with expertise in venture capital trends, joins the conversation to reveal insights from a recent benchmarking report. He discusses the slowdown in fundraising and the struggles of companies in the 'messy middle.' Floyd highlights the challenges of integrating AI versus generating revenue from it and examines the significance of efficiency metrics like net dollar retention. Tune in for a witty analysis of evolving funding dynamics and the need for startups to rethink their reliance on venture capital.
Sep 12, 2024 • 1h 1min
Revolutionizing a $500 Billion TAM Industry With West Shore Home CFO Philip Brenckle
Philip Brenckle, CFO of West Shore Home, shares his insights on transforming the $500 billion home remodeling industry. He discusses innovative strategies for simplifying remodeling processes and enhancing customer experience through technology. Philip highlights the importance of financing, revealing that a significant portion of projects is funded through credit. He also outlines the benefits of employing W-2 workers for quality control and customer satisfaction. Lastly, he delves into the landscape of mergers and acquisitions, emphasizing the need for strong adviser relationships.
Sep 9, 2024 • 52min
The Roadshow, the IPO Process, and Ringing That Bell, With CFO Amanda Whalen of Klaviyo
Amanda Whalen, CFO of Klaviyo, shares her insights into the IPO process, detailing the bold choice to go public amid tough times. She discusses the importance of timing and growth, the rigorous preparation for investor presentations, and the delicate balance of managing valuations. Amanda also highlights the evolving role of a CFO, emphasizing talent development and strategic leadership. Expect entertaining anecdotes, including why good CFOs are likened to dolphins, and practical career advice wrapped in humor.
Sep 5, 2024 • 55min
The Evolution of Software Pricing and Packaging with Pricing Expert Jason Kap
Jason Kap, founder and CEO of Blue Rocket and a veteran in pricing strategies, dives into the fascinating evolution of software pricing. He discusses the transformation from bundled hardware to standalone software, leading to today's SaaS and hybrid models. The conversation touches on the challenges faced by early Application Service Providers and the rise of cloud pricing. Jason emphasizes the importance of transparency and adapting to customer needs, while offering insights on how CFOs can navigate the modern pricing landscape in the age of AI.
Sep 2, 2024 • 50min
The Business of AI in Military Defence with Shield AI CFO Kingsley Afemikhe
Kingsley Afemikhe, CFO of Shield AI, shares his expertise on the cutting-edge landscape of autonomous jets in military defense. He discusses the critical differences between autonomous vehicles and flight technology, shedding light on the role of AI in evolving defense strategies. Kingsley provides insights into navigating complex international deal-making and emphasizes the importance of mentorship. He explores how advancements in defense tech could revolutionize various careers, hinting at a transformative future for the industry.
5 snips
Aug 26, 2024 • 54min
NPV-Positive Decision Making: Thumbtack CFO Larry Roseman’s Winning Framework
In a captivating discussion, Larry Roseman, CFO of Thumbtack, dives into the intricacies of running marketplace businesses at scale. He reveals how Thumbtack's broad service approach aids success, countering common niche strategies. Larry highlights the importance of NPV-positive decisions for sustainable growth and talks about transitioning to a proactive home management model. With insights into customer acquisition costs and the role of CFOs, he emphasizes balancing service quality with user experience while leveraging crises for opportunity.
Aug 22, 2024 • 1h 2min
The Art of a Fundraising Announcement with Eric Newcomer
In this engaging discussion, Eric Newcomer, who leads the largest independent media outlet focused on venture capital, shares insights on effective fundraising announcements. He emphasizes the critical role of media relationships and the art of storytelling in attracting talent. Eric explores the fascinating trend of media companies becoming VCs and vice versa while discussing memorable stories he's covered. Drawing from his vast experience, he highlights the intricacies of crafting compelling funding narratives and the importance of personal connections in the venture capital landscape.
13 snips
Aug 19, 2024 • 54min
Mastering OKRs: A CFO’s Guide with Bryan Morris of Demandbase
Bryan Morris, the CFO of Demandbase, dives into the intricacies of mastering OKRs as organizations gear up for 2025. He shares strategies for setting effective OKRs, aligning goals across departments, and why they sometimes lose steam. Morris emphasizes the importance of structured weekly updates and discusses the role of personality tests in maximizing team dynamics. He also touches on the CFO's critical influence over software decisions and the hidden costs associated with poor tech choices, offering valuable insights for finance leaders.
7 snips
Aug 15, 2024 • 42min
Finding “Personal Product-Market Fit”: Career Advice from CJ in Q&A With Intern Charlie
CJ, a seasoned professional in startup equity and SaaS management, teams up with Charlie, Run the Numbers' first intern, to dive into career advice and internship insights. They discuss the fierce competition for internships and the shift in recruitment processes. CJ shares when to join startups for maximum equity and the skills necessary for running a $100 million+ SaaS company. Charlie offers a fresh intern's perspective, while both explore the importance of recognizing unique skill combinations to stand out in the job market.
