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
Aug 12, 2024 • 52min
Behind the Earnings Calls: Couchbase CFO Greg Henry on Consumption Models & Analyst Relations
Greg Henry, CFO of Couchbase with a rich background in transforming enterprise subscription models, discusses his strategies for evolving Couchbase's pricing structure into a consumption-based model. He explains the advantages of a non-standard fiscal year and emphasizes the significance of Annual Recurring Revenue as a key performance metric. Greg also shares insights on managing analyst relationships post-earnings calls and reflects on valuable lessons learned from his time at General Electric, including navigating corporate challenges and the importance of long-term thinking.
21 snips
Aug 8, 2024 • 59min
From Founder to CFO: Jessica Lanier on Leadership, Acquisitions, and Career Growth
Jessica Lanier, CFO of Restaurant365 and seasoned finance leader, shares her journey from founder to CFO. She highlights the critical relationships between CEOs, CFOs, and CROs during acquisitions. Jessica discusses the unique skills required for success in private versus public sectors and the emotional complexities of leadership transitions. She also reflects on the importance of trust in M&A processes and offers insights on evaluating potential job opportunities while encouraging leaders to embrace change and tackle self-doubt.
7 snips
Aug 5, 2024 • 36min
Revenue Durability and Monetization Strategies in SaaS With CJ Gustafson
Discover the ins and outs of SaaS monetization models, from subscriptions to consumption-based strategies. Explore the nuances of product-led growth and sales-led growth, revealing their distinct impacts on financial decision-making. Learn why subscription contracts don’t guarantee revenue durability and the crucial differences between recurring and reoccurring revenue. Get insights on evolving financial management solutions that cater to high-growth businesses, ensuring you stay ahead in a competitive landscape.
Aug 1, 2024 • 60min
Inside Headspace’s B2B, B2C, and B2B2C Beast of a Business Model with CFO Nicolette Turner
Nicolette Turner, the CFO of Headspace, joined the company during the pandemic while seven months pregnant. She discusses her unconventional journey and emphasizes the importance of engaging directly with customers for better decision-making. Nicolette reveals the complexities of Headspace's B2B, B2C, and B2B2C business model, touching on challenges like customer acquisition costs and cash flow. She also shares insights on hiring practices, the need for diversity in teams, and effective strategies for employee feedback.
4 snips
Jul 29, 2024 • 32min
Tales of Cash Conversion Cycle Greatness with CJ Gustafson
CJ Gustafson, an expert in cash conversion cycles, shares his career insights and real-life success stories. He discusses optimizing cash flow, revealing how he reduced Days Sales Outstanding from 55 to 37 days. Using examples from companies like Starbucks and Chewy, he highlights innovative cash management strategies, including influencer marketing and gift card systems. CJ also delves into dynamic pricing tactics in the aviation industry, showcasing how these methods can drive business growth and improve financial agility.
5 snips
Jul 25, 2024 • 49min
A CFO's Masterclass in Hiring Abroad With Simone Nardi of Globalization Partners
Simone Nardi, CFO of Globalization Partners, discusses how to expand teams abroad cost-effectively, including using Employer of Record services, budgeting for international workforces, staying compliant with regulations, and managing currency fluctuations. They also cover Globalization Partners' business model, revenue forecasting, and the importance of tracking metrics for success.
Jul 22, 2024 • 55min
A CFO Playbook for Being Acquired - With Evan Fein of TextNow and The F Suite
Guest Evan Fein, CFO of TextNow and Global Chairman of FSuite, shares insights on being acquired, including the freemium model, metrics for CFOs like ARPU, and managing due diligence. He discusses handling customer data, communicating with stakeholders, and mastering the art of being acquired.
Jul 18, 2024 • 46min
SaaS’s Three Key Metrics: Insights from AvePoint's CFO Jim Caci
Jim Caci, CFO of AvePoint, shares insights on transitioning to SaaS metrics, educating on SaaS basics, AI investments for CFOs, and avoiding buyer's remorse. He discusses challenges in moving to annual subscriptions, aligning key metrics across departments, sales compensation evolution, and benefits of multi-year contracts. Emphasizes diverse CFO backgrounds, transparency, and importance of learning from mistakes.
Jul 15, 2024 • 40min
Inside a Robot-as-a-Service Company With Locus Robotics CFO Dustin Pederson
Interview with Dustin Pederson, CFO of Locus Robotics, discussing the Robot-as-a-Service model, supply chain management challenges, building ROI models, tracking unique metrics, and optimizing cash conversion cycles. Insights on market positioning, specialized ERPs, human-robot interactions, and negotiating tips for CFOs.
18 snips
Jul 11, 2024 • 47min
Underwriting Uncertainty: Huntress CFO Marcos Torres on Adaptability and Clarity of Vision
Huntress CFO Marcos Torres shares insights on career paths, adaptability, and clarity of vision. He discusses the survival of the fittest mentality, the CFO's role as a business leader, and the importance of strategic decision-making. Torres also announces an exciting fundraising update.
