Run the Numbers is a business podcast about financial metrics and business models for CFOs, aspiring CFOs, finance leaders, and ambitious people operating tech startups. Hosted by CJ Gustafson, CFO and writer of Mostly Metrics, the show shares lessons, frameworks, and operator insights from the trenches as a tech exec. Think of it as a playbook for the things CJ wishes he knew earlier in his career, covering SaaS metrics, annual budgeting, forecasting, headcount, equity, dilution, fundraising, and the decisions that drive performance and growth.
In this episode of "Run the Numbers," CJ Gustafson delivers a solo brain dump on sales compensation. He covers key aspects of designing sales rep compensation plans, including the roles of People Operations, FP&A, and RevOps, and getting the base versus variable split right. He discusses quota to on-target earnings (OT...
In this episode of "Run the Numbers," CJ interviews Todd Rakow, CFO of Gladly, about usage-based revenue models. They discuss accurately calculating ARR, using net dollar retention to forecast customer usage, and structuring sales commissions. Todd shares insights from his "ARR guide," explaining the difference between...
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