Managing cash in this environment

Managing your working capital is a topic that glazes eyes, but in this environment it’s very important. In all likelihood, your customers are asking to delay payments and your vendors are asking to accelerate them, so if you don’t pay……

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Getting to exit wont be easy

You probably won’t be a success from day 1. You’re going to struggle and may even come close to failure (more than once). The good news: there are plenty of examples of companies that had setbacks and bumps along the……

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Good LTV and CAC trends

The most important metrics for B2C companies are customer acquisition cost or “CAC” and life time-value or “LTV”. The first measures the cost of acquiring the customer while the second measures the profits of the customer over it’s life with……

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The best metric in SaaS

Contribution margin is one of the most important metrics in SaaS. It is revenue from a certain set of customers (a cohort) less the cost of acquiring and servicing the customers over time. Customers are generally grouped into annual cohorts,……

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Building SaaS pipeline – part 5

I read Trish Bertuzzi’s book ‘The Sales Development Playbook’ and it was by far one of the best sales books I’ve read in a while.  The book focuses heavily on building pipeline with SDR teams.  This is the fifth post……

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