Mostly Metrics

The Age of Outcome Based Pricing is upon us. Crazy idea: What if SaaS companies stopped charging for seats, clicks, or API calls and instead tied pricing to customer success? Think: “You only pay us if we help you grow revenue or cut costs.” This isn’t some theoretical MBA exercise—it’s happening. Companies are flipping their pricing models to align with outcomes, not inputs. Customers love it because it de-risks their spend. Companies love it because it creates sticky, aligned partnerships. I dive deeper into this in my latest post with the great Kyle Poyar. Let me know your take below ?? https://lnkd.in/eRX2z9hW

When are you ready to go public? Here’s a simple framework. It comes from speaking with Amanda Whalen, CFO of Klaviyo, one of the few successful tech IPOs of 2023. You’re company is ready when you've demonstrated: 1) Scale: You’ve gotten to a substantial enough size (north of $500m in revenue) to prove you aren’t going anywhere. 2) Proof points: You have evidence that new initiatives for growth are working. 3) Upside: You’re actively planting the seeds for future expansion, so investors will reap the benefits. Scale and predictability are the two must-haves constantly drilled into the minds of operators. You need to be “big” and able to “predict” future growth. But the third point is not discussed enough. Sharing upside with investors is crucial.?There has to be some meat left on the bone. To use a sports analogy, an NFL running back gets to?negotiate?for a big time contract based on his past performance. But he gets?paid?based on?the yards the team thinks are still in his legs. Investors want to know there’s plenty of room for growth going forward. They don’t want to come in and find out you’ve already exhausted every opportunity. They want some runway. They want some upside. They want some juice left to squeeze. When you tell your equity story - make sure it’s clear you still have yards left in the tank and room to keep running. You can find the full podcast and an analysis of recent market multiples at mostlymetrics.com

Is negotiation part of your job? Beating someone up on price isn't the only lever at your disposal. Steal these 8 tips for negotiating non-pricing terms. They can move the needle in a big way when it comes to realizing value. You can find more materials like this at mostlymetrics.com

If you're wandering through Times Square today, you might see my face lol When Attio said they'd put me on a billboard, I didn't think they were serious... Shoutout to Attio and all they're doing to advance the CRM space. It's long been ripe for disruption. Thanks Alice Chen and Nicolas Sharp for this great idea. So cool to be included among other epic GTM and product leaders like Jaryd Hermann p.s If you want to see why we all think Attio is creating a new paradigm in CRM, check this out: ?? https://attio.com/next-gen

Do you like to talk SaaS Metrics and crush cold ones? For all the CFOs and finance leaders who either live in the San Fran area or are attending SaaStr this year - let's get together. I'm hosting a Happy Hour with my friends Carta, Leapfin, and Anrok on Wednesday September 11th from 6 to 8:30 PST RSVP here: https://lnkd.in/dubdcrVX

?? Is your Total Addressable Market (TAM) really as big as you think? Ever wondered why huge market potentials don’t always translate to big profits? We explored common fallacies that lead businesses astray when calculating their market potential, with insights from CJ Gustafson. Myth 1: A Big Market Automatically Means Success Myth 2: Pre-packaged TAM figures are sufficient Myth 3: Your TAM and SAM are the same Myth 4: Adjacent market equals my market Myth 5: TAM is static over time What myths about market sizing could be costing your business money right now? ??Check out the full article here: https://lnkd.in/grU4F2HJ #SaaSInsights #SaaSGrowth #MarketSizing #TAM?