Category: Blog

The ARR vs rev­enue con­ver­sa­tion is the sin­gle most expen­sive piece of con­fu­sion I see between SaaS CEOs and the peo­ple who price their com­pa­nies.

Most SaaS CEOs talk about ARR growth the way mete­o­rol­o­gists talk about the weath­er — as some­thing that hap­pens to the com­pa­ny, observ­able but not

Most SaaS CEOs pick a sales method­ol­o­gy the same way they pick a CRM: they read what the top-rat­ed com­peti­tor uses, hire a VP of

Most SaaS CEOs at $5M to $15M ARR spend some­where between $80,000 and $300,000 a year on sales tools and have no idea which ones

Most SaaS CEOs can’t tell you their actu­al sales cycle length with­in 20%. They know the deals that closed last quar­ter. They have a vague

Most SaaS CEOs track too many KPIs and act on too few. A typ­i­cal $10M ARR com­pa­ny has a dash­board with 30–40 met­rics, a finance