Connecting the Dots
A collection of blog posts on Revenue Operations (RevOps), Finance, Sales, building a company, PLG, JTBD, ARR, etc…
What’s in a month?
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in ARR(hold on to your shorts, this is both a philosophical and maths question!) If you’ve been following my last posts, you know my goal has been to provide tips on standardizing metrics to allow our friends in Finance and RevOps to have a little fun in the sun this month. But when it comes to…
Hot Tip #4: Giving free months can get expensive
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Who doesn’t like free stuff?? (spoiler alert: your ARR reporting doesn’t, that’s who!) It’s halfway through July, and as we get into the later quarters of the year, quotas are being eyed with more scrutiny and spiffs and promotions offered more liberally, chief amongst them being free trials. Free trials are a great incentive to…
Hot Tip #3: How to record credits given to customers
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New week, new tip dedicated to getting our friends in Finance and Rev Ops outside and running through sprinklers this summer not just spreadsheets. This one goes out in particular to scaling SaaS organizations operating with an accounting system that is 𝐧𝐨𝐭 integrated with other systems from the Rev Ops tech stack. 🔥 𝐇𝐨𝐭 𝐭𝐢𝐩…
Hot Tip #2: A tale of many currencies
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EUR and CAD and USD and… A tale of many currencies! Big national holiday week here in North America, which is the perfect time to discuss my next tip in our series dedicated to getting #Finance and #RevOps teams outside and enjoying their summer – currencies and exchange rates. Hot Tip #2: If you’re selling…
Hot Tip #1: Make sure the start and end dates of your yearly contracts actually equals one year.
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The sun is shining, the birds are chirping, it’s finally Summer! ☀ While most teams can take some much-deserved time off, I know all too well that for Finance and RevOps it can be business as usual. So for the next few weeks, I’m going to be dropping some hot tips from my years working…
How to make your solution customizable with intention
“This is built for operations people. It works for finance people, but it’s built for us to understand” That’s one of our favorite snippets from customer feedback interviews. Our customers love to customize – even more so than we initially may have anticipated. And if you’ve ever Googled “how to calculate ARR”, you’ll understand why…
JTBD concept through an example
I’m someone who prefers a visual and specific example of a concept, so for all the others out there, this is for you! Here’s how we used Tony Ulwick‘s essential JTBD Market Discovery framework (top half of the graphic) to help define our market around the core functional job of preparing financial reports in a…
Whitespace… the next frontier!
Maybe it’s the increasing temperatures, but the last few weeks I’ve been thinking (and posting) about what makes a solution sticky. Not in a “Ew, get it off me” way but a more indispensable “I put that stuff on everything” way. In last week’s post, I was reviewing how we help Customer Success teams get…
Relevance, expansion and stickiness!
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If you remember my post from last week, I talked about how you can stay sticky through a big organizational shift like a merger or an acquisition. But barring a shift like that, a similarly effective way to stay entrenched is showing how you can solve problems in other departments or areas of business. Let’s…
