Source I hate to admit it, but this threw me for a loop for YEARS. Bookings represent the total value of customer contracts signed during a given period, regardless of when the actual revenue is recognized. This metric is crucial for forecasting future revenue and understanding your company's sales momentum. Bookings reflect the demand for your products or services and the sales team's ability to secure new business. However, Bookings do not necessarily translate to immediate cash flow or revenue recognition. There are often timing differences between when a contract is signed and when the a ..read more

Simone Nardi, the CFO of Globalization Partners, one of the largest providers of Employer Of Record (EOR) services, joins CJ for a masterclass in expanding internationally. Simone explains the concept of an Employer of Record, how it handles employment-related tasks and obligations for companies going abroad, and how it differs from a Professional Employer Organization (PEO). Together they flesh out a framework for CEOs and CFOs looking to build teams internationally. They talk about everything that goes into hiring great people abroad and doing it in a cost-efficient and strategic manner ..read more

Mostly Metrics is supported by BlueRocket, a top pricing consultancy for tech companies. As a tech CFO, pricing is one of the most difficult undertakings I’ve personally wrestled with. The journey to price optimization is complex, but you don't have to navigate it alone. BlueRocket's pricing experts have all operated companies before. And they’ve used that hands-on experience to help companies like Salesforce, Gitlab, Brex, Zendesk, and Google optimize their pricing. Schedule Pricing Conversation Readers of this newsletter get a pricing conversation with BlueRocket’s CEO Jason Kap. “It's ..read more

In this episode, Evan Fein, CFO of TextNow and Global Chairman of FSuite, a professional group for CFOs, joins CJ for a deep dive into the complexities of being acquired. Evan introduces listeners to his company TextNow, and how it remains free while making money. He also covers important metrics for CFOs in telecom such as Average Revenue Per User and the importance of considering the time value of money. While we often hear from people on the buying side of M&A, Evan then sheds light on what it’s like being the CFO of a business that is being acquired, discussing the different types o ..read more

Support for Mostly Metrics comes from Planful, the pioneer of financial performance management cloud software. Plan confidently, close faster, and report accurately with Planful. Planful’s robust financial performance management platform empowers teams like yours to achieve peak financial excellence across every corner of your business. What sets Planful apart? With quick implementation and minimal IT involvement, you can get started in weeks, ensuring seamless engagement across your organization's key financial processes. Grow without limits with a platform that scales with you, no matte ..read more

Jim Caci, CFO of AvePoint, a publicly traded backup and recovery vendor for Microsoft 365, joins CJ for this episode. He talks about the harrowing experience of transforming a company from perpetual licenses to SaaS, how the key metrics he tracked changed throughout this process (and what his top three key metrics are), what he needed to convey to members of the company about the basics of SaaS, and how paying sales reps changed with this shift. He also emphasizes the importance of understanding the difference between bookings, ARR, revenue, and sales. Jim unpacks why he believes that AI is ..read more

Mostly Metrics is supported by BlueRocket, a top pricing consultancy for tech companies. As a tech CFO, pricing is one of the most difficult undertakings I’ve personally wrestled with. The journey to price optimization is complex, but you don't have to navigate it alone. BlueRocket's pricing experts have all operated companies before. And they’ve used that hands-on experience to help companies like Salesforce, Gitlab, Brex, Zendesk, and Google optimize their pricing. Schedule Pricing Conversation Readers of this newsletter get a pricing conversation with BlueRocket’s CEO Jason Kap. TL;DR ..read more

Support for Mostly Metrics comes from Planful, the pioneer of financial performance management cloud software. Plan confidently, close faster, and report accurately with Planful. Planful’s robust financial performance management platform empowers teams like yours to achieve peak financial excellence across every corner of your business. What sets Planful apart? With quick implementation and minimal IT involvement, you can get started in weeks, ensuring seamless engagement across your organization's key financial processes. Grow without limits with a platform that scales with you, no matte ..read more

EBITDA and FCF are often used interchangeably in the context of profitability. Both drop out of the bottom of your P&L, and are linked to company valuation. But similar to how olive oil and sun tan oil are both oils, you can eat one, while the other is only for superficial purposes. What the hell do I mean? If I were to sum it up, EBITDA is used to compare companies on the surface, while Free Cash Flow can be consumed. Let’s dig in. EBITDA EBITDA (earnings before interest, taxes, depreciation, and amortization) is as if the playing field was equalized for where a company is located and ..read more

Continuing in the series of interviews with CFOs from pre-IPO companies recorded live from the New York Stock Exchange, in this episode, CJ is joined by Marcos Torres, CFO of Huntress. Marcos talks about his unusual career path and how he believes there are outsized prizes for people who take the path less traveled. He discusses the qualities of a good CFO such as critical thinking and adaptability, and how this relates to the survival of the fittest versus the survival of the strongest in Darwin's theory. He explains the significance of having a clear vision, making strategic decisions in ..read more