SaaS Talk™ with the Metrics Brothers

Ray Rike & Dave Kellogg
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SaaS Talk™ with the Metrics Brothers

SaaS Talk™ with the Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. SaaS Talk™ provides unique insights, strategies, tactics and the metrics to measure customer acquisition, customer retention and customer expansion success for B2B SaaS companies. Each 20-minute episode will cover a topic critical to profitable revenue growth chalked full of practical advice that can be introduced and applied in most B2B SaaS companies.

  1. HACE 6 DÍAS

    Figma S-1

    Figma is a web-based collaborative design platform used by product designers, UX/UI teams and developers. They also just recently filed their S-1. During this episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss several aspects of the S-1 including: Customer count & revenue by customer segment ( $10,000 ARR, > $100,000 ARR, > $1M ARR)Net Revenue (Dollar) Retention Rate Calculation (132%)Gross Revenue (Dollar) Retention Rate Calculation (96%)Rule of 40 = 79 (higher than Palantir)Impact of the Adobe acquisition collapse - an enterprise valuation perspective Inspiration for the discussion and a few data points beyond what was in the Figma S-1 included: Jamin Ball - Clouded Judgement NewsletterOnly CFO NewsletterCJ Gustafson - Mostly Metrics Newsletter If you are interested in SaaS companies, S-1 filings and SaaS Metrics such as Net Revenue Retention, Gross Revenue Retention, and Rule of 40 - those metrics that impact enterprise value - this episode is for you!!! See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    22 min

  2. 2 JUL

    The ICONIQ 2025 State of Go-to-Market Report

    Go-to-Market is a term often used to describe the strategy, processes, and organizations that B2B companies employ to acquire, retain, and expand their customer base. In this episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss the recently published ICONIQ report on the State of GTM 2025...and yes, it includes a lot about how AI-native and AI utilization are impacting all things GTM.  Topics include: Funnel Conversion Rate TrendsAI-Native Funnel Performance Advantages Cost per OpportunityCustomer Renewal TimingGo-to-Market Headcount allocation (AI-Native vs Legacy SaaS)AI's impact on Sales ProductivityAI Spend Trends If you are a GTM leader, are responsible for the financial performance of your B2B SaaS company, or are interested in how AI is impacting all things customer acquisition, retention, and expansion, this episode has something for you!!! See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    29 min

  3. 25 JUN

    Is ARR Dead?

    The definition of Annual Recurring Revenue (ARR) has never been standardized - but in an era of variable pricing models such as Usage-Based Pricing, the innovative approaches to calculating and reporting ARR continue to evolve. During this episode, Dave "CAC" Kellogg and Ray "Growth" Rike cover the topic guided by a few recently industry influencer posts - coupled with their own experiences including: Ben Murray, The SaaS CFO - Please Don't Tell me ARR is DeadCJ Gustafson - How Public Companies Report ARRNotable, Glenn Solomon and Laura Hamilton. - Is ARR Dead or Just Evolving?Ben Murray, The SaaS CFO - Defining and Reporting ARR in a Variable Pricing EnvironmentDave Kellogg - SaaS Metrics Palooza '24 - The Impact of AI on SaaS Metrics (especially ARR) If you are interested in the topic of how companies using a variable pricing model are calculating and reporting ARR - this is a must listen episode and provides links to some of the most recent thinking on the topic! See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    24 min

  4. 11 JUN

    Mary Meeker - Artificial Intelligence (AI) Trends Report

    Mary Meeker’s experience dates back to her role as a leading technology analyst at Morgan Stanley with her “Internet Trends Report”, she was in the middle of the Netscape, Amazon, and Google IPOs, and became a VC at Kleiner Perkins (2010) and then founded Bond in 2018 which has raised $5.75B to fund companies including Canva, Stripe, Plaid, Ironclad and Nextdoor to name just a few. During this episode of SaaS Talk with the Metrics, CAC and Growth discuss some of the KEY highlights of the 339-page report, Bond and Mary Meeker just released on Artificial Intelligence (AI) Trends - 2025 including: ChatGPT and Generative AI are the fastest growing technology adoption of all time - with contextExponential growth of the AI ecosystemHow Generative AI is reinventing the technology stack and economic modelsGeo-political impact of the race to AI leadershipCapital intensive nature of AI and the operating profitability realityLegacy SaaS companies or native language models applications - who will win...and why The Metrics Brothers go beyond legacy SaaS to discuss the AI Trends captured in the Mary Meeker - Bond report and guess what - it includes numbers and metrics!!! Full report available at: https://www.bondcap.com/report/pdf/Trends_Artificial_Intelligence.pdf See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    25 min

  5. 4 JUN

    B2B Marketing Budget and Productivity Benchmarks

    Dave "CAC" Kellogg and Ray "Growth" Rike break down the recent Benchmarkit B2B Marketing Budget and Productivity Benchmarks Report. Key trends and insights into how the Marketing budgets are established, consumed and reported upon including: Marketing budget as a percentage of revenue including YoY changes and segmented by company sizeGrowth Rates compared to Marketing budget allocation - the chicken or the egg discussionPeople vs Program vs Technology budget allocation - and which company profile attributes impact the resultsDemand Generation - how much of the Marketing budget is consumed by demand gen - it depends...Product-Led Growth vs Sales-Led Growth - how the GTM motion impacts budget allocationTop 3 Marketing Performance Metrics use and the Top 3 Marketing efficiency metrics used If you are evaluating how your Marketing budget companies to similar "like" companies or how other companies are measuring the efficiency and/or Marketing ROI - this episode has something for you! See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    21 min

  6. 26 MAY

    Cost/Opportunity and Pipe/Spend

    How do you calculate the efficiency of pipeline generation in a B2B SaaS company? Dave "CAC" Kellogg and Ray "Growth" Rike take this metric(s) topic on head first by discussing both the Cost per Opportunity and Pipe to Spend metrics - key to understanding how much investment is required to generate pipeline! During this episode CAC and Growth also touch upon the closely aligned metric of "Pipeline Conversion" which is a critical metric to partner with both the Cost per Opportunity and the Pipe to Spend metrics! If you are responsible for generating pipeline (Demand Gen), responsible for the budget that goes into pipeline generation (Head of Marketing / CMO) or for how efficient new pipeline and the associated New ARR is produced (CFO and CEO) this episode has something for each pipeline generation stakeholder!!! See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    25 min

  7. 16 MAY

    Marketing and Sales Alignment

    Customer Acquisition Cost efficiency continues to be challenged in the B2B SaaS environment, while alignment across the Go-to-Market organization continues to be a topic of conversation. So, Dave "CAC" Kellogg a long time Marketing executive and Ray "Growth" Rike, a long time Sales executive decided to take on the the topic of Marketing and Sales alignment from their respective experiences as department executives. Topics discussed include: What is Marketing and Sales AlignmentWhat isn't Marketing and Sales AlignmentTop 3 Ideas to Achieve Marketing and Sales AlignmentHow Metrics Can Impact Marketing and Sales AlignmentThe Impact of Alignment If you are a CEO depending on the productivity of an aligned Go-to-Market organization, or the head of Marketing or Sales in a B2B SaaS company, this conversation is full of interesting ideas, stories and approaches to increasing revenue growth efficiency. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    30 min

  8. 8 MAY

    Why Can’t We All Just Get Along? Aligning Finance and GTM with SaaS Metrics

    Dave "CAC" Kellogg and Ray "Growth" Rike recently did a LIVE episode of SaaS Talk with the Metrics Brothers at the Baker Tilly Technology Finance Symposium in San Francisco. The topic of their discussion was aligning Finance and the Go-to-Market functions and included how SaaS metrics can be used as a core "alignment" strategy.  During this "extended" version of SaaS Talk with the Metrics Brothers, Ray and Dave discussed several different strategies to align Finance and the GTM functions, including: What is alignmentWhat isn't alignmentReal-life stories on what misalignment looks likePutting "Strategy" back into Strategic PlanningStrategic Planning Frameworks to considerSaaS Performance Metrics Framework to consider If you are a CFO or GTM executive leader - this live conversation is full of interesting ideas, experiences and of course a few attempts at humor by the Metrics Brothers! See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    45 min
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SaaS Talk™ with the Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. SaaS Talk™ provides unique insights, strategies, tactics and the metrics to measure customer acquisition, customer retention and customer expansion success for B2B SaaS companies. Each 20-minute episode will cover a topic critical to profitable revenue growth chalked full of practical advice that can be introduced and applied in most B2B SaaS companies.

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