Run the Numbers
By CJ Gustafson
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Subscribers: 12
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Episodes: 204
Description
Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth. www.mostlymetrics.com
| Episode | Date |
|---|---|
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Beat, Raise, Repeat: Former IBM CFO on Developing Watson, AI Automation & Financial Stewardship
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Jul 21, 2025 |
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The CEO's #1 Job: Capital Allocation
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Jul 19, 2025 |
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“AI Might Be Coming for Your Job, but There’s No Better Time To Be an Accountant”
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Jul 17, 2025 |
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Don’t Sign That Yet: Small M&A Mistakes That Can Cost You Big
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Jul 14, 2025 |
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The Shrinking Public Markets, and Rise of Private Liquidity Loops
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Jul 12, 2025 |
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“Anything new needs to have AI core to its offering”: Amy Butte on How Navan Is Redefining Finance Ops
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Jul 10, 2025 |
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Inside the “PayPal Mafia”: One of the Most Influential “Seed Funds” in Tech History with Jimmy Soni
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Jul 07, 2025 |
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IPO Alert: Breaking Down Figma's S1 Filing
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Jul 05, 2025 |
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The Modern CFO: Scott Engler on How To Master the Most Important Role in the Company
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Jul 03, 2025 |
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I sold a company, and then fired myself immediately
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Jun 28, 2025 |
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Inside the CFO Tech Stack (and the Failure Museum): Insights From Norwest’s Sean Jacobsohn
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Jun 26, 2025 |
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Big Systems Thinking for Building a Finance Org: Advice From a Zoom Hypergrowth Survivor
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Jun 23, 2025 |
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Preparing for Google Zero
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Jun 21, 2025 |
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a16z’s Alex Immerman on the Evolving Role of the CFO in the Age of AI
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Jun 19, 2025 |
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The CFO As the Culture Leader: KPIs, OKRs, and Embracing Failure To Achieve Success
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Jun 16, 2025 |
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Saying the quiet part out loud
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Jun 14, 2025 |
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Customer-First Finance: PagerDuty's Secret to “Small” Public Company Success
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Jun 12, 2025 |
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From $30M to Almost $1B: A Guide to Hypergrowth, IPO Prep, and Navigating the Public Market
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Jun 09, 2025 |
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Bet on Yourself, and Putting in "Time on the Board" (CJ gets interviewed)
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Jun 07, 2025 |
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Wasted Capital and Where to Find It: The CFO’s Guide to Spoilage, Levers & Leakages
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Jun 05, 2025 |
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Carta’s Head of Insights on Dilution, Equity, and the State of the Market Right Now
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Jun 02, 2025 |
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Mostly Mailbag - May Audience Questions
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May 31, 2025 |
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An Operationally-Focused CFO’s Guide to Scaling From SMB to Enterprise: Lessons From ServiceNow
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May 26, 2025 |
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Chime IPO: S1 Breakdown
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May 24, 2025 |
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“Run Toward a Tough Market” — Developing the Hard and Soft Skills To Be a Great Finance Leader
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May 22, 2025 |
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Former PayPal CFO on Risk and Return in Venture Capital, Private Equity, and Public Companies
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May 19, 2025 |
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Why Romanticizing PLG is Dangerous
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May 17, 2025 |
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Portfolio Operations: This Is What You Actually Have To Do To Make Sure a Company Is Successful
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May 15, 2025 |
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The One Use Case for Venture Debt That Most Founders Never Think About
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May 12, 2025 |
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How CFOs are ACTUALLY Using AI within their Companies
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May 10, 2025 |
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Investor Relations as a Strategic Weapon: A Masterclass
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May 08, 2025 |
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Riding the Wave of Innovation: Lessons From Surfline’s 40-Year Business Evolution
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May 05, 2025 |
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State of the Private Markets - April
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May 03, 2025 |
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Financial Storytelling Can Move Markets As Much as Results – Morgan Stanley Exec Explains
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May 01, 2025 |
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CFO, COO, or Hybrid? Choose Your Own C-Suite Adventure! (Also: How To Master Channel Sales)
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Apr 28, 2025 |
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Straight Talk on the Economy - What it Means for Tech
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Apr 26, 2025 |
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The $7 Million Wake-Up Call: Mastering Rebates for Profitability with Enable’s Nick Rose
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Apr 24, 2025 |
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The Billionaire Rolodex: Building a DaaS Business to Target the 0.001%
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Apr 21, 2025 |
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Is Product-Market Fit Getting Harder to Keep?
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Apr 19, 2025 |
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Not All Revenue Is Good Revenue: Rob Paterson of Employment Hero Explains
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Apr 17, 2025 |
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Inside the "Triangle of Doom”: How Great CFOs Navigate CEO and Board Dynamics
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Apr 14, 2025 |
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How I Lost $209,640 (and Found My Own PMF)
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Apr 12, 2025 |
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“I Lost Money – It Was Beautiful” – Brad Channer on Why You Should Fail at a Startup at Least Twice
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Apr 10, 2025 |
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Scaling Google Ads: Lessons from an $80B Journey with Sanjay Datta
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Apr 07, 2025 |
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Stubhub IPO: S1 Breakdown
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Apr 05, 2025 |
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The High-Stakes World of Consumer Marketplaces: John Connolly on Trends, Metrics, & Myths
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Apr 03, 2025 |
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Stripe rips, Plaid falls, and Wiz gets PAID... State of the Private Markets (March)
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Mar 29, 2025 |
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The Startup Shutdown Playbook: How to Succeed in Closing a Company
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Mar 27, 2025 |
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The Art of Stacking S-Curves: Olo’s Winning Vertical SaaS Strategy with CFO Peter Benevides
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Mar 24, 2025 |
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Klarna IPO: S1 Breakdown
|
Mar 22, 2025 |
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Red Flags & Big Wins: Lucas Swisher on What Makes Coatue Say Yes (or No) to an Investment
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Mar 20, 2025 |
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21 Million Customers: The Two Keys to Long-Term Tech Success with GoDaddy CFO Mark McCaffrey
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Mar 17, 2025 |
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The Business of Mostly Metrics. Part I.
|
Mar 15, 2025 |
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Taking Criticism Like a Pro: Airtable's Ambereen Toubassy on Investor Feedback and Curiosity
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Mar 13, 2025 |
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Uncovering Blind Spots and Other Lessons from High-Growth Companies with Five-Time CFO David Lapter
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Mar 10, 2025 |
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CoreWeave IPO: A Future Giant or Just WeWork with GPUs?
|
Mar 08, 2025 |
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Eliminating Operational Inefficiencies with Hanan Aharoni of Operative
|
Mar 06, 2025 |
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From Massive Corporate to Tiny Startup: Foodics CFO Abdullah Tahboub on Making the Leap
|
Mar 03, 2025 |
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State of the Private Tech Markets (February)
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Feb 28, 2025 |
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The Era of “I Need a COO and a CFO” Is Over: Jim Cook on the Next Evolution of the CFO
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Feb 27, 2025 |
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Investors vs Operators: Aidoc’s Arvind Kadaba on the “Grass Is Greener” Trap and How to Escape It
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Feb 24, 2025 |
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Stripe, Klarna, & the Fintech Resurgence—What’s Driving Valuations?
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Feb 22, 2025 |
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Inside Grab: How a Super App Transformed Southeast Asia — with CFO Peter Oey
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Feb 20, 2025 |
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Scoring Big: The Playbook for Nonprofit Financial Success with USA Hockey CFO Kelly Mahncke
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Feb 17, 2025 |
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How much revenue do you need to IPO in 2025?
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Feb 15, 2025 |
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From CF-No to CF-Go: Serial CFO Michael Bayer’s Guide to Hypergrowth
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Feb 13, 2025 |
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How Upwork CFO Erica Gessert Drove 20 Points of EBITDA Growth in Just 3 Quarters
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Feb 10, 2025 |
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Profits vs. Growth: What X, Deel & Clay Are Teaching Us
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Feb 08, 2025 |
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A CFO’s Guide to Raising Take Rates and Increasing Gross Margins, with Kapil Agrawal
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Feb 06, 2025 |
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You Can Securitize Anything! — Art as an Asset Class with Nigel Glenday of Masterworks
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Feb 03, 2025 |
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State of the Private Markets: January 2025
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Feb 02, 2025 |
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“What’s in It for Me?” The Art of Storytelling in an IPO - with Monday.com CFO Eliran Glazer
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Jan 27, 2025 |
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The Analytics Escalator: Unlocking Value in Finance with Mambu CFO Jesper Sorensen
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Jan 23, 2025 |
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"Be Interesting" and Other Unconventional Finance Career Advice from CFO Jeff Cassidy
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Jan 20, 2025 |
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“Your budget is counter-productive” — Michiel Boere, CFO of Remote
|
Jan 16, 2025 |
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A Masterclass with the Michael Jordan of B2C Subscription, Reid DeRamus
|
Jan 13, 2025 |
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“Most Decisions Are Reversible” – A Masterclass in Decision Making with Zapier’s Ryan Roccon
|
Jan 09, 2025 |
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The Best Ever Answer to Build Versus Buy, and Other Wisdom from Matt Hudson of Coda
|
Jan 06, 2025 |
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So You’re Looking for a “Strategic” CFO? Bloomerang’s Steve Isom on What That Really Means
|
Jan 02, 2025 |
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“Annual Planning Is So Last Year” – Ross Grainger, CFO of Paradox, on What He Does Instead
|
Dec 26, 2024 |
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Mitigating Churn: A Masterclass in Customer Retention with Will Cureton, CFO of Nitrogen Wealth
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Dec 23, 2024 |
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The ROI of OKRs (and Advice on Building Analytics Teams) with Sisense CFO Alyssa Shadinger
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Dec 19, 2024 |
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16 P&Ls: The CFO’s Guide to M&A Operational Complexity with Dotmatics’ Rebeca Sanchez Sarmiento
|
Dec 16, 2024 |
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Building a Billion-Dollar Pipeline: A Deep Dive into Rubrik’s Sales Strategy with Samarth Mital
|
Dec 12, 2024 |
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Is Stock-Based Compensation Real? A Masterclass with Clio CFO Curt Sigfstead
|
Dec 09, 2024 |
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Guiding Stakeholders Through Business Model Transitions with Varonis CFO & COO Guy Melamed
|
Dec 05, 2024 |
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Less but Better: Miro’s Justin Coulombe on the Power of Strategic Divestment in SaaS
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Dec 02, 2024 |
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Private to Public to Private: Navigating Major Transitions with Dialogue Health CFO, Navaid Mansuri
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Nov 28, 2024 |
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Budgeting Your External Facing Time as a CFO: Tipalti’s Sarah Spoja
|
Nov 25, 2024 |
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The Largest Software IPO Ever: How Snowflake Still Left Money on the Table
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Nov 21, 2024 |
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Risk, Reward, and Revolution: Financing The Clean Future of Flight with ZeroAvia's Georgy Egorov
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Nov 18, 2024 |
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The Art and Science of a Day-One IPO Pop with OneStream Software CFO Bill Koefoed
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Nov 14, 2024 |
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The New Backbone of Finance: Zero Hash's Adam Berg on Financial Services Infrastructure and Crypto
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Nov 11, 2024 |
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Unpacking the Future of Global Payments with TerraPay’s CFO Ganapathy Subramaniam
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Nov 07, 2024 |
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Secondaries, Continuation Vehicles, and Sidecar Funds: Private Equity with HarbourVest’s Scott Voss
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Nov 04, 2024 |
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Monetizing Community Engagement: The Business of Fitness with Strava CFO Lily Yang
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Oct 28, 2024 |
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Is ARR Dead? SaaS Metrics in the Age of AI with Kyle Poyar of Growth Unhinged
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Oct 24, 2024 |
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Pixar Movies and Wealth Management Tech: Finance and Storytelling with Altruist’s Marc Greenberg
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Oct 21, 2024 |
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Forecasting Revenue and Managing Volatility with Naeem Ishaq of Checkr, Inc.
|
Oct 17, 2024 |
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A Masterclass in Annual Planning: Budgeting for Hypergrowth
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Oct 14, 2024 |
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Redefining Buy Now, Pay Later: A Customer-First Approach with Affirm’s COO & CFO Michael Linford
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Oct 10, 2024 |
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Decoding SaaS Growth: Maxio’s 2024 Benchmarking Report with VP of Strategy Jon Cochrane
|
Oct 07, 2024 |
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A CFO’s First 100 Days – A Playbook by Seven-Time CFO Stephen Grist
|
Oct 03, 2024 |
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Efficiency Metrics, Management, and Consolidation - Tony Boor’s CFO Playbook for Scaling Blackbaud
|
Sep 26, 2024 |
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“You’re Spending Too Much Time on Planning!” — The Seven Maxims of Annual Planning With Mercury’s Daniel Kang
|
Sep 23, 2024 |
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Haunting Agitation: Channeling Ambition for Ultra Success with Dr. Julie Gurner
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Sep 19, 2024 |
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Why Fundraising Has Slowed Down: Insights from Emergence Capital’s Benchmarking Report
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Sep 16, 2024 |
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Revolutionizing a $500 Billion TAM Industry With West Shore Home CFO Philip Brenckle
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Sep 12, 2024 |
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The Roadshow, the IPO Process, and Ringing That Bell, With CFO Amanda Whalen of Klaviyo
|
Sep 09, 2024 |
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The Evolution of Software Pricing and Packaging with Pricing Expert Jason Kap
|
Sep 05, 2024 |
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The Business of AI in Military Defence with Shield AI CFO Kingsley Afemikhe
|
Sep 02, 2024 |
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NPV-Positive Decision Making: Thumbtack CFO Larry Roseman’s Winning Framework
|
Aug 26, 2024 |
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The Art of a Fundraising Announcement with Eric Newcomer
|
Aug 22, 2024 |
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Mastering OKRs: A CFO’s Guide with Bryan Morris of Demandbase
|
Aug 19, 2024 |
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Finding “Personal Product-Market Fit”: Career Advice from CJ in Q&A With Intern Charlie
|
Aug 15, 2024 |
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Behind the Earnings Calls: Couchbase CFO Greg Henry on Consumption Models & Analyst Relations
|
Aug 12, 2024 |
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From Founder to CFO: Jessica Lanier on Leadership, Acquisitions, and Career Growth
|
Aug 08, 2024 |
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Revenue Durability and Monetization Strategies in SaaS With CJ Gustafson
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Aug 05, 2024 |
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Inside Headspace’s B2B, B2C, and B2B2C Beast of a Business Model with CFO Nicolette Turner
|
Aug 01, 2024 |
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Tales of Cash Conversion Cycle Greatness with CJ Gustafson
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Jul 29, 2024 |
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A CFO's Masterclass in Hiring Abroad With Simone Nardi of Globalization Partners
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Jul 25, 2024 |
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A CFO Playbook for Being Acquired - With Evan Fein of TextNow and The F Suite
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Jul 22, 2024 |
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SaaS’s Three Key Metrics: Insights from AvePoint's CFO Jim Caci
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Jul 18, 2024 |
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Inside a Robot-as-a-Service Company With Locus Robotics CFO Dustin Pederson
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Jul 15, 2024 |
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Underwriting Uncertainty: Huntress CFO Marcos Torres on Adaptability and Clarity of Vision
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Jul 11, 2024 |
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Arcadia's Paul Mulé on Building an M&A Playbook
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Jul 08, 2024 |
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Risk & Return: Applying an Investment Mindset to Finance With Ramp's Alex Song
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Jul 04, 2024 |
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Banker to Investor to Operator: Nick Chammas, CFO of Eight Sleep, on Why Your Job is Always to Sell
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Jul 01, 2024 |
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Automation, Storytelling, and the Future of Finance With Anna King, CFO of Mesh
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Jun 27, 2024 |
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“Do Nothing” and Other Financial Wisdom From 6sense CFO Rob Goldenberg
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Jun 24, 2024 |
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Extreme Ownership for CFOs with Adam Ante of Paycor
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Jun 20, 2024 |
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First Mover or Fast Follower? Thomas Ream of Workato on Timing Your Tech Strategy in the Age of AI
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Jun 17, 2024 |
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“Keep the Take Rate Low” - Turo’s Chuck Fisher on Scaling a Successful Peer-to-peer Marketplace
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Jun 13, 2024 |
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The Boston Celtics’ Other Playbook: Business Insights from President Rich Gotham
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Jun 10, 2024 |
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M&A in Tech, Deal Desks, and Resource Allocation: Insights From 8x8 CFO Kevin Kraus
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Jun 06, 2024 |
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Managing a Hypergrowth Company With Bill Zerella, Former CFO of Fitbit
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Jun 03, 2024 |
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Making the Complex Simple: Untying the Business Model of The Knot Worldwide With CFO Andy Ivanovich
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May 27, 2024 |
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Ditch Your Budget: Unconventional Frameworks for Driving Results, With Guido Torrini of OneTrust
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May 23, 2024 |
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A Crash Course in Sales Compensation With CJ Gustafson
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May 20, 2024 |
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Selling Trust: Airbase CFO Aneal Vallurupalli on Risk Management
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May 16, 2024 |
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Venture Debt as a Strategic Lever for Growth With Ruslan Sergeyev of Hercules Capital
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May 13, 2024 |
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The Mindshare Advantage: Marketplace Success With Boris Wertz of Version One Ventures
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May 09, 2024 |
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Marketing as a Form of Capital Allocation With Carta's Head of Growth Angela Winegar
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May 06, 2024 |
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Unpacking Spirit Airlines' Complex Financial Model with CFO Scott Haralson
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May 02, 2024 |
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“Take a Risk”: Silicon Valley Veteran Molly Graham on How to Scale Yourself & Your Startup
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Apr 25, 2024 |
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Navigating Business Transformations With Lanny Baker CFO of Eventbrite
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Apr 22, 2024 |
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“Steal Your Boss's Job”: Calendly CFO John McCauley on Leadership, Ownership & Growth
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Apr 18, 2024 |
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Gaining Strategic Advantage in Vertical SaaS With Guidewire's CFO, Jeff Cooper
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Apr 15, 2024 |
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A Masterclass on D2C and E-commerce Marketing with Taylor Holiday Common Thread Collective CEO
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Apr 11, 2024 |
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Legendary CFO Jim Kelliher (PTC, LogMeIn, Drift): Why PE Needs a Course Correction
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Apr 08, 2024 |
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Exposing Corporate Misconduct with Edwin Dorsey, Writer Behind The Bear Cave
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Apr 04, 2024 |
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Decoding Pricing Strategy with Blue Rocket’s Founder & CEO Jason Kap
|
Apr 01, 2024 |
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A Crash-course in Global Payments with Brex COO Camilla Matias Morais
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Mar 28, 2024 |
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What to Know About Layoffs in 2024 with HR Heretics Kelli Dragovich and Nolan Church
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Mar 25, 2024 |
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How AI Changes Your P&L with Fred Havemeyer of Macquarie
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Mar 21, 2024 |
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Deep Dive on Usage Based Models with Gladly's CFO Todd Rakow
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Mar 18, 2024 |
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ZoomInfo’s CFO Cameron Hyzer on Resource Allocation Bets as a Public Company
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Mar 14, 2024 |
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The Ultimate People Manager's Playbook with Dave Kline
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Mar 11, 2024 |
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The Tables are Turned: CJ's First FP&A Hire Alex Peterson Interviews CJ
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Mar 07, 2024 |
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Rippling CFO Adam Swiecicki on Building a Compound Startup and Channeling Ambition
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Mar 04, 2024 |
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Secrets to Scaling a Marketplace Business with Jack Greco, VC and co-founder of ACV Auctions
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Feb 29, 2024 |
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Stack Overflow's CFO Matt Gallatin on "Burning the Ships”
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Feb 26, 2024 |
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The Seven Frameworks CFOs Need to Know: Jim Cook Round 2
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Feb 22, 2024 |
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G2 CFO Chad Gold on Building a Durable Career as a Venture Backed Exec
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Feb 19, 2024 |
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Understanding the AI Roadmap for Finance, Strategy, and Ops with Dr. Andre Retterath of Data-driven VC
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Feb 16, 2024 |
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ClickUp CFO Dan Zhang on Frameworks to Level Up Your Decision Making and Communication
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Feb 12, 2024 |
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Climbing the FP&A Ladder to CFO: IPOs and M&A with Philip Watson, CFO of Paddle
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Feb 08, 2024 |
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E36: The IPO Playbook: Expert Advice from Lee Kirkpatrick, Twilio’s Former CFO
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Feb 05, 2024 |
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E35: The Ultimate Guide to Vertical SaaS with Top Investor Dave Yuan of Tidemark
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Feb 01, 2024 |
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E34: BlackRock Managing Director Tony Kim on the Secrets of Durable Companies
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Jan 29, 2024 |
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E33: The Ultimate Guide to Start-up Marketing, with CEO of Thrive Digital, Jonathan Becker
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Jan 25, 2024 |
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E32: Everything You Need to Know About Competitive Moats with Lightspeed Partner Sebastian Duesterhoeft (Round 2)
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Jan 22, 2024 |
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E31: Hubspot's SVP RevOps Sid Kumar Goes DEEP on Revenue Operations
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Jan 18, 2024 |
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E30: The Business of Basketball: Rich Gotham, President of the Boston Celtics
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Jan 15, 2024 |
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E29: Building Sales Capacity: Bonfire VC’s Brett Queener on the Ratios Salesforce Used
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Jan 12, 2024 |
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E28: The Economics of Consumer Fintech Businesses with Matthew Newcomb, CFO of Chime
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Jan 08, 2024 |
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E27: Mailbag: CFOs Relationship with Money, Biggest Fears, AI Predictions
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Jan 04, 2024 |
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E26: Breaking Down Annual Planning
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Jan 03, 2024 |
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E25: A Deep Dive on Marketplaces and Network Effects with James Currier of NFX
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Jan 03, 2024 |
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E24: Kyla Scanlon Decodes Economic Policy Impacting Startups
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Jan 03, 2024 |
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E23: Everything You Need to Know About Sales Rep Comp and Commissions Planning with Ryan Walsh, CEO of RepVue
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Jan 03, 2024 |
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E22: A SaaS Metrics DEEP Dive with Alex Clayton of Meritech Capital
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Jan 03, 2024 |
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E21: Building the Storytelling Muscle for CFOs with Andy Raskin
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Jan 03, 2024 |
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E20: Headcount Planning in Hypergrowth: Gusto’s Head of Corporate Finance Rohit Divate
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Jan 03, 2024 |
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E19: Firing Execs: a Guide, with HR Heretics’ Kelli Dragovich and Nolan Church
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Jan 03, 2024 |
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E18: How a Public Company CFO Prepares for Earnings Calls
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Jan 03, 2024 |
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E17: Theory Ventures’ Tomasz Tunguz on What It Takes to Be a Great CFO
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Jan 03, 2024 |
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E16: How High-Performing Marketing and Finance Teams Work Together
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Jan 03, 2024 |
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E15: CFO of FloQast on Why Finance Teams are Data Curators
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Jan 03, 2024 |
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E14: Everything You Need to Know About Pricing Products
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Jan 03, 2024 |
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E13: A Startup CEO's Guide to Board Meetings, with Dave Kellogg
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Jan 03, 2024 |
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E12: The Ultimate Guide to FP&A Tools, with Paul Barnhurst
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Jan 03, 2024 |
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E11: UiPath Chief Strategy Officer on the Sacrifices of "Speed At All Costs"
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Jan 03, 2024 |
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E10: A CFO's Guide to Understanding Sales Teams, featuring Snyk's Ethan Schechter
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Jan 03, 2024 |
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E9: Why You Should Say Yes More as a CFO, with Envoy CFO Sinohe Terrero
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Jan 03, 2024 |
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Bonus: CFO AMA with Kurtis Hanni — Career Advice, A CFO's Biggest Lies, Pricing Strategy, and More
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Jan 03, 2024 |
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E8: The Ultimate Guide to TAM (Total Addressable Market) with Lightspeed Partner Sebastian Duesterhoeft
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Jan 03, 2024 |
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E7: What CFOs Should Know About Acquisitions, from Shippo / eero CFO Olivier Adler
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Jan 03, 2024 |
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E6: Carta CFO Charly Kevers on the Importance of Truth Telling
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Jan 03, 2024 |
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E5: CFO Jenny Decker Unveils Top Frameworks Used at Front
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Jan 03, 2024 |
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E4: The Unexpected Qualities of Great CFOs with Public.com’s Sruthi Lanka
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Jan 03, 2024 |
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E3: Netflix Co-Founder Jim Cook Shares the Secrets to Being a Great CFO
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Jan 03, 2024 |
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E2: Webflow's VP Finance Ivan Makarov on Understanding Startup Equity
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Jan 03, 2024 |
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E1: Brex COO/CFO Michael Tannenbaum on Taking Risks
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Jan 03, 2024 |