Just a quick post to highlight my third and most recent appearance on 20VC with the amazing Harry Stebbings (Spotify, YouTube).
It is always, always a pleasure to speak with Harry. He’s such an effective interviewer that you quickly get into detail and stories that others miss. So you end up with very rich content, which in this case lasts significantly longer than 20 minutes. (More like 72, but who’s counting?)
In this episode we hit on a wide range of topics including:
- The metrics that matter in SaaS today
- Why CAC Payback is flawed and CAC ratio is better
- Why you need to hire sales reps three-at-a-time (aka, modulo 3)
- How to forecast in 2024 and in general (keyword: triangulate)
- The biggest mistakes made in forecasting, and how sales management practices can confound the forecasting process
- Why renewals are harder than ever to get (but alas easier to forecast)
- What all this means for Customer Success (both the disicpline and the department)
I’ve embedded the video of the episode below. I hope you can make time to watch or listen to it. And thanks again to Harry for having me.
The episode was fantastic and actionable. Thank you for sharing your insights. Did you ever share the deal plan example publicly?
As I recall, I did genercize one for Harry and send to him. Please check his show notes or equivalent. If not there, I can try to dig it up. (I think you’re talking about what I call a close plan.)