Founders

ACV isn't as useful a concept as people think. We need a different SaaS monetization metric.

Companies don't catch up to their valuations; their valuations catch up to them.

In startup land, we talk way too much about relative growth. We'd do better to ground our thinking in absolute growth.

Magic number is a bad metric. Sales and marketing drives much less revenue than this not-so-magical number implies

In enterprise software, the "average" customer is a meaningless concept. Instead, focus on the tails.

When to raise capital, what to expect from VCs, and the "new normal"

A quick visit to the Red Sea

Venture capital is changing — for the better

Why SaaS revenue retention is a double-edge sword

Waitlists, registered users, and other cumulative measures better measure the size of your pride than the size of your business

Understanding cohort performance is critical for modern, high-velocity businesses, especially those with subscription or recurring revenue models. In SaaS or consumer subscription settings, small changes in churn can radically impact revenue growth. Product