B2B SaaS and Cloud founders, CEOs, and Go-To-Market operating executives share their journey as they scaled their business from $0M ARR to $100M and beyond. The guests share their insights on measurements of success, performance metrics, and benchmarks they use to guide and inform their decision-making and growth journey.Guests include founders and CEOs of amazing success stories such as LinkedIn, DocuSign, Marketo, Gainsight, Salesforce Commerce Cloud, ringDNA, InsightSquared, Cloudera and Gong. Beyond founders and CEOs, we also speak with leading Venture Capitalists, Go-To-Market executives and industry thought leaders who share their experience and insights into customer acquisition, customer retention, and customer expansion best practices.
Dan Miller, CFO at RightRev, has been at the center of Usage-Based Pricing, having served as CFO at Fastly and previously as VP of Finance and General Manager at NetSuite. During today's episode, Dan and Ray discuss how Usage-Based Pricing and AI Outcome-Based Pricing are impacting ARR Reporting and Revenue Recognition Management.
During today's episode, Dan and Ray cover several emerging trends in SaaS and Native-AI companies including:
- How variable pricing models impact revenue recognition
- How does the evolution of Outcome-Based pricing impact revenue recognition
- How AI is and will impact the Office of Finance
A few key takeaways from the episode that are worthy of a deeper dive and listen include:
- Understanding how contract modifications impact revenue recognition policy, process, and reporting
- Blended offerings including a fixed fee + usage are great for customers - but hard to manage revenue recognition
- How token and credit-based pricing impacts revenue recognition and gross profit calculation and reporting
- The strategic impact and tactical challenges of transitioning from pure subscription or hybrid Usage-Based Pricing
If you are a CFO or SaaS executive looking to better understand how pricing trends are challenging existing revenue recognition processes, infrastructure, and automation - this episode is a great listen!
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