The Metrics Brothers (formerly SaaS Talk with the Metrics Brothers) is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. The Metrics Brothers provides unique insights, strategies, tactics and the metrics that are relevant to Native-AI and B2B software and SaaS companies.
Each 20-minute episode will cover a topic critical to leading a B2B software company, and chalked full of practical advice that can be introduced and applied in most Native-AI, Agentic AI and B2B software and SaaS companies.
Dave "CAC" Kellogg and Ray "Growth" Rike continue their discussion on the SaaS Metrics Maturity Model which includes the below five levels:
- Level 1: Foundation
- Level 2: Trust
- Level 3: Strategic Linkage
- Level 4: Metrics Culture
- Level 5: Trajectory
Level 1: Lay the foundation
- Definitions and calculations
- Pipeline stages, forecast categories, close dates, values, SaaS metrics
- Semantics - what do words like best case, forecast, commit and downside mean
- Instrument underlying systems (GL, CRM, Billing, HCM, etc)
- Consider Metrics Committee
Level 2: Build trust
- Templates, templates, templates
- Metrics selection & presentation
- History & context - always include footnotes on how metrics are calculated
- Regular Cadence: which templates used at which meetings?
- Continuous improvement - fix data at the source, improve templates
Level 3: Link Metrics to Business Strategy
- Identify your top challenges
- Define 4-6 strategic goals - align metrics to those goals
- Link department, team and individual objectives to the company metrics (OKRs)
Level 4: Build a metrics culture
- Demand numeracy
- Manage to the regular metrics publishing cadence
- Metrics conversations about the business impact NOT the metric calculation method
Level 5: Agree on strategic trajectory
- Long-range, driver-based models
- Timeframe: When are metrics goals targeted to be achieved, what are the milestones towards goal
- Sequencing: Not everything at once - what is the priority order and associated timeframe for each metric's goal
If you are a creator, user or participant in how your company uses metrics to measure performance, inform decision making and/or report performance to your boss, your board and your investors this conversation will be valuable!!!
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