SaaS Talk™ with the Metrics Brothers

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SaaS Talk™ with the Metrics Brothers

Ray Rike & Dave Kellogg

88 episodes

2 days ago

SaaS Talk™ with the Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. SaaS Talk™ provides unique insights, strategies, tactics and the metrics to measure customer acquisition, customer retention and customer expansion success for B2B SaaS companies.

Each 20-minute episode will cover a topic critical to profitable revenue growth chalked full of practical advice that can be introduced and applied in most B2B SaaS companies.

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All content for SaaS Talk™ with the Metrics Brothers is the property of Ray Rike & Dave Kellogg and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

SaaS Talk™ with the Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. SaaS Talk™ provides unique insights, strategies, tactics and the metrics to measure customer acquisition, customer retention and customer expansion success for B2B SaaS companies.

Each 20-minute episode will cover a topic critical to profitable revenue growth chalked full of practical advice that can be introduced and applied in most B2B SaaS companies.

Show more...

Episodes (20/88)

SaaS Talk™ with the Metrics Brothers

The New AI Growth Metric: Months to $100M in ARR

SaaS companies traditionally were measured on how many years it took to achieve $100M ARR - in today's brave new world of AI, that discussion is now MONTHS - Dave "CAC" Kellogg and Ray "Growth" Rike highlight discuss this new AI growth metric in today's episode.

5 days ago

25 minutes 3 seconds

SaaS Talk™ with the Metrics Brothers

The Windsurf Transaction and the New Reverse Acqui-hires

The recent $2.4B deal by Google to purchase Windsurf's two co-founders, key staff and a non-exclusive license to Windsurf's software is an example of the new Reverse Acqui-hire structure. Dave "CAC" Kellogg and Ray "Growth" Rike discuss the tradition vs new acqui-hire structure model as evidenced by the Google-Windsurf deal.

1 week ago

29 minutes 24 seconds

SaaS Talk™ with the Metrics Brothers

AI and AI-Native companies are changing the software industry and the metrics to measure AI market momentum are still evolving. Dave "CAC" Kellogg and Ray "Growth" Rike discuss a recent article on AI Metrics by Benedict Evans.

2 weeks ago

24 minutes 33 seconds

SaaS Talk™ with the Metrics Brothers

Figma is a web-based collaborative design platform used by product designers, UX/UI teams, and developers recently filed their S-1 in preparation for their IPO. Dave "CAC" Kellogg and Ray "Growth" Rike discuss several interesting aspects of the S-1 including how they calculate Net Revenue Retention, Gross Revenue Retention and where they stand amongst other public SaaS companies as measured by the Rule of 40.

3 weeks ago

21 minutes 45 seconds

SaaS Talk™ with the Metrics Brothers

The ICONIQ 2025 State of Go-to-Market Report

Go-to-Market is a term often used when referring to the strategy, processes and organizations that B2B companies use to acquire, retain and expand customers. In this episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss the recently published ICONIQ report on the State of GTM 2025...and yes it includes a lot about how AI-Native and AI utilization is impacting all things GTM.

1 month ago

29 minutes 20 seconds

SaaS Talk™ with the Metrics Brothers

The definition of Annual Recurring Revenue (ARR) has never been standardized - but in an era of variable pricing models such as Usage-Based Pricing the innovative approaches to calculate and report ARR are evolving - Dave and Ray take on the trending on-line topic under the umbrella of "Is ARR Dead?"

1 month ago

24 minutes 14 seconds

SaaS Talk™ with the Metrics Brothers

Mary Meeker - Artificial Intelligence (AI) Trends Report

During this episode of SaaS Talk with the Metrics, CAC and Growth discuss some of the KEY highlights of the Artificial Intelligence (AI) Trends 2025 report just released by Bond VC and legendary technology analyst and investor Mary Meeker

1 month ago

25 minutes 26 seconds

SaaS Talk™ with the Metrics Brothers

B2B Marketing Budget and Productivity Benchmarks

Dave "CAC" Kellogg and Ray "Growth" Rike break down the recent B2B Marketing Budget and Productivity Benchmarks Report from Benchmarkit. Key trends such as Marketing budget as % of Revenue, People vs Program vs Technology budget allocation and the top marketing performance metrics as covered in this episode!

2 months ago

20 minutes 54 seconds

SaaS Talk™ with the Metrics Brothers

Cost/Opportunity and Pipe/Spend

How do you calculate the efficiency of pipeline generation in a B2B SaaS company? Dave "CAC" Kellogg and Ray "Growth Rike take this metric(s) topic on head first by discussing both the Cost per Opportunity and Pipe to Spend metrics - key to understanding how much investment is required to generate pipeline!

2 months ago

25 minutes 24 seconds

SaaS Talk™ with the Metrics Brothers

Marketing and Sales Alignment

Marketing and Sales alignment is an often discussed source of friction, frustration and productivity impact across B2B SaaS companies. CAC and Growth take on the topic and provide some insights and recommendations on how to increase Marketing and Sales alignment - including the role that SaaS metrics can play.

2 months ago

29 minutes 38 seconds

SaaS Talk™ with the Metrics Brothers

Why Can’t We All Just Get Along? Aligning Finance and GTM with SaaS Metrics

Dave "CAC" Kellogg and Ray "Growth" Rike recently did a live episode of SaaS Talk with the Metrics Brothers at the Baker Tilly Technology Finance Symposium in San Francisco. The topic of their discussion was focused on aligning Finance and the Go-to-Market functions and included how SaaS metrics can be used as a core "alignment" strategy.

2 months ago

45 minutes 28 seconds

SaaS Talk™ with the Metrics Brothers

Stock-based compensation

Stock-Based Compensation (SBC) has been a hallmark of the SaaS and Cloud industry since the early days. Stock Options, Restricted Stock Units, Strike Price and vesting periods continue to be a key discussion point for potential hew hires. During todays episode , CAC and Growth discuss how Stock-Based Compensation impacts Operating Expenses on the Income Statement...and how SBC can impact SaaS metrics!

3 months ago

31 minutes 11 seconds

SaaS Talk™ with the Metrics Brothers

Benchmarks - How to Evaluate and Use

B2B SaaS Benchmark reports are popping up like mushrooms - but how do you know if the benchmark report is good, contains valuable insights and how to use the benchmarks to inform your own objectives and SaaS metrics goals? CAC and Growth take on a topic that is near and dear to their hearts...

3 months ago

22 minutes 36 seconds

SaaS Talk™ with the Metrics Brothers

The Ideal Customer Profile (ICP) and Related Metrics

Ideal Customer Profile (ICP) is a term commonly used across the SaaS industry - but what does it really mean, how can a company effectively build a customer acquisition strategy around it and what METRICS can be used to both determine a company's ICP and to measure if it is the best target customer segment?

4 months ago

22 minutes 58 seconds

SaaS Talk™ with the Metrics Brothers

Net Customer Base Expansion

Net Customer Base Expansion is the result of Existing Customer Expansion ARR - Churned ARR which helps SaaS companies to understand how the existing customer base is impacting ARR growth excluding the impact of new logo customer ARR. Why not just use Net Revenue Retention - this is a central topic of today's episode!

4 months ago

23 minutes 26 seconds

SaaS Talk™ with the Metrics Brothers

Pricing and Billing Trends & Benchmarks

B2B SaaS Pricing models have evolved over the past few years with 67% of SaaS companies saying they have introduced at least one element of Usage-Based Pricing. During this episode, CAC and Growth discuss recent benchmarking research conducted by Benchmarkit, Maxio and LogiSense and the associated findings on how different pricing models are being utilized and how they impact B2B SaaS company financial performance.

5 months ago

25 minutes 39 seconds

SaaS Talk™ with the Metrics Brothers

Sales/Marketing Expense Ratio

Common practice is to measure Sales and Marketing expenses as a percentage of revenue, which in the SaaS industry ranges between 20% - 60% based upon stage, growth and efficiency. CAC and Growth discuss an alternative measurement which measures the ratio between Sales expenses and Marketing expenses, known as the Sales:Marketing Expense Ratio.

5 months ago

23 minutes 14 seconds

SaaS Talk™ with the Metrics Brothers

Sales Velocity is calculated by multiplying win rate x average contract value x # opportunities and dividing the result by average sales cycle length resulting in the amount of new bookings a Sales team can deliver per day....the question is this a metric that helps to highlight sales capacity, sales effectiveness or sales efficiency?

5 months ago

24 minutes 17 seconds

SaaS Talk™ with the Metrics Brothers

GONG's 2025 State of Revenue Growth Report

Dave "CAC" Kellogg and Ray "Growth" Rike discuss the latest revenue growth trends and the related metrics driving the growth as highlighted in GONGs 2025 State of Revenue Growth Report

5 months ago

27 minutes 2 seconds

SaaS Talk™ with the Metrics Brothers

Implied ARR is the SaaS metric used to convert GAAP revenue for public SaaS companies into an equivalent to Annual Recurring Revenue (ARR) used by investors and private SaaS companies. In this episode Dave "CAC" Kellogg and Ray "Growth" Rike discuss the what, why and how behind Implied ARR.

6 months ago

22 minutes 1 second