The Ledger, every show
Every statement that passed quotation and attribution checks, across all 44 shows. Pick shows below, then mix any filter with any other.
shows 
every show 44 of 44
Discounting multi-year prepays below your churn rate creates a win-win
“If you're giving a discount smaller than your churn rate for a multi-year prepay, everybody wins.”
Cloud penetration in enterprise performance management software is only around 5%
“If you look at the cloud penetration of this market, it's around five percent.”
Finance departments lag sales by 10 to 15 years in cloud adoption
“Like the finance department is like 10 to 15 years behind sales in adoption. If you take the two endpoints, right, sales was the first department to go cloud, and finance is really the last department to go cloud.”
Kellogg: Companies with clear metrics avoid repetitive board meeting debates
“That the companies I work with that kind of have their metrics act together, Don't have the deja vu problem because the numbers are telling us what's not working.”
Kellogg: Metrics culture should enable business discussions, not metrics debates
“The goal is to not have conversation about metrics, but conversations about the business using metrics.”
It takes 11 to 13 years on average to reach IPO
“You know, it takes on average 13 years to build a public company. I guess it was 11 years for the twenty-twenty-one cohort. It was only 11.”
Kellogg: Repeatable sales processes require customer-verifiable stage exit criteria
“To me, the definition of that should be customer verifiable, right? With one phone call, I should be able to verify that, and that one's easy. I just call the customer and say, do you think our product can solve your problem? Because that's what solution fit c…”
Kellogg: 90% of SaaS companies spend more on sales and marketing than R&D
“Nine out of 10 SaaS companies spend more on sales and marketing than R&D, 50% of SaaS companies spend more than double on sales and marketing than R&D, and it only goes up from there, right?”
Kellogg: CRMs cannot track top-of-funnel awareness; you must use market research
“You can and should use market research to understand this funnel. You can't find this funnel in your CRM. It's not there. Right, because it's a lot of people who never made it to you. All the people who never heard of you, all the people who never considered y…”
Kellogg: Every SaaS CEO should use a driver-based financial model
“I think every CEO should have a driver-based model where you play with sales productivity, sales turnover, sales ramp time, marketing is a percent of sales, cost per sale. You put these various drivers in and you can see what happens to your business, see thei…”
Kellogg: Expansion ARR CAC is roughly 40% of new customer acquisition cost
“By the way, it does grow at 40% of the cost of new logo customer acquisition. If you look at the customer acquisition cost ratio, for example, in the key bank survey that I'm citing down below, you'll see that the expansion CAC or the customer acquisition cost…”
Kellogg: 2020 SaaS IPOs Averaged $330M ARR, 49% Growth, 120% NDR
“The average one had three hundred and thirty million in ARR, 49% revenue growth, and a 120% net dollar retention.”
Kellogg: SaaS ARR Growth Correlates to Valuation Multiples at 0.5 R-Squared
“The R squared between ARR growth and enterprise value multiple Is a .5”
Host Analytics had roughly $10M ARR when Dave Kellogg joined
“So, so I think it was, let's just say plus or -10 in ARR.”
Host Analytics grew ARR roughly 4x during Dave Kellogg's tenure
“So I'd say grow it four, four X plus or minus over the timeframe.”
Host Analytics maintains an aggregated average selling price around $70,000
“If you do the math on what I said, the ASP aggregated is around 70 K a year.”