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How Public Companies Define ARR
6/15/25 Benchmarks for Operators
21 hrs ago
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CJ Gustafson
19
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How Public Companies Define ARR
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How Upwork Optimizes LTV to CAC
A Masterclass in Marketplace Economics
Jun 12
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CJ Gustafson
13
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How Upwork Optimizes LTV to CAC
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2
Too Hungry to Eat
The 3 most common bandwidth constraints at fast growing companies
Jun 10
•
CJ Gustafson
6
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Too Hungry to Eat
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It Ain't Much, But It's Honest Work
6/8/25 Benchmarks for Operators
Jun 8
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CJ Gustafson
22
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It Ain't Much, But It's Honest Work
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9
Your Complete Guide to Discounting
Tactics to systemize smart discounting, and still close deals fast
Jun 5
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CJ Gustafson
17
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Your Complete Guide to Discounting
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How much should you invest in Customer Success?
Introducing: The Customer Success Ratio
Jun 3
•
CJ Gustafson
16
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How much should you invest in Customer Success?
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4
All Stock Deals: Your Company, As Currency
6/1/25 Benchmarks for Operators
Jun 1
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CJ Gustafson
12
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All Stock Deals: Your Company, As Currency
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May 2025
The Mostly Mailbag
May's best reader questions, sponsored by MUFG
May 30
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CJ Gustafson
9
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The Mostly Mailbag
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A Risk Management Framework That Doesn’t Suck the Life Out of Your Business
How CFOs Manage Risk Without Killing Speed
May 29
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CJ Gustafson
13
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A Risk Management Framework That Doesn’t Suck the Life Out of Your Business
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Talk to BDRs
Forecast Accuracy Lives at the Edge
May 27
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CJ Gustafson
11
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Talk to BDRs
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Valuation is a Terrible Scorecard
5/24/25 Benchmarks for Operators
May 25
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CJ Gustafson
20
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Valuation is a Terrible Scorecard
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How CFOs are Actually Using AI
Cutting through the hype to focus on what works inside the office—not just what sells outside of it.
May 22
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CJ Gustafson
11
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How CFOs are Actually Using AI
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