Mostly metrics
Run the Numbers
Deep Dive on Usage Based Models with Gladly's CFO Todd Rakow

Deep Dive on Usage Based Models with Gladly's CFO Todd Rakow

Todd Rakow, CFO of Gladly joins CJ for this deep dive into usage-based revenue models, strategic finance leadership, and the complexities of managing growth at scale. Todd shares tons of tactical insights, including building out the usage-based model, forecasting customer usage patterns, commissioning sales reps, and teaching your teams to distinguish between reoccurring and recurring revenue. If you're looking for an ERP head to NetSuite: and get a one-of-a-kind flexible financing program until April 15th, 2024.


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@cjgustafson222 (CJ)



(00:00) Preview

(01:11) Intro

(02:31) Sponsor: Maxio | Netsuite

(06:09) Usage Based Benchmarks: Here to Stay?

(08:01) Understand ARR and its Components

(10:30) Recurring or Reoccurring?

(12:33) Computing Gladly's ARR 

(18:13) Seasonality and Alternative Methods to Better Track Revenue

(22:25) Sponsor: Thoropass

(23:45) Commission Structures And Incentivizing Sales Reps

(27:28) Avoiding Foot Faults in Usage-Based Models

(28:57) Frameworks for the Day-to-Day

(31:36) Strategic Leadership, Customer Support and Success 

(32:50) Being a CFO: A Series of Long Uncomfortable Conversations

(36:12) Removing the Stigma Around CFOs

(37:45) Todd's Insights on the Difference Between a Good and a Great CFO

(40:07) Forging a Good Relationship with Your CEO

(43:29) Long Ass Lightning Round: What Did Todd Mess Up in His Career?

(45:37) What Would Todd Tell His Younger Self?

(50:35) Todd’s Software Stack - Sponsored by Tropic

(52:41) Craziest Expense Request

(53:30) Wrap

Mostly metrics
Run the Numbers
Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.