Mostly metrics
Run the Numbers
M&A in Tech, Deal Desks, and Resource Allocation: Insights From 8x8 CFO Kevin Kraus

M&A in Tech, Deal Desks, and Resource Allocation: Insights From 8x8 CFO Kevin Kraus

Kevin Kraus, the CFO of publicly traded technology company 8x8 is CJ’s guest for this episode. Having done over 14 M&A transactions in his career, he has a wealth of knowledge on the subject to share. Kevin explains the best practices for M&A in tech companies, touching on the customer diligence aspect of the process and giving valuable advice on how to approach the post-M&A integration process. He also talks about standing up deal desks to speed up sales, not slow them down, and what to consider in terms of pricing and payment terms. He shares learnings from the book The Outsiders and what it taught him about resource allocation. Other profound insights that Kevin offers in this episode include his “one throat to choke” philosophy for FP&A teams, the qualities of a great CFO, and the importance of creating a succession plan. 

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@cjgustafson222 (CJ)


(00:00) Preview and Intro

(02:00) Sponsor - Maxio | Leapfin

(04:21) Strategy for M&A in Tech

(07:06) Customer Diligence in M&A

(08:58) The Post M&A Integration Process

(13:34) Structuring a Deal Desk to Speed Up Sales

(17:54) Sponsor - Mercury | Netsuite 

(21:09) Deal Desks: Pricing and Payment Terms 

(24:32) The Significance of Ramp Deals

(29:08) Resource Allocation Decisions

(33:07) Repurchasing Shares Versus Buying Back Debt

(35:44) The “One Throat to Choke” Philosophy for FP&A Teams

(40:20) The Qualities of a Great CFO

(43:07) Why You Should Hire Someone Who Wants Your Job

(45:49) How to Create a Succession Plan 

(47:13) Long-ass Lightning Round: a Comp Structure Mistake

(49:52) Advice to Kevin’s Younger Self

(52:35) 8x8’s Finance Software Stack

(54:37) Craziest Expense Story

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.