Shows
SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersWhy Can’t We All Just Get Along? Aligning Finance and GTM with SaaS MetricsDave "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 aligning Finance and the Go-to-Market functions and included how SaaS metrics can be used as a core "alignment" strategy. During this "extended" version of SaaS Talk with the Metrics Brothers, Ray and Dave discussed several different strategies to align Finance and the GTM functions, including:What is alignmentWhat isn't alignmentReal-life stories on what misalignment looks likePutting "Strategy" back into Strategic PlanningStrategic Pl...2025-05-0845 min
AI and the Future of Work: Artificial Intelligence in the Workplace, Business, Ethics, HR, and IT for AI Enthusiasts, Leaders and Academics324: 2025 predictions with Dave Kellogg: The Future of AI, SaaS, and BusinessDave Kellogg is a seasoned venture capitalist, serial tech executive, and one of the most respected voices in SaaS metrics. As an Entrepreneur in Residence at Balderton Capital, he brings decades of experience leading companies like Host Analytics, Salesforce, MarkLogic, and Business Objects (acquired by SAP). A sought-after speaker, Dave’s SaaStr talks consistently rank among the most watched, and he’s known for his bold predictions and sharp analysis of industry trends. He is also an advisor, director, blogger, and podcaster, sharing insights that shape the future of SaaS and enterprise software. In this...2025-02-2443 min
Manufacturing HubEp. 193 - Navigating Automation Careers, PLC Standardization, and Training with HansIn this episode of Manufacturing Hub, we dive into the world of industrial automation, PLC programming, and career development with Hans Schradermakers, an experienced automation engineer with more than 23 years in the industry. Hans has worked extensively with both Siemens and Rockwell software, specializing in developing, standardizing, testing, and commissioning automation solutions for major companies such as Nestlé, Hershey’s, Pepsi, Kellogg’s, and Pringles.The conversation begins with an exploration of Hans’ journey from Belgium to Denmark and Austria, tracing the pivotal moments that led him to a career in PLC programming. He shares insights into his ear...2025-02-141h 05SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersICONIQ Growth 2024 Marketing Budgets and Productivity ReportMarketing budget and productivity benchmarks are hard to find, so when Dave "CAC" Kellogg and Ray "Growth" Rike first saw the ICONIQ Growth Marketing Budget and Productivity Report - they knew it was a great topic for this episode of SaaS Talk with the Metrics Brothers.During today's episode, Dave and Ray discuss several critical Marketing Planning, Budget, and Productivity benchmarks including:Marketing budget as a percentage of RevenueOn-line versus off-line spendProgram vs People budget allocationOnline Marketing spend by channelOff-line Marketing spend by programOutsourcing and Agency spend by program typeMarketing efficiency benchmarksPipeline contribution sources2024-12-1827 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersThe Service Titan S-1ServiceTitan, a vertical SaaS company for the trades recently filed their S-1 and went public on December 12, 2024. Dave "CAC" Kellogg and Ray "Growth" Rike discuss many details regarding the S-1 including the basic enterprise value creating performance metrics and some very interesting aspects of the IPO structure.During this episode, Dave and Ray discuss several aspects of the S-1 and IPO measured against industry benchmarks including:ARR Growth RateRule of 40Net Dollar Retention RateCAC Payback Period Gross Margin S&M as a percentage of revenueR&D as a percentage of revenueARR per FTERevenue breakdown by category (Su...2024-12-1227 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 772: What Really Matters in SaaS in 2025 with Jason Lemkin and Dave KelloggSaaStr 772: What Really Matters in SaaS in 2025 with Jason Lemkin and Dave Kellogg In this episode, SaaStr CEO and Founder Jason Lemkin and Dave Kellogg, Executive in Residence at Balderton Capital (+ SaaStr fan favorite) share what really matters in SaaS for 2025. We delve into 5 key topics in SaaS and cloud for 2025, discussing the future of AI in B2B, strategic pricing changes, the impact of moving customer success to sales, and the state of private equity deals. Dave provides a unique perspective on re-founding companies and addressing slow growth in SaaS. This episode is packed...2024-11-0654 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersFree Cash Flow - A Deep DiveFree Cash Flow is a key metric for any SaaS investor and thus for SaaS CFOs and CEOs. Moreover Free Cash Flow Margin is a key variable in the Rule of 40 - a key enterprise value creation metric. Dave "CAC" Kellogg and Ray "Growth" Rike dive deep into the value behind the FCF metric and the different ways to calculate!During this episode Dave and Ray discuss the following elements of Free Cash Flow:Where to find Free Cash Flow on public company filingsThe three primary Cash Flow statementsDifferent formulas to calculate Free Cash FlowThe impact o...2024-09-1823 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersBessemer 2024 Cloud 100 ReportBessemer Venture Partners recently released their 9th annual Cloud 100 Report. Dave "CAC" Kellogg and Ray "Growth" Rike dive deep into the impact of AI companies on the top 100 private cloud companies which increased their aggregate enterprise value to $820B and increased their growth rate to 70%!Key highlights Dave and Ray discuss include:Aggregate enterprise value of the Cloud 100 increased 25% year over yearAverage growth rate increased from 55% in 2023 to 70% in 202497% of the Cloud 100 will be over $100M ARR by the end of the yearTop 10 companies in the Cloud 100 represent ~ 30% of the total Enterprise ValueAi companies represent the t...2024-09-0921 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersThe New SaaS Mendoza Line - Growth Expectations for a SaaS IPOThe SaaS Mendoza line highlights the slope of the long term growth rate that investors expect and operators should target on a path to IPO. Dave "CAC" Kellogg and Ray "Growth" Rike break down the updated expectations.Veteran software VC, Rory O’Driscoll of Scale Venture Partners proposed a theory to identify the growth rate below which a company may not be on the VC-to-IPO trajectory.In 2018, Rory started with an analysis of SaaS companies at the time of IPO. In 2018, SaaS companies going public had a minimum run rate ARR of $100M and at leas...2024-08-1322 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersTop Down GTM Trouble Shooting - CAC's MethodGo-to-Market trouble shooting is a very common activity in 2024 as B2B SaaS companies continue to face growth and especially efficient revenue growth challenges. In this episode Dave "CAC" Kellogg shares his top-down GTM trouble shooting method which boils down into two primary categories:Pipeline CoveragePipeline ConversionDave and Ray dive into the details on the key metrics to evaluate and what they tell a SaaS GTM operator about the current state of their GTM performance. Key insights are provided across multiple topics including:Week 3, Day 1 Pipeline Coverage RatioWin Rate vs Pipeline Coverage R...2024-08-0726 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersThe OneStream IPO and S-1 BreakdownOneStream went public on July 24, 2024 and Dave "CAC" Kellogg and Ray "Growth" Rike dedicated this episode to discussing their S-1 and Initial Public Offering (IPO). OneStream, the company offering their Digital Finance Cloud to the Office of Finance has a long history including being self-funded, being acquired by Private Equity (KKR) in 2019 and beginning the transition from a perpetual license software company to a SaaS company in 2020 on the path to their IPO.During the episode, Dave and Ray discuss multiple aspects of the OneStream public offering including:The history of OneStreamKKR investment in 2019IPO pricingUmbrella...2024-07-3026 min
Global StageGlobal Democracy Series - The US Election and its Consequences for Democracy with Political Scientists Dave Campbell and Christina WolbrechtInterviewed by Kellogg PhD Fellow Bill Kakenmaster, political scientists Christina Wolbrecht and Dave Campbell discuss democracy and the political landscape of the United States. The 2024 US presidential election is a crucial moment for democracy, with growing trends of election denialism and the potential for undermining democratic norms. The conversation highlights the significance of inclusivity in politics, with a focus on the impact of women in leadership roles on adolescents' attitudes towards democracy. Speakers discuss the ongoing debate on who belongs and whose voice gets heard, as well as the importance of adapting to changing demographics. The conversation concludes with a...2024-07-1234 min
Standout Startup BrandsDave Kellogg, EIR at Balderton CapitalDave Kellogg is well-known in B2B marketing circles thanks to his popular and sometimes contrarian blog Kellblog. In this episode, Dave emphasizes the importance of building trust and maintaining professional consistency in brand presentation. He discusses the significance of "hygiene" in branding, stressing the need for professional-looking materials and consistent messaging. He also covers competitive messaging, the importance of thought leadership, and when to invest in higher-level branding efforts.Follow Dave on LinkedIn and Kellblog. Thanks for listening!2024-06-1941 min
DCRTV Aircheck Of The WeekDave Kellogg - WMZQDave Kellogg, a native of Hyattsville, worked at WMZQ from 1977 to 1989. Prior to that, he worked at WYRE, WEAM, and WPGC.After his time at WMZQ, Kellogg spent five years as the morning show host at WXTR.Regrettably, Dave passed away in 2021.This aircheck is from when he was doing mornings at WMZQ in 1980.2024-06-0601 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersRedpoint Venture - State of the Market '24 Report ReviewLogan Bartlett, Managing Director at Redpoint Ventures recently shared the Market Overview Report they presented to their Limited Partners in March '24 at their AGM event at the Chase Center in San Francisco. Ray "Growth" Rike and Dave "CAC" Kellogg review the key insights during this episode.Insights that Dave and Ray discussion include:Enterprise Valuations - a return to 2019Growth Rate trends - a return to a time long ago in a land far awayThe value of Growth vs Profitability - the trends and the factsDown Rounds, Shut Downs and No Rounds2024-05-1521 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersGrowth Endurance in SaaS - A New Normal?Dave "CAC" Kellogg and Ray "Growth" Rike discuss how a "growth rate" endures for a SaaS company trend over time!Topics covered during the conversation include:T2D3 Growth Model and Mantra from 2015"56789" Growth Model from Metric Brother Dave "CAC" KelloggThe Impact of Growth Endurance decreasing to 65% in 2023 versus 80% in 2021Growth Endurance is the measure of how a company's growth rate endures over time: GE = current year’s growth rate / last year’s growth rate.At an 80% Growth Endurance (2021 value) says that a companies growth rate in the next year will...2024-04-3021 min
B2B Marketing with Dave Gerhardt#135: Marketing Leadership | Traits of a High Performing CMO (with Dave Kellogg)Dave Kellogg is a former CEO and CMO with operational experience across companies from $0 to $1B+. He served as GM/SVP of Service Cloud for Salesforce, CEO of MarkLogic, and SVP of Marketing at SAP / Business Objects. Today, he is principal at Dave Kellogg Consulting, EIR at Balderton Capital, and author of the popular SaaS blog Kellblog (www.kellblog.com). He has also served as an independent director across 10 startup boards and has a unique perspective on what top-performing SaaS companies do and what role the CMO should play.We talk about:- Being a...2024-04-2548 min
Durand on DemandFrom Poverty to Elite-Performer: Unlock Roxanne Bernstein's Secret Mentality to SuccessA West Point graduate and former Army Captain, Roxanne built a distinguished career at global blue-chip companies such as Kraft, Kellogg's, Post Holdings, and Textron. Now a two-time president and seasoned operator, she is a regular in the boardroom, having guided and influenced at both the executive leadership and board level, advising on growth strategies, M&A activities, and the development of high-performing innovation engines. The cumulative value of her innovation launches exceeds $1Bn in net revenue -- her most proud of which was the launch of the most successful new business in Kraft Foods' history -- MiO Liquid W...2024-03-291h 08
Disturbingly Pragmatic with Dave and PaulRemembering John Candy, Let's Boycott Kellogg's, and "I Wish I Didn't Know" Friday Night Trivia Time!Send us a textThis Episode has EVERYTHING!It's got:Gross songs! Thanks, Tim!Yeast is still gross!Paula Abdul!Paul's songs and music ADHD!Yes, and?!Madonna is a jackass to her fans!We love sleeping!More BLTs!Dave??!!We miss John Candy!Paul isn't sentimental!Let's get rid of Dave's stuff before he dies!Dave is Paul's daddy!Pornhub pulls out of Texas!Your car is reporting your driving habits to your insurance company!Gleaning with Paul!"Law & Order Toronto: Criminal Intent" is very Canadian!Let's boycott Kellogg's...2024-03-1653 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersTop Metrics for Professional Services in a B2B SaaS CompanyWhat are the top metrics for a Professional Services (PS) leader in a B2B SaaS company? During this episode, our hosts Dave "CAC" Kellogg and Ray "Growth" Rike discuss the top PS metrics including:Professional Services Revenue / BillingsGross Margin (%)Billable Utilization Rate ($ and Hours)Non Billable Utilization including reasonsCapacity ($ Billables and # Hours)Before diving deep into the actual metrics, Dave highlighted that PS's primary job is to "maximize ARR without losing money". A key highlight on the role of PS is that it is not primarily responsible for maximizing PS Revenue or PS...2024-02-1424 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersTop Metrics for a Chief Customer OfficerDave "CAC" Kellogg and Ray "Growth" Rike discuss the top metrics for a Chief Customer Officer to use presenting to the board and to report to the executive team when the CCO has responsibility for: 1) Customer Success; 2) Professional Services and; 3) Customer SupportNet Revenue RetentionGross Revenue RetentionCustomer Health ScoreBillable PS RevenueBillable UtilizationGross MarginCases per AgentPost Case Closed CSATDeflectionsThose these are the high level metrics for a CCO, each function will have more detailed lagging and leading indicator metrics that Dave and Ray will cover in subsequent episodes of SaaS Talk with the Metrics...2024-02-1022 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersTop 7 Metrics for a Chief Marketing OfficerWhat are the top metrics for a Chief Marketing Officer to use when presenting to the board of directors and in a Quarterly Business Review. Dave "CAC" Kellogg and Ray "Growth" Rike discuss the below top 7 CMO metrics during this episode:Marketing Sourced Pipeline GenerationMarketing Sourced Pipeline ConversionDay 1 Pipeline CoverageDemand Generation Cost per OpportunityBrand AwarenessWebsite VisitorsSales CSATDave recently wrote a detailed blog article on this topic which can be read by clicking here."CAC" is a huge fan of the phrase "Marketing creates pipeline that closes" and dives into the detail o...2024-02-0522 min
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch20VC: The Metrics That Matter in SaaS Today; Why CaC Payback is Flawed & CAC Ratio is Better, Why You Need to Hire Three Sales Reps at a Time, How to Forecast in 2024 & Biggest Mistakes Made Forecasting & How to Make Customer Success Sell More with Dave K Dave Kellogg is one of the OGs of Saas. Among his many accomplishments, Dave was the CMO of Business Objects where he helped scale the business from $30M to $1BN in revenue. Dave has also been a CEO twice, once scaling the business from $0 to $80M and the other business from $8M to $50M before selling it. Dave is also an advisor to some of the best including GainSight, Logickull, MongoDB, Pigment, Recorded Future, and Tableau. In Today's Episode with Dave Kellogg We Discuss: 1. What are the Metrics That...2024-01-311h 10
AI and the Future of Work: Artificial Intelligence in the Workplace, Business, Ethics, HR, and IT for AI Enthusiasts, Leaders and AcademicsDave Kellogg, SaaS whisperer and EIR at Balderton Capital, predicts the future of AI, Silicon Valley, and venture capitalDave Kellogg is an advisor, director, consultant, angel investor, and blogger focused on enterprise software startups. He’s the executive-in-residence (EIR) at Balderton Capital and the principal of his own eponymous consulting business.He brings an uncommon perspective to startup challenges having 10 years’ experience at each of the CEO, CMO, and independent director levels across 10+ companies ranging in size from zero to over $1B in revenues.Dave also authors the Kellblog which covers topics related to starting, leading, and scaling enterprise software startups including strategy, marketing, positioning, messaging, management, go-to-market, SaaS metrics, and ventu...2024-01-2931 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersGrowth Adjusted Enterprise Value to Revenue Multiple (ERG)How the Enterprise Value of a SaaS company impacted by growth rate is the topic of today's conversation with Dave "CAC" Kellogg and Ray "Growth" Rike - the result is a new metric named "ERG" - the Enterprise Value to Revenue to Growth Rate Multiple.During this episode, Dave and Ray highlight several leading public, B2B Cloud companies and how their Enterprise Value to Revenue multiples are impacted when the growth rate is factored in. With a public Cloud/SaaS company median growth rate of 21%, the median Enterprise Value to Revenue multiple of 6.1x a...2024-01-1022 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive Leaders2024 SaaS Metrics PredictionsDave "CAC" Kellogg and Ray "Growth" Rike go out on a limb and share their predictions on the Top 5 SaaS Metrics in 2024 - some are old friends and two are brand new for 2024!!!2023 was a year focused on efficient growth, extending cash runways and making progress towards profitability. Simultaneously, certain metrics became more important in correlation to enterprise value to revenue multiples - including the re-emergence of the Rule of 40 being critical to company valuations. Which metrics are Dave and Ray predicting as the Top Five for 2024:Rule of X - a growth-weighted Rule...2024-01-0322 min
Run the NumbersE13: A Startup CEO's Guide to Board Meetings, with Dave KelloggBoard meetings are hard to get right as a CFO—that's why we brought on Dave Kellogg, who's sat on both sides of the table, to give you the ultimate run-down of how to execute a great board meeting. If you’re looking for an ERP platform, check out our sponsor, NetSuite: https://netsuite.com/metrics---SPONSORS:NetSuite provides financial software for all your business needs. More than thirty-six thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https...2024-01-0356 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 709: 15 Signs You Have A SaaS Metrics Problem (and How to Fix it) with Dave Kellogg, EIR at Balderton CapitalSaaStr 709: 15 Signs You Have A SaaS Metrics Problem (and How to Fix it) with Dave Kellogg, EIR at Balderton Capital In this episode of the SaaStr Podcast, SaaStr OG and fan fave, Dave Kellogg, EIR at Balderton Capital, walks you through the complexities of SaaS metrics. With a wealth of experience leading major SaaS and enterprise software firms, Dave delves into the art of leveraging metrics for strategic advantage and the potential pitfalls of their misinterpretation. This episode will equip you with a nuanced understanding of how SaaS metrics can shape success and why careful...2023-12-1934 min
The Revenue FormulaWhy you need a plan you can beat (with Dave Kellogg, EIR at Balderton Capital)We grilled Dave Kellogg on planning in this episode.We get into why you shouldn't get any surprises, why you need a plan you can beat - and how to approach building a solid plan for next year.(00:00) - Introduction
(04:15) - What sets great team apart right now
(06:03) - Are you up to par?
(10:02) - What can we learn from the dot com bust?
(15:32) - What's a good number?
(18:38) - Why you need to raise on an aggresive plan
(22:10) - Planning requires discipline
(27:04) - Assumptions
(32:41) - Getting ahead of plan
(34:12) - RevOps as the...2023-10-1947 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersBookings, TCV, ACV, Billings and RevenueDave "CAC" Kellogg and Ray "Growth" Rike discuss all things Bookings, Total Contract Value, Annual Contract Value, Billings and revenue including:Bookings vs Total Contract Value vs Annual Contract ValueBillings - more than an invoice?Revenue - CARR, ARR and GAAPB2B SaaS companies regularly use the above terms, but unfortunately not always consistently defined, calculated and/or utilized.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2023-10-1826 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersTop Take Aways from ICONIQ | Growth 2023 Benchmark ReportDave "CAC" Kellogg and Ray "Growth" Rike dive deep into the ICONIQ | GROWTH 2023 - The New Era of Efficient Growth Report to discussed several key report components including:Enterprise Five MetricsResiliency RubricTrade-off between Growth and EfficiencyExpansion vs New Logo contribution to New ARROperating Expenses as a % of RevenueBenchmark utilization cautions, concerns and insightsGo grab the ICONIQ | Growth Report - take it for a read while listening to this episode to see if some of the key points Dave and Ray make resonate with your own personal perspectives.See Privacy Policy at...2023-10-0525 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersNet Revenue RetentionDave "CAC" Kellogg and Ray "Growth" Rike continue their discussion on the importance of measuring revenue retention. This week they cover Net Revenue Retention (NRR) - a top three B2B SaaS Metric. 'During this episode they cover many aspects of how to calculate and use Net Revenue Retention including:Cohort method versus formula methodThe impact of Usage-Based Pricing on the NRR calculationNRR benchmarks using a Good, Better, Best frameworkIdeas on how to optimize and increase NRRIn addition, Dave and Ray answer three audience submitted questions - fulfilling their goal...2023-09-2127 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersKlaviyo S-1 Metrics BreakdownOn this episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss four SaaS metrics from the Klaviyo S-1 including:Annual Recurring Revenue (ARR)CAC Payback PeriodGross Revenue Retention (GRR)Net Revenue Retention (NRR)This conversation covers many of the nuances of SaaS metrics and uncovers the lack of a standard way that even the best companies define and calculate SaaS metricsSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2023-09-1425 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersGross Revenue RetentionOn this episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss Gross Revenue Retention (GRR), aka Gross Dollar Retention (GDR), and the different nuances to consider when calculating this metric.In addition, Dave and Ray discuss why this metric is important, how to calculate GRR and how to use the results to inform decision making.The Metrics brothers discuss the following nuances of calculating Gross Revenue RetentionThe definition of GRRCohort vs Formula MethodWhat to exclude and include in GRRHow is GRR impacted by Product Led Growth and/or Usage-Based Pricing environmentsHow does Churn...2023-09-0526 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersCustomer Lifetime Value - It's not that simple - SaaS Talk with the Metrics BrothersOn this episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss Customer Lifetime Value, and the different input variables required to calculate this compound, multi-variable metric.The Metrics brothers discuss the following nuances of calculating Customer Lifetime ValueThe basics - CLTV or LTVRevenue or Gross ProfitWhich number to use for churn in the formula (GRR, Logo Churn, all ARR or only available to renew ARR)Which number to use for the Average Revenue Per Account (ARPA) - new customers only or all customersIf you love the nuances and details of...2023-08-2121 min
Data RadicalsFrameworks and the Art of Simplification with Dave Kellogg, EIR at Balderton Capital and author of KellblogAs data radicals, we want to deliver insights that enable our organizations to know more, which we often do by providing an answer. Instead, we should be thinking about frameworks we can implement to communicate our ideas in simple and consumable ways.Dave Kellogg knows the importance of a framework. Dave is one of the leading enterprise executives in software today and currently serves as the Executive in Residence at Balderton Capital. His blog, Kellblog, is a highly regarded content hub for software leaders, drawing on his experience as an angel investor, board member, advisor, and thought...2023-08-1649 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersUsage-Based Pricing and CAC - The calculation impact is significantOn this episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss in detail how Usage-Based Pricing (UBP) impacts the calculation of Customer Acquisition Cost and it's efficiency derivatives including CAC Ratio and CAC Payback Period.They discuss the three primary different types of Usage-Based Pricing Models including:Pure usage-based or consumption-based pricing with no minimum commitmentsMinimum commitment agreement that includes up to #x units and then overage $/unit over the minimumAnnual Subscription agreement to the platform and a $/unit of usage in addition to the annual subscriptionEach of the above models ca...2023-08-1522 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersProduct Led Growth and the impact on Customer Acquisition CostThe Metrics Brothers discuss how Product-Led Growth (PLG) including the use of Freemiums and/or Free Trials impacts the Customer Acquisition Cost (CAC) calculation. Each PLG model may have different times to value, conversion rates to paid users, different definitions of when a free user becomes a customer which all can impact the CAC calculation formula and the resultant usefulness of the metricsDuring this weeks episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss CAC Payback Period, and provide a little entertainment along the journey to using CAC Payback Period in your SaaS company....2023-08-0123 min
PRODUCTEA with Leah, Growth & Senior Leadership31: Dave Kellogg, deconstructing Conventional Wisdom in Marketing & Sales with a legendSeason 2 of the ProducTea! I’m joined by a silicon valley legend: Dave Kellogg, EIR at Balderton Capital, independent consultant/advisor, and author of Kellblog.We delve into the pitfalls of building a product strategy on shaky foundations and highlight anyone’s job of designing effective experiments to facilitate learning.We speak about an inherent fear of executives missing out constantly and distinguishing between strategic and opportunistic revenue.Why a company is not a democracy where every customer gets an equal say, and how to be cautious about the bad behaviors that can come...2023-07-271h 00SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersCAC Payback PeriodThe Metrics Brothers discuss the use of Customer Acquisition Cost Payback Period (CAC Payback Period). On the surface CAC Payback Period (CPP) is easy to understand, yet in practice there are many nuances and considerations such as using Gross Margin in the CPP calculation, and if CAC Payback Period is an efficiency, risk or return metric.During this weeks episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss CAC Payback Period, and provide a little entertainment along the journey to using CAC Payback Period in your SaaS company.See Privacy Policy at https://art19.com...2023-07-2722 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersAdvanced Customer Acquisition Cost (CAC)The Metrics Brothers discuss advanced topics and uses of Customer Acquisition Cost (CAC) and the CAC Ratio. On the surface CAC and CAC related metrics appear easy to understand, yet in practice there are many nuances, considerations and approaches to optimize the insights provided by CAC.During this weeks episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss those advanced topics, and provide a little entertainment along the journey to using CAC in your SaaS company.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2023-07-1827 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersCAC and CAC RatioThe Metrics Brothers discuss Customer Acquisition Cost (CAC) and the CAC Ratio. The two metrics are closely related, yet are fundamentally two very different SaaS metrics. During this weeks episode, Dave "CAC" Kellogg and Ray "Growth" Rike discuss the value of each metric, when to use them and how to calculate each metric.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2023-07-1123 minSaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersPipeline Financial Return MeasurementsHow do B2B SaaS leaders measure the financial returns on pipeline generation? On the surface this question may seem quite simple, but one with that presents several options, especially when considering how a CFO evaluates return on investment. The Metrics Brothers, Dave "CAC" Kellogg and Ray "Growth" Rike dive deep into the nuances and considerations of pipeline returns on this week's episode of SaaS Talk™ with the Metrics Brothers.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2023-07-0422 min
SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersPipeline MeasurementsIn this episode of SaaS Talk™ with the Metrics Brothers, Dave "CAC" Kellogg and Ray "Growth Rike discuss Pipeline MeasurementsSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2023-06-2924 min
SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersPipeline GenerationIn this episode of SaaS Talk™ with the Metrics Brothers, Dave "CAC" Kellogg and Ray "Growth" Rike, they discuss all things Pipeline GenerationSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2023-06-2022 minB2B Marketing with Dave Gerhardt#74: Dave Kellogg - Traits of a High Performing CMODave Kellogg is a former CEO and CMO with operational experience across companies from $0 to $1B+. He served as GM/SVP of Service Cloud for Salesforce, CEO of MarkLogic, and SVP of Marketing at SAP / Business Objects. Today he is principal at Dave Kellogg Consulting, EIR at Balderton Capital, and authors the popular SaaS blog Kellblog (www.kellblog.com). He has also served as an independent director across 10 startup boards and has a unique perspective into what top performing SaaS companies do and what role the CMO should play.We talk about:- Being a g...2023-05-1651 min
The Growth Hub PodcastHow Founders Can Fix Sales and Marketing Alignment - With Dave Kellogg (Balderton Capital)What should founders do to fix sales and marketing alignment once and for all?
Dave Kellogg is an Executive in Residence at Balderton Capital. He also comes with 10 years of experience both as a CEO and a CMO.
In other words, he has a lot to say about sales and marketing.
Dave recently wrote “The Founder's Guide to B2B Sales”, and we invited him on the podcast to hear his thoughts on how founders should kickstart selling and what they can do to ensure a strong alignment between Marketing and Sales.
In the second part of our chat, Dave disc...2023-05-1023 min
SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive LeadersSaaS Talk™ with the Metrics Brothers - Ray "Growth" Rike & Dave "CAC" KelloggSaaS Talk™ dives deep into the world of Software as a Service, discussing the successes and hurdles that C-suite leaders in the SaaS industry encounter.Co-hosted by Ray Rike, CEO of Rev Ops Squared, and Dave Kellogg, Executive In Residence at Balderton Capital and Principal at Dave Kellogg Consulting, this podcast brings forth insights and perspectives from esteemed SaaS leaders. They share knowledge and experience on a wide array of topics, including SaaS strategy, business model innovation, customer success management, revenue operations, SaaS metrics, infrastructure and security, and data-driven decision-making.Whether you're a C-suite executive in...2023-05-1021 min
The Growth Hub PodcastWhat founders need to know about B2B Sales and Marketing - With Dave Kellogg (Balderton Capital)How much do founders know about Sales and Marketing? How much should they?
Dave Kellogg is Executive in Residence at Balderton Capital. He also comes with 10 years of experience both as a CEO and a CMO.
In other words, he has a lot to say about sales and marketing.
Dave recently wrote “The Founder's Guide to B2B Sales”, and we invited him on the podcast to hear his thoughts on how founders should kickstart selling and what they can do to ensure a strong alignment between Marketing and Sales.
In the first part of our chat, Dave tells us abou...2023-04-2628 min
The SaaS Revolution ShowThe Founders Guide to B2B Sales with Dave KelloggIn this episode of the SaaS Revolution Show our host Alex Theuma is joined by Dave Kellogg, Executive in Residence at Balderton Capital, who shares his guide to founders for B2B sales.
You'll hear:
📚 His story behind becoming EIR
📚 Why he wrote the Founders Guide to B2B Sales
📚 Key takeaways from the guide
📚 What SaaS company he wishes he was CEO of
🌟 PLUS a sneak peek into his speaking theme for SaaStock USA..!
& more!Check out the other ways SaaStock is helping SaaS founders move their
business forward:
🇺🇸 SaaStock USA 2025: 13-15 May 2025 | Austin, Texas. Connect, learn and
thrive at the leading confere...2023-02-0942 min
Cash & BurnThe Challenges Faced by Today's CEOs w / Dave KelloggBrandon sits down with Dave Kellogg, Executive in Residence at Balderton Capital, as well as Principal at Dave Kellogg Consulting.As a member of ten boards, Dave’s experience has provided him with many successes and failures throughout the years. He talks about building a company against a strong headwind and how hired CEOs face different challenges than founder CEOs. With the changing economic climate, Dave and Brandon discuss how companies shifted from focusing on growth at all costs to just breaking even as quickly as possible - and how that might not be e...2023-01-3139 minAI and the Future of Work: Artificial Intelligence in the Workplace, Business, Ethics, HR, and IT for AI Enthusiasts, Leaders and AcademicsSpecial episode: Dave Kellogg, serial CEO, investor, and SaaS pioneer, shares his (provocative) tech predictions for 2023This is one of my favorite episodes of the year. It’s our third annual long, strange trip into the mind of a Silicon Valley legend. Dave Kellogg is one of the best marketers, CEOs, tech provocateurs, and board whisperers around. He was an executive at iconic companies like SAP, MarkLogic, and Salesforce turned investor and board director who is now an executive in residence at Balderton Capital. In this episode, we discuss, well, just about everything that matters for the tech economy… startup growth metrics, generative AI, how to get funded in 2023, and of cours...2023-01-2351 min
The SaaS Revolution ShowDriving Your SaaS GTM Efficiency In The Next 2 Years: Key Strategies And Tactics | Dave KelloggFrom the SaaStock 2022 Bootstrap Stage: Dave Kellogg, Executive in Residence, Balderton Capital, discusses how to drive your SaaS GTM efficiency in the next two years using these key strategies and tactics.
With the need to extend cash runways, a threatening macro environment, and never-ending pressure to improve efficiency, SaaS startups today are thinking hard about how to improve the efficiency of their go-to-market (GTM) operations as they enter the 2023 planning season. In this fast-paced presentation, Balderton's SaaS executive-in-residence, Dave Kellogg, will discuss strategies and tactics that work -- and that don't work -- to improve the efficiency of your GTM...2023-01-1921 min
Modern SaaS Finance with SageDave Kellogg (Principal at at Dave Kellogg Consulting) on the Modern SaaS Finance PodcastWelcome to a new episode on the Modern SaaS Finance Podcast hosted by David Appel, head of Software/SaaS at Sage Intacct. Joining us on this episode is Dave Kellogg, an advisor, independent director, angel investor, consultant and the author of Kellblog. He is also the Principal at Dave Kellogg Consulting with 10+ years experience at each of the CEO, CMO, and board levels across 10+ different companies ranging in size from $0 to over $1B in revenues.
Since 2021, Dave has also been an Executive in Residence at Balderton Capital, a leading European VC firm, providing strategic and operational advice...2022-11-1018 min
Metric StackWhat is Cash Conversion Score? with Dave Kellogg, Balderton CapitalIn today’s episode, Allan and Lauren talk with Dave Kellogg, Executive in Residence at Balderton Capital. Dave goes all-in on Cash Conversion Score: What’s the difference between cash conversion score, capital consumption, and the growth efficiency index? What efficiency does cash conversion score measure? Dave also why cash conversion score is important when it comes to funding and ‘leaky bucket’ metrics. “You should look at your overall capital consumption efficiency because people are going to look at it. It’s not the first thing they’re going t...2022-05-2421 min
PROCO360 | Best Podcast for Entrepreneurs and Business OwnersAffordable, Predictable Marketing - Really!"We score people based on attitude, effort and performance, and if attitude and effort are good, we’ll give a very long leash on performance.”
JB Kellogg, Co-founder & Co-CEO, Madwire
Madwire has been amazingly successful. It now has 600 team members helping small businesses grow. What intrigued me most about interviewing co-founder and co-CEO JB Kellogg is how one could possible scale to 600 employees and still deliver the great service-oriented results that built the company. What I learned surprised and impressed me!
2022-04-0734 min
STWC PodcastPray in Authority with Pastor Dave KelloggPastor Dave Kellogg is our Prayer Director at Spirit and Truth Worship Center. This week's podcast is titled, "Pray in Authority".
2022-02-0949 min
Precursive Perspective | For Professional ServicesWhy honesty is the best policy in the Modern SaaS Economy with Dave KelloggDave Kellogg, is a thought-leader, advisor, director, consultant, blogger and currently the EIR at Balderton Capital. Formerly the CEO of Host Analytics, he is known as the SaaS metrics expert. In this episode, Dave shares his insight into the role of Services in scaling SaaS businesses, linking time-to-value to net retention, the 'correct mindset' for successful Professional Services and Customer Success organizations.Dave is the author of the highly regarded 'Kellblog', where he covers topics ranging from startups, metrics to venture capital and Silicon Valley. Check it out here - https://kellblog.com/ F...2022-02-0148 minAI and the Future of Work: Artificial Intelligence in the Workplace, Business, Ethics, HR, and IT for AI Enthusiasts, Leaders and AcademicsDave Kellogg, serial CEO, investor, and SaaS metrics expert, shares his (provocative) tech predictions for 2022Dave Kellogg, serial CEO, investor, and advisor, is a prolific blogger over at Kellblog.com. His annual predictions are a must-read for anyone in tech. This year's insights were no exception. Dave recently joined Balderton Capital as an executive in residence. His illustrious career has spanned exec stints at iconic companies like Host Analytics, Salesforce, MarkLogic, and Business Objects before it was acquired by SAP. Among other accolades, Dave’s SaaStr talks routinely rank in the top few most watched.Dave owns two dubious distinctions: in over 100 episodes, he’s one of only three repeat guests on the...2022-01-3047 min
What the HELL Were You Thinking?Magically DeliciousShow Notes Episode 345: Magically DeliciousThis week Host Dave Bledsoe angrily insists that Lucky Charms cereal prizes be tiny bottles of Jameson and is thrown out of the Kroger. (Again) On the show this week we open up the kitchen cabinet and pull down a box of Nostalgio's, the breakfast cereal for old people! (Don’t worry, they taste so bad you won’t WANT to eat them!)Along the way we learn that Dave’s little sister used to beat him up on the regular. (We’re sure he deserved it!) and then...2022-01-1032 minWhat the HELL Were You Thinking?Magically DeliciousShow Notes Episode 345: Magically DeliciousThis week Host Dave Bledsoe angrily insists that Lucky Charms cereal prizes be tiny bottles of Jameson and is thrown out of the Kroger. (Again) On the show this week we open up the kitchen cabinet and pull down a box of Nostalgio's, the breakfast cereal for old people! (Don’t worry, they taste so bad you won’t WANT to eat them!)Along the way we learn that Dave’s little sister used to beat him up on the regular. (We’re sure he deserved it!) and then...2022-01-1032 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 515: A CEO's Guide to Marketing with Dave KelloggNo one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and other startup execs) should think about, charter, direct, and support marketing. Full video: https://youtu.be/ggUwcE600xU Blog post: https://www.saastr.com/a-ceos-guide-to-marketing-with-dave-kellogg-five-things-every-founder-should-know-podcast-515-and-video/ Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for wee...2022-01-0724 min
The SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave interviews Sandi Lin, CEO and co-founder of SkilljarSandi has had a remarkable career so far. She trained as a civil engineer at MIT, did an MBA at Stadford, moved into product management at Amazon, and now runs a very successful SaaS company, Skilljar. Skilljar, founded in Seattle in 2013, is a fully distributed, ~150-person company that provides a customer education platform to over 400 customers.
We discuss:
Why do product managers make great founders?
How has your product planning process evolved from founder to startup to scaleup stages?
As CEO with a product background, how do you interact with your product team now? Has it be...2021-09-2658 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave and Thomas on big co vs small co Product ManagementDave and Thomas talk about their experiences as product leaders, and the differences between PM in big companies and small companies.
We look at how Salesforce, SuccessFactors and other large companies manage product teams, and explore if that helps or hinders in the context of small companies. One nugget. Big company product management is usually big M small p. Start-up product management is big P small m. We talk about the day in the life of a product leader, and we also mention rhinos and kangaroos.
2021-09-1257 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Thomas interviews Simon Bouchez, CEO and founder at Reveal.coSimon sold his first venture, an HRTECH company, multiposting, to SAP. After successfully delivering on the post merger integration, Simon has started a new venture, Reveal.co. It aims to revolutionise how sales and marketeers collaborate between companies.
In this episode we talk how product management has changed in the last 10 years, becoming more commercially savvy, and aware of what it takes to build a successful business. We talk M&A, and how to do post merger integration well, and we continue to explore the themes of product led growth. We also talk Paris as an innovation hub...2021-08-2856 min
The Orbit Shift PodcastS02E33: Dave Kellogg on the two essential SaaS metrics for a SaaS startupDave Kellogg, known as the ‘Yoda of SaaS metrics,’ is our latest guest on The Orbit Shift Podcast. We talk to the SaaS veteran about🚀The two essential SaaS metrics - ARR and ARR growth🚀The importance of picking a big enough TAM🚀Importance of measuring NDR 🚀CAC vs NDR, when to use what🚀The limitations of an NPS🚀Why startups shouldn’t become metric slavesThis episode was recorded live at SaasBoomi’s annual event.Get $10,000 free credi...2021-08-1749 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Thomas interviews Tim Geisenheimer, CEO /Cofounder of Correlated.Tim is the CEO and Co-Founder of Correlated, the leading product-led revenue platform for sales teams. Correlated recently launched publicly and announced an $8.3 million round of funding led by Harrison Metal and NextView Ventures. Prior to founding Correlated, Tim was an early executive team member at two data and analytics startups: Facet and Timescale. Timescale recently raised a $40 million Series B from Redpoint. Earlier in his career he was on the founding team of TapCommerce, a leading marketing tech startup which was acquired by Twitter for a reported $100 million. Tim has led sales, partnerships and go-to-market teams throughout his c...2021-08-1557 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave and Thomas interview Dan Faulkner from Plannuh. How to build great product teams.We speak with Dan Faulkner, CTO of Plannuh, about building great product teams. Dave is an advisor to Plannuh.
After getting a master’s in speech and language processing, Dan worked for speech recognition powerhouse Nuance for well over a decade, first as a researcher and later moving into product and business unit management.
Our topic is how to build great product teams. Among other questions, we ask Dan:
What makes a great product team?
What is his four-part framework for thinking about product teams (e.g., context, talent, change, and location)?
Why context matt...2021-08-0759 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB Dave and Thomas Interview Paul Jozefak, CEO of ReceevePaul was a successful VC, but moved to become a founder and CEO. In this episode we explore how to build a successful enterprise SaaS business, targeting the complex problem of accounting collections. It sounds niche, but there is lots to learn from Paul about building products for the line of business. Niches can be super profitable, and can grow into significant market categories. We look at how SaaS products can function as a layer on top of existing applications, partner strategies and much more.
2021-08-0157 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave interviews Aaron Kalb, Alation co-founder This show is with Alation cofounder Aaron Kalb. Our topics: design, data, and disagreement in the context of product and product management.
Aaron serves as Alation’s chief data & analytics officer (CDAO) and before that worked as a designer and researcher in Apple’s Siri advanced development group after graduating from Stanford with a master’s in symbolic systems.
Questions include:
How do you synthesize data-led and design-led product management?
How did your psychology and software engineering background help you as a product leader?
How do you hire strong product leaders?
What was like for a pr...2021-07-2259 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Thomas interviews Holger Müller. Constellation Industry Analyst and former product leaderHolger is one of the leading industry analysts (at Constellation Research) and former product leader. In this episode, Holger and Thomas talk about the dynamics in enterprise software. We dig into history and the current state of product management, the shift and limits of more analytical PM, the growth of DIY (low code no code) tools, and the imbalances between tech vision and business process. We also talk Tour De France. And Holger gives some blunt advice on working with Analysts. Warning: Holger thinks and talks fast.
2021-07-2059 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave and Thomas with Andy MacMillan, CEO of UserTestingAndy’s got a great background, some real product chops, and can simultaneously give us both the Product and the CEO perspective on product issues. Our topic is Andy’s framework for hiring product managers and product management teams. Key questions for this episode.
Why do I need a framework for hiring PM teams?
What is your framework for hiring PM teams?
What goes wrong in hiring PM teams?
What do you think of the PM as GM or mini-CEO concept?
When should an early-stage company start using such a hiring framework?
We cover most of these...
2021-07-091h 01The SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave interviews Evan Kaplan, CEO of Influx DataEvan Kaplan is the CEO of Influx Data. It helps developers to build IoT, analytics and monitoring software. In this episode we continue to discuss how open source is changing with the Cloud. We talk in depth about what it is be to cloud native and open source. We also digress into ingress and database history.
2021-06-241h 00The SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Thomas and Dave interview Prof Dirk RiehleThis episode goes deep into open source, especially open source licensing models and how they are evolving. Prof Dirk Riehle is one of the leading researchers on open source. We dig into the recent MongoDB licence, amongst other things. We also discuss product management education.
2021-06-1857 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave Interviews Chris McLaughlin of Nuxeo and LumAppsWe welcome a special friend Chris McLaughlin, currently CMO at France-based powerhouse LumApps, a collaboration and communications platform backed by top European investors including Idinvest and Goldman Sachs.
In this week’s episode we ask Chris many questions, including:
How to get product and marketing working together, especially when they aren’t under a common boss.
How European startups should organize their go-to-market functions to enter and grow in the US market
The role of both the product and marketing leaders in startups with either a technical founder or business founder
When is the right time to hire...2021-06-1158 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave and Thomas with Stephanie McReynolds on category creationWe have a discussion with former Alation CMO Stephanie McReynolds on the topic of category creation and her learnings as she helped drive the creation of the data catalog category and establish Alation as the leader in it [1].
In addition to her gig at Alation, Stephanie’s had a great career at many leading and/or category-defining vendors including E.piphany, Business Objects, PeopleSoft, Oracle, Aster Data, ClearStory, and Trifacta.
Questions we address include:
Does a vendor create a category or do market forces?
In creating a category do you lead with product or sol...2021-05-201h 00The SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Thomas interviews Murali MazhavancheryMurali is VP PM at Utmost, and former SuccessFactors PM. We delve into some HRTECH history, the differences between PM 10 years ago and today, scaling, technical debt, understanding users v buyers, managing constraints, platforms v apps, developing the next generation of PM, and the social contract between sales and product. We may mention cricket.
2021-05-131h 02The SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave interviews Brett Queener. The Product Superpowers That Few Flex: Intention and Conviction.Dave and Thomas interview Brett Queener, partner at Bonfire Ventures, former President & COO at SmartRecruiters, product-line general manager at both Salesforce.com and Siebel...
What was it like running product for Marc Benioff? (Or, for that matter, Tom Siebel?) and much more.
2021-05-061h 00The SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Thomas Interviews David Clarke, former Workday CTOThe SaaS Product Power Breakfast with Dave Kellogg, Thomas Otter and guest David Clarke. We discuss the early days of Workday. We explore acquisitions, the role of architects, what is a platform actually, and the challenge of being a small vendor with big customers, and how to say no when you need to. We also get awesome audience feedback likening us to a famous band gig, which we graciously accept. transcript.
2021-04-301h 01
Metrics that Measure UpB2B SaaS Metrics with the Master - Dave Kellogg @kellblogB2B SaaS Metrics are talked about in board meetings, investor diligence, executive team meetings, and recently across every corner of the internet from industry influencers and thought leaders.As the host of the Metrics that Measure Up, I was thrilled that I could speak with Dave Kellogg, one of my long-term follows, and a master of all things B2B SaaS metrics.Dave is a multiple-time, CEO and Chief Marketing Officer of B2B Software and SaaS companies, and a highly sought after advisor, board member and speake.During this episode, we...2021-04-2638 minThe SaaS Product Power Breakfast with Dave Kellogg and Thomas OtterTSPPB: Dave interviews Scott Beechuk of Norwest Venture Partners.Dave interviews special guest, entrepreneur, ex-Salesforce product leader turned venture capitalist, Scott Beechuk, of Norwest Venture Partners. Scott and Dave worked together at Salesforce almost a decade ago and work together today with Bluecore.
Recorded with the consent of the live studio Clubhouse audience.
2021-04-231h 01
SaaShimiSeason A - Ep. 1: Dave Kellogg on VC and PE investments in SaaS companiesDave Kellogg returns to SaaShimi to share his experience working with Venture Capital and Private Equity firms. He compares VC's and PE's investment approaches, due diligence processes, and roles in a boardroom among other things.BIODave Kellogg is a technology executive, investor, advisor, and blogger (if you don't read www.kellblog.com, you should start after you are done with SaaShimi!).Previously, he held CEO positions at Hostanalytics and MarkLogic, and prior to that SVP/GM of Service Cloud at Salesforce and CMO at Business Objects.Dave has worked in...2021-02-2835 min
Scaleup MarketingDave Kellogg on the Three Pillars of a Great CMOThe first episode of my podcast is with the great Dave Kellogg, recently named a Top 5 Most Respected Leader in SaaS by the 15,000 attendees of SaaStr.
I had a lot of fun digging well over a decade of his posts on software and marketing at https://kellblog.com. In the podcast, we talk about some of my favorite posts of Dave’s over the years including:
The three pillars of a great CMO (and you can only pick two)
How great product marketing needs to impose simplicity on the market
The nearly impossible pa...2020-11-0259 minAI and the Future of Work: Artificial Intelligence in the Workplace, Business, Ethics, HR, and IT for AI Enthusiasts, Leaders and AcademicsBest of AI and the Future of Work with Dave Kellogg, serial CEO and board member... plus, we hit an exciting milestone!Welcome to this week's "best of" episode of AI and the Future Work. Today, we’re opening the vault and re-introducing you to Dave Kellogg, serial high-tech CEO, board member, and of course Dead Head discussing SaaS metrics earlier this year. I’m proud to share that the podcast just crossed 100,000 downloads so I’m taking this opportunity to thank you for listening. If you enjoy the show, please rate us wherever you get your podcasts to demonstrate your support for independent media and help more listeners discover our amazing guests. It’s a week before the...2020-10-2629 min
This is Product MarketingEpisode 1: Dave Kellogg - Marketing in Hot and Cold MarketsDave Kellogg and Crispin Read discuss the differences in marketing approaches for hot markets vs. cold markets. How do you know if you are in a hot market? They talk more about how to know what kind of market you are in and how to approach positioning, messaging and branding in these very different scenarios. All rights reserved. © Product Marketing Hive.2020-09-0835 minAI and the Future of Work: Artificial Intelligence in the Workplace, Business, Ethics, HR, and IT for AI Enthusiasts, Leaders and AcademicsAI and the Future of Work with Dave Kellogg, serial CEO, board member, investor, and advisorIn this week’s episode of AI and the Future of Work, Dan Turchin discusses Silicon Valley culture pre and post pandemic, SaaS metrics, and the mistakes that get CEOs fired with Dave Kellogg, Silicon Valley luminary, investor, advisor, and CEO. Listen and learn...What’s the single most important metric for venture-backed SaaS companies… and why you’re probably calculating it wrong. What makes a great high-tech culture and why Dave is particularly proud of one slide that summarizes his philosophy on building successful teams.Why most CEOs fail because of one specific way they mis-manage...2020-05-1027 min
SaaShimiII. Key SaaS Metrics - Dave KelloggDave Kellogg is a technology executive, investor, advisor, and blogger (if you don't read www.kellblog.com, you should start after you are done with SaaShimi!).Previously, he held CEO positions at Hostanalytics and MarkLogic, and prior to that SVP/GM of Service Cloud at Salesforce and CMO at Business Objects.Dave has worked in varied capacities with companies including Breeze, GainSight, MongoDB, and Tableau. He currently sit on the boards of Alation, Nuxeo, and Profisee. Dave previously sat on the boards of agtech leader Granular and big data leader Aster Data (both got acquired).2020-03-0938 min
Private Equity FuncastThings to Avoid in Selecting an Executive Job with Dave KelloggBuckle your seatbelts for a fast-paced conversation with Dave Kellogg. Dave and I first met back in the early 80s at Ingres, when I was a pre-sales engineer and Dave was a technical support rep. We’ve each spent over 25 years in enterprise software, in mixed roles that involve both technology and sales & marketing. We reconnected recently and met up up in Chicago at ParkerGale’s “intergalactic headquarters” for a pretty broad-ranging conversation about a recent blog post that Dave wrote (Things to Avoid in Selecting an Executive Job at a Startup) along with a lot of interaction about differen...2019-08-2351 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 241: Dave Kellogg on The BIggest Takeaways From Being In The Room For Sequoia’s “RIP Good Times”, Why Founders Should Raise As Much As Possible But Spend According To Plan & The Right Way To Think About Effective Quota ConstructionDave Kellogg is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications. Finally pre-Salesforce, Dave was CEO @ MarkLogic where he grew the team from 40 to 240 and revenues from $0 to an $80m revenue run rate. If that was not enough, Dave currently or...2019-06-1034 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 241: Dave Kellogg on The BIggest Takeaways From Being In The Room For Sequoia’s “RIP Good Times”, Why Founders Should Raise As Much As Possible But Spend According To Plan & The Right Way To Think About Effective Quota ConstructionDave Kellogg is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications. Finally pre-Salesforce, Dave was CEO @ MarkLogic where he grew the team from 40 to 240 and revenues from $0 to an $80m revenue run rate. If that was not enough, Dave currently or...2019-06-1034 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 232: Fmr. Host Analytics CEO Dave Kellogg on The Top 5 Questions Every CEO Wrestles WithDave Kellogg is CEO of Host Analytics and prolific blogger. Join him as he takes you through lessons learned from Host Analytics on the top questions every SaaS CEO wrestles with. Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction. Missed the session? Here’s what Dave talks about: When is the right time to raise money? How can you better manage the board? Should you worry about competitors? If you...2019-05-0921 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 232: Fmr. Host Analytics CEO Dave Kellogg on The Top 5 Questions Every CEO Wrestles WithDave Kellogg is CEO of Host Analytics and prolific blogger. Join him as he takes you through lessons learned from Host Analytics on the top questions every SaaS CEO wrestles with. Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction. Missed the session? Here’s what Dave talks about: When is the right time to raise money? How can you better manage the board? Should you worry about competitors? If you wou...2019-05-0921 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 179: What It Means To Be An ARR First SaaS Company, The Most Commonly Misunderstood SaaS Metrics & Why Renewals Does Not Mean Happy Customers with Dave Kellogg, CEO @ Host AnalyticsDave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M) and big data leader Aster Data (acquired by Teradata for $325M). ...2018-06-1130 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 179: What It Means To Be An ARR First SaaS Company, The Most Commonly Misunderstood SaaS Metrics & Why Renewals Does Not Mean Happy Customers with Dave Kellogg, CEO @ Host AnalyticsDave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M) and big data leader Aster Data (acquired by Teradata for $325M). I...2018-06-1130 min
CXOTalk: Leadership, AI, and the Digital EconomyEnterprise Software and Cloud Computing with Dave Kellogg (Host Analytics) and David Dobrin (Enterprise Irregulars)What's going today in enterprise software and cloud computing? Two members of the Enterprise Irregulars, an elite group of enterprise software analysts and executives, share their thoughts on the state of enterprise applications and cloud today.Dave Kellogg is an experienced enterprise software executive, angel investor, board member, advisor, thought leader, and blogger. David Dobrin has been working in enterprise applications for over 20 years, sometimes in development at software companies, sometimes as an analyst.2018-04-2345 min
DisrupTVDisrupTV Episode 100, Featuring Dave Kellogg, Billy Bosworth, Virginia BackaitisThis week on DisrupTV, we interviewed Dave Kellogg, CEO at Host Analytics, Billy Bosworth, CEO
at DataStax and Virginia Backaitis, Recruiter & Reporter.
DisrupTV is a weekly Web series with hosts R “Ray” Wang and Vala Afshar. The show airs live at 11:00 a.m. PT/ 2:00 p.m. ET every Friday. Brought to you by Constellation Executive Network: constellationr.com/CEN.2018-04-021h 01
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 142: Why CAC/LTV Is The Most Important Metric In SaaS, How To Analyse Churn Correctly & Why Bookings Are Inaccurate and Easy To Manipulate with Dave Kellogg, CEO @ Host AnalyticsDave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M) and big data leader Aster Data (acquired by Teradata for $325M). ...2017-09-1131 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 142: Why CAC/LTV Is The Most Important Metric In SaaS, How To Analyse Churn Correctly & Why Bookings Are Inaccurate and Easy To Manipulate with Dave Kellogg, CEO @ Host AnalyticsDave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M to over $1B. Dave has also worked in various capacities with the likes of Breeze, GainSight, Tableau and MongoDB and previously sat on the boards of ag tech leader, Granular (acq by DuPont for $300M) and big data leader Aster Data (acquired by Teradata for $325M). I...2017-09-1131 min
In The Country with Dave WoodsInterview with Celeste KelloggAt just 15 years of age, Virginia's Celeste Kellogg is making a name for herself as a singer, songwriter and actress. She stars in the independent film "Much Ado About Middle School" and sings on the soundtrack. She has hosted and performed on Nashville Spotlight. In the past she has shared the stage with the Jonas Brothers, Kelly Clarkson and Lee Ann Rimes. Recently she was featured in an issue of Pop Star Magazine. Tune in for this up close and personal interview with Celeste featuring some of her latest songs. Learn more about this fast-rising star at celestekellogg.com and...2009-12-1628 min