Shows
SaaS ConversationsAnnual Planning in SaaS: Using Benchmarks to Drive Better Decision-MakingIn this episode of SaaS Conversations, Tori Danforth, Senior Director of FP&A at Relativity, shares how her team approaches annual planning at scale. From integrating long-range strategic goals to setting departmental targets and navigating trade-offs, Tori offers a detailed look into how benchmarking with external data strengthens both the planning process and cross-functional alignment.We cover:How to connect long-range strategy to annual financial planningThe role of finance business partners in driving bottom-up alignmentUsing benchmark data to inform investment decisions and trade-offsKey...2025-06-1716 minSaaS ConversationsMaximizing GTM Success with RevOps in 2025Although Revenue Operations (RevOps) is still an evolving function in SaaS, its role is critical to driving go-to-market efficiency. At its core, RevOps ensures that go-to-market teams like Sales, Marketing, and Customer Success function as a unified, efficient system to enable the ideal customer journey.One of the biggest challenges for RevOps leaders is managing resource allocation – making high-stakes decisions about structure, strategy, and investment. How do you allocate resources for maximum impact? When is the right time to scale? Which strategic focus areas will drive long-term success?In this episode of SaaS Co...2025-03-3115 minSaaS ConversationsR&D ROI With JellyfishThis episode is essential listening for anyone responsible for R&D investment, cost management, or strategic planning in SaaS.
In today's conversation, we sit down with Ryan Kuchova, Head of Customer Strategy and Operations at Jellyfish, to explore frameworks for measuring and managing R&D ROI in SaaS.
We discuss strategies for optimizing R&D investment and how to encourage alignment between finance and engineering teams.
Moderator: Andy Rooks (Marketing, OPEXEngine by Bain & Company)
Guest speaker: Ryan Kuchova (Head of Customer Strategy and Operations at Jellyfish)2025-01-1520 min
SaaS ConversationsSaaS Metrics Palooza '24: Benchmark-Enabled Decision MakingLearn how to maximize the value of benchmarks in this special podcast episode featuring Lauren Kelley’s SaaS Metrics Palooza ‘24 presentation.
In a new episode of SaaS Conversations, we explore benchmarking strategies that drive growth, profitability, and operational excellence. Lauren dives into the Rule of 40, critical efficiency metrics, and actionable steps SaaS leaders can take to uncover inefficiencies, align resources, and enhance EBITDA. The episode includes references to key data visuals from her presentation, available on-demand at https://www.opexengine.com/post/saas-conversations-podcast-benchmark-enabled-decision-making-at-saas-metrics-palooza-24.
Listen now to gain insights that can...2024-11-2023 minSaaS ConversationsSoftware Value Creation With DealEdgeHow can SaaS companies drive operational excellence, maximize exit success, and create lasting value in today’s market?
In today’s conversation, we’re joined by Lauren Kelley, CEO of OPEXEngine, and Dania Shaheen Gutterson, General Manager at DealEdge and Senior Director of Private Equity at Bain & Company.
The experts discuss the Rule of 40, key efficiency metrics, and specific operational levers investors can use to drive value creation, addressing how successful SaaS companies optimize for both growth and profitability. As market conditions shift and the demand for efficiency intensifies, SaaS leaders are finding new ways to scal...2024-11-0625 minSaaS ConversationsImproving SaaS EBITDAWhat are the key strategies that SaaS companies are using to fine-tune growth efficiency and cost management in a challenging market? In today's conversation, we dive into the strategies that SaaS companies are using to improve EBITDA margins in 2024.
Lauren Kelley – CEO and Founder of OPEXEngine by Bain & Company – breaks down how companies are navigating a slower-growth environment by tightening cost management, refining the balance between new customer acquisition and account management by using benchmarks to identify the greatest opportunities for improvement.
As the market remains uncertain and sales cycles have lengthened for many, top SaaS...2024-08-2716 minSaaS ConversationsTechnology Due DiligenceWhat are the technology frameworks that investors are using to evaluate SaaS companies in 2024?
In today's conversation, we cover technology due diligence. Lauren and an expert consultant discuss how tech due diligence works, AI’s impact on R&D investments, and frameworks for understanding the quality, scalability, and sustainability of an asset that an investor is buying. Hear the latest on the tech frameworks that investors are using in 2024 to evaluate SaaS companies.
Moderator: Lauren Kelley (Founder and CEO of OPEXEngine by Bain & Company)Guest Speaker: Hank Chen (Partner, Bain & Company)2024-04-1824 minSaaS ConversationsLeadership and Diversity in TechIn today’s conversation, we cover leadership and diversity in the tech space. Lauren answers a round of questions about the founding of OPEXEngine, her decision to pursue SaaS benchmarking, leadership, and diversity in SaaS.
Speaker: Lauren Kelley (Founder and CEO of OPEXEngine by Bain & Company)
2024-02-0922 min
SaaS ConversationsPre-IPO SaaS: Using Benchmarks to PrepareWhat’s the operational playbook when a SaaS company is preparing for an IPO?
In today’s conversation, Lauren speaks with two experts about key considerations and best practices before proceeding with an IPO. They discuss the common challenges faced, having standardized metrics and efficient systems in place, creating a unified company narrative, and setting up for success beyond. They also touch on key operational metrics, team alignment, and the cultural shift a company goes through when transitioning from private to public.
Moderator: Lauren Kelley (Founder and CEO of OPEX...2023-12-1452 min
SaaS ConversationsSaaS Palooza 2023: How to Actually Get Value from BenchmarksLearn how to get the most value from benchmarks in this recording of Lauren’s presentation at SaaS Metrics Palooza ‘23.
In today’s conversation, Lauren discusses the importance of standardizing metrics, the changing dynamics of the SaaS, and the industry shift from growth at all costs to profitable growth. Throughout the presentation, Lauren references a set of infographics, which are available on our website via the on-demand video recording of her presentation: www.opexengine.com.
Speaker: Lauren Kelley (Founder and CEO of OPEXEngine by Bain & Company)
Moderator: Ray Ri...2023-12-1425 min
SaaS ConversationsMeet the Benchmarking ExpertsListen to an expert session about how benchmarking can help improve your go-to-market strategy.
In today’s conversation, Lauren is joined by a seasoned go-to-market operator. They discuss the importance of benchmarking KPIs in the SaaS sector and the benefits of benchmarking as an investor. They speak to benchmarking as a means of measuring growth and cost issues, aligning internal and external stakeholders, and inspiring investor confidence, as well as identifying opportunities for improvement in go-to-market strategies.
Moderator: Lauren Kelley (Founder and CEO of OPEXEngine by Bain & Company)
...2023-12-1426 min
SaaS ConversationsSaaS Metrics-Based PlanningAn expert take on the significance of data quality, transparency, and operationalizing metrics to drive efficient growth.
In today’s conversation, we’ll cover metrics-based planning. Lauren and two experts discuss a range of key topics: how to measure the effectiveness of operations like sales and marketing, what investors are looking for, the key SaaS metrics to track, and how companies can operationalize these metrics to drive efficient growth. They also speak to this idea of keeping a “North Star” to guide decision-making and strategic thinking.
Moderator: Lauren Kelley (Founder...2023-12-1454 min
SaaS ConversationsBest of 2023Lauren Kelley – Founder and CEO of OPEXEngine by Bain & Company – has her finger on the pulse of the SaaS industry. Over the past year, she has hosted finance leaders, technology experts, investors, operations professionals, and more for conversations about metrics, benchmarking, and the state of SaaS. In the inaugural episode of SaaS Conversations, we are looking back at some audio highlights from 2023.2023-12-1430 min
SaaS ConversationsDynamic Planning for SaaS Finance LeadersLearn how to execute a planning process during times of organizational change.
In today’s conversation, Lauren speaks to two CFOs about the ever-changing landscape of SaaS finance, current operating plans, how to use benchmarking to reduce risk, and the latest on the role of AI in finance. The speakers discuss managing organizational change, balancing between evolving priorities, financial consistency, and go-to-market efficiency.
Moderator: Lauren Kelley (Founder and CEO of OPEXEngine by Bain & Company)
Guest Speakers: Evan Meagher (CFO of CoreWeave) and Brian Weisberg ( CFO of Tidelift)2023-12-1452 min
SaaS Metrics SchoolWhat is the R&D Payback Ratio?In episode #40, I dive into R&D efficiency. I think this has always been a hard one. The correlation between R&D investment and growth. A reader brought this metric to my attention so I did a little digging.
- What is the R&D Payback Ratio
- What are the inputs
- What are the drawbacks
Credit: https://www.opexengine.com/are-we-any-good-at-rd-investment-in-the-software-and-saas-world/
SaaS Metrics courses here: https://www.thesaasacademy.com/
Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout
Follow Ben...2023-08-2203 min
Beyond the BioHow Finding a Business Benchmarking Need Led this CEO’s Company to be Acquired by BainLauren Kelley, CEO of OPEXEngine, a member-based benchmarking community for software and SaaS companies that joined Bain in 2021, found a gap in how companies measure data and chose to do something about it. Lauren joins us to share not only her journey to entrepreneurship and what’s driven her throughout her career, but how OPEXEngine is meeting the needs and answering the hard questions companies are asking around performance and what led to its recent acquisition as part of Bain’s aim to build a larger suite of capabilities to support our clients.
2022-12-0233 min
Modern SaaS Finance with SageLauren Kelley (CEO of OPEXEngine) on the Modern SaaS Finance PodcastWelcome to a new episode of the Modern SaaS Finance podcast hosted by David Appel, head of Software/SaaS at Sage Intacct. On todays episode, we are excited to have joining us Lauren Kelley, the CEO of OPEXEngine, a member-based benchmarking community for software and SaaS companies. This episode is packed with nuggets from Lauren on what investors want from benchmarking, tips to create common measures of comparison, how management teams can tell better stories with numbers and so much more about how SaaS and Software companies can improve operational performance with comprehensive benchmarks and analytics.
For...2022-05-1017 min
Metrics that Measure UpThe Power of Benchmarks - with Lauren Kelley, Founder and CEO OPEX Engine (Episode 1)Benchmarks - a concept for only the most mature and advanced company or a foundational metrics component for any company seeking to make data-driven, metrics-informed decisions?Lauren Kelley is the founder and CEO of OPEX Engine, a leader in capturing and publishing B2B Technology company benchmarks. Lauren's background includes being the revenue leader for an early B2B platform leader, and prior to that as an economist for the US Department of Commerce.Immediately prior to recording this podcast, Bain and Company announced their acquisition of OPEX Engine, which goes a long way towards es...2021-10-0430 min
Startup SecretsWorkshop #6 | Game-Changing Business ModelsIn this workshop, we walk through several key frameworks to building a game-changing business model in order to create the "perfect startup storm." See key players from companies like Acquia, Formlabs, Diagnostics for All, and OPEXengine explain how their business models push boundaries and ultimately become successful.2018-03-161h 54![[Array] Podcast](https://content.production.cdn.art19.com/images/c2/fd/08/d5/c2fd08d5-ca02-4404-93a9-204a8f22092d/c9333d89c729b41e3cb2b382220119c4257c4845ab0cc198503074d2452e59dfd09faff34897bff18a792d707b0ed174622230425a9bdfd1252fa3641f4667e4.jpeg)
[Array] PodcastOpexEngine founder Lauren Kelley shares SaaS benchmarksLauren Kelly is the CEO of Opex Engine (https://www.opexengine.com) where they benchmark metrics for SaaS companies. Lauren tells us what metrics should companies track depending on who they are selling to.2017-03-1332 min