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PODCAST

The Metrics Brothers

Ray Rike & Dave Kellogg

The Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike.The Metrics Brothers provides unique insights, strategies, tactics, and metrics that are relevant to AI-Native software and SaaS companies.Each 25-30 minute episode will cover a topic critical to leading a B2B software company, and chock-full of practical advice that can be introduced and applied in most Native-AI, Agentic AI, and B2B software and SaaS companies.

business management

All Episodes

00:20:54

B2B Marketing Budget and Productivity Benchmarks

The Metrics Brothers ·

2025/06/04

Dave "CAC" Kellogg and Ray "Growth" Rike break down the recent B2B Marketing Budget and Productivity Benchmarks Report from Benchmarkit. Key trends such as Marketing budget as % of Revenue, People vs Program vs Technology budget allocation and the top marketing performance metrics as covered in this episode!

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00:25:24

Cost/Opportunity and Pipe/Spend

The Metrics Brothers ·

2025/05/26

How do you calculate the efficiency of pipeline generation in a B2B SaaS company? Dave "CAC" Kellogg and Ray "Growth Rike take this metric(s) topic on head first by discussing both the Cost per Opportunity and Pipe to Spend metrics - key to understanding how much investment is required to generate pipeline!

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00:29:38

Marketing and Sales Alignment

The Metrics Brothers ·

2025/05/16

Marketing and Sales alignment is an often discussed source of friction, frustration and productivity impact across B2B SaaS companies. CAC and Growth take on the topic and provide some insights and recommendations on how to increase Marketing and Sales alignment - including the role that SaaS metrics can play.

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00:45:28

Why Can’t We All Just Get Along? Aligning Finance...

The Metrics Brothers ·

2025/05/08

Dave "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 focused on aligning Finance and the Go-to-Market functions and included how SaaS metrics can be used as a core "alignment" strategy.

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00:31:11

Stock-based compensation

The Metrics Brothers ·

2025/04/30

Stock-Based Compensation (SBC) has been a hallmark of the SaaS and Cloud industry since the early days. Stock Options, Restricted Stock Units, Strike Price and vesting periods continue to be a key discussion point for potential hew hires. During todays episode , CAC and Growth discuss how Stock-Based Compensation impacts Operating Expenses on the Income Statement...and how SBC can impact SaaS metrics!

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00:22:36

Benchmarks - How to Evaluate and Use

The Metrics Brothers ·

2025/04/09

B2B SaaS Benchmark reports are popping up like mushrooms - but how do you know if the benchmark report is good, contains valuable insights and how to use the benchmarks to inform your own objectives and SaaS metrics goals? CAC and Growth take on a topic that is near and dear to their hearts...

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00:22:58

Ideal Customer Profile (ICP) and Related Metrics

The Metrics Brothers ·

2025/04/04

Ideal Customer Profile (ICP) is a term commonly used across the SaaS industry - but what does it really mean, how can a company effectively build a customer acquisition strategy around it and what METRICS can be used to both determine a company's ICP and to measure if it is the best target customer segment?

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00:23:26

Net Customer Base Expansion

The Metrics Brothers ·

2025/03/12

Net Customer Base Expansion is the result of Existing Customer Expansion ARR - Churned ARR which helps SaaS companies to understand how the existing customer base is impacting ARR growth excluding the impact of new logo customer ARR. Why not just use Net Revenue Retention - this is a central topic of today's episode!

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00:25:39

Pricing and Billing Trends & Benchmarks

The Metrics Brothers ·

2025/03/06

B2B SaaS Pricing models have evolved over the past few years with 67% of SaaS companies saying they have introduced at least one element of Usage-Based Pricing. During this episode, CAC and Growth discuss recent benchmarking research conducted by Benchmarkit, Maxio and LogiSense and the associated findings on how different pricing models are being utilized and how they impact B2B SaaS company financial performance.

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00:23:14

Sales/Marketing Expense Ratio

The Metrics Brothers ·

2025/02/28

Common practice is to measure Sales and Marketing expenses as a percentage of revenue, which in the SaaSindustry ranges between 20% - 60% based upon stage, growth and efficiency. CAC and Growth discuss an alternative measurement which measures the ratio between Sales expenses and Marketing expenses, known as the Sales:Marketing Expense Ratio.

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00:24:17

Sales Velocity

The Metrics Brothers ·

2025/02/19

Sales Velocity is calculated by multiplying win rate x average contract value x # opportunities and dividing the result by average sales cycle length resulting in the amount of new bookings a Sales team can deliver per day....the question is this a metric that helps to highlight sales capacity, sales effectiveness or sales efficiency?

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00:27:02

GONG's 2025 State of Revenue Growth Report

The Metrics Brothers ·

2025/02/12

Dave "CAC" Kellogg and Ray "Growth" Rike discuss the latest revenue growth trends and the related metrics driving the growth as highlighted in GONGs 2025 State of Revenue Growth Report

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00:22:01

Implied ARR

The Metrics Brothers ·

2025/02/06

Implied ARR is the SaaS metric used to convert GAAP revenue for public SaaS companies into an equivalent to Annual Recurring Revenue (ARR) used by investors and private SaaS companies. In this episode Dave "CAC" Kellogg and Ray "Growth" Rike discuss the what, why and how behind Implied ARR.

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00:23:07

Battery's Take on Managing and Measuring R&D Spend

The Metrics Brothers ·

2025/01/29

Max Schireson and Jason Mendel, from Battery Ventures recently published an article on Managing and Measuring R&D spend including key metrics from the DORA and SPACE frameworks, while also introducing their own 5 step R&D measurement framework- a great listen if you are interested in how companies measure and manage their R&D investments!

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00:21:19

SaaS Quick Ratio

The Metrics Brothers ·

2024/12/31

Dave "CAC" Kellogg and Ray "Growth" Rike discuss the SaaS Quick Ratio, a SaaS metric first introduced at SaaStr in 2015 with the goal to measure New ARR growth versus existing customer ARR contraction.

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00:27:25

ICONIQ Growth 2024 Marketing Budgets and Productivity...

The Metrics Brothers ·

2024/12/18

Marketing budget and productivity benchmarks are hard to find, but CAC and Growth recently saw the ICONIQ Growth Marketing Budget and Productivity Report which is one of the best in the industry. Dave and Ray discuss many of the top benchmarks in the report including Marketing expenses as a percentage of revenue, people vs program budget allocation and channel/program budget allocations.

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00:27:12

Service Titan S-1 filing for IPO Review

The Metrics Brothers ·

2024/12/12

ServiceTitan , 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 of the ServiceTitan S-1 including some very interesting aspects of the structure of the IPO.

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00:26:35

KeyBanc Capital Markets 2024 SaaS Benchmarks Report

The Metrics Brothers ·

2024/12/01

KeyBanc Capital Markets in partnership with Sapphire Ventures recently published their 2024 SaaS Metrics Benchmark report. During this episode, Dave "CAC" Kellogg and Ray "Growth" Rike dive into this years report highlights.

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00:23:40

The Bermuda Triangle of Sales Ops - Featuring Meghan...

The Metrics Brothers ·

2024/11/20

The Sales Operations function evolves dramatically as a company scales and Meghan Gill, SVP Sales Ops and Sales Development at MongoDB has lived that reality at MongoDB where she started in Marketing, and took over Sales Ops in preparation for their IPO. Dave "CAC" Kellogg and Ray "Growth" Rike discuss the evolution of Sales Operations as a SaaS company scales in this episode of SaaS Talk with the Metrics Brothers.

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00:24:10

Scaling SaaS from $1M to $20M ARR - ICONIQ Growth Report

The Metrics Brothers ·

2024/11/14

CAC and Growth discuss the recent Scaling SaaS from $1M to $20M ARR ICONIQ Growth report that provides a long term view on the performance metrics benchmarks that SaaS companies exhibit at granular stages of growth including $5M, $10M, $15M and $20M ARR.

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119 results

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