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Revenue is the best north star metric

Revenue is the best north star metric

Bobby Pinero | | 2 min read

A couple of posts came out over the past week in the data space that got me fired up. Benn Stancil wrote “Startups shouldn’t care about Revenue” and then Anna Filippova followed that piece with “The P…
Building your first department level budgets

Building your first department level budgets

Bobby Pinero | | 3 min read

You’ve spent months going back and forth with your CEO, stakeholders, and board. Finally, the high level company plan is set! Everyone’s aligned to the ARR and burn goals, and the assumptions and stra…
Why every scaling finance team is understaffed

Why every scaling finance team is understaffed

Bobby Pinero | | 2 min read

Every scaling finance team is understaffed, and it’s almost always for the same reason. We do it to ourselves. Finance leaders are all too familiar with the more-than-double-what-we-could-ever-af…
How to take a data dump on your fundraising process

How to take a data dump on your fundraising process

Bobby Pinero | | 4 min read

Fundraising is a delicate process - no matter how hot the company, how impressive the growth, or how qualified the team. Most fundraising processes follow a similar arc. The following can span months,…
Three strategies to run a successful planning process

Three strategies to run a successful planning process

Bobby Pinero | | 4 min read

Planning is a challenging exercise for every organization. It’s arguably the most important process that finance runs. It’s a period of intense reflection - crunched into tight deadlines with spreadsh…
Don’t skip this step in your planning process

Don’t skip this step in your planning process

Bobby Pinero | | 3 min read

Planning season is upon us. For everyone involved it can feel like preparing for battle... We must fight to protect our resources! In the spirit of helping folks run a smooth and effective planning c…
The first operator - the case for 'finance and analytics'

The first operator - the case for 'finance and analytics'

Bobby Pinero | | 2 min read

Prior to joining Intercom, my background was in finance. I’d worked in FP&A at a large company (IBM) and then FP&A again within a smaller 150 person startup. When I joined Intercom I managed a…
The less lonely finance leader

The less lonely finance leader

Bobby Pinero | | 2 min read

Talk to many early stage finance folks and you’ll hear a similar refrain: it’s a lonely role. We’re often brought in to clean things up. We put in controls around spending - no more corporate cards f…
The curious analyst

The curious analyst

Bobby Pinero | | 4 min read

Curiosity is one of the most important characteristics that distinguish great analysts. And, unlike sql, python or any other technical skill, we’re quick to dismiss curiosity as something that can’t…
Who are analysts, technically?

Who are analysts, technically?

Bobby Pinero | | 5 min read

Two posts in the analytics community have been bouncing around in my head for the past few weeks. They hit on something important. First was Benn Stancil’s “Analytics is at a crossroads [https://b…
Finance and describing product-market fit

Finance and describing product-market fit

Bobby Pinero | | 3 min read

We’re all familiar with the concept of product-market fit. It’s the goal of any startup: that elusive moment in which the product clicks perfectly with the market and things take off. 🚀 We typically…
How to build a single source of truth for ARR

How to build a single source of truth for ARR

Chris Burgner | | 9 min read

Annual recurring revenue (ARR) is the most basic and critical metric for any SaaS business. It’s the foundation upon which every analysis is built. Yet, talk to early stage SaaS companies and for most…
The day we doubled sign ups at Intercom

The day we doubled sign ups at Intercom

Bobby Pinero | | 3 min read

“What the f***!? Three words you probably never want to hear from your CEO and Head of Growth at once. Except in this case, the chart was the one below and it showed new accounts created for Intercom…
Image credit: Fast and Furious 7

How a daily email changed the trajectory of Intercom

Bobby Pinero | | 4 min read

Startups are about speed. The pace at which you learn from the market, iterate, test and launch is often the difference between life and death for a young company. Des Traynor, co-founder of Intercom…
Why are SaaS companies valued on revenue multiples?

Why are SaaS companies valued on revenue multiples?

Bobby Pinero | | 6 min read

Update: Over the past couple of years, interest rates have increased significantly, causing revenue multiples to meaningfully decrease. The analysis we're sharing here still stands strong, in whi…
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