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CJ Gustafson

CJ Gustafson

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I tweet about financial metrics and business models | Startup CFO | Opinions are my own, not investment advice

Recent Posts

Spot the #1 Sign Management Lacks Business Command
Social•Feb 13, 2026

Spot the #1 Sign Management Lacks Business Command

What’s the #1 tell that a management team doesn’t actually have command of their business? I spoke with Paul Stansik , an operating partner at ParkerGale Capital , about the relationship between boards and their portfolio companies. Paul works on scaling profitable, founder-led software companies, on all things from GTM tactics to consistent metrics reporting. Join me and a RTN veteran on Monday, as we talk about the subtle difference between showing the work and showing the impact of the work, the #1 tell that management doesn’t have command of their business, and one of Paul’s biggest frameworks - Simplifiers vs. Complicators (hint: you’ve worked with both). Listen and subscribe wherever you get your podcasts below. Apple: https://lnkd.in/eVspBr_J Spotify: https://lnkd.in/ecSZkRjB Youtube: https://lnkd.in/eaRN-6uU

By CJ Gustafson
Mid‑Size SaaS Growth Re‑Accelerates, Rule‑40 Slips, NDR Returns
Social•Feb 13, 2026

Mid‑Size SaaS Growth Re‑Accelerates, Rule‑40 Slips, NDR Returns

The latest Private Company SaaS Benchmarks are here. How did 2025 finish? TL;DR: 1) Growth is (somewhat) re-accelerating between $5M–$50M ARR 2) Rule of 40 is sad between $5M–$25M ARR 3) NDR is making a quiet comeback For the full 33 page deck: https://lnkd.in/e7yBAXku

By CJ Gustafson
Decoding RevTech: CFOs, Growth, and AI FOMO
Social•Feb 6, 2026

Decoding RevTech: CFOs, Growth, and AI FOMO

Today, the only companies getting headlines are tripling year on year. The landscape is ripe with talk of startup vs. incumbent. AI FOMO is real. And… what the heck is RevTech? Join me Monday on Run The Numbers as I tackle...

By CJ Gustafson
Unmasking EBITDA: From 1970s Cable to AI Era
Social•Jan 31, 2026

Unmasking EBITDA: From 1970s Cable to AI Era

EBITDA: the most quoted metric in finance… and the least understood. So we decided to make a mini documentary on its origins… yea, seriously. In our new segment, A CFO Explains, producer Ben Hillman and I try to “adjust” our way...

By CJ Gustafson
Intercom's AI Pivot Redefines SaaS Economics
Social•Jan 28, 2026

Intercom's AI Pivot Redefines SaaS Economics

Intercom has pivoted from traditional SaaS to AI better than any company I can think of. I spoke to the CFO behind the customer support juggernaut, and the outcome based product Finn. Dan Griggs is mastering the new economics of AI in...

By CJ Gustafson
Customer Success Compensation Lacks True Variable Incentives
Social•Jan 27, 2026

Customer Success Compensation Lacks True Variable Incentives

How are Customer Success team's incentivized? Despite WHERE we tend to put CS on the P&L, they are NOT paid like sales I surveyed 132 companies on their CS compensation structures. And the VAST majority of CSMs are on plans where 20%...

By CJ Gustafson
Customer Success Benchmarks: Pay, Staffing, and P&L Guidance
Social•Jan 25, 2026

Customer Success Benchmarks: Pay, Staffing, and P&L Guidance

“How the hell do I plan for customer success?” -How should I pay the CS team? -Where should it go on the P&L? -What ratio should I use to staff it? -How big should the team be? Here are the benchmarks after surveying 132 companies. A...

By CJ Gustafson

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