1. How to Build Out the Finance Function
May 7, am PST|2pm EST
A SaaS Conversation with
Andrew Setness, the VP of Finance for DialSource

2. Housekeeping
All phones on mute, if you hear an echo, try dialing in on a landline and make sure that the sound on your computer is turned off You can send questions in chat to the moderator; we’ll take questions throughout and have Q&A at the end of the discussion Follow up discussion and questions thru the SaaS Q&A at

3. Benchmark Data, Content & Community
Dedicated, proprietary benchmarking platform for Software & SaaS
3rd party, independent benchmarking
10 year longitudinal database
Founded 2007
Hundreds of private and public Software & SaaS
EARLY STAGE
GROWTH STAGE
ENTERPRISE

4. Welcome to SaaS Conversations
Andrew Setness, VP of Finance, DialSource
Andrew is the VP of Finance at DialSource, and has been with the Company since Andrew is currently responsible for the direct supervision of all accounting and financial functions.
Lauren Kelley, Founder & CEO OPEXEngine
Lauren Kelley is the founder of OPEXEngine. She founded OPEXEngine to solve the problem that high tech companies lack good quality benchmarks from an independent provider — especially operational benchmarks — to reduce risk and improve efficiency and growth.

5. Poll – Question #1
How big is your Finance Department? Is your company stage: 1. A round 2. B round 3. C round 4. D+ round 5. Public

6. Building Out the Finance Department
Process, Metrics & Systems
Evolves from Series A to Series C and beyond

7. Series A: Finance Function
Processes:
Order audit
Cashflow
Forecasting
Data integrity
Metrics:
Cashflow changes
Bookings, Billings, Revenue
MRR/ARR

8. Series B: FP&A split from SalesOps
Processes
Metrics
SaaS Metrics: CAC, Retention Rates
Gross Margin Contribution per Product
Revenue per Employee ?

9. Series C: FP&A & BizOps ? ? ? ? CLV and cohort analysis
Analyzing Sales processes: ramp time, quota attainment, quota multiples
COGs analysis, expansion of hosting costing
R&D productivity, tech debt versus new features, Net Promoter Score

10. Poll – Question #2
1. Which systems do you use for budgeting and planning? 1. Adaptive 2. HostAnalytics 3. Anaplan 4. Excel 5. Other 2. Which BI Apps do you use for analysis? 1. Domo 2. Tableau 4. Looker 5. PowerBI 6. Qlik 7. Other

11. Best Practices
BizOps is the more mature version of what SalesOps and Finance used to do, but includes business systems in R&D, Support and HR
Establish the definitions and review annually (customers, accounts, sales cycle, funnel metrics, etc.)
Finance is the one source of truth: BizOps manages the business systems, Finance analyzes and ensures it all rolls up to executive management

12. We deliver actionable operating benchmarks for Cloud, SaaS and software companies to see where they are going and how to get there