1. SaaS Finance & Sales - Planning, Processes + Best Practices
April 3, am PST|1pm EST
A SaaS Conversation with
Eric Stephenson, Director FP&A - Domo

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
Eric Stephenson, Director FP&A Domo
Eric is the Director of FP&A at Domo. He has been at Domo for 4.5 years and has 12 years of FP&A experience. He has worked at Ancestry, Xerox, and TE Subcom. Eric has an MBA from Loyola University Maryland.
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
What is your company's Finance and Sales relationship like? 1. They have a great working and collaborative relationship! 2. There is some misalignment and friction but mostly okay, although it can be difficult to get the analysis right. 3. There is lots of friction and they don’t feel aligned. It takes longer than it should to get things done a lot of manual processes to get the data right.

6. Finance & Sales Relationship
Building trust between Finance and Sales requires:
Leadership from the top CFO/CRO
Mutual respect & dialog
Finance shows Sales they can help
One source of truth
Benchmarks

7. Defining the Plan
Hiring
Compensation Plans

8. Top down corporate targets Bottom’s up analysis and reiterate
Collaborate & Iterate
Top down corporate targets
Bottom’s up analysis and reiterate
Target Revenues, ACV, CAC, Retention
Quotas and Attainment Assumptions
Compensation Plans, Hiring ?

9. Operations ? ? ? ?
How do you track commissions – who verifies the data?
Is there a reconciliation between Bookings and GAAP reported revenue?
Claw-backs, post-sale issues, early cancellation – how to handle?
Who’s accountable for bringing in payments?

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. InsightSquared 3. Other

11. Best Practices
Executive leadership if the top is aligned, easier to build alignment through organization. Also helps ensure that everyone is on the same page in terms of targets
Build a strong relationship based on trust, experience and benchmarks
One source of truth: CRM, Sales and Finance are working off the same data, Sales is incented to maintain and Finance provides analysis

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