The CFO's Guideto Revenue Metrics

Financial benchmarks, key performance indicators, and data-driven insights for CFOs optimizing revenue operations. From unit economics to CAC payback, the metrics that matter for sustainable growth.

CFO Conversations

Financial leaders discuss metrics, forecasting, and revenue operations

All episodes
Podcast
25 min

Embedding Customer Success into GTM: Where Strategy Meets Execution

In this episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Christina Brady, CEO and Co-Founder of Luster.ai to explore why traditional sales training often falls short and how a data-driven approach can transform outcomes. The two dive into how AI and predictive analytics are setting a new standard for sales effectiveness.
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Podcast
25 min

The Death of Instinct: Why AI is the Only Path to Predictable Growth | SBI Podcast

In this episode of the Sales Readiness Podcast, CEO of SBI, Mike Hoffman sits down with Jeff Kiesel, CEO of Restaurant Technologies (RTI), to break down why “unglamorous” industries are often the most complex—and why relying on gut instinct is no longer enough to win.
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Podcast
18 min

Part 1: The Power of Predictability to Drive Sustainable Growth

In this episode of the Sales Readiness Podcast, CEO of SBI, Mike Hoffman sits down with Jeff Kiesel, CEO of Restaurant Technologies (RTI), to break down why “unglamorous” industries are often the most complex—and why relying on gut instinct is no longer enough to win.
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CFO Success Story

How Enverus Achieved $21M Revenue Impact

When Enverus needed to optimize post-merger GTM operations, they partnered with SBI to build financial discipline, improve forecasting accuracy, and drive measurable efficiency gains.
$2.5B+
Revenue Impact;
40%
Faster Sales Cycle
95%
Team Alignment
Read the full story
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SBI helped us build financial rigor into our revenue operations, creating predictability and board confidence.

Quick Tips for CFOs

Actionable financial insights you can implement this quarter

Track Magic Number Monthly

Monitor net new ARR divided by prior quarter sales/marketing spend. Above 0.75 is healthy.

Standardize Forecast Categories

Implement commit/best case/pipeline stages with clear exit criteria and probability weights.

Calculate CAC Payback by Segment

Don't use blended metrics. Understand payback periods by customer segment and channel.

Benchmark Your Rule of 40

Growth rate + profit margin should exceed 40%. Know where you stand vs. peers.

Model Capacity Planning

Revenue per rep, ramp time, and quota attainment drive accurate hiring models.

Review Churn Monthly

Logo and dollar churn trends are leading indicators. Act on early warning signs.

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Schedule a confidential discussion with our financial advisory team to explore revenue metrics, efficiency benchmarks, and growth economics.

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