Ramin Zacharia
FP&A and Sales Ops — Better Together or Apart?
Part of building a strong, sustainable organization is knowing how to get the best use of (limited) resources — what is commonly known as...
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Ramin Zacharia
15 min
A Primer on Operating Cash Flow
Years ago, one of my earliest memories of first learning about business finance and accounting is the oft-used phrase “cash is king.” At...
Ramin Zacharia
5 min
Bonus Content on Revenue Waterfalls
As a continuation of the prior article on recurring revenue waterfalls, this piece will provide additional details that business owners...
Ramin Zacharia
5 min
One Critical Performance Output that Every Subscription Software Company Should Possess
There are many critical inputs and outputs that must be institutionalized and constantly monitored to ensure the proper operational and...
Ramin Zacharia
4 min
Is this Metric the Most Important Leading Indicator of a Company’s Growth and Health?
There are many variables that go into a company’s path to sustained growth and health. Whether it is the vertical end market that is...
Ramin Zacharia
5 min
Bookings, Billings and Revenue: Dissecting and Discussing These Key Metrics
For businesses operating in the software landscape (specifically those with a software-as-a-service delivery model), there are a plethora...
Ramin Zacharia
4 min
KPI Series Part 5: Bringing CAC and CLTV Together for a Powerful Combo
As mentioned in Parts 3 and 4 of the KPI Series, two of the oft-most talked about and essential metrics for any business, particular for...
Ramin Zacharia
3 min
KPI Series Part 4: Dig Deep to Discover Customer Lifetime and Customer Lifetime Value
Along with customer acquisition costs, customer lifetime and customer lifetime value (CLTV) tend to be two of the other most commonly...
Ramin Zacharia
4 min
KPI Series Part 3: Much-Needed Insight to Track Customer Acquisition Costs (CAC)
When tracking KPIs and double-clicking into a company’s performance planning and reporting, CAC tends to be at the forefront of the minds...
Ramin Zacharia
3 min
KPI Series Part 2:Total Contract Values (TCVs), Annual Contract Values (ACVs), Average Selling Price
Sales teams are primarily responsible for new business generation to help a sustain a company’s growth and momentum. Over time, the...
Ramin Zacharia
3 min
KPI Series Part 1 Supplement: Churn Bonus Content
As mentioned in Part 1 of the KPI series, churn is an integral metric that has a number of nuances that one must consider when evaluating...
Ramin Zacharia
3 min
Exploring the Potential Recurring (or “Re-Occurring”) Nature of Services Revenue
Exploring the Potential Recurring (or “Re-Occurring”) Nature of Services Revenue In the minds of many investors and business owners,...
Ramin Zacharia
3 min
Subscription vs. Services: Understanding Both Revenue Streams Across Various Cases
A universal question that businesses across industries share is how to make their underlying book of business and existing revenue more...
Ramin Zacharia
6 min
KPI Series Part 1: What is Churn, Why it is Important to Monitor and Common Ways to Calculate It
In Part 1 of the KPI Series, we will dive deep into churn (also commonly known as “attrition”), what it means for a business and a number...
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