In this episode of the GTM By the Numbers podcast, part of the BenchmarkIt podcast family, host Brandon Redlinger speaks with Scott Stouffer, a five-time SaaS CEO, founder of ScaleMatters, and one of the foremost voices in data-driven GTM strategy. With over 30 years of experience (including leading a company through IPO and multiple exits), Scott is an unapologetic metrics nerd who’s on a mission to bring clarity and precision to GTM decisions.

Together, they unpack the myths of SaaS metrics, why most GTM teams are tracking the wrong KPIs, and how to rethink success through the lens of net present value and funnel balance.

What you’ll hear in this episode:

• Why LTV-to-CAC is outdated, and what to use instead
• The real meaning of “efficient growth” and how public markets get it wrong
• How customer NPV gives you a clearer picture of your GTM health
• The CFO’s surprising role as a key player in revenue alignment
• Why most RevOps orgs are misstructured, and what to do about it
• How to actually know if you’ve hit product-market fit
• The biggest GTM money pit you’re probably ignoring
• Why pipeline coverage is a misleading metric (and what to look at instead)
• How to run experiments that don’t just feel scientific but are
• Why modern GTM leaders must be part data analyst, part change manager

If you’ve ever questioned the metrics you’re being told to follow (or suspected there’s a smarter way to scale) this episode will challenge your assumptions and give you better tools to lead.

Data should drive growth. But only if you’re measuring the right things

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