CEO: We tripled our numbers last year

Realty: You went from 1 to 3 customers

CEO: We had 0% churn in our first year

Reality: Your customers prepaid annually

CEO: We added $1M ARR this year

Reality: You paid $3 for every $1 acquired

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When completing due diligence on potential places of employment, beware of the spin that's often placed on these claims. 

If you don't truly understand how SaaS metrics work, you're most likely getting played. 

If everything they say sounds good, you haven't asked the right questions.

You have to dig through the green grass to get to the dirt.

We can't blame CEO's for marketing themselves and their companies in a positive light, this is the culture we live in (a marketing culture).

The food always looks better in the commercial than it does when it's served and the same concept ties into every bit of promotional information we receive.

It's our job to play defense, to ask the right questions, and to seek reality in a world of marketing fluff. 

It's easy to complain about a lack of transparency but it's actually easier to take ownership over the problem and start questioning everything.

Happy Selling,