- Accessories
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Edition #457, 14-March-2025
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<strong>
The heavyweights of SaaS pricing are assembling!
</strong>
On March 27 they'll be debating tough questions like how to determine your starting price, what signals it's time to increase prices, and how to deal with pricing competition. Join to hear from:
</p>
<ul style="line-height:2;mso-line-height-alt:28px">
<li>
<a id="ember145" style="text-decoration: underline; color: #0775ff;">
Kyle Poyar,
</a>
Co-founder at Tremont and Author of Growth Unhinged
</li>
<li>
<a id="ember146" style="text-decoration: underline; color: #0775ff;">
Krish Subramanian,
</a>
<span style="word-break: break-word; background-color: transparent;">
Co-founder and CEO at
</span>
Chargebee
</li>
<li>
<a id="ember147" style="text-decoration: underline; color: #0775ff;">
Rob Litterst,
</a>
<span style="word-break: break-word; background-color: transparent;">
Co-founder at
</span>
PricingSaaS
</li>
<li>
<a id="ember148" style="text-decoration: underline; color: #0775ff;">
Sara Archer,
</a>
<span style="word-break: break-word; background-color: transparent;">
VP Sales at
</span>
ChartMogul
</li>
</ul>
<p style="margin:0;mso-line-height-alt:28px">
This is going to be an EPIC panel! What a lineup 🔥
<a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
RSVP to save your seat.
</a>
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As usual, here are the best SaaS reads of the week,
</p>
<p style="margin:0;mso-line-height-alt:28px">
<a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
Nick Franklin
</a>
<br/>
Founder & CEO
</p>
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<div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
<div class="our-class" style="font-family:Helvetica Neue;
padding:15px;
margin-bottom:20px;
margin-top:20px;
font-size:20px;
color: #ffffff;
background: linear-gradient(90deg, #40bcd4 0%, #2C8DFF 30.78%, #76e3d2 100%);
">
<span style="font-weight:700;">
New from ChartMogul
</span>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-3" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:5px;padding-left:10px;padding-right:10px;text-align:center;width:100%">
<h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:21.599999999999998px">
<span class="tinyMce-placeholder" style="word-break: break-word;">
<a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
A guide to Average Sale Price (ASP)
</a>
<br/>
</span>
</h1>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-4" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
<h3 style="margin:0;color:#000;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:16.8px">
<span class="tinyMce-placeholder" style="word-break: break-word;">
<strong>
Bianca Wilk
</strong>
, ChartMogul
</span>
</h3>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="text_block block-5" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:15px;padding-left:10px;padding-right:10px">
<div style="font-family:sans-serif">
<div class="" style="font-size:12px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
<p style="margin:0;font-size:14px;mso-line-height-alt:25.2px;letter-spacing:normal">
<span style="word-break: break-word; font-size: 14px;">
Your ASP isn’t just a number—it’s a powerful indicator of how effectively your team is driving revenue and maximizing deal sizes. But the real magic happens when you break it down:
</span>
</p>
<p style="margin:0;mso-line-height-alt:25.2px;letter-spacing:normal">
<span style="word-break: break-word; font-size: 14px;">
</span>
</p>
<ul style="line-height:1.8;mso-line-height-alt:25.2px;letter-spacing:normal;font-size:12px">
<li class="">
<span style="word-break: break-word; font-size: 14px;">
📊
<strong>
Subscription plans
</strong>
– Which pricing tiers bring in the highest ASP?
</span>
</li>
<li class="">
<span style="word-break: break-word; font-size: 14px;">
🌍
<strong>
Geographies
</strong>
– Are your deals stronger in North America or Europe?
</span>
</li>
<li class="">
<span style="word-break: break-word; font-size: 14px;">
🚀
<strong>
Sales channels
</strong>
– Does self-serve or sales-led bring bigger wins?
</span>
</li>
<li class="">
🏢
<strong style="font-size:14px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;background-color:transparent">
Customer segments
</strong>
<span style="word-break: break-word; font-size: 14px; background-color: transparent;">
– Are startups, mid-market, or enterprises your biggest spenders?
</span>
</li>
</ul>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="image_block block-6" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="width:100%">
<div align="center" class="alignment" style="line-height:10px">
<div style="max-width:600px">
<a style="outline:none" tabindex="-1" target="_blank">
<img alt="Average Sale Price (ASP)" height="auto" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252Feditor_images%252Fshare-image%2520%25282%2529-01JP8GCCQ61B7V318NG4F1JVKB.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3NDE5NTkwMTMuMzgwOTk4OH0:1tt577:yzxVyE1EMfQm3MQfpwQ5Sb8aaYPYFp4ZxtkdpNtmj44" style="display:block;height:auto;border:0;width:100%" title="Average Sale Price (ASP)" width="600"/>
</a>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="html_block block-7" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad">
<div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
<div class="our-class" style="font-family:Helvetica Neue;
padding:15px;
margin-bottom:20px;
margin-top:20px;
font-size:20px;
color: #ffffff;
background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 30.78%, #40bcd4 100%);
">
<span style="font-weight:700;">
This week's best SaaS reads
</span>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="button_block block-8" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-left:5px;text-align:left">
<div align="left" class="alignment">
<!--[if mso]>
<v:roundrect xmlns:v="urn:schemas-microsoft-com:vml" xmlns:w="urn:schemas-microsoft-com:office:word" style="height:30px;width:74px;v-text-anchor:middle;" arcsize="0%" stroke="false" fill="false">
<w:anchorlock/>
<v:textbox inset="0px,0px,0px,0px">
<center dir="false" style="color:#9caab3;font-family:Arial, sans-serif;font-size:12px">
<![endif]-->
<div class="button" style="background-color:transparent;border-bottom:0 solid transparent;border-left:0 solid transparent;border-radius:0;border-right:0 solid transparent;border-top:0 solid transparent;color:#9caab3;display:inline-block;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:12px;font-weight:400;mso-border-alt:none;padding-bottom:3px;padding-top:3px;text-align:center;text-decoration:none;width:auto;word-break:keep-all">
<span style="word-break: break-word; padding-left: 7px; padding-right: 7px; font-size: 12px; display: inline-block; letter-spacing: normal;">
<span style="word-break: break-word; line-height: 24px;">
<strong>
PRODUCT
</strong>
</span>
</span>
</div>
<!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-9" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:5px;padding-left:10px;padding-right:10px;text-align:center;width:100%">
<h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:21.599999999999998px">
<span class="tinyMce-placeholder" style="word-break: break-word;">
<a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
Bolt: 3 lessons for AI product design
</a>
<br/>
</span>
</h1>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-10" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
<h3 style="margin:0;color:#999;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:16.8px">
<span style="word-break: break-word; color: #000000;">
<strong>
Kristen Berman
</strong>
, Product Teardowns
<strong>
</strong>
</span>
<br/>
</h3>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="text_block block-11" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:15px;padding-left:10px;padding-right:10px">
<div style="font-family:Arial,sans-serif">
<div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
<p style="margin:0;mso-line-height-alt:25.2px">
<span style="word-break: break-word; font-size: 14px;">
Kristen dives into the world of no-code AI, revealing how smart design, user collaboration, and the right mix of automation can make or break your AI-powered experience.
</span>
</p>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="html_block block-12" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad">
<div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
<div class="our-class" style="font-family:Helvetica Neue;
font-size:14px;
line-height:1.8em;
padding:5px;
padding-left:20px;
text-align:left;
margin-top:10px;
margin-bottom:40px;
margin-left:10px;
margin-right:10px;
border-left: 6px solid #D4E3EC;
">
<span style="font-weight:700;">
Let users add their own egg:
</span>
"The most engaging AI products will find the sweet spot between automation and user involvement. Ask users for input on key decisions. Let them contribute to the creation process in meaningful ways that create ownership.
Counterintuitively, making some parts of your product slightly more difficult can increase user satisfaction and perceived value."
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="button_block block-13" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-left:5px;text-align:left">
<div align="left" class="alignment">
<!--[if mso]>
<v:roundrect xmlns:v="urn:schemas-microsoft-com:vml" xmlns:w="urn:schemas-microsoft-com:office:word" style="height:30px;width:68px;v-text-anchor:middle;" arcsize="0%" stroke="false" fill="false">
<w:anchorlock/>
<v:textbox inset="0px,0px,0px,0px">
<center dir="false" style="color:#9caab3;font-family:Arial, sans-serif;font-size:12px">
<![endif]-->
<div class="button" style="background-color:transparent;border-bottom:0 solid transparent;border-left:0 solid transparent;border-radius:0;border-right:0 solid transparent;border-top:0 solid transparent;color:#9caab3;display:inline-block;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:12px;font-weight:400;mso-border-alt:none;padding-bottom:3px;padding-top:3px;text-align:center;text-decoration:none;width:auto;word-break:keep-all">
<span style="word-break: break-word; padding-left: 7px; padding-right: 7px; font-size: 12px; display: inline-block; letter-spacing: normal;">
<span style="word-break: break-word; line-height: 24px;">
<strong>
GROWTH
</strong>
</span>
</span>
</div>
<!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-14" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:5px;padding-left:10px;padding-right:10px;text-align:center;width:100%">
<h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:21.599999999999998px">
<span class="tinyMce-placeholder" style="word-break: break-word;">
<a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
The definitive framework to find your next scalable user acquisition channel
</a>
<br/>
</span>
</h1>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-15" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
<h3 style="margin:0;color:#000;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:16.8px">
<strong>
Sandy Diao,
</strong>
Growth Unhinged
</h3>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="text_block block-16" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:15px;padding-left:10px;padding-right:10px">
<div style="font-family:sans-serif">
<div class="" style="font-size:12px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
<p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
<span style="word-break: break-word; font-size: 14px;">
With growth experience at Pinterest, Meta, and Descript, Sandy shares her framework for finding top acquisition channels—so you can focus on what works and cut wasted spend.
</span>
</p>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="html_block block-17" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad">
<div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
<div class="our-class" style="font-family:Helvetica Neue;
font-size:14px;
line-height:1.8em;
padding:5px;
padding-left:20px;
text-align:left;
margin-top:10px;
margin-bottom:40px;
margin-left:10px;
margin-right:10px;
border-left: 6px solid #D4E3EC;
">
<span style="font-weight:700;">
Identify your product’s natural advantages for distribution:
</span>
"The top performing companies align their product’s natural strengths with the best fit acquisition channels. They find where their product is naturally designed for distribution and focus on scaling that channel first."
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="button_block block-18" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-left:5px;text-align:left">
<div align="left" class="alignment">
<!--[if mso]>
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<w:anchorlock/>
<v:textbox inset="0px,0px,0px,0px">
<center dir="false" style="color:#9caab3;font-family:Arial, sans-serif;font-size:12px">
<![endif]-->
<div class="button" style="background-color:transparent;border-bottom:0 solid transparent;border-left:0 solid transparent;border-radius:0;border-right:0 solid transparent;border-top:0 solid transparent;color:#9caab3;display:inline-block;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:12px;font-weight:400;mso-border-alt:none;padding-bottom:3px;padding-top:3px;text-align:center;text-decoration:none;width:auto;word-break:keep-all">
<span style="word-break: break-word; padding-left: 7px; padding-right: 7px; font-size: 12px; display: inline-block; letter-spacing: normal;">
<span style="word-break: break-word; line-height: 24px;">
<strong>
FINANCE
</strong>
</span>
</span>
</div>
<!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-19" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:5px;padding-left:10px;padding-right:10px;text-align:center;width:100%">
<h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:21.599999999999998px">
<span class="tinyMce-placeholder" style="word-break: break-word;">
<a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
SaaS trends 2025: key insights and trends for SaaS finance leaders
<br/>
</a>
</span>
</h1>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="heading_block block-20" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
<h3 style="margin:0;color:#000;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:120%;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:16.8px">
<strong>
Emelie Linheden
</strong>
, SaaSiest
</h3>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="text_block block-21" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:15px;padding-left:10px;padding-right:10px">
<div style="font-family:sans-serif">
<div class="" style="font-size:12px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
<p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
<span style="word-break: break-word; font-size: 14px;">
Eleven finance experts share which trends will shape 2025 highlighting AI, automation, and evolving subscription models for growth and efficiency.
</span>
</p>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="html_block block-22" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad">
<div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
<div class="our-class" style="font-family:Helvetica Neue;
font-size:14px;
line-height:1.8em;
padding:5px;
padding-left:20px;
text-align:left;
margin-top:10px;
margin-bottom:40px;
margin-left:10px;
margin-right:10px;
border-left: 6px solid #D4E3EC;
">
<span style="font-weight:700;">
AI’s influence on the finance function:
</span>
"I see AI playing a major role in the finance function in 2025. AI will automate many tasks that are currently performed by humans, such as:
1) Financial analysis: AI can analyze large amounts of financial data to identify trends and insights that would be difficult for humans to spot.
2) Forecasting: AI can develop more accurate financial forecasts."
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="html_block block-23" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
<tbody>
<tr>
<td class="pad">
<div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
<div class="our-class" style="font-family:Helvetica Neue;
padding:15px;
margin-bottom:20px;
margin-top:20px;
font-size:20px;
color: #ffffff;
background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 40.78%, #40bcd4 100%);
">
<span style="font-weight:700;">
Chart of the week
</span>
</div>
</div>
</td>
</tr>
</tbody>
</table>
<table border="0" cellpadding="0" cellspacing="0" class="text_block block-24" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
<tbody>
<tr>
<td class="pad" style="padding-bottom:5px;padding-left:10px;padding-right:10px">
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<div class="" style="font-size:12px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
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<strong>
Spreadsheets still rule the finance world—but is it time for a change?
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<span style="word-break: break-word; font-size: 14px;">
CJ Gustafson’s 2025 Tech Stack Report reveals why spreadsheets remain the go-to FP&A tool and what that means for the future of finance teams.
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Source:
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CJ Gustafson
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2 weeks, 3 days ago - nick@chartmogul.com
Here are the best SaaS reads and resources this week ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ...