- Season B - Ep. 10: Dave Salvant, Co-Founder and President of Squire Technologies, on taking advantage of challenging times
Dave discusses Squire’s product, the history of the company, how Squire successfully navigated through the early days of COVID, and the role institutional and celebrity angel investors play in the Company.
Dave Salvant is a Co-Founder and President of Squire Technologies, a provider of an all-in-one barbershop management platform. Prior to Suire, Dave was a sales associate at AXA and private banking at JP Morgan. He received his Bachelor's degree from the University at Albany (SUNY) and MBA from the University of Wisconsin-Madison.
00:50 Dave and Squire
07:32 Marketing in Squire
08:16 Company size / Global Remote-first company
08:57 Quick product release help barbers navigate COVID (incredible response to COVID)
11:00 Creating new products
12:15 First Investors
14:45 Celebrity Investors
16:11 Involvement of investors
16:44 Vision for Squire Technologies
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.
SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.18m | Oct 22, 2022
- Season B - Ep. 9: Barb Hyman, Founder and CEO of Sapia, on Hiring using AI
Barb discussed Sapia’s unique product, the role of artificial intelligence in unbiased hiring, the Sapia data set based on a billion words and 2 million candidate profiles, the initial dataset that Sapia utilized, its first client, go-to-market strategy, and many other things.
Barb Hyman is the Founder and CEO of Australia-based Sapia. Prior to Sapia, Barb was a Head of HR and Marketing at Boston Consulting Group. She received her Bachelor's degree from Monash University and MBA from Melbourne Business School.
01:00 Barb and Sapia
04:20 Five questions to select a candidate
07:50 Artificial Intelligence vs. Machine Learning
10:25 Getting the initial data set
13:25 When your first client is Enterprise…
17:30 Pricing model
24:00 Sapia’s Go-To-Market strategy
29:30 Hiring on values
35:00 Raising capital
37:50 On biases
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.
SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.39m | Sep 26, 2022
- Season B - Ep. 8: Sean St. Germain, Managing Director at Alvarez & Marsal, on financial diligence of SaaS companies
Sean discussed the financial diligence process of SaaS companies, common mistakes in ARR, Gross Profit, and EBITDA calculations, the effects capitalized software and capitalized commissions have on cash EBITDA, and many other things.
Sean St. Germain is a Managing Director at Alvarez & Marsal. He focuses on transactions in the software and technology industry. He has advised clients on domestic and cross-border transactions, including traditional buy-side transactions, portfolio company add-on transactions, public-to-private acquisitions, asset purchases, and sell-side divestiture processes, including carve-outs. Sean is an expert in software revenue recognition, including the new revenue recognition standard (ASC 606, Revenue from Contracts with Customers).
01:00 Sean and Alvarez & Marsal
05:30 Unique aspects of SaaS businesses
09:00 Recurring vs Re-occurring revenue streams
12:20 Mistakes companies make in ARR calculation
15:35 Cost of Sales
17:35 EBITDA Adjustments
22:00 Confirmation of synergies
23:15 Capitalized commissions
25:30 Capitalized software
29:05 What is Cash EBITDA?
33:30 Preparing your company for financial diligence
37:00 Findings that can derail transactions
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.
SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.39m | Sep 6, 2022
- Season B - Ep. 7: Francois Laborie, President at Cognite North America, on bringing a European SaaS to the US market
Francois shared his experience of bringing the Norway-based Cognite to the US market, discussed the most significant challenges he has faced along the way, and compared corporate cultures in the US and Europe.
Dr. Francois Laborie is the President of Cognite North America, overseeing Cognite’s expansion and operations in the US, Canada, and Latin America. He has had an extensive career in the technology industry, serving in both research and executive roles. Francois has been at the heart of the transformation of the media industry through technology. He spent 11 years as COO and CCO of Vizrt, where he focused on disrupting journalism by empowering media content creators with visual storytelling tools. Before that, Francois managed research projects on collective decision-making and human-computer interfaces at the Airbus Group Corporate Research Center.
01:00 Francois and Cognite
06:15 Competition with internally built systems
08:40 Go-To-Market Strategy
11:40 Reception of Cognite by US and EU clients
15:35 Selecting sales personnel
19:30 Comparing corporate cultures in the US and Europe
20:20 Involvements of investors
23:30 Long-term vision for Cognite
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.25m | Aug 23, 2022
- Season B - Ep. 6: Diamond Innabi, Vice President at Software Equity Group, on SaaS Valuation and M&A
Diamond discussed SaaS valuation and how multiples have changed over the past several years, the main drivers of multiples, and M&A market trends.
Diamond Innabi is a Vice President at Software Equity Group, a boutique investment bank focused on B2B software companies. Over her nearly a decade career at SEG, she was instrumental in numerous M&A transactions involving public and private companies as well as private equity funds.
1:45 Why are SaaS companies valued at a multiple of revenue or ARR?
4:00 Drivers of SaaS Valuation and how they have changed in the current environment
6:30 Mission-critical software
7:50 Multiples over 5 years
9:05 SaaS valuation during COVID
10:00 Comps contribution to assigning multiples
11:25 On-prem vs cloud valuation
14:20 Buyers and Sellers
16:20 Most durable SaaS categories
17:15 Recommendation to sellers
19:30 Calculation of Gross Margins
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.20m | Aug 9, 2022
- Season B - Ep. 5: Marion Lewis, Co-Founder & CEO of Govenda, on serial entrepreneurship, and building a SaaS company
Marion shared her experience of being a serial entrepreneur, the challenges of raising funds, as well as founding and growing Govenda. We discussed the company’s product, customer base, go-to-market strategy, and everything in between.
Marion Lewis is a serial entrepreneur and the Founder and CEO of Govenda, a board management platform that enables effective corporate governance. Prior to Govenda, she was a co-founder and CEO of Tachyon Solutions, a custom application development and interactive marketing firm.
01:05 Marion – serial entrepreneur
04:00 Govenda and its target markets
11:10 Locking in the first client
12:55 Raising capital
16:25 Govenda during and after COVID
17:45 Go-To-Market strategy
19:40 Org structure and hiring first employees
21:50 Role of investors
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.23m | Jul 25, 2022
- Season B - Ep. 4: Miguel Fernandez, Co-Founder & CEO at Capchase, on alternative financing for SaaS companies
Miguel discusses the story of Capchase, typical profile of SaaS clients, terms of financing they provide, and how investors and lenders view such financing.
Miguel Fernandez is a Co-Founder & CEO of Capchase, an alternative finance provider that enables SaaS companies to access their future contract payments upfront. Prior to launching Capchase, Miguel worked in management consulting and then moved into SaaS. He headed sales and customer success at Geoblink, a Location Intelligence SaaS and scaled it from 0 to $2m in ARR.
01:10 Mguel and the story of Capchase
04:35 Use cases for Capchase
07:05 Comparing Venture Capital, Venture Debt, and Alternative financing
09:35 Who can use Alternative finance
11:30 Terms of financing - price, covenants, etc.
14:25 Revenue-based financing players
17:15 VCs' and lenders' take on Alternative financing
20:15 Vision for Capchase
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.20m | Jul 13, 2022
- Season B - Ep. 3: Scott Salkin, SVP & GM at Gainsight Essentials, on Customer Success in SMBs
Scott discusses the rise of Customer Success, Gainsight Essentials, its GTM strategy, and the most common mistakes by SMBs when it comes to CS.
Scott Salkin is SVP & GM, Gainsight Essentials at Gainsight. He is a seasoned entrepreneur, CEO, and senior B2B sales and marketing executive. Prior to joining Gainsight, Scott was the founder and CEO of Allbound, a B2B SaaS platform dedicated to helping businesses accelerate revenue through channel partners and ecosystems.
01:20 Scott's path to Gainsight
04:15 Rise of Customer Success
06:50 Changes in Customer Success
09:00 Gainsight Essentials
12:45 Essentials' GTM strategy vs the Gainsight's GTM
14:40 Customer Success KPIs for SMBs
17:10 Most common mistakes by SMBs
18:20 Vision for Gainsight Essentials
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.20m | Jun 30, 2022
- Season B - Ep. 2: Mark Strauch, Founding Partner at Alpine Investors, on building a SaaS holding company
Mark discusses Alpine Investors and Alpine Software Group, a unique holding company they have built by acquiring SaaS companies within several verticals. He also shared Alpine's take on talent, the profile of companies the firm invests in, and SaaS 2.0.
Mark Strauch is a founding partner at Alpine Investors and Chairman of Alpine SG, the firm's vertical SaaS aggregation platform. Prior to Alpine, Mark served as CEO of EDC, a financial technology company that was acquired in 2011. Previously, he served as CEO of Business Engine, a venture-backed software company that was acquired in 2007.
03:15 Alpine and CEO-in-Training program
05:35 The reason why Alpine is the most sought-after firm for top MBA programs
06:50 Investing in SaaS and building Alpine SG
13:20 Valuations of private SaaS companies
15:40 Competing for the deals with other PE funds
21:20 Acquisition process and deal structuring
26:25 Investor vs Operator mindsets
28:30 Areas of improvements in bootstrapped companies
32:40 A vision for Alpine SG35m | Jun 15, 2022
- Season B - Ep. 1: Geoffrey Moore, Author and Partner at Wildcat Venture Partners, on Crossing the Chasm – 30 Years Later
Geoffrey Moore, the author of numerous marketing books (including the all-time classic – Crossing the Chasm), discusses how COVID affected the Chasm and how SaaS companies should apply the blueprint to SMB and Enterprise target markets. He also speaks about Geoffrey’s newest book, Zone to Win, written for later-stage technology companies.
Geoffery Moore is a best-selling author, speaker, and advisor who splits his consulting time between start-up companies in the Wildcat Venture Partners portfolios and established high-tech enterprises, most recently including Salesforce, Microsoft, Autodesk, Gainsight, Google, and Splunk.
03:08 Crossing the Chasm in a few words
08:10 COVID’s effect on Chasm
11:02 Chasm’s blueprint for SaaS companies
13:55 SMB vs Enterprise approach to Chasm
15:27 Case Study
19:58 Geoffrey’s most important books
Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.21m | May 31, 2022
- Season A - Ep. 18: Bruno Aziza, Head of Data & Analytics at Google Cloud on the past, present, and future of Data Analytics
Bruno discusses the evolution of the Data Analytics space, its current trends, and shares his view on what lies ahead.
Bruno Aziza is a recognized authority on Business Intelligence and Information Management. He is a Data & Analytics industry veteran with more than two decades of experience in leading technology companies of various sizes - from startups (Alpine Data) to behemoths (Oracle, Microsoft, and now Google).
If you are in the Data & Analytics space be sure to check out:
Bruno's educational series: Data Journeys
00:35 Bruno's background
02:25 What is Data Analytics
05:40 Evolution of the Data Analytics space
07:50 Data Lakes and Data Warehouses
10:10 Crowded Data Analytics space explained
12:45 Tailwinds for Data Analytics
14:40 Data Analytics tools in a modern organization
16:15 Bruno’s Tech Stack
17:35 How mature is the Data Analytics space
19:15 Parting thoughts21m | Dec 7, 2021
- Season A - Ep. 17: Jan Arendtsz, Founder & CEO of Celigo on Integration Platform-as-a-Service (iPaaS)
Jan shares the story of Celigo, discusses iPaaS, speaks on the Company’s Org structure and functions, and how he manages the fast-growing company with an exceptional retention profile.
Jan is a veteran of the software industry with more than 25 years of experience in sales, marketing, product development, and customer success. He founded Celigo with the goal of simplifying how companies integrate business applications together for a connected enterprise. Prior to Celigo, he worked at NetSuite and Cambridge Technology Partners.
00:40 Jan and Celigo
06:00 Target Customers (Market)
07:25 Basis for Pricing
09:25 Competition in iPaaS
20:00 Rebuilding the platform from scratch
21:00 Size and Growth
23:55 Team and Structure
30:30 Relationship with investors
31:30 Long Term Vision34m | Nov 24, 2021
- Season A - Ep. 16: Vlad Besprozvany, Founder of Nexa Equity on Investing in Lower-Middle Market SaaS
Vlad discusses lower-middle market SaaS space, competition in the field, Nexa's deal sourcing, due diligence process, deal structures, and exit strategies. He shares a case study about Nexa's acquisition of AutoReturn, whose software connects law enforcement and towing companies.
Vlad Besprozvany is a Founder and Managing Partner of Nexa Equity, a private equity firm that invests in lower-middle market software and fintech companies. Prior to founding Nexa, Vlad was a Managing Director at Greater Sum Ventures, where he focused on investments in software companies. Previously, he was a software and fintech investor at Insight Partners and Thoma Bravo.
00:40 Vlad and Nexa
05:45 Competition in Lower-Middle Market
07:35 Nexa's Investment Criteria / Valuations in the space
13:50 Sourcing deals
19:38 Winning competitive deals
21:30 Typical deal structures
29:20 Case Study: Investing in AutoReturn
35:30 Exit Strategies40m | Nov 1, 2021
- Season A - Ep. 15: Erinn Tarpey, CMO at Visual Lease on SaaS Marketing
Erinn Tarpey is a CMO at Visual Lease, a software provider that helps companies stay compliant with lease accounting standards. In this episode, Erinn discussed her role as a marketer, the structure of her team, how she measures the effectiveness of different marketing functions, her take on NPS, and many other things. She also shared a case study – Visual Lease’s call-to-action with a 65% conversion rate.
Erinn has expertise scaling up organizations in SaaS companies during periods of high growth and has driven marketing efforts around proprietary research development, mergers and acquisitions, and channel sales.
Before joining Visual Lease, Erinn served as a member of the senior leadership team at iCIMS. Prior to joining iCIMS, Erinn directed marketing efforts at Aquiire and PurchasingNet, Inc., both of which provide SaaS solutions designed to streamline procure-to-pay processes at global Fortune 1000 organizations.
00:35 Erinn and Visual Lease
06:05 Solving the lease problem
09:20 Tailwinds from the regulatory environment
12:10 Top objectives of Marketer
14:35 Marketing team structure
16:05 Measuring effectiveness of Marketing functions
22:25 Internal use of NPS
26:45 Tech Stack
29:25 Case study35m | Oct 15, 2021
- Season A - Ep. 14: Shelley Perry, Managing Director at Scalelogix Ventures on Investor vs Operator mindset
Shelley Perry is an investor, board director, and advisor that specializes in the uniqueness of the SaaS ScaleUp Stage. In this interview we discussed ScaleUps, compared the mindset of investors and operators, and touched on the European SaaS space.
Shelley Perry is a Managing Director at Scalelogix Ventures. Over her career in SaaS she was an Operating Partner at Insight Partners, CEO of Bynder, Chief Product Officer at NTT, CTO Industry Solutions at Hewlett-Packard, among other things. Shelly sits on boards of Chargebee, Bynder, Foresite MSP, Airbrake.io, and Trove.
01:30 ScaleUp stage
07:30 Quantifying Low, Mid, and Late ScaleUp stage
11:10 What goes wrong on ScaleUp stage?
14:35 What do operators learn when they start investing?
16:45 Role of an Operating Partner at an investment firm
19:20 Due Diligence for different stages of ScaleUp companies
22:35 Do investors and operators look at the same SaaS metrics?
26:00 European SaaS space
28:50 US investors in European SaaS
31:40 SaaS companies that are worth imitating33m | Sep 29, 2021
- Season A - Ep. 13: Michael Lyon, Founder & MD at Vista Point Advisors on Selling your SaaS company
Michael Lyon, is a Founder and Managing Director of Vista Point Advisors, an investment bank exclusively focused on Software and internet. In this episode, he discussed main drivers of SaaS valuation and how revenue models may influence it, Private Equity funds that are active in the space, what founders need to fix prior to selling SaaS companies, how they should handle inbound calls from potential investors, and many other things.
Michael Lyon is the Founder and Managing Director of Vista Point Advisors. Michael has spent 24 years as a technology investment banker and chemical engineer. Prior to founding Vista Point Advisors, Michael worked at Citigroup where he was a senior member of the technology M&A team. Prior to Citigroup Michael was an engineer for ExxonMobil and BP where he managed chemical plant operations.
01:00 Vista Point Advisors and Mike's background
02:00 Vista Points deal sourcing
03:05 SaaS market activity
05:00 Main drivers of SaaS valuation
12:50 Revenue models and how they influence valuations
16:00 Selling On-Premise software companies
18:35 Earn-outs or not Earn-outs
19:55 Bringing house in order before selling the business
23:00 Choosing a buyer and length of the sales process
27:15 Private Equity funds active in the SaaS space
28:45 Handling inbound calls from Private Equity funds
29:45 When to call an Investment Banker32m | Aug 25, 2021
- Season A - Ep. 12: Faisal Masud, CEO at Fabric on Rebuilding E-Commerce
Faisal Masud, is a CEO of Fabric, a cloud-native e-commerce platform for middle market and enterprise clients. Faisal discusses the history of Fabric, what’s behind the company's incredible growth, and what they plan to do with $150M capital they raised in less than a year. You would also be interested to hear his take on ebay, Amazon, UPS, and today’s Silicon Valley.
Faisal Masud is a CEO of Fabric, which he joined in 2020. Prior to Fabric, Faisal was COO at Wing (Alphabet), advisor to Google [X], and CTO at Staple. He also held roles at Groupon, eBay, and Amazon, and sits on several boards.
01:00 What’s Fabric
05:50 Customer profile, Pricing, and Shopify discussion
09:00 Go-to-Market Strategy
12:45 Fabric’s size and growth drivers
16:30 Company's Org. Structure
22:00 KPI for Marketing and Customer Success
22:40 Client focus - Balancing interests of customers and investors
25:00 Ebay and Amazon NPS
26:30 Survey Data vs Real Data. Silicon Valley is Wrong
27:55 Spending $100M in a frugal way
29:10 Investors involvement
31:40 Building a $100 Billion company32m | Aug 12, 2021
- Season A - Ep. 11: Patrick Campbell, Founder & CEO at ProfitWell on Pricing Strategies for SaaS
Patrick Campbell, Founder and CEO of ProfitWell, discussed pricing strategies for SaaS companies. We covered wide variety of topics, from selecting a right price for your software to breaking news to your clients about increasing their price 2x.
Patrick is a Founder & CEO of ProfitWell, the software for helping subscription companies with their monetization and retention strategies, as well as providing free turnkey subscription financial metrics for over 20,000 companies. Prior to ProfitWell Patrick led Strategic Initiatives for Boston-based Gemvara and was an Economist at Google and the US Intelligence community.
01:15 Patrick and ProfitWell
03:50 Setting up right pricing
11:10 A/B testing or no?
14:50 Transitioning existing clients to new prices
19:50 On-Prem transitioning to Cloud
22:00 Example of companies that nailed their pricing strategy
25:00 Pricing pages25m | Jul 28, 2021
- Season A - Ep. 10: Tom Meister, Co-Founder at NepFin on Revenue-Based Financing
Tom Meister, Co-Founder, COO, and General Counsel at NepFin, discusses Revenue-Based Financing for SaaS (and eCommerce companies), typical terms of such financing, profiles of the companies that should consider it as an option, and many other things.
Tom Meister's Bio
As COO and General Counsel, Tom manages NepFin's legal affairs and oversees its business operations. Prior to co-founding NepFin, Tom served as Senior Counsel, Capital Markets & Finance at Funding Circle, where he was responsible for the structuring, execution and distribution of Funding Circle's offerings to institutional and accredited investors. Earlier in his career, Tom practiced law as a debt finance attorney at Wilson Sonsini Goodrich & Rosati PC and Goodwin Procter LLP.
01:15 Tom and NepFin
03:10 Revenue-based financing and its growth
13:15 Profile of companies that can take revenue-based loan
15:20 Terms of RBF loans
27:30 Lender’s security interest, personal guaranty, and covenants
32:00 Is RBF good for equity raise?
35:00 Main RBF players38m | Jul 14, 2021
- Season A - Ep. 9: Mark Znutas, VP of GTM Strategy and Operations at HubSpot on RevOps
Mark Znutas, Vice President of Go-to-Market Strategy and Operations at HubSpot, discusses HubSpot’s RevOps and how it aligns Sales, Marketing and Customer Success. We also covered HubSpot’s go-to-Market strategy, which has changed drastically over the years.
Mark Znutas' Bio
Mark is a VP of GTM Strategy and Operationsl at HubSpot, where he leads Go-To-Market (GTM) strategy across Marketing, Sales, and Customer Success. Mark has held several key roles in RevOps at HubSpot, when the company started expanding beyond its core Marketing software. Prior to HubSpot, Mark was a Manager of Global Field Solutions at Affinnova (acquired by Nielsen).
00:20 HubSpot and Mark’s background
01:20 Revenue Operations and how it works at HubSpot
07:50 Go-to-Market strategy
08:40 HubSpot’s unconventional move to Product Led Growth
10:35 Three components of a growth strategy
17:40 HubSpot’s expansion from Marketing Software to CRM22m | Jul 5, 2021