The SaaS CFO

Adam Weber, CEO and founder at Pestiq, discusses his journey from owning a pest control business to founding a SaaS company. Topics include challenges of building a performance analytics dashboard for pest control, raising funding, and focusing on customer feedback and onboarding. They aim for 10-15M ARR, seek supportive venture capital, and emphasize customer satisfaction and accurate data. Listeners gain insights into startup growth and raising capital in the SaaS industry.

In this episode of The SaaS CFO Podcast, our host Ben sits down with special guest Shai Gabay, the co-founder and CEO of TrustMi. Shai shares the fascinating story of his background, from his early days disassembling electronic devices to his time in the Israeli intelligence corp and his transition into the world of cybersecurity and fintech.   He goes on to discuss the innovative products and services that TrustMi offers, focusing on solving the problem of B2B payment fraud. Shai also delves into the company's journey, from its founding to securing $21 million in funding.   With insights into the challenges of protecting B2B payment flows in the age of AI, this episode offers a captivating look into the intersection of cybersecurity and fintech.  Show Notes:  00:00 Reported $32 billion B2B payment fraud loss in 2020, prompting further investigation.  03:41 Spoke to 150 CFOs, 70% SMBs, learned wire transfers are scary, manual controls used, 9 out of 10 suffered loss.  08:56 SaaS software streamlines B2B payment security with quick deployment.  10:36 Focused on value, leveraging historical data to show immediate results in payment flow and fault detection.  16:09 Launching a company requires market validation and understanding customer needs.  18:26 Founders took time to validate idea before seeking funding, focused on product market fit and customer sales before scaling and marketing.  21:20 Investors seek solid business evidence, paying customers.  24:25 Organizations educated on detecting sophisticated cyber threats.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/trustmi-raises-17-million-in-series-a  Shai Gabay’s LinkedIn: https://www.linkedin.com/in/shaigabay/  Trustmi’s LinkedIn: https://www.linkedin.com/company/trustmi-ai/  To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Hello listeners, welcome to The SaaS CFO Podcast. I'm your host, Ben, and today, Dave Campbell, co-founder and CEO of Tropic, is here with us. Dave's eclectic background shaped his understanding of intricate procurement problems, leading to the inception of Tropic, a cutting-edge procurement platform turning heads in the SaaS world.  In this episode, we dive into how Tropic's keen focus on customer health scores and engagement drives retention and growth. We'll uncover the strategies that have attracted major feature releases, exclusive partnerships, and a noteworthy $65 million in funding—propelling them toward a $100 million ARR goal.  Dave's going to share a treasure trove of insights, from the importance of storytelling in fundraising to the metrics that matter most for long-term success. With exciting advancements and a unique approach to simplifying software spend management, Tropic is on a mission to reshape the procurement landscape.  Ready for some financial wisdom and operational tips from a true SaaS trailblazer? Stay tuned for a session that promises to enrich your SaaS knowledge!  Show Notes:  00:00 Read an American novel, had an entrepreneurial revelation, worked in digital marketing with the rise of blogs.  03:26 Summary: Founder starts at Tropic, worked at Microsoft, realizes big companies are not for him, gains clarity.  09:03 Make finance approvals easier with automated platform for spend tracking and utilization.  12:35 Initially capped at 1000, now expanded to 10,000 with new features and target market shift. Planning to expand into other industry verticals.  15:06 Improved adoption = better spend management. Consumer-grade UX helps with procurement challenges. Tropic aids under-resourced teams.  17:06 Not a fit for real estate or physical goods, but good for software. Eyeing healthcare and higher ed markets for procurement.  22:20 Praising insightful and diligent company, aligning with fund for quick series B, facing rigorous assessment.  26:00 Meet top funds, control access to data room, stage meetings, keep it tight.  29:09 Customer health scores crucial for business growth and retention. Monitoring through dashboards.  31:42 Realizing customer needs and product-market fit in business endeavors.  33:39 Insight partners helped with pricing, packaging, and capacity planning.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/tropic-raises-40-million-in-series-b  David Campbell’s LinkedIn: https://www.linkedin.com/in/davidtropic/  Tropic’s LinkedIn: https://www.linkedin.com/company/tropicapp/ To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Welcome to another exciting episode of The SaaS CFO Podcast! In this episode, we are thrilled to host Kaj Seeste, the co-founder and CEO, and Greg Milliken, the president of the US business, from Saashop as our guests.   We delve into their journey, discussing topics such as SaaS spend management, international expansion, and strategic fundraising. Get ready to explore how Saashop is revolutionizing software procurement and billing and evolving into a trusted advisor in the industry.   Join us for a captivating conversation about their go-to-market strategy, the pursuit of product-market fit, and so much more.  Show Notes:  00:00 Started SaaS tool marketplace 5+ years ago, now focuses on consolidating spending for larger companies.  05:18 Describes Finnish culture's influence on business approach.  06:59 Building Saashop, reaching out to companies, focus on spend management marketplaces.  11:19 No charge for Saashop; focus on relationships with ISVs for profit; ecosystem-centric approach.  14:49 We aim to guide and lead with neutrality, offering multiple solutions in each category to benefit ISVs. 16:59 Finnish government supports tech businesses, aiming for series A funding soon.  23:17 Summary: As we engage more customers, our focus has been on automating procurement and billing rather than deep analysis of spending and usage patterns. However, we are receiving positive feedback.  24:31 Advising on software, improving service & customer satisfaction.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/saashop-raises-1-2-million-in-seed-round  Saashop’s LinkedIn: https://www.linkedin.com/company/saashop/  Greg Milliken’s LinkedIn: https://www.linkedin.com/in/gregmilliken/  Kaj Seeste’s LinkedIn: https://www.linkedin.com/in/kajseeste/  To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In this episode of The SaaS CFO Podcast, our host Ben sits down with Mark Chung, co-founder and CEO of Verdigris, to discuss their energy intelligence platform. Mark shares his journey from his background in electrical engineering to founding Verdigris in 2012 and the challenges of balancing a hardware and software business model.   He provides insights into the company's recent $10 million funding, their go-to-market strategy, lessons learned from their journey, and their focus on metrics such as contracted ARR and cash flow.   Mark also sheds light on the company's future plans, including their efforts to expand their customer base and integrate new capabilities with the grid. Tune in to hear about Mark's entrepreneurial journey and Verdigris' mission to make a meaningful impact in the energy industry.  Show Notes:  00:00 Born and raised in Texas, studied electrical engineering at Stanford, worked in semiconductor industry, involved in startups and eventually joined Broadcom.  03:06 Companies have varied data use for carbon neutrality mandate.  06:47 The reaction is positive. Legacy providers underserve the market. There's a desire for stable cloud-managed solutions.  10:09 Founders had credibility from previous success. Initial fundraising was easy due to reputation. Challenge was balancing product development with building a business. determination helped overcome tough times.  14:44 Biggest lesson: hardware business is tough. Supply chain complexities, capital outlay challenging.  16:02 Founders must reflect on their purpose and adapt to challenges.  20:37 Company focusing on aggressive growth, new partnerships, revenue, and hiring. Expanding customer base and building new capabilities.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/verdigris-raises-10-million-in-funding  Mark’s LinkedIn: https://www.linkedin.com/in/markchung/  Verdigris’ LinkedIn: https://www.linkedin.com/company/verdigris/  To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

 Welcome to another episode of The SaaS CFO Podcast, where your host Ben explores the intersections of sports, technology, and finance. Today's guest, Jason Syversen, brings his cyber security acumen to the sports industry with his venture, Sports Physio. Utilizing AI to transform how sports stats and highlights are created, Jason shares his hands-on approach to fundraising and the power of genuine investor relationships.  In this episode, we dive into his entrepreneurial strategies for achieving substantial Annual Recurring Revenue (ARR), the significance of multi-channel go-to-market tactics, and the dynamic of running a SaaS business without diving into hardware.   Jason opens up about the early revenue stages of Sports Physio, targeting key decision-makers within sports programs, and the challenges of building a team in a remote work environment. For those interested in connecting with Jason or learning more about Sports Physio, stay tuned as we discuss the best ways to engage.  Get ready for a compact session brimming with insights on navigating a SaaS startup's growth, capital-raising adventures, and team management tips. Let's kick off this insightful episode of The SaaS CFO Podcast.  Show Notes:  00:00 Former hacker turned cybersecurity entrepreneur, retired after successful exit, now investing and developing AI sports technology.  05:56 Investor's lesson: CAC and LTV are key for any business. Customer Acquisition Cost (CAC) and Lifetime Value (LTV) determine the success.  09:07 Staff mostly remote, considering office next year due to growth, cautious on fixed costs, values flexibility and in-person interaction.  11:50 New company with a growing customer base and positive feedback.  15:08 Pooling resources for common benefit is preferable.  19:06 COVID led to remote work realization, cost efficiency and flexibility in hiring.  19:52 Choosing local talent over hiring from abroad to support American workers and maximize return for shareholders.  26:10 Focus on ARR growth, metrics include customer engagement, NPS, and conversion rates. Aim for $2-3 million ARR for next round.  28:06 Discussed PR firm campaign success, raising awareness in crowded market.  30:10 Expresses gratitude, invites to sportsphysio.com or email, requests LinkedIn connection.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/sportsvisio-raises-3-million-in-seed-round  Jason Syversen’s LinkedIn: https://www.linkedin.com/in/jsyversen/  Sports Visio’s LinkedIn: https://www.linkedin.com/company/sportsvisio/  To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

In this episode of The SaaS CFO Podcast, host Ben sits down with Matias Mäenpää, co-founder of Videobot, to discuss his journey in the SaaS world. Matias shares his background starting in sales and eventually becoming a CEO and co-founder of a company that was later acquired.   He then delves into the concept behind Videobot, a platform that offers interactive video solutions for websites. Matias shares the use cases for Videobot and sheds light on their go-to-market strategies and seed round funding.   He also provides valuable insights for SaaS founders looking to raise capital and shares exciting plans for the future of Videobot. Tune in to learn more about Matias's entrepreneurial journey and the innovative world of Videobot.  Show Notes:  00:00 Chatbots familiar, social media shifts to videos, YouTube top search, Google investing in videos, future short form video answers.  03:35 In 12 months, 200 clients in 15 countries use video for website navigation, product or service landing pages, and customer journey exploration.  09:12 Early traction shown with enterprise clients, global relevance, real need, learning about ideal customer profile and marketing approach.  12:22 To succeed in fundraising, think of it as building a pipeline and research investors' track record.  16:31 Planning to build a unicorn company with revenue-driven approach.  17:38 Acknowledging need to focus on long-term plans vs. daily tasks; discussion about Videobot.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/videobot-raises-2-million-in-seed-round  Matias’s LinkedIn: https://www.linkedin.com/in/matiasmaenpaa/?originalSubdomain=lu  VideoBot’s LinkedIn: https://www.linkedin.com/company/videobot-com/  To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Welcome to The SaaS CFO Podcast, where we explore the intersection of technology, finance, and innovation in the world of software as a service. Today, we have an exciting episode featuring Amber Nigam, the dynamic CEO and co-founder of Basys AI. In this engaging conversation, Amber shares insights into his remarkable journey from a background in computer science and data science to founding BasysAI, a company focused on revolutionizing the healthcare industry.  Amber delves into the unique products and services offered by Basys AI, including their innovative use of generative AI to automate prior authorization and utilization management processes for insurance companies. He explains how Basys AI's platform eliminates the need for traditional phone calls and faxes, transforming the efficiency and accuracy of healthcare administration through technology and SaaS solutions.  Throughout the episode, Amber provides valuable perspectives on the challenges and opportunities within the healthcare industry, the strategic approach to raising capital in the current macro environment, and the pivotal metrics his team prioritizes for business growth.  Join us as we uncover the exciting pilot programs and future initiatives on the horizon for Basys AI, and gain deep insights into the cutting-edge world of healthcare technology from the visionary leader himself. This episode provides a fascinating glimpse into the transformative potential of AI, finance, and technology within the healthcare landscape, and we can't wait for you to hear all about it!  Show Notes:  00:00 Basys provides prior authorization and utilization management services using AI and technology, eliminating the need for phone calls and faxes.  03:39 Utilization management regulates healthcare services to control costs.  09:21 Perspective on reaching out to market, involving CMO, CEO, CFO, and other teams for buy-ins.  12:29 Tech companies struggle in healthcare, but investors see potential in startups focused on improving healthcare outcomes. Eli Lilly and Mayo Clinic invest in a patient-centric, transparent platform.  15:29 Healthcare challenges, investor discussions, and selling arguments are key learnings in business.  17:11 Investors vetted product, align tech with healthcare needs for quicker success.  20:44 Exciting start for health plan pilots after funding raise.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/basys-ai-raises-2-4-million-in-pre-seed-round  Amber Nigam’s LinkedIn: https://www.linkedin.com/in/amber-nigam/  Basys.ai’s LinkedIn: https://www.linkedin.com/company/basysai/  To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Welcome to The SaaS CFO Podcast! In this episode, we have the pleasure of speaking with Alisa Patotskaya, founder and CEO of Immersive Fox. Alisa shares her journey as a tech entrepreneur, discussing her background in AI and computer science, as well as her experience with startups.   She highlights the innovative products and services offered by Immersive Fox, which utilizes generative AI technology to personalize video content for customer communication and sales.   Alisa also offers valuable insights into the process of fundraising, the importance of customer metrics, and the future developments at Immersive Fox. Tune in to gain valuable knowledge from Alisa's experiences as a solo founder in the tech industry.  Show Notes:  00:00 Ideal customer uses CRM heavily, wants to improve sales and email campaigns, targets IT sector and SMBs.  04:21 Customers create personalized content for faster video production, replicating voices in various languages.  08:13 Raising precede was easier than raising seed due to changing economic conditions and increased expectations for product demonstration.  11:02 Prepare financially, demonstrate progress metrics, be patient and open to investor feedback.  14:48 Voice integration, product improvements, video editing, redesigned platform, improved feeder duration, released Fox AI 2.0.  16:16 The speaker wanted a co-founder but couldn't find one. They see benefits and drawbacks to being a solo founder.  Links:   SaaS Fundraising Stories: https://www.thesaasnews.com/news/immersive-fox-secures-3-3-million-in-seed-round  Alisa Patotskaya’s LinkedIn: https://www.linkedin.com/in/alisa-patotskaya-01736777/  Immersive Fox’s LinkedIn: https://www.linkedin.com/company/immersive-fox/  To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Welcome to The SaaS CFO Podcast! In this episode, our host Ben sits down with Janis Zech, CEO and co-founder of Weflow, to discuss his background and the exciting journey of his company.   Janis shares how Weflow originated from his observation of data quality issues in CRM systems and the challenges sales teams face. He talks about the products and services Weflow offers, as well as their focus on revenue intelligence. The conversation delves into the recent seed round of funding, the importance of go-to-market channels, and valuable insights for SaaS founders navigating the investor landscape.   Join us to discover more about Weflow's journey and the future plans for this innovative revenue intelligence platform.  Show Notes:  00:00 Flow started at Fiverr to address CRM data quality issues, offering visibility and accurate forecasting for sales teams.  04:41 Helps companies improve Salesforce data quality, forecasting processes for B2B tech companies, targets revenue teams of at least 5-10 people, emphasizes account executives and customer success roles, focuses on pipeline management, emphasizes sophistication in forecasting process, aims to provide better visibility into team performance and deal signals.  07:31 Bringing finance and sales together is essential for companies to succeed by resolving conflicts and improving processes.  10:26 Focused on building user-friendly sales technology product, emphasizing onboarding and usage.  12:58 Venture partner stresses realistic goals, tactical focus for entrepreneurs seeking investment.  18:28 Focus on ICP Persona, messaging, unit economics, series A metrics for scaling and financial outlook.  19:35 Early content and outbound sales are effective for startups, with LinkedIn being an important channel.  22:15 Expressing gratitude to Sambia.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/weflow-raises-3-2-million-in-seed-round Janis Zech’s LinkedIn: https://www.linkedin.com/in/janiszech/ GetWeFlow’s LinkedIn: https://www.linkedin.com/company/getweflow/  To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray