The SaaS CFO

Welcome to The SaaS CFO Podcast! In this episode, our host Ben is joined by the esteemed Jim Williams, a seasoned expert in software M&A and the Managing Director of GLC Advisors. They delve into the current landscape of private equity deals, the changing dynamics of valuations, and the importance of understanding the true business model in SaaS companies.  Jim sheds light on the cautious approach private equity sponsors are taking, with lenders becoming more conservative on leverage. They discuss how discipline has increased among sponsors, who now prioritize investing in higher-quality assets and businesses with stronger growth potential. Valuations have shifted, and Jim provides insights into the factors driving these changes.   The conversation then turns to the significance of understanding revenue streams and profitability in SaaS companies. Jim emphasizes the need for a clear delineation of business models and revenue streams, as well as the importance of showing gross margins by business line. They also explore the difference between platform and add-on acquisitions, with Jim explaining how each contributes to scaling a business.  Valuations, growth rates, and profitability remain key considerations for investors, with a focus on financial discipline and sound fundamentals. Jim examines the "rule of 40" and the changing mindset towards the growth at all cost models. They delve into the current state of the software M&A market, discussing deal volume, valuations, and deal structures.  As the episode draws to a close, Jim offers insights into the challenges and opportunities that lie ahead for software entrepreneurs. He predicts a potential pickup in software M&A activity in 2024 and encourages business owners to seek advice and carefully consider their timing. Jim's expertise and outlook provide valuable guidance for navigating the ever-evolving software industry.  Stay tuned for an informative and thought-provoking discussion on The SaaS CFO Podcast!  Show Notes:  00:01:30 New normal: stable, consistent decline in deals.  00:04:33 Stabilized deals, new normal in rate environment.  00:08:30 Lenders getting more conservative, making deals harder.  00:11:24 Disciplined firms invest in better assets.  00:14:21 Good companies getting fair multiples, longer diligence.  00:17:28 Buyers lack urgency to close deals.  00:20:02 Deal volume steady, quality plays important role.  00:22:43 Look forward in financials, focus on ARR.  00:26:22 Metrics, gross and net revenue retention focus.  00:29:27 GR important metric, Mr. Schedule, data consistency, diligence, renewal rates, data preparation, metrics  00:34:22 Importance of understanding SaaS business model.  00:36:22 Clearly explain business model and revenue streams.  00:40:49 Platform: bigger, confident sponsor with strong belief.  00:43:24 Hurdle for businesses to reach Ten X.  00:47:38 Steady Eddie businesses for potential add-ons.  00:50:34 2024 outlook positive, potential delay in progress.  00:52:51 Offering software quarterly report for Ben's notes.  Links:   James Williams LinkedIn: https://www.linkedin.com/in/james-williams-5754953/  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 is joined by special guest Peter Tilbrook, founder and CEO of Loro Insuretech. Peter shares his background in the insurance industry and how his frustrations with existing solutions led him to start his own company.   They discuss the products and services that Loro offers, including their ambitious goal of taking any insurance product online immediately. Peter also dives into their unique pricing model and ideal customer profile.   Tune in to learn more about the innovative world of Loro and the vision of democratizing access to insurance.  Show Notes  [00:03:13] Ambitious insurance platform connecting global markets.  [00:06:25] Pricing model debate: fixed cost, tiered rates.  [00:12:03] Small team, regular catch-ups, easy onboarding.  [00:14:17] Startup journey: learning, feedback, networking, digital marketing.  [00:17:48] Belief and support led to investment success.  [00:20:04] Learn, speak, advise, reach out, invest, execute.  [00:22:30] Website showcases pricing and company updates. Networking on LinkedIn encouraged.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/loro-insuretech-secures-750-000-in-seed-round  Peter Tillbrook’s LinkedIn: https://www.linkedin.com/in/peter-tilbrook-50832336/ Loro Insurtech Inc. LinkedIn: https://www.linkedin.com/company/loro-insurtech/  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 today's episode, we have a special guest, Tony Smith, CEO and co-founder of Restaurant 365. Tony shares his journey from software consulting to founding a SaaS company and explains how his experience in the industry shaped his approach.   He takes us through the inception of Restaurant 365, its product offerings, and the diverse range of restaurants they serve. Tony also discusses the challenges and milestones along the way, including the importance of self-funding and the dedication required to build a successful company.   Join us as we dive into the fascinating story of Restaurant 365 and gain insights into their go-to-market strategy. Let's get started!  Show Notes:  [00:01:09] Resold Microsoft software, specialized in customization. Transitioned to focus on restaurant industry.  [00:05:34] Balancing day job, self-funding, and risks.  [00:08:22] Product evolved, different sales models for customers.  [00:11:40] Regular pricing assessment, underprice early, add value.  [00:14:57] Company reached crossroads, chose to seek funding.  [00:19:25] Value your story, connections, and support.  [00:22:11] Gross and net retention important for growth.  Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/restaurant365-raises-135-million-in-funding  Tony Smith’s LinkedIn: https://www.linkedin.com/in/tony-t-smith/  Restaurant 365’s LinkedIn: https://www.linkedin.com/company/restaurant365-cloud-erp-for-restaurants/   To know more about Ben check out the links below: Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribeSubscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-pageSaaS 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 today's episode of The SaaS CFO Podcast, our host Ben welcomes special guest Paul Martin, an IT entrepreneur and founder of "equipment." Paul shares his insights on the importance of frictionless processes in today's business landscape, where failures cannot be fixed immediately.   With his expertise in IT outsourcing and managing SaaS for mid-sized companies, Paul discusses the challenges faced by both clients and service providers in managing processes efficiently. He also sheds light on the growing significance of outsourcing services, devices, and software for businesses seeking cash flow flexibility and dealing with an expert shortage.   Join us as we delve into Paul's journey, his vision for "equipment," and how they are building a global operating system for the subscription economy in B2B.  Show Notes:   [00:01:29] Outsourcing IT operations: a growing necessity.  [00:04:14] Digital platform targeting IT and telecommunication industries.  [00:09:21] Amazon-like marketplace connects customers and service providers.  [00:13:24] Failed fundraising, pause sales, warm intros, potential in uncertain times.  [00:15:38] Building global provider network for global companies.   Links:  SaaS Fundraising Stories: https://www.thesaasnews.com/news/equipme-raises-3-8-million-in-seed-round  Paul Martin’s LinkedIn: https://www.linkedin.com/in/paul-martin-525433117/ Equip Me’s LinkedIn: https://www.linkedin.com/company/equip-me/  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 #saas #thesaascfo #podcast #saasmetrics #saasmetricsschool #benmurray  

Tal Kirschenbaum, CEO of Ledge, discusses how the automated finance operations platform helps with payment reconciliation. He explores the challenges of manual processes and the benefits of automation. Tal also talks about Ledge's founding and fundraising, as well as their future plans for product expansion.

Welcome back to The SaaS CFO Podcast! In today's episode, we have a special guest, Sandeep Jain, co-founder and CEO of Monetize Now. Sandeep has a unique background in engineering, product, and sales, which has given him a fresh perspective in the tech industry. He shares his journey, from working in various industries to starting his own companies, including his current venture, Monetize Now.   Sandeep dives into the problem he encountered in the podcast distribution space and how it led him to the realization that billing systems for B2B SaaS companies lacked efficiency. This realization sparked the creation of Monetize Now, a revenue operations platform that aims to solve the complex billing challenges faced by B2B SaaS companies.   Sandeep also discusses the market size considerations for startups, the importance of understanding the problem you're solving, and the key focus of Monetize Now in assisting companies with revenues ranging from zero to 100 million dollars. Stay tuned for an insightful conversation about the future of revenue operations and the impact it has on scaling SaaS businesses.  Show Notes:   [00:00:16] Engineering, product, sales mix led to unique perspectives.  [00:03:14] MonetizeNow builds revenue operations platform for SaaS companies.  [00:08:58] Revenue operations hindered by tooling limitations. Vendors overlooked SaaS requirements for integration.  [00:12:46] Early stages, twelve+ customers, replacing Zuora, best architecture.  [00:15:33] Risks faced, but success in funding rounds.  [00:18:55] CEOs with engineering backgrounds need sales skills.  [00:21:52] Signed deals, competitive replacements, exciting revenue growth.   Links:  SaaS Fundraising Stories: https://www.monetizenow.io/blog/announcing-3m| Sandeep Jain’s LinkedIn: https://www.linkedin.com/in/sandeeja/ Monetize Now’s LinkedIn: https://www.linkedin.com/company/monetizenow/  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

Matt Welsh, CEO and co-founder of Fixie AI, joins the podcast to discuss their mission of simplifying language models integration. They highlight their unique approach, combining blog posts, demos, and targeting developers. Matt shares their successful $17M seed funding round and emphasizes the importance of product-market fit and revenue generation.

Welcome to another episode of The SaaS CFO Podcast. In today's episode, we have a special guest, Ben Williams, CEO and co-founder of Loopin. Ben shares his fascinating background, starting from his time in the British Royal Marines Commandos to working with high-profile football clubs, and eventually finding his way into the business world.   He explains how the challenges posed by the COVID-19 pandemic prompted him to pivot and create a SaaS technology solution to address the disconnect between managers and employees. Ben gives us an inside look into Loopin's innovative approach, leveraging generative AI and personalized data to improve employee engagement, morale, and upskilling.   Join us as we dive deeper into the world of Loopin and explore the ways this technology is revolutionizing organizations' approach to creating high-performing teams. Stay tuned for an insightful conversation with Ben Williams on this episode of The SaaS CFO Podcast.  Show Notes  [00:00:15] Military background led to creating SaaS tech.  [00:03:03] Uncertainty during the pandemic led to change.  [00:09:08] Product captures and learns about users' experiences. Encourages effective leadership and teamwork.  [00:11:26] Challenges in multiple markets, especially burnout.  [00:15:46] Tech world budget cuts, HR as buyers  [00:18:09] Funding journey for a start-up during recession.  [00:23:59] SaaS win with Oxford University, revolutionizing technology.  [00:25:55] Loopin offers coaching and connections.  Links Saas Fundraising Stories: https://www.thesaasnews.com/news/loopin-raises-1-6-million-in-seed-round Loopin LinkedIn: https://www.linkedin.com/company/lets-loopin/ Loopin Website: https://www.letsloopin.com/ Ben Williams’ LinkedIn: https://www.linkedin.com/in/ben-williams-vgs/    To know more about Ben check the links below: Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-pageSaaS Metrics courses here: https://www.thesaasacademy.com/Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkoutFollow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Toni Holbein, CEO and co-founder at Growblocks, shares insights on revenue modeling and go-to-market strategies. The discussion covers the need for data-driven approaches in revenue operations, tracking progress, generating demand, and securing funding for product development and expansion.

Welcome to The SaaS CFO Podcast! In today's episode, I have the pleasure of interviewing Denis Chernobaev, CEO and co-founder of Getplace.io. Denis shares his background in the fast-growing food tech industry and how it led him to the creation of Getplace.io. He explains how Getplace.io helps small and medium businesses make informed decisions about their future locations by providing affordable access to valuable data. Through their subscription-based service, businesses can analyze footfall, vehicle traffic, demographic insights, spending data, and competitor analysis, all at a fraction of the cost typically associated with such tools.Denis also discusses different use cases and patterns of usage among their current clients. Don't miss this insightful conversation on leveraging data for strategic decision-making. Stay tuned for more on The SaaS CFO Podcast!  Show Notes  [00:01:49] Affordable tool helps businesses choose ideal locations.  [00:04:04] Choose locations wisely based on research.  [00:06:55] Limited data, ongoing improvements attract and retain clients.  [00:10:51] Product launched in February, attracting paying customers.  [00:15:36] Co-founder experience, MVP delay, remote market.  [00:19:03] Plans to expand into Netherlands with more complex products and negotiate with partners; considering raising funds for future expansion. Links: SaaS Fundraising Stories: https://www.thesaasnews.com/news/getplace-io-raises-pre-seed-round Getplace.io's LinkedIn: https://www.linkedin.com/company/getplace-io/ Getplace.io's Website: https://getplace.io/Denis Chernobaev’s LinkedIn: https://www.linkedin.com/in/denis-chernobaev/  To know more about Ben check the links below: Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-pageSaaS Metrics courses here: https://www.thesaasacademy.com/Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkoutFollow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray #saas #thesaascfo #podcast #saasmetrics #saasmetricsschool #benmurray