SaaS Buyers' Club

In this SaaS Buyers' Club Episode 44, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal interviews Blake Hutchison, CEO of Flippa.Blake shares his transformation from entrepreneur to leading the trailblazing Flippa marketplace, connecting buyers and sellers of digital businesses worldwide. Discover why Flippa's innovative technology blends search, matching, brokerage, and advisory services to create fast and efficient deals. Dive into the flourishing subscale M&A market, from Amazon FBA opportunities to booming AI and SaaS sectors. Uncover how influencers like Codie Sanchez impact market trends and explore why B2B SaaS commands higher multiples than B2C. This episode is a goldmine for those looking to navigate digital asset investments, from acquiring YouTube channels and newsletters to leveraging cross-border dealmaking for rapid market expansion. Packed with actionable insights, this is a must-watch for anyone eyeing successful SaaS exits.00:00 Introduction to SaaS Buyers Club00:51 Meet Blake Hutchinson, CEO of Flippa01:54 Understanding Flippa's Unique Marketplace03:47 The Power of Flippa's Matching Technology12:23 Trends and Insights in Online Business M&A21:22 Valuation Trends in the Online Business Market25:35 Challenges Faced by Founders26:28 Opportunities in Business Acquisitions32:21 Valuation Trends in SaaS Market36:00 Preparing for a Successful Sale43:11 Current Deal-Making Landscape47:31 Flippa's Role in B2B SaaS Exits49:48 Conclusion and Final ThoughtsFollow the Guest: Blake Hutchison► https://www.linkedin.com/in/Blakehutchison► https://www.flippa.comFollow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 43, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal interviews Iris Hu, former VP of M&A Finance at SalesforceLearn about Iris's 18-year journey through over 40 acquisitions, where she developed a robust playbook for successful business integrations. Explore the critical importance of internal diligence, unified strategy, and leadership alignment in the M&A process. Iris shares raw, unfiltered insights on maintaining customer satisfaction, the necessity of communication and humility, and how to retain key talent during transitions. Reflect on iconic acquisitions like Jigsaw, ExactTarget, and Slack, and understand the challenges of aligning company cultures, managing integration budgets, and fostering cross-functional cooperation. Through vivid personal experiences, including a memorable face-painting event, Iris emphasizes empathy, culture, and vision in creating thriving blended organizations. This episode is a must-watch for anyone navigating the intricate world of mergers and acquisitions, offering invaluable lessons and practical advice on successful integration strategies.00:00 Introduction to SaaS Buyers Club01:05 Meet Iris Hu: VP of M&A Finance at Salesforce04:44 The Importance of Internal Diligence07:36 Building a Change Process08:50 Challenges in Acquisition Integration10:27 Developing a Playbook for Acquisitions13:46 The Role of Communication and People20:31 Framework for Successful Integration23:12 First Major Acquisition: Jigsaw26:00 The Importance of Doing M&A Right26:17 Culture Matters in Acquisitions27:08 Addressing Gaps in Integration28:24 Challenges and Assumptions in M&A29:44 Training Executives for M&A Success31:45 Notable Acquisitions and Their Processes32:46 Recalibrating Processes for Bigger Deals45:21 The Role of Culture in Successful Integration51:09 Final Thoughts and Personal Stories53:21 Conclusion and FarewellFollow the Guest: Iris Hu► https://www.linkedin.com/in/irishucyr/Follow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 42, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal delves into Ryan Allis's journey to an epic exit from his startup, iContact.Learn about the origins and growth strategies of iContact, a major email marketing provider, from bootstrapping beginnings with creative growth hacks to scaling up through strategic customer acquisition and optimization. Ryan emphasizes the importance of understanding unit economics, effective marketing through channels like Google ads, and leveraging capital wisely for growth. He also discusses the challenges and realities of entering partnerships and M&A, highlighting the importance of maintaining control and focus. Discover the backstory and lessons learned from Ryan's acquisition process, both the expected and the unforeseen. Gain valuable advice for SaaS founders aiming to achieve successful exits while maintaining a great product and solid team. Don't miss the story of resilience, resourcefulness, and the wisdom Ryan imparts for the next generation of SaaS entrepreneurs.00:00 Introduction to SaaS Buyers Club00:51 Meet Ryan, Founder of SaaSRise01:32 The Journey of iContact05:47 Scaling with SaaS Growth System08:58 Bootstrapping to Success15:20 Raising Capital and Maintaining Control18:11 The Exit Strategy30:47 Post-Exit Reflections35:10 Founding SaaSRise and Future Plans37:26 Conclusion and Final ThoughtsFollow the Guest: Ryan Allis► https://www.linkedin.com/in/ryanallis/Follow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 41, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal delves into the intricacies of scaling startups with Logan Burchett from Forecaster. They explore the significance of reaching the million-dollar revenue mark, a critical threshold that transforms startups into 'real businesses' requiring adept financial management. Logan shares insights on how Forecaster aids companies, especially those generating $1-10 million, in navigating complex financial landscapes and cashflow challenges. Discover why managing a million-dollar venture brings new hurdles and how venturing into series A funding demands a more scrupulous financial outlook. As they journey through the conversation, Omeed and Logan unravel the mysteries behind cashflow issues, logistical hurdles with accounts receivable, and financial roadmapping. Logan's candid narrative, backed by real-world examples, throws light on how to harness financial models for smoother growth and storytelling. Dive into financial storytelling, uncover strategies to unlock your startup’s potential, and learn where hidden revenues might lie. This episode is a treasure trove for founders looking to refine their fiscal strategies and build a roadmap to success.00:00 Introduction to SaaS Buyers Club00:53 Meet Logan Burchett from Forecaster01:10 The Importance of Financial Projections01:50 Challenges at the $1 Million Revenue Mark05:27 Managing Cash Flow and Investor Expectations10:25 Bootstrapped vs. Venture-Backed Startups14:33 Common Financial Pitfalls and Solutions20:46 The Role of Financial Models in Business Growth22:39 The Challenge of Forecasting for Startups22:55 Creating a Financial Roadmap23:32 Aligning Goals with Your Team and Investors23:50 The Importance of Measuring Metrics24:35 Identifying Financial Opportunities25:15 Maximizing Interest with Sweep Accounts26:14 Leveraging Tax Credits and Grants28:53 Interest Rate Arbitrage for SaaS Companies34:51 The Value of Financial Storytelling38:09 Common Financial Modeling Mistakes40:35 VC Expectations and Market Trends43:00 Conclusion and Final ThoughtsFollow the Guest: Logan Burchett ► https://www.linkedin.com/in/logan-burchett-35196276/Follow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 40, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal interviews Dan Tocchini, founder of the business coaching consultancy Take New Ground. They delve deep into the intricacies of managing and exiting SaaS businesses. The conversation centers around the undeniable link between culture and business performance. Tocchini shares his journey from an entrepreneurial family to tackling personal hurdles and becoming a pivotal figure in personal development. He recounts transformative stories from working with top giants like ESPN and Disney, emphasizing the importance of addressing underlying issues within company cultures. The discussion offers an insightful guide for founders battling between possibilities and necessities, urging them to have the conversations that really matter and to put themselves at stake for their vision. This episode is a goldmine for any SaaS founder looking to align their team and achieve the best possible exit.00:00 Introduction to SaaS Buyers Club01:00 Meet Dan Tocini: Founder of Take New Ground01:55 Dan's Background and Personal Journey05:39 The Importance of Culture in Business09:52 Identifying and Addressing Cultural Issues14:38 Real-World Examples of Cultural Challenges18:11 Navigating Difficult Conversations in the Workplace29:47 The Influence of Elon Musk on Engineering Culture30:57 The Importance of Attitude in Hiring32:04 Identifying and Naming the Problem35:15 Founders and the Tolerable Level of Despair40:12 Coaching Founders to Success44:53 Understanding Despair in Founders50:02 The Power of Vision and Commitment54:46 Final Thoughts and TakeawaysFollow the Guest: Dan Tocchini► https://www.linkedin.com/in/dantocchini/► https://www.instagram.com/dan_tocchini/Follow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 39, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal interviews Aryuna Merdygeeva.Aryuna, a former venture-backed startup co-founder, joins the discussion. Ayjuna now aids founders in scaling, fundraising, and overcoming mindset blocks. Dive into the importance of mindset work and how it influences business growth. Aryuna shares heartfelt stories of founders facing subconscious beliefs that impede their success.Learn practical exercises and insights to help founders unlock their potential. Discover common challenges like giving up control, avoidance, and the crucial aspect of building trust and relationships with investors and customers. If you want to understand the intersection of mindset and entrepreneurship, this conversation is a must-watch. Tune in for actionable advice and strategies!00:00 Introduction to SaaS Buyers Club00:39 Meet Aryuna: Helping Founders Scale and Overcome Mindset Blocks01:11 The Importance of Mindset in Business Success03:22 Therapists vs. Coaches: Understanding the Difference08:05 Common Challenges Founders Face12:04 Why Founders Should Care About Mindset17:43 Real-Life Examples of Overcoming Mindset Blocks21:09 The Role of a Coach in Guiding Founders26:24 Practical Tools for Scaling and Fundraising28:00 Building Relationships: The Key to Success28:28 Connecting on a Personal Level28:48 Understanding Your Prospect's Experience29:07 The Importance of Trust in Fundraising33:03 Avoiding the Curse of the Expert34:18 The Process of Working with Founders36:30 Addressing Control Issues40:08 Exercises for Self-Awareness44:47 The Power of Feedback50:38 Final Thoughts and Contact InformationFollow the Guest: Aryuna Merdygeeva► https://www.linkedin.com/in/aryuna-merdygeeva/► https://www.instagram.com/aryuna_mer/Follow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 38, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal interviews Adrian Koehler.Adrian is a seasoned business consultant and coach from Los Angeles. Adrian shares his journey from pre-med student to pediatric nurse, eventually transitioning into leadership coaching. He dives into the art of helping people make meaningful decisions under pressure, drawing from experiences at the Mosaic Church and in the prison system. Adrian explores the principles behind effective leadership and business growth. He emphasizes the power of owning your dark side, fostering transparent team communication, and focusing on personal self-mastery. The conversation touches on critical issues like handling toxic work cultures, aligning teams with vision, and the importance of personal accountability. For leaders struggling with burnout or misaligned teams, Adrian offers practical steps and deep insights into shifting perspectives and tackling internal challenges. Watch to learn how integrating these strategies can produce significant, lasting results in your business and life.00:00 Introduction to the Episode00:22 Adrian's Background and Career Journey03:36 Transformative Work in Prisons04:32 The Power of Responsibility and Leadership06:47 Shifting Perspectives and Asking Better Questions13:43 Creating a Culture of Transparency17:34 Intention and Mechanism in Achieving Results21:15 Identifying Chronic Complaints21:55 Sustaining the Complaint22:45 Hidden Payoffs and Martyr Complex24:21 Exploring the Victim-Responsible Story25:02 Steps to Address Complaints27:35 The Importance of Honesty and Accountability29:37 Logical Conversations and Team Alignment36:29 Burnout and Unheard Conversations38:18 Final Thoughts and EncouragementFollow the Guest: Adrian Koehler► https://www.linkedin.com/in/adriankoehler/► https://www.instagram.com/adrian.k/Follow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 37, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal interviews Simon Leroux, a serial entrepreneur with multiple exits who is now seeking to transform the M&A industry with new startup, Optionality.ai.Simon recounts his intriguing journey spanning over 25 years, beginning in the telco industry and eventually leading to his first entrepreneurial venture, a boutique consulting firm specializing in direct investment attraction. Discover Simon's experiences in scaling businesses, the failures, and pivotal learnings that shaped his path, including an in-depth look at his SaaS company, Gazelle AI, which leveraged AI to predict corporate global expansions. As they delve into the intricacies of acquiring and selling businesses, Simon shares his valuable insights on overcoming growing pains, optimizing for growth, and his new venture, ‘Optionality’, designed to help business owners prepare for a successful exit. Learn his insider tips on navigating acquisition processes, the importance of aligning with partners, and actionable strategies to boost your SaaS company’s valuation. Tune in to gain firsthand knowledge and practical advice from an industry veteran.00:00 Introduction to SaaS Buyers Club00:40 Simon's Entrepreneurial Journey01:30 First Entrepreneurial Experience03:14 The Birth of Gazelle AI04:29 Navigating the Pandemic05:17 The Decision to Sell06:44 Founding Optionality18:37 Challenges and Growth Pains19:48 The Sale to KKR25:32 Bootstrapping vs. VC Funding29:19 Challenges of Scaling a Niche SaaS Product30:23 Valuation and Market Potential31:10 Building a Growth Story for Acquisition33:41 The Acquisition Process: Lessons Learned37:48 Navigating the LOI to Close45:09 Introducing Optionality: Solving the Exit Problem48:38 How Optionality Works57:10 Final Thoughts and Contact InformationFollow the Guest: Simon Leroux► https://www.linkedin.com/in/lerouxsFollow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 36, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal interviews Cory Blumenfeld, a serial entrepreneur with multiple exits and a rising Linkedin voice.Cory shares the rollercoaster journey of his entrepreneurial life from starting a driveway sealing business to building and selling a mobile app to hospitals across Canada. During the discussion, Cory reveals the challenges he faced, such as defining a clear business model and the importance of recurring revenue and focus. Cory dives deep into his transition from aspiring to be a doctor to falling in love with entrepreneurship. He shares intriguing insights about building in the healthcare tech space, digitizing hospital discharge information, and the journey towards his exit. One of the key segments of this episode is Cory's hypothesis and practical approach to 'building in public.' He explains how sharing his daily entrepreneurial experiences on platforms like LinkedIn has been transformational. Cory touches on the importance of transparency, building relationships, and gaining trust – crucial elements for attracting clients, investors, and potential buyers. This episode is filled with invaluable lessons about business, personal growth, and the power of being open and transparent. Whether you are an aspiring entrepreneur or a seasoned business owner, Cory’s journey and tips on building in public are sure to inspire and provide actionable insights.00:00 Introduction and Guest Welcome00:25 Corey's Entrepreneurial Journey01:28 First Business: Mobile App for Hospitals04:55 Challenges and Lessons Learned10:41 The Exit and Acquisition Process18:16 Building Relationships and Public Presence20:35 Framework for Building in Public20:46 Sharing Personal Insights and Numbers21:53 Defining Building in Public24:06 Transparency and Relationship Building27:38 Hypothesis and Results32:41 Challenges and Mindset34:43 Commitment and Wins40:07 Final Thoughts and Takeaways Follow the Guest: Cory Blumenfeld► https://www.linkedin.com/in/coryblumenfeldFollow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.

In this SaaS Buyers' Club Episode 35, your host, Software as a Service (SaaS) mergers and acquisitions (M&A) lawyer Omeed Tabiei from Optimist Legal interviews Mitch Petracca, President of the Petracca Group, which is a cutting edge financial due diligence advisory firm. Mitch, who is also the founder of the innovative new venture FundScout, shares his journey from CPA to M&A specialist, focusing on lower middle market businesses valued between $1 million to $100 million. Learn about the core components of transaction advisory, including valuations, financial due diligence, quality of earnings, and capital stack structuring. Dive into the industries Mitch primarily engages with—healthcare, SaaS, blue-collar trades, and construction—and discover the nuances of working capital and quality of earnings. Mitch breaks down complex concepts into digestible insights, covering everything from net working capital adjustments to the multifaceted negotiation strategies essential for successful business transactions. Moreover, Mitch introduces FundScout, a groundbreaking platform designed to streamline and democratize the capital-raising process, making it easier for entrepreneurs and independent sponsors to secure term sheets from a pool of over 209,000 lenders and investors. If you're venturing into the M&A space or simply curious about the mechanics behind buying and selling businesses, this episode is packed with invaluable tips, strategies, and real-world examples that you won't want to miss. Stay tuned till the end for exclusive advice on building relationships within the M&A ecosystem and optimizing your approach to buying and selling businesses. Don't forget to like, comment, and subscribe for more insightful episodes! #Mergers #Acquisitions #M&AStrategy #Entrepreneurship #FunScout #FinancialDueDiligence00:00 Introduction to SaaS Buyers Club00:31 Mitch Petracca's Career Journey01:21 Focus Areas of Petracca Group01:56 Industries Served by Petracca Group02:47 Challenges in Lower Middle Market Transactions04:59 Understanding Net working Capital09:44 Quality of Earnings and Financial Due Diligence18:43 Negotiation Strategies in M&A24:59 Buyer Protection Strategies26:21 EBITDA vs. ARR in Valuation29:12 Determining the Multiplier34:28 Introducing Fund Scout35:31 How Fund Scout Works40:45 Exclusive Service and Fees43:40 Final Thoughts and FarewellFollow the Guest: Mitch Petracca► https://www.linkedin.com/in/mitchpetraccaFollow the Host: Omeed Tabiei ► https://www.linkedin.com/in/Omeed-Tabiei► https://www.facebook.com/omeedt►https://www.instagram.com/saasbizlawyerHow to reach Optimist Legal about your SaaS M&A transaction to explore working with us► https://www.optimistlegal.com►Omeed@OptimistLegal.com▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬About Optimist Legal:Optimist Legal is a SaaS corporate and business focused law firm with extensive experience in M&A. When you work with Optimist Legal for your next SaaS M&A transaction, you can rest assured that you're working with diligent experts that are going to get you the best deal possible.