https://s3.us-east-2.amazonaws.com/pod-public-media-files/2024/6/19/8/f2806cae-8c7c-4fbb-8f9c-161666a31234_craig_powell_-_redcircle.mp3

Craig discusses the stages SaaS companies go through on their way to $150M in revenue.BIOCraig Powell serves as the CEO of Autura, the leading SaaS solution focused on vehicle management, traffic flow, and law enforcement productivity. He is the former CEO of Motus, a PE-backed SaaS company focused on mobile workforce solutions. At Motus, Craig drove revenue from $7 million to $150 million and executed several acquisitions, including the nine-month integration of $62 million of revenue into the Motus platform. Additionally, Craig was the Founder and CEO of ConnectEDU, market leader in providing technology solutions for students seeking educational and career-oriented opportunities. TIMESTAMPS﻿01:20 Craig Powell03:30 Growing Motus from $7M to $150M06:30 Why do founders get stuck?10:00 Founders thinking 16:40 Phases of Growth: 10-25MM Revenue21:40 $25MM+  20:50 Selling software is not a mystery27:30 Autura31:40 Metrics34:20 Team structure37:20 KPIs38:10 Joining as CEO

Craig Powell discusses the stages SaaS companies go through on their way to $150M in revenue. 

BIO

Craig Powell serves as the CEO of Autura, the leading SaaS solution focused on vehicle management, traffic flow, and law enforcement productivity. He is the former CEO of Motus, a PE-backed SaaS company focused on mobile workforce solutions. At Motus, Craig drove revenue from $7 million to $150 million and executed several acquisitions, including the nine-month integration of $62 million of revenue into the Motus platform. 

Additionally, Craig was the Founder and CEO of ConnectEDU, market leader in providing technology solutions for students seeking educational and career-oriented opportunities. 

TIMESTAMPS

﻿01:20 Craig Powell

03:30 Growing Motus from $7M to $150M

06:30 Why do founders get stuck?

10:00 Founders thinking 

16:40 Phases of Growth: 10-25MM Revenue

21:40 $25MM+  20:50 Selling software is not a mystery

27:30 Autura

31:40 Metrics

34:20 Team structure

37:20 KPIs

38:10 Joining as CEO 


Season C - Ep. 2: Craig Powell, CEO of Autura, on Growing a Company from $7M to $150M in Revenue

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2024/5/23/6/bebb5512-8729-4499-b29b-361571665b5d_matt_lynch_-_saashimi.mp3

Matt discusses M&amp;A the environment, SaaS valuation and its drivers, and what buyers and sellers of software companies need to know.BIOMatt Lynch is a Managing Director of District Capital Partners and Sundance Partners. Prior to founding DCP, Matt led Corporate Development at Blackboard, where he managed the successful completion and integration of 9 acquisitions, as well as Blackboard&#39;s sale process and $1.7 billion take-private transaction in 2011.Matt began his career at Salomon Smith Barney (now Citi), advising on M&amp;A transactions in the technology sector, with a specific focus on software. Over the course of his 11 years at Citi, Matt advised on over $300 billion of M&amp;A transactions.TIMESTAMPS01:30 Matt Lynch05:50 Market Environment 08:20 Valuations in 2021 11:40 Main Drivers of Valuation14:10 Rule Of X16:50 Customer Success and Gross Margin20:20 Shift to Platforms22:20 Consolidating verticals 26:20 Preferred verticals29:35 Working with Sellers31:20 Size of Companies that hire Investment banks 34:50 Most common issues with Bootstrapped companies36:00 Strategic vs Sponsor

Matt discusses M&A the environment, SaaS valuation and its drivers, and what buyers and sellers of software companies need to know.

BIO

Matt Lynch is a Managing Director of District Capital Partners and Sundance Partners. Prior to founding DCP, Matt led Corporate Development at Blackboard, where he managed the successful completion and integration of 9 acquisitions, as well as Blackboard's sale process and $1.7 billion take-private transaction in 2011.

Matt began his career at Salomon Smith Barney (now Citi), advising on M&A transactions in the technology sector, with a specific focus on software. Over the course of his 11 years at Citi, Matt advised on over $300 billion of M&A transactions.

TIMESTAMPS

01:30 Matt Lynch

05:50 Market Environment 

08:20 Valuations in 2021 

11:40 Main Drivers of Valuation

14:10 Rule Of X

16:50 Customer Success and Gross Margin

20:20 Shift to Platforms

22:20 Consolidating verticals 

26:20 Preferred verticals

29:35 Working with Sellers

31:20 Size of Companies that hire Investment banks 

34:10 Most common issues with Bootstrapped companies

36:00 Strategic vs Sponsor

Season C - Ep. 1: Matt Lynch, Founder and Managing Director of DCP and Sundance Partners, on SaaS M&A

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/10/22/3/e309c03d-60cf-4820-b67b-5f14e718b188_dave_salvant_podcast.mp3

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. BIODave 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&#39;s degree from the University at Albany (SUNY) and MBA from the University of Wisconsin-Madison. TIMESTAMPS00:50 Dave and Squire03:40 Go-To-Market07:32 Marketing in Squire08:16 Company size / Global Remote-first company08:57 Quick product release help barbers navigate COVID (incredible response to COVID)11:00 Creating new products12:15 First Investors14:45 Celebrity Investors16:11 Involvement of investors16:44 Vision for Squire Technologies Season B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>﻿, 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.

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. 

BIO

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. 

TIMESTAMPS

00:50 Dave and Squire

03:40 Go-To-Market

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 - Ep. 10: Dave Salvant, Co-Founder and President of Squire Technologies, on taking advantage of challenging times

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/9/26/4/274621f2-c0d7-4e01-981a-c5cb29651e93_barb__final.mp3

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. BIOBarb 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&#39;s degree from Monash University and MBA from Melbourne Business School. TIMESTAMPS01:00 Barb and Sapia04:20 Five questions to select a candidate07:50 Artificial Intelligence vs. Machine Learning10:25 Getting the initial data set13:25 When your first client is Enterprise…17:30 Pricing model24:00 Sapia’s Go-To-Market strategy29:30 Hiring on values33:30 KPIs35:00 Raising capital37:50 On biases  Season B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>﻿, 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.

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. 

TIMESTAMPS

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

33:30 KPIs

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.

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/9/6/6/fe658bb7-7e54-4105-b0e7-d391d272bf4b_sean_st_germain_-_final.mp3

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. BIOSean St. Germain is a Managing Director at Alvarez &amp; 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).TIMESTAMPS01:00 Sean and Alvarez &amp; Marsal05:30 Unique aspects of SaaS businesses09:00 Recurring vs Re-occurring revenue streams12:20 Mistakes companies make in ARR calculation15:35 Cost of Sales17:35 EBITDA Adjustments 22:00 Confirmation of synergies 23:15 Capitalized commissions25:30 Capitalized software29:05 What is Cash EBITDA?33:30 Preparing your company for financial diligence 37:00 Findings that can derail transactions Season B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>﻿, 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.

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. 


Season B - Ep. 8: Sean St. Germain, Managing Director at Alvarez & Marsal, on financial diligence of SaaS companies

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/8/23/5/24622b8d-25e1-41b1-8f5f-11978b5e8297_ep1_final_mixdown.mp3

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.  BIODr. 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. TIMESTAMPS01:00 Francois and Cognite06:15 Competition with internally built systems08:40 Go-To-Market Strategy11:40 Reception of Cognite by US and EU clients15:35 Selecting sales personnel19:30 Comparing corporate cultures in the US and Europe20:20 Involvements of investors23:30 Long-term vision for Cognite Season B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>﻿, 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.

Season B - Ep. 7: Francois Laborie, President at Cognite North America, on bringing a European SaaS to the US market

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/8/9/15/dcc07a0d-8a0d-43b5-a9e5-a9e862c77f2e_diamond.mp3

Diamond discussed SaaS valuation and how multiples have changed over the past several years, the main drivers of multiples, and M&amp;A market trends.BIODiamond 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&amp;A transactions involving public and private companies as well as private equity funds.TIMESTAMPS1:45 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 environment6:30 Mission-critical software7:50 Multiples over 5 years9:05 SaaS valuation during COVID10:00 Comps contribution to assigning multiples11:25 On-prem vs cloud valuation14:20 Buyers and Sellers16:20 Most durable SaaS categories17:15 Recommendation to sellers19:30 Calculation of Gross Margins Click the following links to &#34;double-click&#34; on Diamond&#39;s comments about <a href="https://softwareequity.com/research/seg-snapshot-1q22-saas-ma-update/" rel="nofollow">M&amp;A Update</a>, <a href="https://softwareequity.com/blog/rule-of-40/" rel="nofollow">The Rule of 40</a>, <a href="https://softwareequity.com/blog/gross-margin-saas/" rel="nofollow">Gross Margin</a> impact, and <a href="https://softwareequity.com/blog/cogs-in-saas/" rel="nofollow">COGS</a> Season B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>﻿, 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.

Season B - Ep. 6: Diamond Innabi, Vice President at Software Equity Group, on SaaS Valuation and M&A

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/7/25/14/b719bd41-140b-4aa8-a546-3af0a7ae93d6_ep5_final_1mixdown.mp3

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.BIOMarion 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.TIMESTAMPS01:05 Marion – serial entrepreneur04:00 Govenda and its target markets11:10 Locking in the first client12:55 Raising capital16:25 Govenda during and after COVID17:45 Go-To-Market strategy19:40 Org structure and hiring first employees21:50 Role of investorsSeason B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>﻿, 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.

Season B - Ep. 5: Marion Lewis, Co-Founder & CEO of Govenda, on serial entrepreneurship, and building a SaaS company

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/7/13/5/2595af5f-3308-4558-97b7-ee635de68719_ep2_final6_mixdown.mp3

Miguel discusses the story of Capchase, typical profile of SaaS clients, terms of financing they provide, and how investors and lenders view such financing. BIOMiguel Fernandez is a Co-Founder &amp; 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.TIMESTAMPS01:10 Mguel and the story of Capchase04:35 Use cases for Capchase07:05 Comparing Venture Capital, Venture Debt, and Alternative financing09:35 Who can use Alternative finance11:30 Terms of financing - price, covenants, etc.14:25 Revenue-based financing players17:15 VCs&#39; and lenders&#39; take on Alternative financing20:15 Vision for Capchase Season B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>, 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.

Miguel discusses the story of Capchase, typical profile of SaaS clients, terms of financing they provide, and how investors and lenders view such financing. 

BIO

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. 

TIMESTAMPS

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.

SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season B - Ep. 4: Miguel Fernandez, Co-Founder & CEO at Capchase, on alternative financing for SaaS companies

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/6/30/3/4a74bcb0-f55f-45d7-b328-1bf9829cb9ab_ep4_final2_mixdown.mp3

Scott discusses the rise of Customer Success, Gainsight Essentials, its GTM strategy, and the most common mistakes by SMBs when it comes to CS.BIOScott Salkin is SVP &amp; 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.TIMESTAMPS01:20 Scott&#39;s path to Gainsight04:15 Rise of Customer Success06:50 Changes in Customer Success09:00 Gainsight Essentials12:45 Essentials&#39; GTM strategy vs the Gainsight&#39;s GTM14:40 Customer Success KPIs for SMBs17:10 Most common mistakes by SMBs18:20 Vision for Gainsight Essentials Season B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>, 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.

Season B - Ep. 3: Scott Salkin, SVP & GM at Gainsight Essentials, on Customer Success in SMBs

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/6/15/5/f4b604d5-effe-4e1c-b3c8-769b26a1d2de_ep1_final2_mixdown.mp3

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&#39;s take on talent, the profile of companies the firm invests in, and SaaS 2.0.BIOMark Strauch is a founding partner at Alpine Investors and Chairman of Alpine SG, the firm&#39;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.TIMESTAMPS00:35 Intro03:15 Alpine and CEO-in-Training program05:35 The reason why Alpine is the most sought-after firm for top MBA programs06:50 Investing in SaaS and building Alpine SG13:20 Valuations of private SaaS companies15:40 Competing for the deals with other PE funds21:20 Acquisition process and deal structuring26:25 Investor vs Operator mindsets28:30 Areas of improvements in bootstrapped companies32:40 A vision for Alpine SG Season B is Sponsored by<a href="https://www.celigo.com/" rel="nofollow"> </a>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.

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. 

BIO

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.

TIMESTAMPS

00:35 Intro

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 SG

Season B is Sponsored by CELIGO, IPaaS for Mid-Market companies.

Season B - Ep. 2: Mark Strauch, Founding Partner at Alpine Investors, on building a SaaS holding company

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/5/31/5/d54bb601-e43e-4a62-b0ae-b7f3275aad6d_ep3_final3_mixdown.mp3

Geoffrey Moore, the author of numerous marketing books (including the all-time classic – <a href="https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986/ref=sr_1_1?crid=3IUGODFLW1X06&keywords=crossing+the+chasm&qid=1653972347&sprefix=crossing+th%2Caps%2C569&sr=8-1" rel="nofollow">Crossing the Chasm</a>), 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, <a href="https://www.amazon.com/Zone-to-Win-Geoffrey-A-Moore-audiobook/dp/B075G1BCZ7/ref=sr_1_1?crid=3L4ZWORLZQO68&keywords=zone+to+win&qid=1653972465&sprefix=zone+to+%2Caps%2C188&sr=8-1" rel="nofollow">Zone to Win</a>, written for later-stage technology companies. BIOGeoffery 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. TIMESTAMPS03:08 Crossing the Chasm in a few words08:10 COVID’s effect on Chasm 11:02 Chasm’s blueprint for SaaS companies 13:55 SMB vs Enterprise approach to Chasm15:27 Case Study19:58 Geoffrey’s most important books Season B is Sponsored by<a href="https://www.celigo.com" rel="nofollow"> </a><a href="https://www.celigo.com/?utm_campaign=22Q3+REF+Sponsor+SaaShimi+Podcast&utm_medium=Sponsor&utm_source=REF" rel="nofollow">CELIGO</a>, 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.

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. 

BIO

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. 


﻿TIMESTAMPS

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. 


Season B - Ep. 1: Geoffrey Moore, Author and Partner at Wildcat Venture Partners, on Crossing the Chasm – 30 Years Later

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/12/7/16/bc2dd1de-a3d2-48d6-bb77-ea3ae1140191_bruno_aziza.mp3

Bruno discusses the evolution of the Data Analytics space, its current trends, and shares his view on what lies ahead.BIOBruno Aziza is a recognized authority on Business Intelligence and Information Management. He is a Data &amp; 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 &amp; Analytics space be sure to check out:Bruno&#39;s book: <a href="https://www.amazon.com/Drive-Business-Performance-Intelligent-Execution/dp/0470259558" rel="nofollow">Drive Business Performance: Enabling a Culture of Intelligent Execution</a>Bruno&#39;s educational series: <a href="https://www.youtube.com/playlist?list=PLBgogxgQVM9u7erehI-fs6ENAPv9xnqwU" rel="nofollow">Data Journeys</a>TIMESTAMPS00:35 Bruno&#39;s background02:25 What is Data Analytics 05:40 Evolution of the Data Analytics space07:50 Data Lakes and Data Warehouses 10:10 Crowded Data Analytics space explained12:45 Tailwinds for Data Analytics14:40 Data Analytics tools in a modern organization16:15 Bruno’s Tech Stack17:35 How mature is the Data Analytics space 19:15 Parting thoughts  SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season A - Ep. 18: Bruno Aziza, Head of Data & Analytics at Google Cloud on the past, present, and future of Data Analytics

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/11/24/2/5f16fa58-07bd-4b00-9605-7fd044f69d5c_jan_arendtsz.mp3

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.BIOJan 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.TIMESTAMPS00:40 Jan and Celigo06:00 Target Customers (Market)07:25 Basis for Pricing09:25 Competition in iPaaS16:55 Retention18:20 Go-to-Market20:00 Rebuilding the platform from scratch21:00 Size and Growth23:55 Team and Structure30:30 Relationship with investors31:30 Long Term VisionSIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season A - Ep. 17: Jan Arendtsz, Founder &  CEO of Celigo on Integration Platform-as-a-Service (iPaaS)

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/11/1/14/a729aac8-874b-4e1e-8b71-96f50257bd37_vlad_-_saashimi.mp3

Vlad discusses lower-middle market SaaS space, competition in the field, Nexa&#39;s deal sourcing, due diligence process, deal structures, and exit strategies. He shares a case study about Nexa&#39;s acquisition of AutoReturn, whose software connects law enforcement and towing companies.BIOVlad 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.TIMESTAMPS00:40 Vlad and Nexa05:45 Competition in Lower-Middle Market07:35 Nexa&#39;s Investment Criteria / Valuations in the space13:50 Sourcing deals19:38 Winning competitive deals 21:30 Typical deal structures29:20 Case Study: Investing in AutoReturn35:30 Exit Strategies SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season A - Ep. 16: Vlad Besprozvany, Founder of Nexa Equity on Investing in Lower-Middle Market SaaS

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/10/15/15/94c4ad0d-feef-4cf9-99c4-e7337f22a700_erinn_tarpey.mp3

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.BIOErinn 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. TIMESTAMPS00:35 Erinn and Visual Lease03:50 Clients05:20 Pricing06:05 Solving the lease problem09:20 Tailwinds from the regulatory environment12:10 Top objectives of Marketer 14:35 Marketing team structure16:05 Measuring effectiveness of Marketing functions22:25 Internal use of NPS 26:45 Tech Stack 29:25 Case study  SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season A - Ep. 15: Erinn Tarpey, CMO at Visual Lease on SaaS Marketing

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/9/29/14/3043b7d4-2238-4e7c-bede-bf77addf7f94_shelley_perry.mp3

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.BIOShelley 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.TIME STAMPS01:30 ScaleUp stage07:30 Quantifying Low, Mid, and Late ScaleUp stage11:10 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 firm19:20 Due Diligence for different stages of ScaleUp companies22:35 Do investors and operators look at the same SaaS metrics?26:00 European SaaS space28:50 US investors in European SaaS31:40 SaaS companies that are worth imitating SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season A - Ep. 14: Shelley Perry, Managing Director at Scalelogix Ventures on Investor vs Operator mindset

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/8/25/14/492ca74d-2c62-4141-b286-7e5426dff95d_mike_lyon.mp3

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. BIOMichael 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&amp;A team. Prior to Citigroup Michael was an engineer for ExxonMobil and BP where he managed chemical plant operations. TIMESTAMPS01:00 Vista Point Advisors and Mike&#39;s background02:00 Vista Points deal sourcing03:05 SaaS market activity05:00 Main drivers of SaaS valuation12:50 Revenue models and how they influence valuations16:00 Selling On-Premise software companies18:35 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 space28:45 Handling inbound calls from Private Equity funds29:45 When to call an Investment BankerSIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season A - Ep. 13: Michael Lyon, Founder & MD at Vista Point Advisors on Selling your SaaS company

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/8/12/3/df115652-16e0-4967-a70b-c2666a78004b_faisal_masud.mp3

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&#39;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.BIOFaisal 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.TIMESTAMPS01:00 What’s Fabric  05:50 Customer profile, Pricing, and Shopify discussion09:00 Go-to-Market Strategy12:45 Fabric’s size and growth drivers 16:30 Company&#39;s Org. Structure22:00 KPI for Marketing and Customer Success22:40 Client focus - Balancing interests of customers and investors25:00 Ebay and Amazon NPS26:30 Survey Data vs Real Data. Silicon Valley is Wrong27:55 Spending $100M in a frugal way29:10 Investors involvement31:40 Building a $100 Billion companySIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season A - Ep. 12: Faisal Masud, CEO at Fabric on Rebuilding E-Commerce

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/7/28/4/6cf5ab10-9563-4ef1-b63e-313207816b6b_patrick_campbell.mp3

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&#39;s BioPatrick is a Founder &amp; 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. Time Stamps01:15 Patrick and ProfitWell03:50 Setting up right pricing11:10 A/B testing or no?14:50 Transitioning existing clients to new prices19:50 On-Prem transitioning to Cloud22:00 Example of companies that nailed their pricing strategy25:00 Pricing pages SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.

Season A - Ep. 11: Patrick Campbell, Founder & CEO at ProfitWell on Pricing Strategies for SaaS

Raw conversations about Software

Discussion of SaaS, cloud and software in general with "who is who" of the industry.