The SaaS CFO

Welcome to The SaaS CFO Podcast, I'm your host, Ben, and today we're diving into the financial heartbeat of SaaS companies with a very special guest, Vipul Shah, the co-founder and CEO/CFO at SaaS Works.

In this episode, Vipul will share his unique insights into guiding metrics that are crucial for any recurring revenue business such MRR, ARR, customer retention, and dollar retention, and why these metrics are pivotal for evaluating capital efficiency, customer satisfaction, and product-market fit. 

We'll also explore how Vipul's background in technology and finance has shaped the services offered by SaaSWorks, a company dedicated to enhancing the office of the CFO through data-driven decision-making and automation. Get ready to learn about their innovative approach to quality of revenue, their successful funding rounds, and the lessons they've learned along the way, not to mention the importance of community and customer-led growth. 

Whether you're a CFO, a SaaS entrepreneur, or an investor, this conversation will give you a comprehensive outlook on the value drivers in the SaaS world and the evolving role of finance in the success of a SaaS business.

Remember to check out more about SaasWorks at www.saasworks.com. So, let’s buckle up and get ready for a journey into the metrics that matter, the funding that fuels growth, and the strategies that sustain success in the SaaS industry. 

Show Notes: 
 
00:00 Transitioned from tech to investing, worked extensively. 

06:00 Utilizing digital workers to automate finance tasks. 

07:28 Quality of revenue impacts SaaS business value. 

12:15 Patient investors, proven product, successful growth strategies. 

14:00 CFO board support, strategic investors, $6M rounds. 

16:45 30-year renewal, testimonial, case studies, reaching CFOs, expanding volume. 

23:12 Guidance for fundraising: be balanced and transparent. 

25:30 Efficiency, team quality, growth, and customer retention. 

28:38 Embedding AI, ML, RPA and more into platform for users. 

Links: 

Vipul Shah’s LinkedIn: https://www.linkedin.com/in/vpshah/ 

SaaSWorks’ LinkedIn: https://www.linkedin.com/company/saasworksinc/ 

To know more about Ben check out the links below:

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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, we sit down with Husayn Kassai, the CEO and founder of Quench. Husayn shares his journey from starting an eBay business at a young age to co-founding and leading Onfido, a successful startup, before taking on the challenge of launching Quench AI.  
 
He discusses the unique approach Quench takes towards corporate learning, utilizing AI to personalize the learning journey for individuals. Husayn delves into the challenges faced in the learning and development space, the vision for the future of learning, and the cultural shift needed in early-stage companies.  
 
Join us as we explore the innovative approach Quench is taking to revolutionize corporate learning and development. 
 
Show Notes: 
 
00:00 Upskilling, training team, content creation, cost considerations. 

04:11 Applying AI to filter educational video transcripts. 

09:18 Flat fee for platform use, employee access. 

12:42 Team building product; personalized learning, AI models. 

15:39 AI enables personalized learning for business leaders. 

17:12 Udemy and similar platforms are competitors in content. 

21:05 Challenges in showing data driven ROI persist. 

23:25 AI platform, easy sign-up, trial, feedback-driven development. 

Links: 

Husayn Kassai’s LinkedIn: https://www.linkedin.com/in/husaynkassai/ 
 
QuenchAI’s LinkedIn: https://www.linkedin.com/company/quenchai/ 

To know more about Ben check out the links below:

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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 Sudhir Bhojwani, co-founder and CEO of Oro Labs, a procurement software company. Sudhir talks about his background in software engineering, previous entrepreneurial endeavors, and the founding of Oro Labs.  
 
He shares insights into the challenges and nuances of the procurement space and explains the company's mission to "humanize the procurement experience." Sudhir also delves into Oro Labs' pricing structure, go-to-market strategies, fundraising experiences, and the future direction of the company.  
 
Join us as we explore the world of procurement software and entrepreneurial growth with Sudhir Bhojwani. 

Show Notes: 
 
00:00 Ariba is top procurement software. Challenges in business-user friction in procurement. Complex process due to non-commoditized goods. 

05:12 Startup company focusing on life sciences, pharmaceuticals, financial services, manufacturing, and software. 

07:35 Consulting work involves IP sharing and goes through multiple steps, guided by a tool for maximum outcome and speed. 

10:58 Focus on large enterprise and mid-market, using account-based marketing and partner strategy. 

15:16 Series A to B transition: Metrics or major company signings guide valuation strategy. Early stage metrics are complex. 

16:36 Sticking with philosophy, fortunate in procurement software market. 

19:42 Belief in humanized procurement experience, using GPT for problem solving, prioritizing user experience. 

Links: 

SaaS Fundraising Stories: https://www.thesaasnews.com/news/oro-labs-secures-34-million-in-series-b 

Sudhir Bhojwani’s LinkedIn: https://www.linkedin.com/in/sudhir-bhojwani-43b342/ 

Orolabs’ LinkedIn: https://www.linkedin.com/company/procurewithoro/ 

Orolabs’ Website: https://www.orolabs.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

Welcome to The SaaS CFO Podcast. In this episode, host Ben is joined by Brian Pontarelli, founder and CEO at Fusionauth, a customer identity and access management tool. Brian delves into his coding background, the products and services offered by Fusionauth, and the company's journey from its founding to recent growth equity investment.  
 
He shares insights on their go-to-market strategy, metrics guiding the business, and their focus on product development and boosting their market presence. Don't miss Brian's valuable lessons learned and what's in store for Fusionauth's future. Tune in for an insightful conversation on SaaS growth and evolution. 

Show Notes: 
 
00:00 Login downtime closes cash register. Prioritize customer login ease. 

04:45 Friend and I tried to recreate the web, but switched to a profanity filter which became successful. 

08:02 Focused on content marketing, SEO, and developer-oriented ads using platforms like Google and LinkedIn to reach developers. Ads are creative and provide immediate value with ebooks. 

09:40 Received interest from various firms, pursued growth equity investment. 

13:25 Focusing on real metrics, not just revenue growth. 

16:28 Fusionauth IO website - comprehensive and transparent resource for information without sales pressure. 

Links: 

SaaS Fundraising Stories: https://www.thesaasnews.com/news/fusionauth-secures-65-million-in-funding 

Brian Pontarelli’s LinkedIn: https://www.linkedin.com/in/voidmain/ 

Fusion Auth’s LinkedIn: https://www.linkedin.com/company/fusionauth/ 

Fusion Auth’s Website: https://fusionauth.io/ 

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, and welcome back to The SaaS CFO Podcast. In today's episode, I'm excited to be sitting down with a very special guest—Jason Vego, the dynamic CEO behind Bevz, a company that's revolutionizing how convenience stores sell their products in the digital marketplace. 

We'll be diving into Jason's incredible story of steering Bevz through a complete business model pivot during the height of the pandemic, emerging on the other side with a robust SaaS platform and an impressive 600% annual growth rate. This kind of success doesn't come easy, and Jason will be pulling back the curtain on their path to attracting seed investors and scaling their operations with some smart strategies and a dedicated sales team. 

If you're interested in learning from the challenges and triumphs of an actual SaaS startup, then you're in for a treat. We'll also touch on how Bevz has dealt with the fundamentals of fundraising, growth metrics, and even managing a distributed team. 

So grab your headphones, get comfortable, and let's delve into these topics and more with Jason Vego. Here we go! 

Show Notes: 
 
00:00 Mistaken solution for inventory management software. Shift to B2B SaaS. Emerging need for vertical software. 

05:03 Realizing gaps in dog grooming and finance, sought expertise. 

08:37 Industry move too slow, pandemic sped up change, flipped order of operations for online sales and ROI. 

10:24 Discussion on transitioning bodegas to more restaurant-like. Focus is on non-perishable items. 

16:09 Ops title, CEO pivot in 2021, led inventory management pivot, became CEO, Victor focused on industry partnerships and advertising deals. 

16:52 Focused on launching SaaS, successful pivot, learning experience. 

21:38 In summer 2022, the company secured key integrations and raised a $605,000 round from early investors. 

23:57 Company had ten reps, lost two, now at eight with plans to expand and implement new strategies. 

26:47 Recommendations for raising capital: pre-work, dedication, build relationships, meet investors in person. 

29:56 Improving platform efficiency for increased GMV and store effectiveness. 

34:11 Emphasizing the importance of hiring the right people with unique skill sets and strong personality, and managing internal conflict effectively for success. 

36:12 Visit bevz.com or LinkedIn for more about Jason's work at Bevz. 

Links:  

SaaS Fundraising Stories: https://www.thesaasnews.com/news/bevz-secures-3-1-million-in-funding 

Jason Vego’s LinkedIn: https://www.linkedin.com/in/jvego/ 

Bevz’ LinkedIn: https://www.linkedin.com/company/bevz/ 

Bevz’ Website: https://www.bevz.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

In this episode of The SaaS CFO Podcast, we're joined by Lauris Rutkis, the co-founder and CEO of Swotzy, a last-mile shipping software company. Lauris shares his journey from studying logistics engineering in the Netherlands to working at companies like Merskline and DPD before founding Swotzy in 2022.  
 
He discusses the company's growth, the services they offer, their ideal customer profile, and their go-to-market strategy. Lauris also delves into their fundraising journey, the metrics they focus on, and the exciting plans for scaling operations and expanding into multiple European countries.  
 
Tune in to hear about the innovative solutions Swotzy is bringing to the shipping industry. 

Show Notes: 

00:00 Last mile shipping software streamlines package delivery, saving time and resources for companies. 

03:51 Customers can ship in 5 minutes, benefit from consolidation and support for small and medium-sized businesses. 

08:01 Focusing on postal shipments. Ideal customers: growing companies sending hundreds of shipments per month. Also targeting large enterprises. Adding value through multi-carrier setup for new markets. 

12:03 Successful use of free media and cold outreach attracting companies and investors. 

15:10 Quickly validate product with customers, secure second investment. 

17:11 Focus on month-on-month increases in shipments, revenue, and net cash burn to maintain steady progress. Tracking shipments is important for revenue growth. 

Links: 

SaaS Fundraising Stories: https://www.thesaasnews.com/news/swotzy-raises-500-000-in-pre-seed-round 

Lauris Rutkis’ LinkedIn: https://www.linkedin.com/in/lauris-rutkis/ 

Swotzy’s LinkedIn: https://www.linkedin.com/company/swotzy/ 

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 dive into the world of SaaS companies and their financial strategies. In this episode, our host Ben sits down with Ravi Sandepudi, co-founder and CEO of Effectiv, a fraud detection software company. Ravi shares his fascinating journey, from his time at Google and the acquisition of his previous startup by PayPal, to the founding of Effectiv.  

Ravi provides valuable insights into the world of fraud detection within mid-sized financial institutions, including credit unions and community banks. He delves into the challenges these institutions face and how Effectiv's platform is designed to address their specific needs. Ravi also discusses the company's go-to-market strategies, funding journey, and future plans for growth and innovation. 

Tune in as Ravi shares his experiences, lessons learned, and his vision for the future of Effectiv. If you're interested in the intersection of finance, technology, and entrepreneurship, you won't want to miss this episode. 

Show Notes: 

00:00 Started career at Google, worked in fraud and risk. Joined startup Simility, acquired by PayPal. Worked in PayPal's risk team, built new products. 

05:39 System integrates with banking, assesses risks and adds friction when necessary. 

08:09 25-person remote team operates real-time fraud platform for 24/7 transactions. 

09:51 We serve mid-sized fintechs and work closely with credit unions and community banks. Initially challenging, now collaborative partnerships. 

13:54 Combining variable and fixed SaaS pricing for predictability and customer budget approval. 

17:16 Company waited for customer commitment before raising money to avoid potential pitfalls. 

22:42 Emphasize discipline, pivot to existing customer upselling, and learn from quick actions. 

23:59 Maintaining controlled burn, aiming for 5 million, considering profitability vs growth. 

27:25 Company presence on LinkedIn and Twitter for fraud platform. Contact Ravi at Effectiv AI. 

Links:  

SaaS Fundraising Stories: https://www.thesaasnews.com/news/effectiv-raises-4-million-in-seed-round 

Ravi Sandepudi’s LinkedIn: https://www.linkedin.com/in/sandepudi/ 

Effectiv Ai’s LinkedIn: https://www.linkedin.com/company/effectivai/ 

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 Nayrhit Bhattacharya, co-founder of Gushwork. Nayrhit shares his journey in the tech industry, from working with AI at American Express to launching a company focused on reimagining the world of outsourcing post-GPT and AI.  
 
Gushwork offers a platform that combines human and AI capabilities to handle recurring business workflows, particularly in the sales domain. Nayrhit discusses the company's evolution, current team structure, customer acquisition strategies, fundraising journey, and valuable lessons for founders at the concept stage.  
 
He also highlights key metrics and the future direction of Gushwork. Join us for an insightful conversation on the innovative intersection of human intelligence and technology in streamlining business processes. 
 
Show Notes: 

00:00 A platform for combining human and AI/SaaS tools for business workflows, focusing on sales tasks. 

05:30 Started targeting Upwork/Fiverr users, offering SaaS human tool, now moving into SEO, successful on LinkedIn/Twitter. 

07:14 A concept evolved through iteration; launched GPT bot to help business owners with actionable workflows. 

11:00 Key metrics are LTV to CAC, delegated tasks, and financial metrics. 
 
Links: 
 
SaaS Fundraising Stories: https://www.thesaasnews.com/news/gushwork-ai-raises-2-1-million-in-pre-seed-round 

Gushwork’s LinkedIn: https://www.linkedin.com/company/gushwork/ 

Nayrhit Bhattacharya’s LinkedIn: https://www.linkedin.com/in/nayrhit/ 

Gushwork’s Website: https://www.gushwork.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

In this episode of The SaaS CFO Podcast, host Ben welcomes Adam Weber, CEO and founder at Pestiq. Adam discusses his diverse entrepreneurial background and how he transitioned from owning a pest control business to founding a SaaS company.  
 
He shares insights into the challenges and opportunities of building a performance analytics dashboard for the pest control industry, the decision to raise funding, and the crucial focus on customer feedback and onboarding.  
 
Listeners will gain valuable perspectives on early-stage startup growth, raising capital, and the strategic importance of aligning with the right investors. Tune in to learn about Adam's journey and the exciting prospects for Pestiq in the SaaS industry. 
 
Show Notes: 
 
00:00 Dropped out, started business, non-traditional learning, personal growth and fulfillment. 

04:43 Realized value in automating data collection led to business growth and transition to dedicated venture. 

08:16 They developed a working product, sought feedback from industry contacts. 

13:23 Founder believes in steady growth, eliminating companies. 

14:08 The company aims for 10-15M ARR in pest control and sees potential in expanding to other service industries. 

17:49 Entrepreneurs seek supportive venture capital for profitability in SaaS. 

23:01 Requesting feedback on using Pestiq, emphasizing customer satisfaction. 

24:05 Emphasis on thorough onboarding for accurate data and customer satisfaction. 
 
Links: 
 
SaaS Fundraising Stories: https://www.thesaasnews.com/news/pest-iq-secures-600-000-in-pre-seed-round 

Adam Weber’s LinkedIn: https://www.linkedin.com/in/adam-weber-go/ 

Driven’s LinkedIn: https://www.linkedin.com/company/getpestiq/ 

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 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