Insights and Strategies for Scaling a Successful SaaS Company

Most founders treat CAC in SaaS as an expense line to min­i­mize. That’s the wrong frame. Your Cus­tomer Acqui­si­tion Cost (CAC) — the total cost

There is one num­ber that an acquir­er asks for before almost any oth­er, and it is ARR in SaaS — your annu­al recur­ring rev­enue. It

Most SaaS founders I work with treat the term sheet as the fin­ish line. They spent six months get­ting an investor to “yes,” the num­ber

Most founders chase Series A fund­ing as a tro­phy — proof they’ve “made it.” That fram­ing will cost you. A Series A is not a

Most founders raise their seed round fund­ing at the worst pos­si­ble moment: when they’re run­ning low on cash and out of options. That’s exact­ly back­wards.

Most expla­na­tions of the SaaS busi­ness mod­el stop at the def­i­n­i­tion: soft­ware deliv­ered over the cloud, paid for by sub­scrip­tion instead of a one-time license.

Most pitch deck exam­ples you’ll find online teach you the wrong les­son. They show you Airbn­b’s ten slides, Uber’s mar­ket math, and a gallery of

Two SaaS com­pa­nies gen­er­ate the exact same pro­ject­ed cash flows over the next five years. One is worth $37 mil­lion. The oth­er is worth $9

Most founders treat the cap table as a spread­sheet the lawyers han­dle. That is exact­ly why so many of them are stunned at the clos­ing