Presented by Sage Intacct

For SaaS firms, automation hurries up quote-to-cash and shut cycles, frees up money, and will increase valuation, all of which unlock development alternatives. Learn extra about how automation helps you scale from early to development stage on this VB Live occasion.

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In the pandemic world, sources for SaaS firms could be slim, so any development plan must be extra strategic than ever. In this context, do you determine when, the place, and find out how to put cash into gross sales and advertising your product, or must you construct a extra environment friendly monetary machine so you’ll be able to have a greater view on the monetary place of the corporate for funding going ahead? How a lot head rely to rent? What advertising packages to run? Where must you make your automation investments?

A development sample has emerged over time for SaaS expertise corporations, says David Appel, head of SaaS vertical at Sage Intacct, and studying from these floor guidelines — and the profit automation brings — will inform each now and the longer term. You started by discovering the correct product-market match, constructed an environment friendly gross sales and distribution engine, to not point out employed reps in an effort to start promoting extensively. Soon buyer retention emerged as your most vital objective, as a result of that’s the place all the true revenue is available in with a SaaS mannequin.

Against that backdrop, your product groups, gross sales crew, help crew, and the finance crew, all start to develop processes as your organization continues to develop — however then, inevitably you attain a sticking level the place you discover that the guide options you may have in place not solely can’t sustain with the present buyer demand, however received’t mean you can scale.

“There are some common triggers,” Appel says, “Particularly for folks who are trying to run their business using Quickbooks and are starting to run into a wall.”

When you get to 200 invoices, or 500 income schedules, and also you’re making an attempt to consolidate two or extra entities, these processes can begin breaking down. And all of the guide work you need to put right into a easy bookkeeping product and Excel begins to develop into onerous.

“For some companies, your time starts getting wasted trying to reconcile things doing it all for yourself,” he says. “That’s where the importance of automation starts to come in.”

That’s the most typical sample for SaaS tech firms, however it’s additionally vital to maintain tabs in your firm’s personal distinctive indicators, says Mike Etheridge, VP Finance at Arena Solutions.

For his SaaS firm, guide processes had been working for his or her consumer base measurement and their forms of offers. But as the corporate grew to become targeted on subtle, sequential development — they opened up a number of home workplaces and a global workplace, and bought a small software program firm — that’s when the guide processes had been now not possible. They reached the inflection level the place making an attempt to maintain it so simple as potential didn’t work for the enterprise anymore.

“From a sales operations or account manager point of view, the most important thing is to spend time building a relationship with a customer, understanding how their business is changing and evolving with what the potential growth could be, rather than staying neck-deep in lengthy manual processes,” Appel says.

Another widespread set off, Appel says, is when your orders begin to have extra exceptions in phrases, otherwise you begin to strike extra subtle offers with bigger firms, or your buyer base begins to common towards bigger firms.

That’s the place automation shines: leveraging cost-effective, environment friendly instruments cuts the time of your order-to-bill course of and maximizes money circulation. All this lets you be strategic in your development recreation plan, and entry the the sources, in each money and staff, which might be required to scale.

“If you’re a small venture-funded company and early on you’re just trying to get the orders processed, you start to get wedded to how you’ve always done something,” Etheridge says. “When you’re starting to go upmarket or seeing consistent growth, the question becomes what are the systems you can put in place so you’re not spending all your time processing and getting every piece of documentation together, making sure every I is dotted and T is crossed?”

To learn to reply these questions, plus an in-depth take a look at the sorts of SaaS billing fashions which might be best, the most typical errors to keep away from when shifting your organization’s focus, and the KPIs you’ll want to find out about, don’t miss this VB Live occasion.

Access free on demand.

Key takeaways:

  • Seven errors to keep away from when constructing an agile B2B subscription billing mannequin
  • Five steps required to align the crew in your subscription monetary processes
  • Three ideas for selecting the expertise stack that can enable you develop


  • Mike Etheridge, VP Finance, Arena Solutions
  • David Appel, Head of Software & SaaS, Sage Intacct
  • Stewart Rogers, Analyst At Large, VentureBeat