Source: Brandon Hickie, OpenView Venture Partners This blog will teach you how to apply eight different B2B market sizing approaches to quickly assess the value of a given market. Quick Overview of 8 Approaches to Market Sizing For B2B companies, market sizing is a complicated process because it evaluates purchases of companies as opposed to […]
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Source: Rick Faulk (CEO) and Aaron Dun (CMO), Intromis When SaaS businesses step on the gas and begin to scale, they often become obsessed with driving down their cost per lead as much as possible. But as Intronis CEO Rick Faulk and CMO Aaron Dun explain, focusing too much on cost per lead can prevent
It’s NOT All About Cost Per Lead in Marketing Software Read More »
Source: David Bates, Gunster After more than 20 years of serving as a business lawyer for a number hugely successful businesses, I know that becoming a prosperous company most often depends on being in the right market, at the right time, with the right solution, with sufficient capital, with the right management team. But even
18 Serious Legal Mistakes Business Owners Make Read More »
Source: Brandon Hickie, OpenView Venture Partners With Big Data going mainstream and the cost of data storage and processing precipitously falling, should we expect 2015 to be the year when more B2B SaaS companies move to dynamic pricing models? What is Dynamic Pricing? Dynamic pricing is the process of setting prices for a good or
Dynamic Pricing in Software-as-a-Service Read More »
Source: Walter Simson I have been doing turnarounds for over twenty five years, and along the way, I’ve accumulated certain prejudices about what types of businesses are easiest to fix. Wholesale distribution and retail/restaurant chains are among my favorites, because there are usually enough profitable parts of the business — a core product or very
What it Really Takes to Turn a Business Around Read More »
Source: Rand Fishkin Rand Fishkin, co-founder and CEO of SEOmoz, shares his thoughts on the evolving nature of a founder’s role after funding and his approach to supporting a newly expanded team. A sudden cash infusion brings with it massive changes for a company and its founder. As your team grows, there is often a shift
What Founders Need to Know About Their Role After VC Funding Read More »
Source: Joel York, Chaotic Flow Before you let fly with your latest sales and marketing spending spree, make sure you’ve got your eye set on the right targets — aim for the causes of slow customer adoption or churn rather than the symptoms. Every year, SaaS businesses spend millions of dollars on tools and technology
Prioritizing Marketing Spend for Software-as-a-Service Companies Read More »
Source: Nancy Nardin Quotas are important, but don’t let them rule your evaluation of your sales productivity. Stop focusing on how much your team SHOULD be selling and start asking how much your team CAN be selling, instead. Most organizations live and die by quota. Quotas are derived from financial projections which are created and
Can Sales Team Quota Enforcement be Counterproductive? Read More »
Source: Tien Anh Nguyen, OpenView Partners As venture capital investors, we have to carry out this analysis on every single prospect that we look at, and we deploy a full range of analysis. Sometimes it’s simply a back-of-the-envelop calculation in simple cases, but sometimes it involves going into excruciating details. In our diligence, we study
4 Keys to Assessing Market Size Intelligently Read More »
Source: Bob Apollo, Inflexion-Point Strategy Partners Sales benchmarks are a critical reference tool for startups and expansion-stage companies, particularly those lacking a structured, repeatable lead generation and customer acquisition process. By allowing companies to better evaluate and understand their own metrics, sales benchmarks can give executives and managers a much better sense of what to
9 Benchmarks to Help You Scale Your Sales Machine Read More »
Graf Research™ unleashes innovation by developing ideas into disruptive technologies. The Graf mission aims to perform research, provide services, apply analytics, and create products that enable secure, high-performance, embedded, and adaptive computing solutions.
When the Director of Finance for Graf was leaving the company, Graf needed an experienced financial team to get them through the transition. Managing Director Gary Hayes was introduced to Graf and determined that CFO Rendy Richards and Controller John Schefke would be an ideal combination. These two were particularly important because Graf is a U.S. Government contractor, and both Richards and Schefke have strong backgrounds and deep skill sets in this industry.
The two Scale Finance professionals quickly responded to Graf’s time-sensitive need, logically split up the work, learned the DELTEK version used by Graf, introduced more efficient processes and techniques, and helped meet their financial reporting needs. Our professionals also determined that the Senior Staff Accountant was underutilized and helped her grow into a permanent, cost-effective Controller role.
FX HedgePool (FXHP)
FX HedgePool (FXHP) is a New York and London-based highly innovative fintech company. FXHP is an award-winning peer-to-peer matching platform that optimizes the FX swaps market. The Company eliminates market impact and minimizes the effects of volatility – significantly improving outcomes for all investors.
FXHP’s unique credit model separates liquidity from credit, creating a new source of safe and dependable liquidity for the swaps market. The Company exists for the community, guided by the community with a “win-win-win” commitment that helps members, underlying investors, and banks yield safer and better results.
Scale Finance began serving FXHP years ago, providing annual business valuations to support 409A compliance for the Company’s management incentive equity plan. During this period, Scale Finance Managing Director Dave Gilroy advised FXHP about potential strategic corporate transactions. In 2022, the Company decided to raise institutional venture capital. Scale Finance managed this process from end to end, resulting in a highly successful closing of an $8 million Series A equity financing led by Information Venture Partners with participation from Fidelity International Strategic Ventures and NAventures (National Bank of Canada’s corporate venture capital arm).
Scale Finance continues to provide periodic business valuation support.
Heritage Trust
As the first independent trust company in New Mexico, established in 1994, Heritage Trust (HT) uses innovation, experience, and flexibility to meet clients’ needs. HT provides a full range of trust services, e.g., acting as their client fiduciary for their Trust assets, being an executor or personal representative related to the distribution of estate assets, managing and growing financial assets, and preparing annual tax returns for trusted clients.
Co-Founder and Managing Director of Scale Finance Gary Hayes has been providing CFO and managing Controller support since February 2021. We have streamlined their monthly and year-end close process and established budget/forecast capability to support management. Their business has grown over 40% since Scale Finance has been involved with the company’s financial management. Gary has also participated in Board Meetings as and when needed.
Southland Transportation Company
Southland Transportation provides transport, supply chain, and campus management services on a local, regional, and nationwide basis. When Southland contacted Scale Finance, they had a strong accounting staff but no Controller or CFO. After an unsuccessful search for a full-time CFO, Southland engaged CFO and Partner Rendy Richards as their fractional CFO.
Over 18 months, Richards helped integrate a new acquisition, made improvements in accounting and finance processes, developed the company’s first-ever annual budget, helped with the onboarding of a new Controller, and provided business valuations in conjunction with Scale Finance’s Managing Director, Dave Gilroy.
For over six decades, Cooper Electrical has served a wide range of industrial, commercial, and municipal customers across the Southeast, providing best-in-class Electrical Design/Build, BIM, Prefabrication, Instrumentation & Controls, and Calibration services. Cooper’s expertise spans multiple major markets, including bio-pharmaceutical, chemical, water & wastewater, power generation, manufacturing, gas production & transmission, and food & beverage.
When Cooper’s CFO left the company for another opportunity, the owners engaged Rendy Richards as interim CFO while they searched for a full-time replacement. On a half-time basis over eight months, Richards kept the company’s financial organization humming, made improvements in several business processes, initiated a detailed financial forecast, and met with the owners to share his observations and recommendations on the most feasible way to staff their finance and accounting department cost-effectively.
SymmetryRX, LLC
SymmetryRX is a leading provider of eSampling services allowing Pharma Manufacturing companies to access physician practices for the ordering and distribution of drug samples across the US. The Company was acquired in November 2018 from Aptus Health, a wholly-owned subsidiary of Merck. Since then, the company has expanded its robust suite of services that provides pharma manufacturing executives, brand managers, sales managers, product managers, and launch managers the ability to help more patients have greater access to samples, improving medication adherence and healthcare outcomes.
Co-Founder and Managing Director of Scale Finance Gary Hayes has been providing CFO Services to the Company since 2018 and was integral in the acquisition process, facilitated initial financing to support the company with a 7A SBA loan package of $600 thousand and an SBA-backed $300 thousand LOC. Since then, Gary has been actively providing CFO support across financial reporting, budgeting, forecasting, cash planning, and strategic planning.
