Welcome to The SaaS CFO Podcast. In this episode, Ben welcomes Ramsey Al-Ramahi, founder and CEO of RevReply, who shares his journey from scaling a lead gen agency to creating an AI-powered SaaS platform for sales conversion.

Ben and Ramsey Al-Ramahi discuss the transition from services to software, the unique challenges of building a platform, and how RevReply found traction with B2B sales teams. They also cover the experience of fundraising, joining the Berkeley Skydeck accelerator, and raising a $1 million seed round.

Ramsey Al-Ramahi opens up about the metrics that guide his business and the ongoing challenges—and opportunities—of leveraging AI in sales. Tune in for actionable insights and an inside look at building a SaaS company in today’s fast-changing landscape.

Show Notes:

00:00 Refining sales techniques with experience

05:06 Evaluating Meeting Productivity Issues

07:11 Target customers: high-volume or complex workflows

12:30 Scaling up and resource allocation

14:27 Managing overwhelming inbound demand

19:07 Focusing on customer retention

22:00 Weighing AI vs. human costs

23:31 Offering free pipeline advice

Links:

SaaS Fundraising Stories: https://www.thesaasnews.com/news/revreply-raises-1m-seed/

Ramsey Al-Ramahi's LinkedIn: https://www.linkedin.com/in/ramseyalramahi/

RevReply's LinkedIn: https://www.linkedin.com/company/revreply/

RevReply's Website: https://www.revreply.com/

To learn 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, Ben Murray sits down with Mahdi Abdulzarak and Kim Van Lavieren, the co-founders of Dawnguard—an innovative SaaS platform aiming to transform how large enterprises design, secure, and manage their cloud infrastructure.

Mahdi Abdulzarak, CEO, brings decades of cybersecurity leadership, while CTO Kim Van Lavieren draws on deep technical expertise from organizations like Amazon and the military. Together, they share the Dawnguard founding story, insights on fundraising as experienced founders, building with design partners, and how AI-driven solutions are changing the game in cloud security.

From go-to-market strategies to engineering harnesses and pricing AI-powered products, this conversation delivers a behind-the-scenes look at launching and scaling a SaaS startup in a rapidly evolving industry.

Show Notes:

00:00 Improving IT system design process

05:26 Starting a company from a deck

08:46 Advice for working with VCs

09:56 Finding the right co-founder

16:17 Determining sustainable pricing strategy

17:08 Shifting AI pricing models

22:05 Using AI tools effectively

23:43 CEO and CTO priorities 2026

Links:

SaaS Fundraising Stories: https://www.thesaasnews.com/news/dawnguard-raises-3-4m-pre-seed/

Mahdi Abdulzarak's LinkedIn: https://www.linkedin.com/in/mahdiabdulrazak/

Kim van Lavieren's LinkedIn: https://www.linkedin.com/in/kim-v-0645931b4/?locale=en

Dawnguard's LinkedIn: https://www.linkedin.com/company/dawnguard/

Dawnguard's Website: https://dawnguard.ai/

To learn 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, Ben sits down with TJ Clark, co-founder and CEO of Librari, an AI-powered contract management solution. Drawing on his journey from Iowa native and recovering lawyer to serial entrepreneur with a major exit under his belt, TJ Clark shares how the chaos of managing business contracts inspired him to build Librari.

He explains how their AI extracts actionable insights from scattered contracts across various platforms, making compliance and renewals a breeze—especially for CFOs and controllers. The conversation covers the company’s go-to-market approach, fundraising lessons, key SaaS metrics, and the future of AI-powered back office efficiencies.

If you're interested in how technology can streamline contract management—and want a peek inside the founder-led growth playbook—this episode is for you.

Show Notes:

00:00 Solving disorganized contract issues

05:48 Flexible pricing and wide client range

09:45 Securing initial funding

13:05 Providing procurement expertise

14:28 Integrating contract data with systems

18:46 Finding key contacts for networking

21:56 Discussing AI in modern business

23:56 Using AI agents safely

Links:

SaaS Fundraising Stories: https://www.thesaasnews.com/news/librari-raises-1-75m-pre-seed/

TJ Clark's LinkedIn: https://www.linkedin.com/in/tjclark/

Librari's LinkedIn: https://www.linkedin.com/company/thelibrari/

Librari's Website: https://www.thelibrari.com/

To learn 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 today’s episode, host Ben Murray welcomes Lyndon Stickley, CEO of Iplicit, and Rob Steele, CFO at Iplicit, for a lively exploration of SaaS, accounting software, and the dynamics of scaling a tech company. Lyndon, a seasoned entrepreneur with multiple exits, and Rob, a finance software veteran, share their unique backgrounds and how they teamed up to breathe new life into Iplicit—a cloud-first finance solution born from a deep understanding of complex ERP challenges in the mid-market.

Listeners will hear the inside story of Iplicit’s evolution, from humble beginnings and sizable personal investment to rapid growth—leveraging over $25 million in Series A funding and a people-centric, remote culture. Lyndon and Rob pull back the curtain on their fundraising process, explaining how clear vision and disciplined focus created high investor demand. They also dive into go-to-market strategies targeting CFOs and FDs, the pivotal role of partners and resellers, and how channel sales are poised to fuel their next phase of expansion.

This episode is packed with real-world insights on the modernization of accounting platforms, the nuanced role of AI in finance, and the metrics that drive SaaS success. If you’re interested in the intersection of SaaS, finance, and innovation—or curious about how to build, fund, and scale a company in a competitive software landscape—this conversation will leave you inspired and informed.

Show Notes:

00:00 The origins of Iplicit software

06:20 Realizing broader customer demand

08:47 Open API for flexibility

10:50 Opening up to growth funds

16:12 Building Investor Relationships

19:47 Challenges in direct sales and marketing

20:36 Shifting to partner sales channels

26:41 Trust and adoption of AI solutions

28:00 Discussing AI native queries

31:06 Growth slowing as company scales

Links:

SaaS Fundraising Stories: https://www.thesaasnews.com/news/iplicit-raises-29-7-million-in-funding/

Rob Steele's LinkedIn: https://www.linkedin.com/in/rob-steele-686a21169/

Lyndon Stickley's LinkedIn: https://www.linkedin.com/in/lyndon-stickley-bab38b78/

Iplicit's LinkedIn: https://www.linkedin.com/company/iplicit/

Iplicit's Website: https://www.iplicit.com/

To learn 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

The conversation focused on the journey of Alastair Blenkin, CEO and founder of ProcurePro, as he shared insights into building one of the leading SaaS solutions for construction procurement. The discussion explored the company’s origins, its resilience through the pandemic, and how it successfully digitizes complex workflows for general contractors worldwide.

A key theme that emerged was the importance of robust SaaS metrics, strategic fundraising, and the growth tactics required to scale in an industry as fragmented and traditional as construction. The episode highlighted global expansion strategies, the integration of AI into both ProcurePro’s product and internal operations, and evolving pricing models for enterprise clients.

The discussion also delved into the transition from founder to CEO, sharing lessons learned in leadership and organizational design as the company rapidly expands. Whether you’re interested in SaaS growth, construction tech, or the impact of AI on legacy industries, this episode delivers practical insights and inspiring stories.

Show Notes:

00:00 Building an AI-powered pricing layer

03:18 Need for Management Systems

07:10 Discussing SaaS growth strategies

13:15 AI's Impact on Non-Tech Businesses

17:07 Focusing on ARR growth strategy

18:59 Improving team productivity and tooling

23:32 Managing Business Challenges as a Founder

24:34 Designing an effective org chart

Links:

SaaS Fundraising Stories: https://www.thesaasnews.com/news/procurepro-secures-11-million-in-funding/ USD

https://www.thesaasnews.com/news/procurepro-raises-6-15-million-in-series-a/

Alastair Blenkin's LinkedIn: https://www.linkedin.com/in/alastairblenkin/

Procure Pro's LinkedIn: https://www.linkedin.com/company/procurepro

Procure Pro's Website: https://procurepro.co/

To learn 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, Ben welcomes back Jim Williams, Managing Director at GLC Advisors, for his fourth appearance to provide an up-to-date look at the software M&A landscape. This conversation dives deep into how the rise of AI is reshaping the market, the evolving benchmarks for software company valuations, and what’s currently defining high-quality SaaS businesses.

Jim Williams shares insights on the barbell effect in multiples, tougher diligence on revenue quality, new questions investors are asking about AI strategy and margins, and how founders can position themselves for the best possible outcomes—whether they're aiming for a solid exit or shooting for that elusive 10x valuation.

Whether you’re a SaaS founder, CFO, or investor, this episode is packed with practical guidance and timely market intelligence you won’t want to miss.

Show Notes:

00:00 AI's impact on market trends

04:06 Impact of AI on business multiples

08:30 AI's impact on SaaS businesses

12:21 Evaluating AI's real impact

15:35 Discussing AI's impact on business fundamentals

17:10 Discussing software company valuations

22:46 Preparing Financials for Buyers

24:27 Focusing on business fundamentals

27:47 Customer segmentation and retention insights

31:19 Discussing growth rates and AI strategy

34:08 Strategizing AI model selection

38:56 Discussing AI adoption challenges

41:17 Discussing market trends and fluctuations

44:57 Contact and Reports Information

Links:

Jim Williams LinkedIn: https://www.linkedin.com/in/james-williams-5754953/

To learn 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 deep into the financial and operational strategies shaping the future of SaaS companies. In this episode, Ben sits down with Brian Mongeau, CFO at Cav—a company revolutionizing compliance and assurance for high-reliability organizations in both the government and commercial enterprise space. With a career spanning Army Special Forces, stints at Goldman Sachs and CrowdStrike, and extensive experience in early-stage security tech investing, Brian Mongeau offers a unique perspective at the intersection of finance, product, and go-to-market strategy.

Together, they explore Cav’s evolution from legacy SaaS to the development of its AI-driven ComplianceOS platform, the challenges of pricing and margins in an era powered by tokens, the intricacies of fundraising in a capital-efficient environment, and the lessons learned from driving enterprise growth and retention. Whether you’re a SaaS founder, operator, or fellow CFO, this episode is packed with actionable insights for navigating today’s rapidly changing landscape.

Show Notes:

00:00 Early career experiences and learnings

04:21 Scaling and operationalizing the business

06:52 Developing ComplianceOS and Fundraising

09:55 Importance of cross-department communication

15:18 Importance of Customer Referrals

18:13 Discussing efficiency metrics in federal space

21:21 Investment in Compliance and FedRAMP

23:16 Exploring the CAVHQ website

Links:

Brian Mongeau's LinkedIn: https://www.linkedin.com/in/brian-mongeau/

Cav's LinkedIn: https://www.linkedin.com/company/caveonix

Cav's Website: https://cavhq.ai/

To learn 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 sits down with Ryan Austin, founder and CEO of Cognota. Ryan shares his journey from being an entrepreneur with a self-described unconventional academic background to building Cognota, a company pioneering the "LearnOps" category for enterprise learning and development teams.

Together, they dive into the challenges of scaling in today’s market, discuss creative approaches to enterprise sales and pricing, and explore how AI is reshaping internal operations and competitive strategy. Whether you’re interested in SaaS growth, fundraising, or the evolving landscape of learning technology, this episode offers unique insights from Ryan's experience leading an agile team and navigating the fast-changing world of enterprise software.

Show Notes:

00:00 Integrating tech for better outcomes

04:53 Managing Longer Sales Cycles

07:20 Investing in leadership team

11:26 Exploring outcome-based pricing models

15:47 Discussing ARR and AI efficiencies

18:32 Making tough business decisions

20:19 Connecting on LinkedIn and LearnOps

Links:

SaaS Fundraising Stories: https://www.thesaasnews.com/news/cognota-raises-5-75-million-series-b

Ryan Austin’s LinkedIn: https://www.linkedin.com/in/ryanaustin3/

Cognota’s LinkedIn: https://www.linkedin.com/company/cognotahq/

Cognota’s Website: https://cognota.com/

To learn 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