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Local investor shares how Houston SaaS companies can stay afloat amid the pandemic

In the golden age of software companies, here's what SaaS entrepreneurs need to focus on to thrive. Getty Images

The COVID pandemic has created a macro environment that is similar to that of the 1918 Spanish Flu and the 2008 downturn and B2B software-as-a-service companies, like Salesforce, found the 2008 downturn an advantageous environment for cheap revenue growth — I've discussed this in a previous column. Now, I'd like to explore how B2B SaaS founders can position their businesses to capture this opportunity and better prepare themselves for the $400 billion of private equity looking for IT investments.

A prolonged recession due to the global response to COVID-19 provides opportunities for smart founders. Talent and partnerships from non-tech industries are likely to be much easier to access in a recessionary environment. Widespread adoption of technology is likely to result in a much more open and fruitful sales environment. And robust exit opportunities mean that this over performance will be rewarded.

So, how should smart founders operate given this opportunity? Here are a few implications that are congruent with our research.

Know your sales performance data

Many companies forsook effective KPI management while growing. Now is the time to home in on metrics so that you can discern the payoff of different tactics. Knowing sales performance metrics will help founders deploy capital wisely. Good quality and frequent data will also help you assess whether this thesis is working out for your firm.

Get whatever funding you can — and fast

In 2008, funding dropped by 20 percent, valuations by 20 to 25 percent and check sizes by 35 percent, and the current environment could be more drastic. This is paradoxical given the incredible opportunity for B2B SaaS right now, but it is in line with the human urge to run from risk. Despite claiming to be risk-seeking and long-term focused, most venture firms will pull back in this environment. Get what you can and be flexible on valuation. A smart founder who sees the opportunity can overcome additional dilution now.

Hire expert sales talent

The urge to cut back on salaries and freeze pay is high right now. Don't make that mistake, especially not in sales. There will be many firms that make this mistake, giving you the opportunity to hire expert sales talent. Pay them at the top of market, give them uncapped commission plans, and capture the growth opportunity.

Create a survival plan and set limits

This growth opportunity might not materialize. Fortunately for most B2B SaaS, there is operational flexibility built into the cost model. You can cut back on aggressive sales growth and pull expenses within your recurring revenue. Once you have a cash floor in mind and a downside plan of what you will do if either 1) you get to your cash floor or 2) the sales metrics are not proving attractive, you are safe to charge ahead. Armed with compelling acquisition data and a stable customer base, it would be easy to find additional capital.

Prepare for inflation in you customer contracts

While most B2B SaaS investors love long term contracts, the unprecedented level of fiscal and monetary support in the wake of a global shutdown will likely lead to above average levels of inflation. Current inflation expectations are muted (measured by the spread on the 10 year TIPS and the 10 year treasury). Inflation may not take off, but it is wise to prepare for it and include annual increases on multiyear contracts or a CPI price adjustment each year.

Be nice

Most companies are beating up on their vendors right now, if for no reason other than this is 'what you do during a downturn.' It is worth exploring what your vendors can do for you, but this should be a partnership driven discussion. Invite your vendor in and explore how to reach a win-win during this time. Communicate often and clearly and try to their point of view. Larger companies have programs in place to help where smaller ones might not have as much flexibility. This downturn will pass, but how you treat people will have consequences.

Build flexibility into your growth plan

This environment is a great opportunity to add flexibility and optionality into your cost profile. Leveraging flexible development resources from a firm like Golden Section Technology can get you expert talent and execution with month-to-month flexibility. This will help you scale down if your survival plan kicks in, but it will also help you ensure the product keeps up with a successful sales push.

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Dougal Cameron is director of Houston-based Golden Section Venture Capital.

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Building Houston

 
 

"The Soccer Innovation Institute presents the ultimate opportunity to redefine the player and fan experience, and develop a lasting legacy for the long-term benefit of the FIFA World Cup." Photo via Paul Duron/Wikipedia

Houston is kicking up its 2026 FIFA World Cup bid by a notch or two with a new innovative initiative.

The Houston 2026 World Cup Bid Committee on October 14 committed to establishing the nonprofit Soccer Innovation Institute if Houston becomes a host city for the FIFA World Cup.

"The institute will rely on Houston's spirit of innovation to create a united community investment in building a legacy that goes well beyond the city," according to a news release announcing the potential formation of the nonprofit.

The soccer institute, made up of a network of experts and leaders from various global organizations, would conduct specialized think tanks and would support a series of community programs.

"As the energy capital of the world, the global leader in medicine, the universal headquarters for NASA, and the home to numerous sports tech companies, Houston has an abundance of resources that are unmatched by other cities," Houston billionaire John Arnold, chairman of the 2026 bid committee, says in a news release. "By bringing these organizations together under one umbrella, the Soccer Innovation Institute presents the ultimate opportunity to redefine the player and fan experience, and develop a lasting legacy for the long-term benefit of the FIFA World Cup."

Houston Mayor Sylvester Turner says the institute would align with the city's efforts to build a strong ecosystem for innovation, along with its passion for soccer.

"Houston is recognized as a leader in technology and innovation. We have many innovation hubs around the city that bring bright minds into collaborative spaces where the whole is greater than the sum of the parts," the mayor says.

Held every four years, the World Cup assembles national men's soccer teams from around the world in one of the most planet's most watched sporting events. The traditional 32-team tournament will expand to 48 teams in 2026. After 2026, the World Cup might be staged every two years.

Among those collaborating on the Houston 2026 bid are NRG, the Texas Medical Center, Shell, Chevron, the U.S. Soccer Foundation, the Council for Responsible Sport, the Houston Dynamo, the Houston Dash, the City of Houston, Harris County, and Houston First.

The FIFA World Cup 2026 will be played in 16 cities across the U.S., Mexico, and Canada. Houston and Dallas are among the 17 cities vying to become a U.S. host. A final decision is expected in the first half of 2022. If Houston is selected, it will host six World Cup games at NRG Stadium.

Between October 21 and November 1, World Cup delegates will visit eight cities in the running to be North American hosts: Houston, Dallas, Kansas City, Cincinnati, Denver, San Francisco, Seattle, and Monterrey, Mexico.

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