85 How to invest in and grow early-stage B2B SaaS companies with Fred Soneya and Jeremy Luzinda of Haatch Ventures

<p>B2B SaaS is a very popular business model amongst venture capital and (S)EIS/VCT investors. Haatch Ventures specialise in investing in this sector and we get Partner Fred Soneya and Principal Jeremy Luzinda to talk about how they work and how they help the companies scale.</p><p>We look at several topics about managing these companies:</p><ul><li>what B2B SaaS is and why it is attractive to investors. We discuss the merits of additional service revenue and when its a positive or a distraction.</li><li>when a company should add new features or when it should expand its product range.</li><li>what metrics are of interest, with Jeremy going deep into how they look at a couple of these.</li></ul><br/><p>Haatch has a particular interest in supporting sales processes. Within this we talk about:</p><ul><li>how to develop the right channels and what factors to consider.</li><li>how lead times on sales affects how companies operate.</li><li>how investors can support companies in developing their sales.</li></ul><br/><p>We also discuss some of the typical mistakes that founders make and the prospects for the future for B2B SaaS and venture capital investors in this area.</p><p>00:45 Fred &amp; Jeremy introduce themselves</p><p>04:30 What Haatch does</p><p>05:50 What is B2B SaaS</p><p>08:00 Why is B2B SaaS attractive for investors</p><p>12:00 Merits of recurring revenue versus service revenue</p><p>15:00 adding features, roadmaps</p><p>18:30 12 metrics of interest - net revenue retention</p><p>21:30 how to develop the right channel</p><p>23:00 lead times in sales cycles</p><p>28:00 expanding from narrow to broad</p><p>32:30 when to expand product ranges</p><p>36:30 how managers can support companies in these processes</p><p>40:45 typical mistakes founders make: </p><p>47:00 prospects for the future </p><p>51:20 Favourite questions</p><p><br></p><p><strong>Links</strong></p><p>Haatch website - <a href="https://www.haatch.com/" rel="noopener noreferrer" target="_blank">https://www.haatch.com/</a></p><p>Fred Soneya - fred@h