Fortino accelerates growth in B2B SaaS companies
Rapid growth is the key to B2B SaaS start-up and scale-up success. In our quest to deliver as much added value as possible, we at Fortino Capital make investments, apply our expertise, and leverage our network. This means that, as a leading B2B software venture capital and growth equity player, we not only provide advice, information, and support but also genuinely collaborate with founders – when required. The result is spectacular growth.
It is the founder and/or CEO who decides which Fortino skills they want to tap into to strengthen their growth strategy. “ We believe that we can hack time by providing more than capital. We give our companies access to top notch know-how to accelerate their growth", says Jeroen van Godtsenhoven, Growth Partner at Fortino Capital.
Jeroen van Godtsenhoven and Patrick Van Deven, Partner at Fortino Capital, support and guide Fortino-backed entrepreneurs along their path towards growth. The two met at SAS 15 years ago. Patrick has technical and commercial experience with large B2B SaaS companies, including SAS and SAP, while Jeroen has accumulated twenty years of experience in purchasing software and creating sales teams.
Investing with added value
Fortino offers comprehensive HR, general management, sales leadership, and product development support, all of which are crucial for both starters and scalers. Patrick explains: “Our unique approach involves listening, contributing expertise, challenging, and outlining new strategies which benefit the business as it stands at that point”.
“Many businesses see investors as cash-providers who then settle into a track-side seat, with a glass of champagne,” says Jeroen. “With every new step, the business must deliver a detailed report to this ‘spectator’. But that’s not how it works with Fortino Capital. We provide genuine added value and offer coaching on the field and, if required by the founders, will even join the race itself.”
Like a five-star buffet
When Fortino invests in a business, it provides whatever that business might be missing. Essentially, the founder is presented with top-quality, high-end options and can then make the required selection.
Patrick offers a specific example: “We have noticed that founders tend to have little experience with the pricing effect and often only invoice once their software becomes effective. In this context, we challenge them to optimise their pricing strategy, increase subscription fees or simply invoice for the proof of concept, technical support during integration, and personnel training. Some can end up invoicing 1.5 times faster as a result!”
This method also applies to HR and sales. “Identifying and recruiting the right people is one of the first areas we focus on. After all, growth is a direct result of attracting the appropriate talent,” explains Jeroen. “When it comes to sales, we explain the many advantages of using their CRM programme as a working instrument. The business can then develop deals based on a genuine understanding of customer needs, discover more customers, spot opportunities, and so much more.”
Fortino applies its in-house expertise and engages specialists from its external network to fulfill its portfolio companies’ needs. “We allow the founders to benefit from our growing community of other founders,” adds Patrick. “Entrepreneurs can really learn from one another, so we identify businesses that are facing similar challenges. They then exchange experiences with one another and other entrepreneurs who have already found relevant answers and solutions. We also unite up to twenty members of our community around one topic in hour-long calls, during which an expert shares his/her expertise on a relevant topic. This might include LinkedIn automation, the high inflation rate in Europe, or product management processes; whatever is relevant at that time.”
Are you interested in seeing more about our Sales support? Check out our Sales Bootcamp and Why ValueSelling is ideal for B2B SaaS.
Greater than double-digit growth
As a result, we have seen teams that already had the talent and ambition in-house suddenly realise progress at more than twice their previous rate. They also bring in higher revenues and can delay asking investors for further cash injections.
We have also seen starters and scalers win more deals, conclude quicker agreements with their customers, and see the scope of their transactions expand. “Our impact on businesses is huge,” admit Patrick and Jeroen. For example, one of their businesses grew by 15% after just two months.
“And this is not a unique case. All businesses that take advantage of our options towards improvement can realise double-digit growth. Some may be happy to sign contracts worth a couple of hundred thousand euros every now and then but, with a few interventions, they will begin to regularly conclude contracts at twice that value.”