Jason Vargas

How do you know which companies in your pipeline are truly ready for a deal? 🏁 The smartest dealmakers don’t chase every opportunity, they filter, qualify, and prioritize. It’s not just about revenue or margins. Ownership signals like founder intent, investor timelines, and leadership transition plans often reveal the deal’s real potential long before the numbers do. Using these signals effectively can shorten diligence, reduce wasted effort, and strengthen mandate quality. Which ones do you rely on most when sizing up a potential mandate? 🎯

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🎯 Who’s the buyer in construction tech? On this episode of The SaaS CFO Podcast, I asked Anna Berger, Founder & CEO of Trayd, how she navigates the complex sales process in the construction world. Her answer? ✅ Find the decision-maker, often the CFO sitting on top of the books. ✅ Win over a champion who can push the deal forward internally. Anna breaks down how Trayd approaches sales in an industry that’s not always tech-first — and how identifying the right persona is critical to SaaS go-to-market success. This one’s a must-listen for B2B and vertical SaaS founders. Episode 193 is now available, links down below 👇 YouTube: https://lnkd.in/gywC4rBD Apple: https://rpb.li/tgVFdD Spotify: https://rpb.li/7pwzP5xc #SaaSSales #VerticalSaaS #ConstructionTech #Trayd #StartupSelling #B2BSaaS #CFOs #DecisionMakers #SaaSGTM #FounderInsights #SalesStrategy #ChampionBuyer #SoftwareSales #FieldServiceSoftware #ContractorSaaS #B2BSalesTips #SaaSFounders #SellingToCFOs #TheSaaSCFOPodcast #TechForConstruction #GoToMarketStrategy

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🎯 Who’s the buyer in construction tech? On this episode of The SaaS CFO Podcast, I asked Anna Berger, Founder & CEO of Trayd, how she navigates the complex sales process in the construction world. Her answer? ✅ Find the decision-maker, often the CFO sitting on top of the books. ✅ Win over a champion who can push the deal forward internally. Anna breaks down how Trayd approaches sales in an industry that’s not always tech-first — and how identifying the right persona is critical to SaaS go-to-market success. This one’s a must-listen for B2B and vertical SaaS founders. Episode 193 is now available, links down below 👇 YouTube: https://lnkd.in/gywC4rBD Apple: https://rpb.li/tgVFdD Spotify: https://rpb.li/7pwzP5xc #SaaSSales #VerticalSaaS #ConstructionTech #Trayd #StartupSelling #B2BSaaS #CFOs #DecisionMakers #SaaSGTM #FounderInsights #SalesStrategy #ChampionBuyer #SoftwareSales #FieldServiceSoftware #ContractorSaaS #B2BSalesTips #SaaSFounders #SellingToCFOs #TheSaaSCFOPodcast #TechForConstruction #GoToMarketStrategy

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Founders who try to scale solo rarely get far. The most successful SaaS leaders ensure every critical function—sales, product, finance—is covered by someone excellent. It’s not just about delegation. It’s about assembling a team that can drive outcomes without you in every conversation. ✅ Full coverage = real scalability. And long-term success. #SaaSLeadership #StartupScaling #TeamBuilding #VictorCheng #StartupAdvice #ProductLeadership #TechFounders #OperationalExcellence

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For the GTM-obsessed: here’s a tool that can give you a bucket load of insights. If there’s a data point, there are at least ten ways to interpret it. One way: inform how you deploy strategies in similar cities. Say a GTM strategy worked in Birmingham, AL. By identifying the most crucial indicators (GDP per capita? industry clusters? population density?)you can adjust these visualizations to find similar cities where that strategy is likely to succeed again. Birmingham mirrors Shreveport, Des Moines, and Worcester across key economic metrics: familiar customer profiles, likely similar pain points. Use it as a gut check for where your business goes next. How would you slice this data to uncover new GTM opportunities? Tool: Metroverse by Harvard (link in comments)

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Most SaaS companies want to modernize pricing, but the truth is that few have the infrastructure to actually support it. 📆 Tomorrow, join Metronome CEO Scott Woody and Nue CEO Mark Walker for a live conversation on how SaaS leaders are rethinking revenue architecture for 2026. They’ll cover: → The usage-based and hybrid pricing models gaining traction right now → How to make billing infrastructure flexible enough to support constant iteration → What GTM teams need from monetization systems today If you’re scaling AI products, evolving your pricing model, or feeling the limits of legacy systems—don’t miss it! 🙋‍♀️ Save your seat at the link in the comments.

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A lot of SaaS companies once looked unstoppable. Funding secured. User numbers climbing. Growth charts going up and to the right. From the outside, everything looked perfect. Then suddenly...they disappeared. What happened? But they didn't run out of money. They might not have run out of money, but they disappeared because the growth they were celebrating wasn't real. Here's something Web3 founders should pay attention to. Most SaaS companies didn't fail because they lacked ambition. They did because they tried to scale too early. They celebrated sign-ups but ignored whether people actually stayed. They spent heavily on ads but never fixed the experience for new users. They kept launching new features nobody really asked for. On the surface, it looked like progress. But on the inside, it was nothing but noise. Now look at Web3. Tokens launching before there's real use for them. Communities growing mostly because of rewards. Long roadmaps but very little actually shipped. Different industry. Same pattern. The uncomfortable truth is: If people don't stay, you don't have growth. If rewards disappear and everyone leaves, it was never loyalty. Getting people in the door feels exciting. But keeping them there is the real work. It's slower. Less flashy. Sometimes almost invisible. But that's where real companies are built. Web3 doesn't need louder launches. It needs stronger foundations. Because when you scale something that isn't solid yet, the cracks only get bigger. At ToriaX, we help Founders build growth that actually lasts, not just numbers that look good on a dashboard.

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Plaid is built to make it easier for businesses to build and scale financial products that people trust. That trust starts with knowing who you’re working with. As Plaid helps platforms onboard and support millions of businesses, verifying business identity accurately and efficiently is foundational. That’s why Plaid partners with Middesk to automate business verification during onboarding — confirming core business details, reducing manual review, and helping teams make confident risk decisions without slowing down the customer experience. Together, we help Plaid deliver faster onboarding, stronger compliance, and a more durable foundation for growth across the financial ecosystem they power. We’re proud to support Plaid as they help teams move fast while maintaining trust at scale. #KYB #KYC #AML #BEV #businessverification #financialservices #onboarding #compliance #smallbusiness #SMBs

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Founders drive late-stage deals. Messaging is founder-dependent. Expansion relies on personal relationships. Process is missing. Board expects scale. Revenue misses mount. CRO credibility erodes. Founder dependency becomes leadership liability. The harder truth: You can’t scale GTM on founder horsepower. Pushing harder won’t fix it. Neither will hiring sales without fixing the engine. You fix it by:  → Institutionalizing GTM process and messaging  → Shifting execution from founder to team  → Driving pipeline ownership across roles  → Building leadership trust through repeatable process Because when founders carry the number, leadership accountability is already compromised.

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