#3: The Revenue Algorithm: How Great Operators Build Enterprise Value in Software with Sam Monti

In this episode, Sam Monti joins us for a masterclass on building enterprise value in software businesses — from scaling recurring revenue and structuring sales compensation to executing disciplined M&A and shaping high-performance cultures inside private-equity-backed companies.Drawing on decades of operating experience across industrial, SaaS, MarTech, legal tech, and supply chain software — and leadership roles at companies like Epicor, Lithium/WP Engine, and Vista-backed platforms — Sam breaks down his simple but powerful “revenue algorithm,” explains why most companies leave millions on the table, and shares hard-earned lessons from more than 30 acquisitions.You’ll hear stories from his time inside PE portfolio companies and public enterprises — including:Why net revenue retention is the single most important growth lever in software businessesHow to design commission plans that actually maximize enterprise valueThe “Moneyball” approach to acquisitions — and why smaller, strategic targets often outperform splashy dealsWhat most buyers get wrong about culture integration after an acquisitionWhen to build vs. buy product capabilities — and how to avoid costly engineering detoursWhy great boards, meritocratic cultures, and operational rigor outperform flashy mission statementsHow Sam thinks about legacy, board service, and teaching the next generation of operatorsIt’s a candid, tactical conversation for revenue leaders, CFOs, founders, and private-equity operators focused on bending the growth curve — without overcomplicating what really drives value.About Sam:Sam Monti is a veteran software operator and executive with decades of experience scaling private-equity-backed and public companies. He has held senior leadership roles at Epicor, Lithium/WP Engine, and multiple Vista-backed platforms, and has led or supported more than 30 acquisitions across SaaS, MarTech, supply chain, industrial, and legal technology. Known for his practical, value-creation mindset, Sam focuses on improving net revenue retention, sharpening go-to-market execution, and building durable operating cultures.Sam Monti on LinkedinTony Capasso on ⁠Linkedin⁠OnProfit ⁠Website⁠Revenue Dilemma ⁠Website⁠The Revenue Dilemma on ⁠Linkedin⁠The Revenue Dilemma on ⁠Youtube⁠, ⁠Spotify⁠, ⁠Apple