SaaSy Talk S01.07:The Importance of Team in Startup Success

About The Guest(s): Serge van Dam is an active Investor / Director of going-global Kiwi software / SaaS companies, including: Montoux, Re-Leased, Tourwriter, Raygun and Cogo. Originally an Organisational Psychologist, Serge is most interested in growth strategies, and has expertise in B2B sales, marketing and distribution. He spent a decade as an acknowledged thought leader in fintech, having been part of the leadership team at M-Com - the world’s leading mobile banking and payments platform - which was acquired by Fortune 500 company Fiserv in 2011. Serge is an Operating Partner at New Zealand’s most successful venture capital firm - Movac - and is an advisor to various New Zealand Government agencies. He was also named New Zealand’s Angel Investor of the Year for 2020. Serge grew up in Argentina, is married with two children, and lives in Wellington. When not helping grow companies, you will find him in the great outdoors, arguing over politics, playing cards or with a novel in hand. Summary:  Serge, an operator with benefits, shares his insights on the tech industry and his transition from being an operator to an investor. He emphasises the importance of the human element in business and the value of supporting founders. Serge discusses the potential of the New Zealand SaaS scene, the challenges of go-to-market strategies, and the need for clarity in investor relationships. He also predicts a shift in the SaaS playbook and the rise of AI in marketing and sales. Key Takeaways: Serge describes himself as an operator with benefits, as he is actively involved in the businesses he invests in and supports founders. He passionately believes that the human element is not just crucial but the heart and soul of any business, and that supporting founders is an incredibly rewarding and fulfilling experience. Serge sees the potential in the New Zealand SaaS scene, particularly in verticalised SaaS solutions for small businesses. He highlights the importance of understanding the ideal customer profile and the derived economic value for customers in go-to-market strategies. Serge predicts a shift in the SaaS playbook, with a move away from brute force sales methods and a greater reliance on AI and data-driven marketing and sales. Quotes: "For me, it's a human project, not an economic one." - Serge "The ideal customer profile seems to remain dark art. You must understand your target market." - Serge "The only thing that matters is the team. The right team will find a way." - Serge "Take the people you get into bed with very seriously. It's harder to get out of an investor relationship than a marriage." - Serge "In hindsight, 2024 will have been the year where the whole traditional SaaS playbook was munched up, put in the blender, and out came this other thing." - Serge ​Chapters:  (02:42) Transitioning from operator to investor (05:00) Excitement about the New Zealand SaaS scene (07:00) Common pitfalls in go-to-market strategy for Kiwi companies (09:00) The need for an experimental mindset in go-to-market strategies (09:44) Successful brands focus on repeatability and scalability (11:40) Founder needs to build processes and upgrade leadership team (12:38) Dunbar's number and the difficulty of maintaining personal relationships (16:50) Impact of unicorn years on capital raising and cost reduction (20:38) Lessons learned when transitioning to an investor (22:50) Tips for founders when seeking investors (32:00) Human connections remain important, but methods will change (32:59) Quick Fire-Round Subscribe on Spotify:  SaaSy Talk Unfiltered | Podcast on Spotify  Subscribe on YouTube:  SAASY TALK UNFILTERED - YouTube   Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: SaaSyTalkUnfiltered | Substack Visit our Website:  SaaSy Talk Unfiltered (transistor.fm)    Follow Ricky Sevta on Linkedin:  Ricky Sevta | LinkedIn   Follow Sean Diljore on Linkedin:  Sean Diljore | LinkedIn