In today’s episode of How We Got There, I talk with Andrew Walker, who is the Founder at Sanitas Accounting. I consider Andrew a friend after our time together at TaskRay where he was our full-time CFO after starting as a fractional CFO. His business is now focused on helping smaller software companies with accounting and finance so they can focus on running their business.
We reminisce about our learnings alongside each other at TaskRay (where I headed up sales along with other revenue activities) from when he joined the business, including what he worked on in the first 90 days. Andrew shares how he optimized TaskRay’s cash position as we entered the start of the pandemic by incrementally improving our accounts receivable process, including moving our payment terms from Net 30 to Net 7. This created a give-get scenario for our sales team and helped us in our negotiation….in the rare cases when someone actually pushed back!
Other topics include legal agreement best practices around what really matters, friction between sales and finance, sales tax (which can pierce the corporate veil), pricing strategy, exiting the business, and more.
If you’re a founder without an FTE over finance, this episode is for you! If you are a gtm leader, get in the head of your finance counterpart with some lessons learned.
This episode is brought to you by Tequity Advisors. Tequity Advisors is a global sell-side M&A advisory firm with core expertise in B2B Enterprise Cloud, SaaS, and IT Services companies with a focus on the Salesforce ecosystem and beyond!
https://www.linkedin.com/in/mrandrewwalker/
https://www.linkedin.com/company/sanitas-accounting-bookkeeping/
https://www.linkedin.com/company/tequityadvisors/