Leading for Success: How a SaaS Company Thrives

How can companies get inspired and “B” the change?

Altvia shares insights about what it means to thrive and how to build momentum to be a better company for employees, the community, the environment, and Private Equity CRM customers.

How a SaaS Company Thrives

Altvia was just granted re-certification as a B Corp™ for another term – why is this important as a company standard?

From the beginning, we always had the vision that we wanted to create a great SaaS company and this re-certification validates our decisions along the way to make it so.

Our company goals are well aligned with the success of our employees as well as serving the broader community and environment.

We’re doing the right things.

Folks often wonder what the “B” stands for; i.e., B the Change, B Inspired, B Innovative. What does this mean to Altvia?

For Altvia, it means “B” Ambitious. It’s a call to action for us as a company to always strive to be better – as in, better for the community, better for the environment, better for employees, and of course better for our customers.

The B Corp standards act as inspiration and guidance as we think about who we are today and who we want to be as we continue to grow as a company.

Ambitious and Evolving are two of our cultural tenets. We also think of the B Corp standards as we continue to define and refine our employee and company policies.

The standards that companies are measured against for B Corp certification are rigorous. And we are proud of the fact that we have met these standards since 2011 and happily accept the challenge to evolve over time in order to continue to meet the standards.

How does this recertification benefit Altvia customers?

For our Private Equity customers, we think our certification builds even more confidence in us as a company.

We believe that our focus on this makes us a better partner for our customers to work with. We also hope that our certification encourages our customers to learn more about the B Corp movement and be inspired to make changes.

It’s exciting to be a part of the movement that is gaining momentum and driving positive changes around the world.

How do you see Altvia evolving as a B Corp company?

B Corp provides guidance that can be used almost like a discipline; for excellence as a team, as a community, and as a business partner.

Altvia wants to be an example to both the local community and larger population as a company growing organically and thriving. And as an important part of this evolution, we’re adopting these types of standards to better ourselves, our business processes, and ultimately the customer experience.

Since we’re here for the long run, it makes sense to fold these tenets into our company culture on a consistent basis that builds momentum over time.

A traditional crm was built for general ‘customer’ scenarios

Software platforms have made the world a better place by making work a better place. Indeed the world is better off when people enjoy their jobs even marginally more, and workplace applications on big CRM platforms like Salesforce.com have done that and much more.

But the potential that platforms like these offer presents diminishing returns: once the platform provider has engineered too many industry specific components into its platform, its usefulness for other industries begins to be threatened, and with that so do the usefulness of the component tools built into the platform.

So it is with the CRM category that Salesforce.com has defined: it is generic enough to work for many industries, and yet still offers the potential for others to round off the edges and nail more vertically-oriented and extremely tailored software solutions.

Private capital markets are actually a great demonstration of this dynamic. Where generic CRM platforms simplify — appropriately so — to assume there’s a business, a customer, a sale, and service of that customer, there are a few industry-specific pieces that are missing.

Take for example, that investors become customers by investing through legal entities the GP raises. It’s a subtle but important nuance that just doesn’t make sense at a platform-as-a-service level (because it’s overly complicated for a simple one-time sale that many industries require), but which can easily be added without 10 years or software engineering. Once provided, the rest of the platform’s components become tremendously powerful again and you’re set to take over the world.

As a traditional CRM in our pillars methodology, these nuances must be present to properly account for investors in these legal entities, potential target companies and which are owned by these entities, the context of all interactions with these parties (as well as the appropriate overlap, ie co-investments), and how you’re arriving at finding these opportunities on both sides of the equation, such that you’re able to piece together what’s effective and what’s not. Not just because we say so, but because these are the very relationships and data that are key to the motivation behind a CRM in any industry.

It’s critical, too, that the valuable publicly-available information that helps to enrich CRM systems and save users painful steps of entering it themselves is fully-integrated at the platform level.

Again, look no further than the 3,000+ pre-built integrations that Salesforce.com — the creator of the CRM platform concept — has at a platform level to do so, and which only exists by way of holding just short of overly-specifying certain industry workflows that would present challenges to properly integrate.

Stakeholder reporting and communication (investor relations) draws on a range of datasets

The traditional “customer service” model of CRM systems once again makes overly-simplified assumptions about the customer relationship when applied to private capital markets.

In fifteen years I personally have yet to hear the terms “warranty” or “service call” in this market because it’s just not the same. But make no mistake, as uncomfortable as it may be to say aloud, customer service is more important now than ever and it’s constantly happening; the industry is, after all, considered to be a financial “service”.

As it turns out, that service is primarily information-based — it’s driven by data and takes the form of reports and analysis that drive decisions, and then end up again in investor-facing reports and analysis.

The foundational elements of a private capital markets CRM must be built such that they accommodate this data (like we discussed above), but so too that it can accommodate additional supporting data that investors (customers!) need in the context of service.

Oftentimes this supporting data — financial metrics and time-based values, for example — is believed not to meet the traditional definition of CRM and the natural thought is “well, better do this in Excel!”.

While I happen to believe Excel is still the greatest software application ever built, its introduction to this value chain we’ve discussed herein actually creates the problem many firms suffer from: key data needed to provide customer service (again: effectively the entirety of a firm’s reports and analysis) is now in disparate systems and detached.

Both of those dynamics are important and distinct: not only is this supplemental data disparate, but when brought together there is no logical association that can be made between the two data sets.

Allow me, then, to make the point very simply: not only can this financial and time-based value data (you may be thinking about is as “portfolio monitoring” or “accounting”) be a part of a CRM, it is arguably the most important part of a CRM because it’s at the core of what providing service to the customer entails — information that comes out of data!

Firms need a digital method to engage stakeholders (ie investor portals)

Investor portals are not new; in fact, for many of us — including myself — they conjure up horrifying nightmares in which we’re aimlessly guessing at folders to find the newest document we need.

So in lies the opportunity: not only have the portals we’ve come to hate not simplified the process of acquiring information, they’ve failed to create an entirely new experience that is “customer service” driven.

To be fair, this is not a B2C market where you’d be long out of business for not having focused on customer service and thus the customer’s technology-driven experience. But don’t expect to be around too much longer if you aren’t thinking about this shift.

Today’s institutional investors increasingly expect this same consumer-like experience, and a massive opportunity is being missed by not providing it. It’s not about providing them the experience they desire; it’s more about the ability to measure engagement that is had in return.

Put simply: what’s keeping the market from providing this experience is the availability of the information that’s required to create the service that provides the experience.

If you’ve hung in this long, you know that by focusing on your CRM, you have the data that’s required to manage the customer relationship and the technology-driven experience through which that information is shared to create a differentiated and opportunistic customer experience.

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