Startup Finance for SaaS Founders - SaaStock 2018

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Slides from Peter Reinhardt's talk at SaaStock 2018

Software

Startup Finance
for SaaS
Founders
SaaStock 2018

Peter Reinhardt
CEO & Co-founder
Startup Finance for SaaS Founders

wdwdwdStartup Finance for SaaS Founders
Accounting & Strategic Finance

wdwdwdStartup Finance for SaaS Founders
Accounting is rigorously pedantic.
It records exactly what’s happened.

wdwdwdStartup Finance for SaaS Founders
Strategic finance is the exact opposite.
It looks at the future.

wdwdwdStartup Finance / Accounting
Bank Account Structure

Now What?
wdwdwdStartup Finance / Accounting

wdwdwdStartup Finance / Accounting
Credit Cards

wdwdwd
—February 2014—
BoA: What credit limit are you looking for?
Me: We’ll need at least $20k for our monthly operating expenses.
BoA: Ok, I have a few questions. What was your revenue last year?
Me: Around $40k.
BoA: Got it, what do you expect your revenue to be this year?
Me: Over $2m.
BoA: Uh huh... [suppressed laughter]… ok, um, I’m going to
approve you for a credit limit of $5,000 per month.
Me: [hahaha, what am i supposed to do with that? pay it off
four times a month?]
Startup Finance / Accounting

wdwdwdStartup Finance / Accounting
Master Services Agreements

wdwdwdStartup Finance / Accounting
Accounting
Strategic Finance
✔

wdwdwdStartup Finance / Strategy
Hire a part-time CFO

wdwdwdStartup Finance / Strategy
Annual Prepayment

wdwdwdStartup Finance / Strategy
Is venture debt right for you?

wdwdwdStartup Finance / Strategy
You have lackluster growth...

wdwdwdStartup Finance / Strategy
You have highly predictable
growth

wdwdwdStartup Finance / Strategy
Shadow Budget

wdwdwdStartup Finance / Strategy
Budget
Q1 Q2 Q3 Q4

wdwdwdStartup Finance / Strategy
Projection
Q1 Q2 Q3 Q4

wdwdwdStartup Finance / Strategy
Shadow
Budget
Q1 Q2 Q3 Q4

wdwdwdStartup Finance for SaaS Founders
Make finance an enabler of your business

wdwdwdStartup Finance for SaaS Founders
Thank you!
peter@segment.com | @reinpk

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An accounting firm business plan outlines the strategy for providing financial and accounting services to individuals, businesses, or organizations. It includes an analysis of the target market, services offered (such as tax preparation, auditing, or financial consulting), pricing structures, and marketing tactics. The plan also addresses staffing, certifications, and qualifications of personnel, as well as strategies for client acquisition and retention. Financial projections and budgeting are crucial components to ensure sustainable growth. A well-crafted accounting firm business plan serves as a roadmap for success in the competitive financial services industry, guiding operations and attracting potential clients.

(1) See page 20 for a discussion of non-IFRS measures.(2

MoseStaton39

(1) See page 20 for a discussion of non-IFRS measures. (2) ResultsforperiodsbeginningonorafterNovember1,2018havebeenpreparedinaccordancewithIFRS9Financial Instruments(IFRS9).Prioryearcomparativeshavebeenprepared in accordancewithIAS39Financial Instruments: Classi ication and Measurement (IAS39)andhavenotbeenrestated. (3) Wealthmanagementassetsundermanagement,advisementandadministration. (4) Comprisedoftrustassetsunderadministration,third-partyleasesunderadministrationandloansunderserviceagreements. Five Year Financial Summary (1) ($ thousands, except per share amounts) 2020(2) 2019 2018 2017 2016 Results from Operations Netinterestincome $ 799,411 $ 785,584 $724,990 $642,390 $585,224 Non-interestincome 97,984 76,020 78,368 84,245 72,672 Totalrevenue 897,395 861,604 803,358 726,635 657,896 Pre-tax,pre-provisionincome 469,318 461,130 436,188 388,729 350,603 Commonshareholders’netincome 248,956 266,940 249,256 214,277 177,761 Earningspershare Basic 2.86 3.05 2.81 2.43 2.13 Diluted 2.86 3.04 2.79 2.42 2.13 Adjusted 2.93 3.15 3.01 2.63 2.26 Returnoncommonshareholders’equity 9.3 % 10.9% 11.0% 10.1% 9.3% Adjustedreturnoncommonshareholders’equity 9.5 11.3 11.9 11.0 9.9 Return on assets 0.76 0.88 0.89 0.85 0.73 Efficiencyratio 47.7 46.5 45.7 46.5 46.7 Netinterestmargin 2.45 2.60 2.60 2.56 2.41 Numberoffull-timeequivalentstaff 2,505 2,278 2,178 2,058 1,966 Per Common Share Averagecommonsharesoutstanding(thousands) 87,159 87,513 88,806 88,297 83,411 Cashdividendspaid $ 1.15 $1.08 $ 1.00 $0.93 $0.92 Bookvalue 31.76 29.29 26.09 24.82 23.58 Market price High 36.61 33.89 40.83 37.36 29.30 Low 15.70 24.33 29.81 23.68 19.26 Close 24.50 33.35 30.62 36.34 25.45 Balance Sheet and Off-Balance Sheet Summary Assets $ 33,937,865 $31,424,235 $29,021,463 $26,447,453 $25,222,549 Cashresources,securitiesandrepurchaseagreements 3,083,021 2,475,415 2,237,973 2,708,783 2,791,968 Loans 30,008,393 28,365,893 26,204,599 23,229,239 21,961,348 Deposits 27,310,354 25,351,361 23,699,957 21,902,982 21,194,553 Debt 2,424,323 2,412,293 2,007,854 1,476,336 1,268,198 Shareholders’equity 3,331,538 2,945,810 2,585,752 2,461,045 2,342,040 WealthmanagementAUM/AUA(3) 8,454,513 2,461,469 2,437,238 2,516,485 2,363,256 Assetsunderadministration-other(4) 11,081,581 8,936,845 8,032,280 10,006,388 10,250,323 Capital Adequacy CommonequityTier1ratio 8.8 % 9.1% 9.2% 9.5% 9.2% Tier1ratio 10.9 10.7 10.3 10.8 11.0 Totalratio 12.6 12.8 11.9 12.5 13.1 Credit Metrics Provisionforcreditlossesontotalloans asapercentageofaverageloans 0.32 0.21 0.20 0.23 0.38 Provisionforcreditlossesonimpairedloans asapercentageofaverageloans 0.18 0.21 0.19 0.19 0.32 Netimpairedloansasapercentageoftotalloans 0.74 0.43 0.42 0.65 0.51 i|CWBFinancialGroup2020AnnualReport 10 11 12 13 14 15 16 17 18 19 20 1.5 0.5 0 1.0 56 24 13 35 4 3 58 7 32 26 17 24 16 15 2 20 19 17 11 1 3332 32 23 13 48 9 10 ...

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Startup Finance for SaaS Founders - SaaStock 2018

1. Startup Finance for SaaS Founders SaaStock 2018

2. Peter Reinhardt CEO & Co-founder Startup Finance for SaaS Founders

5. wdwdwdStartup Finance for SaaS Founders Accounting & Strategic Finance

6. wdwdwdStartup Finance for SaaS Founders Accounting is rigorously pedantic. It records exactly what’s happened.

7. wdwdwdStartup Finance for SaaS Founders Strategic finance is the exact opposite. It looks at the future.

8. Accounting

9. wdwdwdStartup Finance / Accounting Bank Account Structure

10. Now What? wdwdwdStartup Finance / Accounting

11. wdwdwdStartup Finance / Accounting

12. wdwdwdStartup Finance / Accounting

13. wdwdwdStartup Finance / Accounting Credit Cards

14. wdwdwd —February 2014— BoA: What credit limit are you looking for? Me: We’ll need at least $20k for our monthly operating expenses. BoA: Ok, I have a few questions. What was your revenue last year? Me: Around $40k. BoA: Got it, what do you expect your revenue to be this year? Me: Over $2m. BoA: Uh huh... [suppressed laughter]… ok, um, I’m going to approve you for a credit limit of $5,000 per month. Me: [hahaha, what am i supposed to do with that? pay it off four times a month?] Startup Finance / Accounting

15. wdwdwdStartup Finance / Accounting Master Services Agreements

16. wdwdwdStartup Finance / Accounting

17. wdwdwdStartup Finance / Accounting

18. wdwdwdStartup Finance / Accounting Accounting Strategic Finance ✔

19. Strategic Finance

20. wdwdwdStartup Finance / Strategy Hire a part-time CFO

21. wdwdwdStartup Finance / Strategy

22. wdwdwdStartup Finance / Strategy

23. wdwdwdStartup Finance / Strategy Annual Prepayment

24. wdwdwdStartup Finance / Strategy

25. wdwdwdStartup Finance / Strategy

26. wdwdwdStartup Finance / Strategy