David Schultz

The average organization underestimates its SaaS footprint by 2-3x. That’s a lot of surprise renewals, shadow IT, and wasted spend hiding in plain sight. The solution? Continuous SaaS discovery. Not a one-time audit. Not a spreadsheet exercise. ✅ Real-time visibility into every app ✅ Automated tracking (no more chasing down departments) ✅ Insights to take action before waste piles up Bottom line: You can’t manage what you can’t see. Dive deeper into why SaaS discovery is the foundation of effective SaaS Management: https://lnkd.in/gYyczEHu

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ELG works when it stops being a strategy slide and becomes the system your teams run on. JustCall is a perfect example. Faced with slowing integration adoption and retention, Director of Product Management Anand Malto asked a hard question: “Are we building the integrations customers actually use?” That question sparked a complete rethink. With Crossbeam, JustCall created a partner-intelligence framework that unified Product, Sales, and Success around a single truth: where overlap exists, opportunity follows. The results: 🔸 Product uses Crossbeam data to prioritize integrations customers already rely on. 🔸 Sales sees those overlaps in Salesforce and HubSpot, tailoring outreach with real context. 🔸 Success launches targeted in-app campaigns that drive instant adoption after launch. 🔸 Within months, JustCall cut sales cycles from 60 to 35 days, grew ACV by 66%, and achieved 90% retention among customers using multiple integrations. This is the essence of ELG, when partner data becomes a growth engine, not a report. 👉 Read the full playbook:  https://lnkd.in/gwK-NFGS

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Limp tech stacks and siloed GTM teams? That’s the #1 post-holiday bottleneck SaaS leaders are refusing to bring into 2026. This is the season of courageous audits. The best teams are diving deep: mapping every tool, every integration, every bit of product data. Not just for clarity, but for competitive edge. What emerges isn’t just a cleaner stack, but an AI-powered RevOps engine built for scale (and surprise growth spurts) in the new year. The momentum? Only just beginning. Because in 2026, speed and connection beat clutter and legacy. Who's ready for the real transformation? #GTM #RevOps #AIAudits #SaaSLeadership #FusedLabs

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Talli's enhanced error handling for PayPal and Venmo payments catches issues earlier in the payment flow. Tall's system now identifies the specific failure reason - whether it's account configuration, email mismatch, or platform restrictions - and surfaces actionable resolution steps immediately. For administrators, this means faster issue identification and clearer communication with claimants. For claimants, it means fewer failed payment attempts and quicker fund access. Improved error handling directly impacts redemption rates and customer service volume.

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The moment of renewal is also a moment of risk. ⚠️ Ciara Byrne, SupportNinja VP of Revenue Operations, breaks down how SaaS companies can reduce both voluntary and involuntary churn: » Engage customers early » Personalize communication » Address friction before it snowballs » Don’t let a failed payment be the reason they leave 🔗 https://hubs.li/Q03ZTR-W0 What’s your go-to strategy for catching churn before it happens? 🤔

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Your payment stack isn’t just about cost, it’s about speed. Every feature request delay and integration bottleneck is a threat to your roadmap. #payments #paymentgateway #paymentexperts #paymentinfrastructure

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🌟 The SaaS world moves fast, and scaling efficiently requires strategic alignment, operational rigor, and cross-functional coordination. Fractional COOs are helping early- and mid-stage SaaS companies grow seamlessly while maintaining agility. At 𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗥𝗲𝗳𝗲𝗿𝗲𝗻𝗰𝗲, we’re committed to 𝘁𝗿𝗮𝗻𝘀𝗽𝗮𝗿𝗲𝗻𝗰𝘆 𝗮𝗻𝗱 𝗮𝘂𝘁𝗵𝗲𝗻𝘁𝗶𝗰𝗶𝘁𝘆—spotlighting leaders who combine operational expertise with strategic insight to drive measurable results. 👋 𝗠𝗲𝗲𝘁 Dawn Strobel, 𝗙𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗖𝗢𝗢 Dawn helps SaaS companies align strategic objectives with day-to-day execution, ensuring scalable growth without sacrificing agility. She specializes in operational strategy, cross-functional alignment, process optimization, and efficiency audits. Here’s what she’s known for: ✅ Operational strategy for scaling 🏷️ Cross-functional alignment 🌟 SaaS process optimization 🔎 Operational efficiency audits Dawn empowers SaaS teams to scale smarter, improve performance, and operate with clarity—turning strategy into action at every level. 🔗 Learn more about Dawn Strobel and other Fractional COO professionals for SaaS companies here: https://lnkd.in/dSzCuv-R

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Customer success doesn’t happen by accident. It requires focus, structure, and accountability. That’s why we’re excited to have Kunal R. leading Customer Success at Applitools as our Chief Customer Officer. In his first blog post, Kunal shares how we’re evolving the way we partner with customers to help teams achieve measurable outcomes from their testing strategy. The goal is simple: Every customer should clearly understand what success looks like, how progress will be measured, and how our work together drives meaningful business results. This includes: • Joint success planning • Proactive engagement based on real usage signals • Regular executive alignment through executive business reviews (EBR) to ensure progress and accountability If you’re an Applitools customer, you’ll see this approach reflected in how we plan, collaborate, and measure success together. #Expect2Win Read the full post: https://lnkd.in/eKtf4yVr

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Integration debt is the silent killer of scale, and we just dropped a blueprint to eliminate it. If you’re building in SaaS, CS, or any data-rich ecosystem, this article on open agent protocols (MCP, MPB, ACP, A2A, A2H) is a must-read. The big idea: 💡Instead of duct-taping APIs and drowning in middleware, we propose a future where agents speak a common language... autonomously, securely, and contextually. 🔗 MCP (Message Context Protocol): Adds meaning to messages so agents don’t just talk... they understand. 📦 MPB (Message Payload Block): Modular payloads that reduce redundancy and boost interoperability. 🔐 ACP (Agent Communication Protocol): Secure, scalable agent-to-agent messaging. 🤝 A2A & A2H: Seamless collaboration between agents and humans, with trust and transparency baked in. This matters because... 👉 No more brittle integrations 👉 No more vendor lock-in 👉 No more siloed data or fragmented workflows This is composability with context. Automation with empathy. And it’s how we future-proof our stacks for the next wave of AI-native growth. This isn’t just technical... it’s transformational. 🔗 Read the full article: https://lnkd.in/dNMUnqzm #AI #artificialintelligence #customersuccess #automation #digitalcustomersuccess #openprotocols

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🧠 UAT isn’t just a final checkbox. It’s your last, best chance to make sure your product works the way *real users* expect. When UAT is rushed or skipped: ❌ Critical flows get missed ❌ Misaligned expectations surface late ❌ Sign-off turns into guesswork A clear UAT framework changes that. It helps you: ✅ Define real-world test scenarios ✅ Align business & technical stakeholders ✅ Capture feedback that actually drives quality ✅ Get clean, confident approvals Because testing with users isn’t about slowing down— 📈 It’s how you speed up with confidence. 🔗 Explore the UAT Testing Blueprint: https://lnkd.in/gWS4RXZU #UAT #SoftwareTesting #ProductManagement #CloudQA #UserAcceptanceTesting #QAprocess

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If the unit cost of ACH is a few cents, how can vertical software companies make money on it? By selling the holistic value of the product. 🎧 Listen to the whole conversation on this week's episode of the Payments Strategy Show featuring Joshua Silver

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Developer experience is quickly becoming a strategic differentiator in banking, not just tech jargon. As Candescent VP of Developer Experience, Kranti Talluri, sat down with The Financial Brand and shared, a great DX can speed integrations, reduce friction, and actually help teams innovate faster. If you’re thinking about how banks compete in a platform-led world, you'll want to read this: https://lnkd.in/gHuzi_zx

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Managing SLA timers with your CRM can be a clunky and unreliable experience. That’s where Complitrac comes in—built specifically to track compliance deadlines and SLAs with precision. Ditch the manual hacks and manage SLAs the right way. 👉 https://lnkd.in/gsWm795r #Restoration #SLACompliance #RestorationIndustry #B2B

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Most QA scorecards measure whether agents followed a script. They can't measure whether agents actually handled the conversation well. Our CTO Joel Wilson wrote about this for Call Center Times - the structural problems with scorecard-based evaluation and what should replace it: - Two reviewers score the same call differently - 97% of interactions go unreviewed - The best agents get penalized for using judgment "A scorecard applied to 2% of interactions isn't quality management. It's a spot check with a spreadsheet attached." The full article is worth a read if you run a QA program or are rethinking how your team evaluates conversations. https://lnkd.in/eWYqdHRe

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Discovery isn’t “talking to users.” It’s finding the problems your customers can’t articulate, but your business can’t afford to ignore. Here’s why executives get spooked: when they hear “discovery,” it sounds like the Product team doesn’t know what to do. The instinct is to clamp down: dictate features, dictate timelines, dictate resourcing. But discovery isn’t aimless. It’s how you turn broad strategy (“help clients find customers”) into impact-driven roadmaps: 🔎 What’s actually blocking them today? Fragmented data? Missing expertise? Budget constraints? ❓ And then: why is the data fragmented? Where could budget flexibility exist? What trade-offs are real? 💡 Those answers shape the functionality worth building and the impact worth chasing. Done right, discovery does three things: 1. Builds roadmaps anchored in business impact, not output. 2. Validates along the way if you’re on track. 3. Creates a shared fact base across Product, Design, and Engineering to set up the next cycle. When you hear “discovery,” don’t think uncertainty. Think discipline. Think clarity. Think investment in solving the problems your clients can’t quite say out loud. How does your org make discovery feel like discipline instead of drift?

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