In this episode of Consulting Spotlight, we sit down with Bill Dillmeier, Principal at Aperture Advisors in Seattle, who brings over two decades of financial leadership experience spanning from Vanguard to Silicon Valley startups. Bill shares his transformation from traditional investment banking to becoming a trusted advisor for Series A through C stage SaaS companies, where he helps founders navigate critical growth challenges and optimize their go-to-market strategies.

Starting his career at Vanguard Brokerage and later working with industry giants like Morgan Stanley and Washington Mutual, Bill eventually transitioned to the startup world, including a stint working for Bill Gates' media company. Now, he specializes in partnering with SaaS founders, bringing his unique perspective on efficient growth, sales operations, and financial modeling to help companies scale successfully.

Key Discussion Points:
- Transitioning from traditional finance to SaaS consulting
- Building effective go-to-market strategies for early-stage companies
- Implementing usage-based pricing models in modern SaaS businesses
- Managing cash flow optimization for Series A through C companies
- Creating alignment between sales and marketing teams
- Developing investor-ready financial models and storytelling
- Evaluating venture debt vs. traditional funding options
- Leveraging $20M ARR for non-dilutive financing solutions
- Measuring key metrics: CAC, LTV, and churn analysis
- Implementing two-page marketing and sales accountability frameworks
- Building relationships with venture capital partners
- Optimizing SaaS pricing strategies for sustainable growth

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In this episode of Consulting Spotlight, we sit down with Steve Wallace, Chief Revenue Officer of Maverick App, a groundbreaking business development automation and prospecting platform. Steve shares his journey from being a full-cycle insurance agent to leading sales innovation at Maverick App, where he has personally sent over 150,000 cold emails and helped transform how businesses approach prospecting.

Steve reveals how Maverick App was born from the fundamental pain points of sales teams spending excessive time on administrative tasks instead of selling. Under his leadership, the platform has evolved to help sales professionals reclaim their productive hours while maintaining consistently high email open rates of 40-60% through strategic segmentation and personalization.

Key Discussion Points:
- The evolution from manual prospecting to AI-powered automation
- Why sales reps spend most of their day on low-value administrative tasks
- How proper list segmentation drives higher response rates
- The importance of domain reputation and email deliverability
- Best practices for cold email personalization at scale
- The critical balance between automation and human touch
- Why consistency trumps perfection in sales outreach
- The future of omnichannel prospecting and actionable insights
- How AI integration is transforming cold email templates
- The shift from product-focused to consultative selling

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In this episode of Consulting Spotlight, we sit down with Salvatore Tirabassi, founder of CFO ProPlus Analytics, who transformed his 15-year venture capital experience into an innovative fractional CFO service. As a native New Yorker with extensive experience in growth equity partnerships and consumer services, Sal launched CFO ProPlus Analytics in early 2024 to bring enterprise-level financial expertise to businesses ranging from startups to $100 million in revenue.

## Key Discussion Points
- Building a methodology-driven approach to fractional CFO services focused on value creation, due diligence readiness, and single source of truth
- Transforming traditional bookkeeping into strategic financial planning
- Implementing weekly cash flow models for enhanced working capital management
- Navigating the transition from bootstrapped growth to taking on debt or equity
- Establishing business credit and banking relationships for young companies
- Integrating business intelligence and analytics into financial operations

## Strategic Insights
**Value Creation Framework**
- Value creation orientation for building business worth
- Due diligence readiness for capital raising
- Single source of truth for operational data

**Service Delivery Model**
- Scalable CFO services for businesses from startup to $100M revenue
- Combined CFO and analytics offerings
- Customized team composition based on business complexity

**Financial Growth Strategies**
- Bootstrap optimization through customer acquisition efficiency
- Strategic debt vs equity considerations
- Working capital management techniques

## Call to Action
Subscribe to Consulting Spotlight on your favorite podcast platform and visit softwareoasis.com/subscribe for our bi-weekly newsletter featuring insights from technology leaders and transformation experts.

In this episode of Software Consulting Spotlight, we sit down with Vygandas Pliasas, founder and CEO of Cortip, who specializes in fractional CTO services and executive consulting. Vygandas shares his journey from developer to strategic technology leader, offering invaluable insights into transforming engineering processes and building effective remote teams.

Through his work with early-stage companies and SMBs up to Series A, Vygandas has developed a methodical approach to diagnosing and solving complex organizational challenges. His expertise lies in streamlining the entire product development cycle, from stakeholder ideation to final delivery.

Key Discussion Points:
- Transitioning from agency models to in-house development teams
- Managing stakeholder expectations and prioritization
- Technical maturity assessment methodologies
- Remote team management strategies
- Knowledge transfer and documentation approaches
- Scaling SaaS products effectively
- Metrics for measuring development success
- Building consensus across organizational levels

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In this episode of Consulting Spotlight, we sit down with Errol Allen, founder of Errol Allen Consulting and veteran operations consultant. After leaving corporate America in 2011 at age 53, Errol transformed his analytical mindset and operations expertise into a thriving consulting practice focused on process optimization.

With over a decade of experience helping businesses streamline their operations, Errol shares powerful insights about the critical role of process documentation in organizational success. From his base in Texas, he has helped countless organizations identify inefficiencies, implement effective workflows, and achieve remarkable transformations in their operations.

Key Discussion Points:
- Journey from corporate analyst to independent consultant
- Three-phase approach to process documentation
- Real-world case study of process transformation in Houston
- Impact of remote work on documentation practices
- Tools and technologies including Visio and Loom
- Methodology for identifying critical processes
- Measuring ROI of process improvement initiatives
- Employee engagement strategies during change implementation
- Future of process documentation with AI and automation

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Creators & Guests

• Errol Allen - Guest
• Michael Bernzweig - Host

In this episode of Consulting Spotlight, we sit down with Brandon Falcon, founder of Falconics, who transformed his $1,000 startup into a leading marketing agency specializing in empathy-driven approaches for B2B SaaS companies. Starting in 2014 with web design and social media, Brandon evolved his company into a powerhouse that helps software founders connect authentically with their target audience.

Brandon shares his journey from serving local businesses to partnering with Fortune 500 marketing agencies, ultimately finding his sweet spot in the B2B SaaS space. He reveals how his agency helps founders move beyond feature-focused messaging to create emotional connections that drive long-term customer relationships.

Key Discussion Points:
- The evolution from local marketing to B2B SaaS specialization
- Implementing the "60 conversations in 60 days" methodology
- Transforming technical features into emotional benefits
- Building trust through founder-led customer conversations
- Converting one-on-one feedback into scalable marketing strategies
- Increasing customer engagement from 5 to 13 conversations per week
- Developing VIP setup processes for customer retention
- Balancing funded startups vs. bootstrapped founders
- Creating authentic dialogue with ideal customer profiles
- Understanding micro-metrics in decision-making processes

Subscribe to Consulting Spotlight on your favorite podcast platform and visit softwareoasis.com/subscribe for our bi-weekly newsletter delivering exclusive insights, trends, and analysis that will propel your consulting career forward.

Creators & Guests

• Brandon Falcon - Guest
• Michael Bernzweig - Host