Growth Investor with GrowthCap‘s RJ Lumba Software Growth Equity Leaders: JMI Equity's Dave Greenberg and Suken Vakil
May 1, 2020
Dave Greenberg and Suken Vakil, General Partners at JMI Equity, share insights from their extensive experience in growth equity investing in the software sector. They discuss how companies can navigate challenges posed by COVID-19 while maintaining resilience through high customer retention. The duo emphasizes their hands-on approach in partnering with management teams, highlighting successful case studies like Automotive Mastermind and Arena Solutions. With a focus on supply chain and product software, they explore strategies for scaling and transforming businesses.
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Product-Led, Operationally Focused Strategy
- JMI built its reputation by focusing on product-led software companies and helping them scale operationally.
- They maintained a consistent growth-equity strategy from $50M fund to a $1.2B fund by partnering with founder teams.
Conserve Cash And Protect Recurring Revenue
- Conserve cash, protect recurring revenue, and prioritize customer relationships during crisis.
- Continue product investment so you can hire and pursue opportunities when markets stabilize.
Retention Drives SaaS Resilience
- High-retention, high-value SaaS products show resilience because customers rarely rip out mission-critical software.
- New bookings and adoption velocity will slow, so expect near-term headwinds in sales.