Denis Shatalin

SaaS Camp

• Over 100 startups have successfully completed the program
• Over 90 percent of startups participate in all sessions after 4 months in the program

SaaS Camp is a Performance-based Accelerator specializing in sales and marketing for B2B SaaS startups.

https://saascamp.co/

Highlights from founders inside the program:

✅ 16 demos and 4 deals in 21 days for Powerleads IO
✅ 8X increase in profit after restructuring positioning for Feedbucket
✅ 23 demos in the first week for Ethos
✅ Cold B2B sale 6 days after launching campaigns for MiloTree Cart
✅ 83 demos in 4 months with a 25% average close rate for Perci

Want to be our next success story? Visit saascamp.co.

Founder

In my third year of coaching startups, Univercity College London invited me to be their guest lecturer and startup mentor. Helping young entrepreneurs get to their startup goals faster.

Startup Mentor

Founder Coach

Razum

MentalTech Platform for Startup Founders.

SaaS for Exam Preparation

Coaching startups on sales, marketing strategy, positioning, idea validation, and user acquisition.

Founder & CEO

Sobachii Kaif

Co-Founder & CEO

Peer - to - peer accountability network for startup founders

Okinawa Techwear

Global Markets Research Analyst

Textura jewelry

Founder and CEO at Private Accelerator SaaS Camp | Coach | Angel Investor | Help SaaS Startups Dominate the Market Growing By 15% Every Month

How I added millions in revenue for SaaS startups without scaling a single one myself:

I was working at a Big 4 consulting firm, but understood that corporate life wasn't for me...

I left to launch ecom businesses. Have grown a jewelry store, dropshipped backpacks, and even sold dog toys on marketplaces.

The e-com businesses were working, but I wanted a new challenge and started building startups with no-code tools.

I spent years making every startup mistake you can imagine, spent tens of thousands of dollars, and earned a ton of expensive scars.

After one of the products got traction, other founders approached me to ask for sales and marketing tips.

I enjoyed helping them, and one day, I decided to pause other ventures to go into coaching full-time.



Since then:

● I have built Go-To-Market strategies for over 100 startups, in nearly every niche you can imagine, that have generated millions in new revenue.

● I built an outbound campaign for an AI Property startup Realiste, that helped them close a $52M deal with the #1 investment fund in Dubai.

● My coaching practice has grown into a Performance-Based Accelerator, where more than 80% of founders still attend every session after being in the program for 6 months.

● I made an Angel Investment in a B2B SaaS startup that helps football teams manage their finances and see how much they've made on each transfer. Within 7 months they’ve gone up from £400k to £950k in annual revenue (by closing a few US and Italian teams) which has grown their valuation from mid 7 to 8 figures. 



How I did this:

1) Tested a hell lot with every startup I worked with (I'm talking tens of thousands of messages, multiple personas and channels)

2) Noted every strategy that worked, acknowledged it when one didn't, and saved why this happened

3) Continuously analyzed common patterns between startups that add revenue and those who don't

4) Focused on doing one thing for years

5) Have always been testing my approaches on my own business. Customer acquisition, sales, operations. Whatever I coach on, I tried in the past or currently doing for myself.

Niching down to B2B SaaS who are selling through product demos made my business & life a ton easier:

I get 30-50 calls a month through LinkedIn, cold email and SEO, closing 20%-30% of them. My "simple" business is coaching B2B SaaS founders on how to get 30-50 sales calls a month through LinkedIn, cold email and SEO, and close 20%-30% of them.

Over the years I learned who I can and can't help, which allowed me to get into a performance-based model with a refund guarantee.

• Over 60 startups have successfully completed the program
• Over 1.1M new revenue generated for early-stage B2B SaaS in 2022 with 0 ad spend
• Over 90 percent of startups participate in all sessions after 3 months in the program

SaaS Camp is a Private Accelerator specializing in sales and marketing for B2B SaaS startups.

Highlights from founders inside the program:

✅ 8X increase in profit after restructuring positioning for Feedbucket
✅ 23 demos in the first week for Ethos
✅ Cold B2B sale 6 days after launching campaigns for MiloTree Cart
✅ 83 demos in 4 months with a 25% average close rate for Perci

Want to be our next success story? Visit saascamp.co.

After working with over 50 business owners as their Fractional CFO, I noticed how some consistently broke through their growth ceilings, while others remained stuck. 

The difference? The ability to understand and ACT on the numbers.

The biggest shocker here is that most businesses still rely on a basic P&L and some messy sheets to track their performance and plan ahead. We're putting a stop to that. With our best-in-class financial models and forecasts, we don't just put our clients back in control, we provid the direct actions to take to run your business without the constant guesswork

Joey Wit

Exactly 5 months out from my first Iron Man.

Ramping up now to 15+ hour training weeks. Schedule and nutrition dialled in. Weekly training session with my coach.

Definitely underestimated this beast. But life isn't fun without big goals.

Joey de Wit

Founder of AgenCFO - ROI-obsessed CFO services for agencies and eCom | 50+ clients served | Building own portfolio along the way | Ironman prep 7’26

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Onboarded a new client this week doing $130K/mo.

Absolute killers who scaled their agency super quickly to this point.

But on the backend they still operated across multiple entities and had no complete view of their numbers.

Seeing this with a lot guys from outside the US. Multiple entities across countries are a pain to deal with.

The problems this creates:

• Margins can drop 10-15% and you won't notice until it's too late
• Near impossible to exit the business with no clean structure
• Required to spend hours tracking & reviewing numbers

Plus big issue now is that no AI is useful with bad data.

We're now consolidating everything into one management view.

Automating it all to get near real-time margins and metrics like LTV, churn, CAC, and client profitability.

These guys will scale to $300K/mo while holding 50%+ margins.

With a proper view you don't have to guess anymore. Or waste time.

Lot of power in seeing the truth.

I spent 48 hours at Eddie Maalouf's Agency Founders event.

The value from this will undoubtedly make our clients 7+ figures this year.

Day 1 summary from an Agency CFO POV:

1. Exponential Business Models

Agencies are a pain to scale the traditional way.
(trying to get to 100+ clients at $3K/mo).

What really stood out was how each speaker had their own angle that gave them way higher lead flow, prices or scalability.

None were just selling "email marketing for ecom brands" in isolation.

Examples:
• Jad Al Fakhani was fascinating as he pretty much captured the entire ecom ecosystem in his country. Drivings leads for his agency through his ecom course, and then turning the agency clients into deal flow for his investment company. All combined = 10x better than any in isolation.

• Jem Bourouh had my favourite business model. Instead of building all sorts of funnels, he leverages existing clients (and Ws he gets them) to get more large clients. Turning each client into more clients.

• Manick Bhan was further ahead in the AI Agent wave than any other agency I've seen. Their execution speed and ability to ride this wave are a flywheel in itself.

Takeaway: you must think bigger than your actual service. Find what unfair advantage you have and build that into your model.

2. Headaches per Dollar

I liked this one from Dee Deng 🥊 a lot.

I've always found that as the founder your Hourly Rate is more important than your Profit Margin.

But I like Headaches per Dollar even more. Three ways to focus on this:

1. Data over Opinions: don't waste hours on opinionated discussions. Get the data to back it up or move on.
2. Log Your Decisions: every time you make a big decision/pivot, write it + the reasons for it down. Every couple weeks, review this to see how it turned out. Learn from your W's and L's.
3. From Mina Elias: get a "life manager". This was like Buy Back Your Time on crack. Paying someone $5K+/mo to remove all friction = high ROI.
Got so much more in my notes on this. Will likely make a much longer post on this in the future.

3. Incremental Improvements over Big Pivots

This idea came from Alisha Conlin-Hurd 🧬 her talk on Funnels/Pages.

So much of this was on testing and iteration... creatives styles, hooks, offers etc.

I've seen so many agencies (including myself) jump from offer to offer, or change marketing strategies every couple of weeks.

But nothing will work if you don't test enough.

This was hands down the best event I've been to in the agency space.

I'll share my notes from Day 2 later this week.

And ofcourse follow all people mentioned here. All super high value.

We've worked with 50+ agencies.

Most pay themselves far too little, or way too much.

If you want to make your agency work (and get rich doing so), you need to pay yourself right.

This template tells you exactly how. Comment "Comp" and I'll DM it (no sign-up).

Main reason why your agency's profits aren't growing:

Your hiring trigger is broken.

See all the time how agencies add new hires at the same rate as they get clients.

Team is always busy, and "bad" clients are always taking too much time.

The answer isn't adding more headcount when revenue doesn't support it yet.

Each team member and pod must be justified, or something is broken.

First step is knowing your client profit & team capacity.

Fix this & you fix your profit.

The agencies winning in 2026 won't be signing the most clients.

They'll be keeping AND scaling them.

Most still don't realise how much extra $ you'd make by improving retention by a few %.

This area is getting me so excited, as now with AI you can genuinely do sooo much more to nail this.

It's also the answer to your rising CAC problems and roller coaster revenue months.

You won't survive long if you're just churning & burning through them (think churn rates above in 10% - 15% range).

Goal is to get all our clients now to 5% (we're at sub 3% ourselves).

Becoming the partner they can't afford to lose.

LTV is the name of the game.

AI can now get your agency to 7/8 figures with 80% gross margins

May not last forever, but first movers are winning big.

But only if you approach it right.

I'm now seeing lots of agencies spend tens of thousands to:

• Save an hour a week on reporting
• Create summaries of call transcripts
• Help with creative analysis (and just have more insights)

All are great. 

But efficiency ≠ more cash.

To get more CASH you actually have to:

1. Get your team to cover more clients
2. Lower your team cost per client
3. Charge more for the same thing
4. Sign a bunch more clients

All can be ENABLED by AI. But AI won't actually do it for you.

If you actually want to hit 80% margins and get more incremental profit, you need to fundamentally change your business model.

That requires knowing in detail where you are actually at.

Capacity, churn rates, LTV, CAC, client level profitability etc. 

Once you know where you're at, you can find out which areas to really focus on.

Not to make them 10% more efficient, but to completely transform them.

Will require hard conversations and real planning.

Doing work faster is just the start. Don't stop there.

Rarely have I seen an agency "grow into profitability".

If you are at 10% net profit, don't expect to magically get to 25%+ at scale.

It's a sign your pricing, comp, delivery or model is off.

You must know exactly what it is, or you'll stay stuck at 10%.

This is what we do it all for!

Jason West 🇬🇧🇦🇪 is going places (best agency in the fashion space by a mile).

Here for the ride 🤝

Founder & MD @ Fabrik | We build the systems, stories, and storefronts that power fashion’s next global names

View Jason West 🇬🇧🇦🇪’s profile

Working with a fractional CFO has been transformative for me as an agency owner.


For the longest time, we educated our clients on unit economics, financial literacy, margins, capacity etc. 

We told prospects they needed to have all of this in place otherwise we couldn’t work with them.

And truthfully, we didn’t have this fully in place ourselves. 

Practice what you preach as they say.

At the start of January we began working with Joey de Wit and Elyse de Wit.

Since coming in, along with Jasper Martens  we’ve implemented and identified 

1. Performance driven team bonus structures
2. Competitive company wide salary scales 
3. Precise client profitability 
4. Target Gross Profit Margins
5. Target Revenues 
6. Service pricing that meets the above
7. A full financial dashboard for clarity.

The entire team is now working toward a single goal, with clear visibility into how they can influence profitability for our clients, and therefor for us. 

The more profitable growth they generate our clients, the more they earn, and the more the agency earns in return. 

Clear outcomes, clear levers, and now clear paths for increased earning potential for staff.

We’re now geared up better than ever, to service our clients in line with their own objectives. 

Happier clients, happier staff, happier Jason.

The UAE has been subject to a lot of talk this week, for me it’s head down and push forward. 

LFG 💪🏽

This lazy accounting setup is probably costing you $100K+ every year.

It's also the reason why your P&L swings 50%+ every month.

→ Cash Basis accounting

This only tracks money when it enters or leaves your bank account.

So if you pay some team members late one month, you will now record $0 cost for them in month 1, and 2x the cost in month 2.

Your margins look insane in Month 1, and suck in Month 2, when they're actually stable.

So now you hold off on hiring in month 1 since your P&L tanked.

Or you paused your ads or delayed investments cuz of it.

Then you panic hire in month 2 cuz here you look way more profitable again.

You can't spend hours every month figuring out what's actually happening.

We rebuilt a $200K/mo agency onto accrual (tracking the transactions in the actual months).

P&L swings dropped from 50% to under 10%.

First time they could actually see what was happening in their business.

Your generalist accountant won't raise this. Can DM me if you want a quick check of your P&L.

This is why most agencies never scale from $100K to $500K/mo.

→ Churn Ceiling.

Meaning: as you keep growing, your sales volume isn't strong enough to offset your churn.

Early on with 10 - 15 clients, losing one per month isn't a problem.

You sign 2 new clients and you're still growing. You easily get this from your inbound or referrals.

But at 50 - 100 clients, the math won't math anymore.

Even at a 5% - 10% churn rate, you're losing 5 - 10 clients every month.

Your "sales system" that got you to $100K/mo won't be enough to offset your natural churn.

This is why you plateau aka hit your Churn Ceiling.

Breaking through this requires dialling in your marketing investments.

Few agencies actually spend enough on sales or know how this impacts their margins.

We always models this out in detail. Growth target, churn rate, current margins, cash position. Want to know exactly what you need to invest in sales and how long your business can fund it.

That's how you scale through that $100K/mo - $200K/mo range.

Can DM me if you want to find out what this would look like for your agency.

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Denis Shatalin

Joey Wit

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