Scott McCausland was an experienced software sales leader who decided to go out on his own in 2008 to build a new software business. His technical cofounder built the first version of their new software and Scott started selling it. MVP Systems Software was underway without any outside funding.
They kept adding name-brand customers who used their JAMS workload automation and scheduling software in their IT departments for a variety of scheduling and automation tasks that saved time and money. It was an unsexy but mission-critical software for their users. Their software grew more powerful and useful and they steadily added sales, development, and support staff.
The company grew to over $10 million in annual revenues with 70 employees in 4 global offices before being acquired in 2018 by Fortra (formerly Help Systems. Scott left Fortra in early 2020 and is now working on his next software company.
Best quote from Scott:
I am a big believer in executing—whether it’s development, support, or sales—by creating processes that are documented.
Because if they’re documented, you can scale it and the founder doesn’t have to be involved in every deal or decision.
When the CEO has 90% of the knowledge in his head, acquirers can’t buy the company because they’d have to basically rebuild it from scratch.
I was very proud of the fact that when I decided to leave after our acquisition, my team didn’t miss a beat
In this episode, Scott explains:
- Why they sold their product aggressively, but grew the business steadily and managed cash conservatively
- How they generously compensated salespeople and employees rather than give incentive stock options
- Why they decided to sell the company rather than raise funding or keep growing organically
- What it was like to join their acquiring company and be part of a much bigger team
- How he helps tech founders understand the basics of selling and what is needed to create an initial sales machine
MVP Systems Software Company Facts
- Founded: 2008
- Description: Job and workload scheduling software for IT departments of any size company all over the world
- Number of Employees: 70 at the time of acquisition
- Funding: Bootstrapped with founder time and savings, then funded with customer revenues
- Acquisition: MVP Systems Software grew to over $10 million in revenue before being acquired by Fortra (formerly Help Systems) in 2018 for an undisclosed amount
- HQ Location: Hartford, Connecticut
