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Reduce Cash Flow & Working Capital Issues Without Pissing Off Your Sales Team!
June 26th, Thursday
11 AM PT / 2 PM ET
We're incredibly excited to announce that Ratio has secured $411M to fuel the transformation of B2B financing.
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🚨The Hidden Growth Barrier: SaaS revenue is growing—but cash isn't keeping up. 💥 Sales teams are closing more deals—offering discounts and flexible payment terms to win logos. But Finance is left asking: “How much of that ARR is actually usable cash—right now?” Too often, the answer is: not much.
The Challenge: Most SaaS founders think Series A solves their capital problem—until they start scaling. You’ve raised Series A. It got you to product-market fit, a lean Go-To-Market (GTM) engine, and your first wave of customers. But now you’re scaling the business—and though you’re growing fast, you’re burning even faster.
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The Challenge: You want to tap into the Small and Midsize Business (SMB) segment—but your SaaS pricing and standard payment terms are pushing them away. SMBs (often called SMEs) make up 99% of all businesses—and the B2B segment among them represents a trillion-dollar market. If you’ve built a high-value product for modern companies, you can’t afford to overlook this segment. But SMBs buy differently: lean teams, short planning cycles, and tight cash flow.
The Challenge: You believe upfront payments are good for your SaaS business—until you realize they’re costing you deals. SaaS companies love upfront payments. All cash in, risk out. What's not to like? But in B2B SaaS—where the average deal can run from $4,800 to $220,000—how you ask to get paid can speed things up or stop them cold. Asking for full payment upfront often leads to the following: ❌ CFO pushback on lump-sum invoices ❌ Procurement demands for installments ❌ Sales discounts just to keep the deal alive
The Challenge: SaaS companies aren’t struggling to grow—they’re struggling to fund growth fast enough. 📉 Venture funding has stabilized, but it’s slower and more selective than it used to be. 🕒 Delayed customer payments stretch the gap between booking revenue and spending it. 💡 That’s why 25% of businesses are turning to short-term financing—not just for liquidity but to keep sales, hiring, and GTM moving. It no doubt is a smart way to unlock capital quickly without giving up ownership. However, not all options are created equal. Some drain margin. Others misalign with ROI or tie you to rigid repayment flows.
Over the past few years, I have observed a major shift unfolding in B2B payments—driven by what can only be described as the consumerization of enterprise purchasing. While the global B2B payments market is projected to surpass $124 trillion by 2028, the systems behind these transactions remain outdated. Rigid terms, clunky approvals, and manual workflows persist—even as buyer expectations evolve rapidly.
Challenge: SaaS deals should be closing, but somehow they’re just... not. You’ve seen it happen: The demo lands. The buyer’s excited. Everything points to a quick close. Then... silence. Sure, sometimes buyers hesitate. But often, even motivated buyers get stuck — bogged down in finance approvals, rigid contracts, and inflexible payment terms. It’s the broken quote-to-cash (Q2C) process quietly killing deals that should have been won.
B2B BNPL helps SaaS and technology sellers get paid upfront while buyers pay over time. It reduces friction in sales, protects margins, and eliminates credit risk. This guide covers what B2B BNPL is, how it works, common pitfalls, provider comparisons, and how to embed it into your revenue stack.
Challenge: Why Do SaaS Deals Keep Slipping Late in the Cycle? Procurement slowdowns. Budget objections. Delayed approvals. Even great SaaS sales teams lose high-intent deals to timing friction and payment constraints. The business impact is real: 🔻 Delayed revenue recognition 📉 Missed quarterly targets 💸 Forecast volatility and uneven cash flow 🧩 Pipeline bloat from deals stuck in limbo Flexible payment terms help, but most solutions still leave sellers waiting to get paid and exposed to collection risk.
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💡 Why B2B BNPL is suddenly on every SaaS leader's radar Flexible payment terms used to slow deals down. Now they help close them faster. Feels like a brain shock, right? But here’s the thing - SaaS sales teams want to: ✅ Close faster ✅ Preserve runway ✅ Avoid giving discounts B2B Buy Now Pay Later (BNPL) is solving all three and is, therefore, showing up in more sales cycles, from self-serve onboarding to six-figure contracts.
