2020 Agenda




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DAY 1 - WEDNESDAY, SEPTEMBER 9, 2020


NETWORKING

WELCOME & OVERVIEW OF THE SAAS LANDSCAPE

Leo Lax
L-SPARK

From taleo to coveo: the journey to a global saas company

Louis Têtu, Chairman and Chief Executive Officer of Coveo, opens the 2020 edition of SAAS NORTH NOW with a wide-ranging fireside chat moderated by David Skok, CEO and Editor-in-Chief of The Logic. He shares his perspectives on the winning recipe for successful SaaS companies, Canada's need for a stronger innovation strategy, and how to navigate a company through a global pandemic. Don't miss this opportunity to hear from one of Canada's leading SaaS CEOs.

Sponsored by

Louis Têtu

COVEO

David Skok

The Logic

The Fastest Growing SaaS Companies of 2020 (and how they did it)

We're ignoring the common stuff. (No ads strategy, affiliate programs, or SEO). For this session, I interviewed over 2,500 SaaS CEO's to uncover unique success patterns that anyone can apply (if you know what they are). We'll discuss: 1) Cash king: How to get your CAC back instantly (no more 16+ month payback periods) 2) Imagine if these 3 growth channels were the big break you needed 3) 1 Reason some companies seem to always grow while others are left wondering 4) Top Canadian SaaS companies and what they do differently.

Sponsored by

Nathan Latka

SaaS Leading Platform Founderpath.com

Virtual Exhibits

Join dozens of leading SaaS companies, investors and servicer providers at the SAAS NORTH NOW virtual tradeshow. You won’t find a better place to connect directly with today’s influencers in Canadian SaaS.

Sponsored by

MENTORSHIP LOUNGE

The SAAS NORTH Mentorship Zone is an online mentorship area where entrepreneurs will be able to book 1-on-1 time slots with our acclaimed mentors. The bookings will take place during August 31st - September 11 for 25 minutes per session.

Sponsored by

Sustainable Growth with Jason VandeBoom (CEO & founder of ActiveCampaign) and Todd MacLean (co-founder of Silversmith Capital Partners)

Join Jason VandeBoom and longtime investor Todd MacLean for a discussion about the strategies ActiveCampaign employed on its path to 100k+ customers, and $100M+ ARR. Jason will share key moments in the company’s journey with lessons and insights from founding up to today, including where product-led falls short, perspectives on risk, and how to achieve a healthy balance of hyper growth and sustainable growth so you can keep building towards your vision, all without leaving your values behind.

Sponsored by

Jason VandeBoom

Active Campaign

Todd MacLean
Silversmith Capital

Exits and valuations in a pandemic & how acquirers will value your saas business in 2021

How has the global pandemic impacted M&A valuation? What are buyers focused on? What do you need to consider to get a deal done in the current environment? Join us for an engaging fireside discussion with Atulan Navaratnam, Vice President of M&A at OpenText and Lucas Skoczkowski, Principal at Red Lane Capital and former CEO of RedKnee, as we discuss M&A from a buyer's perspective.

Sponsored by

Atulan Navaratnam
OpenText

Lucas Skoczkowski
Red Lane Capital

Shivalika Handa
PwC Corporate Finance

Your proactive mindset: How 3 SaaS CEO’s found their legs in the crisis (and how you can too)

Around the globe, CEO’s are facing unprecedented disruptions to their business due to COVID-19. This panel brings 3 Saas CEO’s who are coping with the uncertainties of leading teams, managing customers and navigating the future of their business. Join us to find out how they’ve stabilized and repositioned their business for growth and how they’ve changed the way they lead.

Sponsored by

Catherine Dahl

Beanworks

Emilie Cushman
Kira Talent

Joseph Maxwell
Fintop Capital

Julia Kassam
CIBC Innovation Banking

How Henry Built a SaaS Machine That Popped to $15b on IPO Day Last Month

He launched in 2007, then went on a "candyland" like journey through private equity deals, lucrative debt packages that gave him leverage to acquire, and a sales machine that utilizes swat teams of SDR's, AE's and customer success reps. In this session, we'll break down exactly what Henry did over 13 years leading to his $15b IPO last month. 1) Where he got his first 100 customers 2) Why he sold 50% for $25m in 2014 and does he regret it? (that 50% is worth $7b today) 3) How he acquired his main competitor to hit $325m in 2019 ARR

Sponsored by

Henry Schuck

ZoomInfo

Nathan Latka

SaaS Lending platform Founderpath.com

How COVID-19 is Messing with Metrics

Join us and hear CEO, VC, and Research-driven perspectives on how COVID-19 is messing with SaaS churn & retention metrics six months in, and what companies and investors are doing about it.

Sponsored by

Allan Wille

Klipfolio

Lauren Thibodeau

SaaSCan

Pablo Srugo

Mistral

Why Acquire? Why Now? Acquisition as a strategy for growtH

Learn the in’s and out’s of what it takes to acquire, or be acquired, from some of the world’s leading experts from JMI Equity, Google and Dentons. Walk with us through some of the trends in technology M&A and the things you need to think about as you grow your company.

Sponsored by

Alon Bonder

Google

David Little

Dentons

Michelle Scarborough

BDC Capital

Sureel Sheth

JMI Equity

Transforming Your SaaS company with AI: PureFacts + MediaValet

AI solution integration Success Stories: Learn from two successful Canadian SaaS companies that use AI to add value to their customers & grow their revenues. PureFacts solutions enable wealth firms to achieve important goals for their business. Their AI solutions, powered by Microsoft Azure, reduce client attrition and catch data anomalies. MediaValet is an enterprise Digital Asset management solution that uses AI to help marketing teams improve ROI, get to market faster and ensure brand consistency to harness the power of their digital assets.

Sponsored by

Kerri Connolly

Microsoft Canada

Razib Ahmed

PureFacts

Fraser Charles

MediaValet

Increasing Revenue per Customer: Should you add financial services (payments, banking, lending) to your SaaS revenue? Perspectives from Wave Financial

Could you increase revenue per customer by adding financial services (payments, banking, lending) to your SaaS revenue? Brice Scheschuk (Globalive, WIND Mobile, Leitch Technology and PricewaterhouseCoopers) explores this perspective of scale up entrepreneurship, innovation and growth opportunity with Wave’s CEO, Kirk Simpson. Kirk has led Wave through tremendous growth to 400,000 active small businesses, 280+ people on the Wave team, and over $100 million in funding raised from investors around the world. Wave was acquired in June 2019 by H&R Block for over $537M – the 7th largest tech exit in Canada since 2001.

Sponsored by

Brice Scheschuk
Globalive Capital

Kirk SImpson
Wave

Adjusting your marketing toolkit for the new economy, your new budget, and an all-digital world

In this fireside chat, you'll hear first-hand what many CMOs in SaaS companies have had to do in this new economy. Udi and Erin will share their own experiences and talk about what they've done to lead teams, speak to customers, manage brands, adjust budgets, and adapt through rapid change. If you're in a marketing role in a SaaS company, you won't want to miss this highly tactical and very practical chat.

Sponsored by

Erin Blaskie
Fellow.app

Udi Ledergor
Gong

Navigating the capital markets in a downturn

Good companies with strong business models (like SaaS) can still raise capital. SaaS and Tech have been winners through this pandemic. Investors continue to do deals but the bar has been set higher. Learn how to deal with logistics in a virtual world, go on the offensive through M&A and understand why public equity markets on fire

Sponsored by

Alex Tong

Information Venture Partners

Aly Gillani

RBC

Hanif Joshaghani

Symend

Saeideh Fard

PointClickCare

Your series A and how to do due diligence on your first investor

If you are looking for your first investor, you can’t afford to miss this session! Hear from the experts in the trenches: Andrea Baptiste (Startups Business @ Amazon, AWS), Debbie Weinstein (Co-Founder & Partner , LaBarge Weinstein) and Sid Paquette (Head, Technology & Innovation Banking, RBC). Learn what to look for to find the best fit, and the critical questions you need to ask in order to do due diligence on your first investor.

Sponsored by

Andrea Baptiste

AWS

Debbie Weinstein
LaBarge Weinstein

Sid Paquette

RBC

Mastering virtual talent management: Top things you need to know about equity, engagement, productivity & management of remote or hybrid teams

Engaging people today and after COVID-19 demands that we rethink our HR practices, including everything from the definition of the workplace, employee engagement and productivity, managing remote or hybrid teams, compensation structures, and more. Should I let people work from home? Do we change our work hours? Do we let people move away from the office? How do we compensate people who move? How do we build culture when we aren't in the same place? When it comes to compensation, how do we keep things fair? What tools should we use to keep people in sync? How do we avoid 10 hour days on Zoom? Hear from a panel of experts across businesses of different sizes and stages to learn how they are approaching talent management in post-COVID's new world of work. This session will provide you with tools and strategies that you can tailor to your organization to care for and motivate your people.

Sponsored by

Ashira Gobrin
Wave

Justine Janssen

Ceridian

Liam Martin
Time Doctor

Paul Vallee
Tehama

Digital Fatigue - How to break through the clutter to sell more in 2021

With all the turbulence that we have faced in 2020, SaaS companies that have embraced the new normal have found a way to grow and expand. Sales & marketing SaaS experts, Shawn Finder and Riaz Sidi, will not only teach you how to build and leverage your SaaS buyer persona and deliver exceptional value to your target audience, but also share how to implement and embrace an omnichannel approach for your business to stand out from the clutter and grow in 2021 and beyond.

Sponsored by

Riaz Sidi
Sidi.io

Shawn Finder

Autoklose

Product Led Growth: The New Customer Journey

Product led growth is taking over the SaaS world as one of the most meaningful shifts in product and growth strategy in over a decade. The old SaaS growth model was sales-led and focused on executives who can drive top-down adoption. The new SaaS growth model is product-led and focuses on end users whose self-serve product love will drive bottom-up adoption. It’s much easier said than done. This talk redefines the customer journey from the end user’s perspective and tells SaaS companies how to adapt their org design to thrive in the next decade of SaaS.

Sponsored by

Blake Bartlett
OpenView

PitchFest - Round 1

The 3rd annual SAAS NORTH PitchFest is back for another epic year! Once again 8 companies will pitch for the opportunity to compete in the finale + a chance to win the grand prize! The competition will take place on both Day 1 and Day 2 of SAAS NORTH NOW. Each day, four companies will be invited to present to the official SAAS NORTH judging panel. An exciting grand-finale will also happen at the end of Day 2, where our finalists will compete one-on-one in a dramatic winner-takes-all pitch-off. The SAAS NORTH NOW audience will decide by live people’s choice voting, who will walk away with the grand prize. The competition will take place on both Day 1 and Day 2 of SAAS NORTH NOW. Each day, four companies will be invited to present to the official SAAS NORTH judging panel. An exciting grand-finale will also happen at the end of Day 2, where our finalists will compete one-on-one in a dramatic winner-takes-all pitch-off. The SAAS NORTH NOW audience will decide by live people’s choice voting, who will walk away with the grand prize. This year's grand prize includes: - $10,000 cash prize provided by Amazon Web Services; up to $100,000 in cloud credits provided by Amazon Web Services; - Full-service virtual IP manager (VIPM™) valued at $10,000 provided by Stratford Intellectual Properties; Custom explainer video package valued at $10,000 provided by Simple Story.

Sponsored by

Éléonore Jarry-Ferron

Brightspark

Patrick Lor
Panache Ventures

Patrick White

L-SPARK

Snita Balsara

MaRS Investment Accelerator Fund

Focus on Fundraising

Join our candid conversation amongst investors regarding the current state of fundraising and the outlook for the next 6-12 months. Are VCs investing? Have valuations dropped? What metrics and signals are VCs looking for now?

Sponsored by

Emily Walsh
Georgian Partners

Janet Bannister
Real Ventures

Joanne Chen
Foundation Capital

Patrick Lor
Panache Ventures

Happy Hour

At the wrap-up to each day, crack a REAL beer and join our fun and entertaining virtual bar experience!

VIP Networking - Invite Only

A limited number of speakers, investors and sponsors are invited to this exclusive invite-only VIP Reception! Presented by Ottawa Tourism. 


DAY 2 - September 10, 2020

Welcome to Day 2

Join Aydin for a quick welcome to Day 2 and recap of Day 1.

Positioning for Advantage — Reaching Your Best Customers in Noisy Crowded Markets

Our products compete in markets that are frightfully crowded and competitive. Competition comes in different forms including "The Hordes" (me-too copycats that claim to do what you do), "The Giants" (established market leaders who are a "safe" choice) and "The Ghosts" (the invisible but very real option of choosing nothing and sticking to the status quo). In this session, I will teach you how smart positioning can ensure you outrun the Hordes, use the strength of the Giants against them, and use trends to bust the Ghosts.

Sponsored by

April Dunford

Ambient Strategy

What the future of SaaS means for your product strategy

Hiten’s keynote will highlight the key product strategy changes you’ll need to make to succeed in 2020 and beyond. You’ll walk away with actionable takeaways for you and your team.

Sponsored by

Hiten Shah

FYI


Virtual Exhibits

Investor Zone

Meet with your next potential investor at our Investor Zone

Mentorship Lounge

The SAAS NORTH Mentorship Zone is an online mentorship area where entrepreneurs will be able to book 1-on-1 time slots with our acclaimed mentors. The bookings will take place during September 2 - September 11 for 20 minutes per session. Head to Sponsors & Exhibit Hall > Mentorship Zone to book your meetings! 

Treating Content Like a Product, Not a Strategy

Imagine if product teams focused solely on launching new features, with no attention to user retention and churn. Well, that's how most content teams operate today: With a focus on churning out more content without knowing if they're churning readers. In this session, Acciyo's Anum Hussain and Drift's Mark Kilens (and both former HubSpotters), will discuss how to apply a product mindset to content. You'll walk away learning on how to authentically grow your content audience.

Sponsored by

Anum Hussain
Acciyo

Mark Kilens
Drift

Adventures in category creation: how to discover, develop and dominate your SaaS category

Who in SaaS does not dream about creating a large and valuable new category? A blue ocean devoid of tough competitors, fuelling high growth and fat margins into eternity? Category creators are the icons of our time, from Elon and Steve, to Travis and Marc. The conventional wisdom is that it takes a lot of money, luck and grey hairs to discover, develop and dominate a valuable SaaS category. Mark Organ, serial SaaS category creator, founder/CEO of Eloqua and Influitive, and now a full-time executive coach for category creating CEOs, will show you a proven and unexpected approach to creating your category that minimizes capital and stress.

Sponsored by

Mark Organ

Categorynaut

Global Economic Outlook and business opportunities for the SaaS sector

COVID-19 has rocked global production and raised all kinds of questions about permanent changes that it will bring. Where others see risk, the tech sector sees opportunity. Firms and even whole industries have a new appetite for solutions that will deal with the weaknesses COVID-19 has revealed. What is the outlook for global growth in a post-COVID-19 world, and what general and industry-specific opportunities does it create for the SaaS sector? What is the investor’s view of the economic and tech landscape? What is the Pan-American perspective on VC activity and investment in SaaS?

Sponsored by

Michael Litt

Vidyard

Peter Hall
EDC

Shez Samji

Silicon Valley Bank

Sell like a Marketer

Transform your sales pipeline post COVID and innovative tips on how to break your message through email and social media.

Sponsored by

Hana Abaza
Shopify PLUS

Dev Basu
Powered By Search

Riaz Sidi
Sidi.io

Case Study: Two Founders who Bootstrapped with Revenue Financing as an Alternative to VC. Is it right for you? Can it increase your valuation and reduce your burn?

This session celebrates two bootstrappers who built multi-million dollar SaaS businesses using non-dilutive capital. Join two-time founder and current CEO of Metazoa, Jennifer Mercer, and founder and CEO of Sureify, Dustin Yoder, as they share their learnings about founding, funding, valuations, and what good exits can look like for entrepreneurs. Attendees will learn how alternative VC funding options — like revenue financing — can result in better long-term value for capital-efficient entrepreneurs who are building recurring revenue software businesses.

Sponsored by

Dustin Yoder

Sureify

Erin Blaskie

Fellow.app

Jennifer Mercer

Metazoa

A scale-up’s guide to (re)build and nurture strong founder-investor relationships (remotely)

In this session you’ll get to hear from a seasoned investor about what it takes to nurture these important relationships in a remote-first world. Whether you are considering fundraising, have just raised capital or simply want to better understand the investment landscape, this is the session for you. Attendees will learn what changes investors are putting in place in order to do remote deals with confidence, the benefits to founders of this ‘new normal’ when it comes to forging relationships with investors, and the key metrics to focus on when pitching in an uncertain economic climate.

Sponsored by

Laura Lenz
OMERS

Mike Matta

Solink

Snita Balsara

MaRS Investment Accelerator Fund

Post-Pandemic Geoeconomics: A Fireside Chat with National Bank's Louis Vachon

Join Louis Vachon, President and Chief Executive Officer of National Bank for a fireside chat moderated by David Skok, CEO and Editor-in-Chief of The Logic. Mr. Vachon shares views on the impacts of the pandemic on geoeconomics and Canada's place in a world of shifting international superpowers. The discussion will also explore longer-term domestic impacts on supply chains, real estate markets, and the future of work.

Sponsored by

Louis Vachon

National Bank of Canada

David Skok

The Logic

PitchFest - Round 2

The 3rd annual SAAS NORTH PitchFest is back for another epic year! Once again 8 companies will pitch for the opportunity to compete in the finale + a chance to win the grand prize! The competition will take place on both Day 1 and Day 2 of SAAS NORTH NOW. Each day, four companies will be invited to present to the official SAAS NORTH judging panel. An exciting grand-finale will also happen at the end of Day 2, where our finalists will compete one-on-one in a dramatic winner-takes-all pitch-off. The SAAS NORTH NOW audience will decide by live people’s choice voting, who will walk away with the grand prize. The competition will take place on both Day 1 and Day 2 of SAAS NORTH NOW. Each day, four companies will be invited to present to the official SAAS NORTH judging panel. An exciting grand-finale will also happen at the end of Day 2, where our finalists will compete one-on-one in a dramatic winner-takes-all pitch-off. The SAAS NORTH NOW audience will decide by live people’s choice voting, who will walk away with the grand prize. This year's grand prize includes: - $10,000 cash prize provided by Amazon Web Services; up to $100,000 in cloud credits provided by Amazon Web Services; - Full-service virtual IP manager (VIPM™) valued at $10,000 provided by Stratford Intellectual Properties; Custom explainer video package valued at $10,000 provided by Simple Story

Sponsored by

Éléonore Jarry-Ferron

Brightspark

Patrick Lor
Panache Ventures

Patrick White

L-SPARK

Snita Balsara

MaRS Investment Accelerator Fund

End Your Marketing Reliance on Facebook & Google's Duopoly

Google and Facebook account for much of consumer time online... But they are not the only gatekeepers of attention and influence, nor can marketers who spend 90%+ of their budgets and energy on these two sources alone expect to build resiliency, diversity of traffic, or competitive advantage. High costs of traffic, high competition, and low ROI are the hallmarks of efforts poured into these behemoths. By expanding your marketing to sources like content, broader social, email, in-product marketing, webinars, podcasts, influencers, brand, PR, co-sponsorships, and more, you can dramatically improve not only your opportunities off Facebook and Google, but (ironically enough), on them, too.

Sponsored by

Rand Fishkin

SparkToro

Role of a Platform in a SaaS Business: Why is everything a platform now?

"Software is eating the world." - Marc Andreesen, 2011. Almost a decade later and we all know how correct Marc was. Now we are living through the second order effects of this change, one of which is that all enterprise software is becoming a platform. When businesses are software, and that software needs to use other software, you can't buy it a SaaS seat license. Rather you need API access. And so we see the rise of the API economy

Sponsored by

Marc Boscher

Unito

Warren Levitan
Zendesk

Diversity, Equity, and Inclusion: Before you go from 0 to 100, do your homework

Many companies are waking up to the reality that diversity, equity, inclusion, and belonging efforts are a true driver of brand, sales, and employee engagement. When this happens, though, an unfortunate knee-jerk reaction from many executives is to look for a ‘quick fix,’ whether that be to hire a leader in-house to ‘solve the problem’ or to pay external consultants to do the heavy lifting. While the intentions behind this might be noble, there are some critical questions that companies must consider before rushing to make these much overdue changes. The reality is that all change takes time and dedication and this work is likely to be one of the most complex challenges faced by most organizations.

Sponsored by

Dave D'Oyen

Diversity and Inclusion Consultant

Sarah Saska

Feminuity

Shavonne Hasfal-MacIntosh
Shopify

MLOps: Planning for the New Normal in a Time of COVID

Today, companies must look to the next normal to stay ahead. Machine learning is undergoing unprecedented acceleration triggered by the growing emphasis on digital transformation and economic uncertainty. Operating a machine learning program in the next normal is vital for business continuity, but for many organizations, it’s an unchartered territory with no clear path to value. Come learn how we think about scaling our business, our team and our growth during these trying times.

Sponsored by

Diego Oppenheimer

Algorithmia

Kahini Shah

Gradient Ventures

Performance and Culture Pivots to Thrive in the New World

Many companies are waking up to the reality that diversity, equity, inclusion, and belonging efforts are a true driver of brand, sales, and employee engagement. When this happens, though, an unfortunate knee-jerk reaction from many executives is to look for a ‘quick fix,’ whether that be to hire a leader in-house to ‘solve the problem’ or to pay external consultants to do the heavy lifting. While the intentions behind this might be noble, there are some critical questions that companies must consider before rushing to make these much overdue changes. The reality is that all change takes time and dedication and this work is likely to be one of the most complex challenges faced by most organizations.

Sponsored by

Larissa Holmes

Borrowell

Signy Roland

League

Dean Fulford

Stratford Managers

How to scale your SaaS Marketing team to achieve and sustain rapid growth

Experimentation, testing and optimization aren’t just essential to running effective campaigns — they need to be incorporated into how you manage your team. Learn how to build and manage the right Marketing team and scale it effectively from seed stage through Series D and beyond by nurturing a growth mindset.

Sponsored by

Nick Stein

Top Hat

PitchFest - Finals

Vote and help us decide the PitchFest winner live! Join us in a n exciting lightining round session and voice your support for one lucky company who will win this year's grand prize: -$10,000 cash prize provided by Amazon Web Services; - up to $100,000 in cloud credits provided by Amazon Web Services; Full-service virtual IP manager (VIPM™) valued at $10,000 provided by Stratford Intellectual Properties; Custom explainer video package valued at $10,000 provided by Simple Story.

Sponsored by

Éléonore Jarry-Ferron

Brightspark

Patrick Lor
Panache Ventures

Patrick White

L-SPARK

Bring The Startup Community Way to SAAS NORTH

In 2012, Brad Feld wrote Startup Communities: Building an Entrepreneurial Ecosystem in Your City. Recently, he came out with a sequel titled The Startup Community Way: Evolving an Entrepreneurial Ecosystem. Since 2012, the Canadian startup community has become extremely vibrant and evolved rapidly. Learn about Brad's view of how startup communities are complex systems, which have unique characteristics as they continue to evolve and grow.

Sponsored by

Stacey Wallin

CAIN

Brad Feld

Foundry Group

Wrap-up party

At the wrap-up to each day, crack a REAL beer and join our fun and entertaining virtual bar experience!