Software Spotlight cover art

Software Spotlight

Software Spotlight

By: Software Oasis
Listen for free

About this listen

 Are you looking to stay ahead in the fast-paced world of B2B SaaS? Software Spotlight delivers weekly insights from the frontlines of software innovation. Join host Michael Bernzweig, founder of Software Oasis since 1998, as he brings you exclusive conversations with industry titans, innovative leaders, and game-changing executives in the SaaS space. Each episode unpacks winning strategies, emerging trends, and actionable insights you can implement immediately. From scaling your SaaS business to mastering digital transformation, discover the tactics that drive success in today's competitive landscape. Whether you're a founder, executive, or ambitious professional in the B2B SaaS world, this podcast delivers the strategic intelligence you need to thrive. Subscribe now to join our community of forward-thinking tech leaders and get weekly episodes packed with data-driven insights, expert analysis, and exclusive interviews that will transform your approach to B2B SaaS.© 2023 - 2025 Software Oasis, LLC Politics & Government
Episodes
  • Geoffrey Toffetti of FPG: Unlocking Hospitality Revenue

    Geoffrey Toffetti of FPG: Unlocking Hospitality Revenue
    Jun 12 2025
    In this episode of Software Spotlight, host Michael Bernzweig of Software Oasis interviews Geoffrey Toffetti, CEO of FPG, discussing his journey in the hospitality industry and the innovative solutions FPG provides to enhance guest experiences and maximize revenue for hotels. Geoffrey shares insights on the challenges faced by the hospitality sector, the importance of effective onboarding and implementation of their software, and the strategies for client success. The conversation highlights FPG's niche expertise and the referral-based approach to client acquisition, emphasizing the significant impact of their solutions on the hospitality market. In this conversation, Michael Bernzweig and Geoffrey Toffetti discuss the integration of technology in the hospitality industry, focusing on the importance of the front desk and food and beverage sectors. They explore acquisition strategies, the challenges of a fragmented ecosystem, and the potential of AI to enhance customer experiences while maintaining human interaction. The discussion emphasizes the need for businesses to adapt to technological advancements and the importance of nurturing relationships within communities.TakeawaysGeoffrey Toffetti started his career in hospitality as a valet.FPG helps hotels increase guest satisfaction and revenue.The company transitioned from consulting to a fully SaaS model.Training front desk agents is crucial for maximizing revenue.FPG's solutions can generate significant incremental revenue for hotels.Onboarding is critical for software success in hospitality.FPG uses a phased approach to client implementation.The hospitality market is comprised of brands, management companies, and owners.FPG has acquired competitors to strengthen its market position.Referrals are the primary source of new clients for FPG. The front desk and food and beverage are key revenue drivers.Successful integration of technology can lead to significant revenue increases.Community engagement requires active participation and nurturing relationships.Acquisitions can provide valuable insights and technology integration opportunities.AI should enhance human roles, not replace them.The hospitality ecosystem is highly fragmented, creating challenges for customer experience.Direct bookings are crucial for hotels to maximize revenue.Education on AI is essential for businesses to stay competitive.Data security is a major concern when using AI solutions.The restaurant market outside hospitality is significantly larger than within. Sound Bites"It's about revenue and guest experience.""We train them how to do it.""Our ROI is like 25 to one on average.""We're deep experts in a niche.""The tide rises all boats.""The grass isn't greener on the other side.""We see a huge opportunity to use AI."Chapters00:00 Introduction to FPG and Geoffrey Toffetti01:03 Geoffrey's Journey in Hospitality03:10 FPG's Value Proposition in Hospitality04:03 Revenue and Guest Experience Challenges06:35 Maximizing Revenue for Existing Assets08:14 Onboarding and Implementation Strategies10:46 Phased Approach to Client Success12:27 Understanding Client Base and Market Position13:15 Niche Expertise and Competitive Advantage14:40 Referral-Based Client Acquisition17:51 Integrating Solutions in Hospitality24:48 Acquisition Strategies and Technology Integration30:26 Navigating the Fragmented Hospitality Ecosystem32:44 The Future of AI in Hospitality -> Career Stalled?Earning $40K-$90K+ in tech is possible. Explore 10 in-demand career paths with 1M+ job openings.Fast-track tech career courses – no experience or degree required!Start Free Coursehttps://softwareoasis.com/start-free-course-> Subscribe to our Fan Newsletter and Get ahead in your B2B tech career.Weekly data, trends, analysis, interviews, and insights to your inbox every Tuesday. Unsubscribe at any time.https://softwareoasis.com/newsletter-> Join our Patreonhttps://softwareoasis.com/patreonWhat can you expect from our Patreon?By becoming a patron, you're investing in your own success and unlocking a range of exclusive benefits, including:Exclusive Content: Bonus episodes, extended interviews, behind-the-scenes content, and early access to recordings.Direct Influence: Suggest topics, ask questions for guests, and participate in polls to shape the future of the podcasts.Personalized Advice: Patrons get access to group Q&A sessions with me, Michael Bernzweig.Community Access: Join a private channel to connect with other listeners.Software Oasis Free Course Access: Get access to one free course from Software Oasis's trending tech and career courses, valued at $249 to $399.Weekly Fan Newsletter: Packed with exclusive insights, updates, and curated resources.
    Show More Show Less
    35 mins
  • John Ferrara of Nimble: The Art of Relationship-Driven CRM

    John Ferrara of Nimble: The Art of Relationship-Driven CRM
    Jun 4 2025

    In this episode of Software Spotlight, host Michael Bernzweig of Software Oasis interviews John Ferrara, founder of Nimble and co-founder of Goldmine. They discuss John's journey in the tech industry, the evolution of CRM and contact management, and the importance of integrating sales and marketing tools. John shares insights on building relationships in a digital world and the future of Nimble as a unified solution for businesses.

    Takeaways

    • John Ferrara emphasizes the importance of relationships in business.
    • Goldmine was a pioneering solution in contact management before modern CRMs.
    • Nimble aims to provide a unified platform for sales and marketing.
    • Integration of tools is crucial for modern businesses to thrive.
    • The complexity of sales tech stacks can hinder growth.
    • Building relationships is essential in a digital landscape.
    • Nimble is designed to help users manage their contacts effectively.
    • The philosophy behind Nimble is about helping others grow.
    • Your network is a valuable asset in business.
    • Every business should consider having a personal CRM.

    Sound Bites

    • "We all grow through conversation and engagement."
    • "Goldmine was Outlook before it existed."
    • "Integration is key for organizations today."
    • "Your brand and your network are your net worth."
    • "Your network is your net worth."
    • "Nimble is not just a product, but a philosophy."
    • "People buy from people, that is the bottom line."
    • "You should all have your own personal CRM."

    Chapters

    • 00:00 The Journey of John Ferrara
    • 06:12 The Evolution of CRM and Contact Management
    • 12:02 Nimble: A Unified Solution for Sales and Marketing
    • 18:04 The Importance of Integration in Business
    • 24:13 Building Relationships in a Digital World
    • 30:08 Nimble's Future and User Integration

    -> Career Stalled?

    • Earning $40K-$90K+ in tech is possible. Explore 10 in-demand career paths with 1M+ job openings.
    • Fast-track tech career courses – no experience or degree required!

    Start Free Course

    https://softwareoasis.com/start-free-course

    -> Subscribe to our Fan Newsletter and Get ahead in your B2B tech career.

    Weekly data, trends, analysis, interviews, and insights to your inbox every Tuesday. Unsubscribe at any time.

    https://softwareoasis.com/newsletter

    -> Join our Patreon

    https://softwareoasis.com/patreon

    What can you expect from our Patreon?

    By becoming a patron, you're investing in your own success and unlocking a range of exclusive benefits, including:

    • Exclusive Content: Bonus episodes, extended interviews, behind-the-scenes content, and early access to recordings.
    • Direct Influence: Suggest topics, ask questions for guests, and participate in polls to shape the future of the podcasts.
    • Personalized Advice: Patrons get access to group Q&A sessions with me, Michael Bernzweig.
    • Community Access: Join a private channel to connect with other listeners.
    • Software Oasis Free Course Access: Get access to one free course from Software Oasis's trending tech and career courses, valued at $249 to $399.
    • Weekly Fan Newsletter: Packed with exclusive insights, updates, and curated resources.
    Show More Show Less
    37 mins
  • Bill Wilson of Pace Pricing: The Art of B2B SaaS Pricing

    Bill Wilson of Pace Pricing: The Art of B2B SaaS Pricing
    Jun 4 2025

    In this Software Spotlight episode, Michael Bernzweig interviews Bill Wilson, CEO and founder of Pace Pricing, discussing the intricacies of pricing strategies in B2B SaaS. Bill shares his journey from software development to becoming a pricing expert, emphasizing the importance of aligning pricing with product-market fit and customer value. The conversation explores common pricing pitfalls, the significance of time to value, and the emotional aspects of pricing decisions. Bill also highlights the need for a balanced approach to pricing models, particularly in the evolving landscape influenced by AI. The episode concludes with insights into the typical challenges faced by founders and the revelations that can transform their pricing practices.

    Takeaways

    • Pricing is intertwined with product and positioning.
    • Founders often fear deep conversations with customers about pricing.
    • A good pricing strategy should create a sense of investment for both parties.
    • Retention, expansion, and acquisition are key levers in pricing.
    • Time to value is crucial for customer satisfaction and retention.
    • Pricing models should adapt to customer needs and market changes.
    • Perceived value significantly impacts pricing strategies.
    • Founders often overlook the emotional aspects of pricing decisions.
    • Effective pricing practices can lead to substantial revenue growth.
    • Understanding customer jobs to be done is essential for pricing success.

    Sound Bites

    • "Pricing is product and product is pricing."
    • "You need to have some pushback."
    • "Time to value is super important."
    • "The emotional part of pricing is fundamental."
    • "Your customers hold all the answers."
    • "If you serve everyone, you serve no one."
    • "Your customers want you to have good pricing."

    Chapters

    • 00:00 Introduction to Pricing Expertise
    • 02:19 The Journey to Pace Pricing
    • 06:31 Understanding Product-Market Fit and Pricing
    • 09:14 Identifying Pricing Issues and Their Impact
    • 12:34 The Importance of Time to Value
    • 16:18 Balancing Pricing with Organizational Forces
    • 20:23 Navigating Pricing Models in a Changing Market
    • 24:55 The Role of Perceived Value in Pricing
    • 28:31 Common Scenarios for Pricing Consultation
    • 30:47 The Client Journey and Founder's Hesitations
    • 33:57 Revelations for Founders on Pricing Practices

    -> Career Stalled?

    • Earning $40K-$90K+ in tech is possible. Explore 10 in-demand career paths with 1M+ job openings.
    • Fast-track tech career courses – no experience or degree required!

    Start Free Course

    https://softwareoasis.com/start-free-course

    -> Subscribe to our Fan Newsletter and Get ahead in your B2B tech career.

    Weekly data, trends, analysis, interviews, and insights to your inbox every Tuesday. Unsubscribe at any time.

    https://softwareoasis.com/newsletter

    -> Join our Patreon

    https://softwareoasis.com/patreon

    What can you expect from our Patreon?

    By becoming a patron, you're investing in your own success and unlocking a range of exclusive benefits, including:

    • Exclusive Content: Bonus episodes, extended interviews, behind-the-scenes content, and early access to recordings.
    • Direct Influence: Suggest topics, ask questions for guests, and participate in polls to shape the future of the podcasts.
    • Personalized Advice: Patrons get access to group Q&A sessions with me, Michael Bernzweig.
    • Community Access: Join a private channel to connect with other listeners.
    • Software Oasis Free Course Access: Get access to one free course from Software Oasis's trending tech and career courses, valued at $249 to $399.
    • Weekly Fan Newsletter: Packed with exclusive insights, updates, and curated resources.
    Show More Show Less
    32 mins

What listeners say about Software Spotlight

Average Customer Ratings

Reviews - Please select the tabs below to change the source of reviews.

Audible.com.au reviews

Amazon Reviews
No Reviews are Available
In the spirit of reconciliation, Audible acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.