The SaaS CFO · Ben Murray
podcastplaybook2nd Time Founder Building AI Quote-to-cash Platform for SLG Recurring Revenue Businesses
Source excerpt
About The SaaS CFOWelcome to this episode of The SaaS CFO Podcast! Today, Ben Murray sits down with Michael Babineau, co-founder of Turnstile, to unpack the journey from software engineer to successful second-time founder. Michael Babineau shares how his engineering background and the exit of his first company, Second Measure, to Bloomberg helped shape the vision for Turnstile—a next-gen, AI-native quote-to-cash platform designed to handle the complex challenges of sales-led, recurring revenue businesses. In this candid conversation, Michael Babineau dives into lessons learned from scaling and selling a company, the difficulties of automating revenue processes for custom deals, and why building a truly integrated, flexible system is crucial for SaaS companies looking to grow. You’ll also hear insights into Turnstile’s go-to-market strategy, their unique pricing approach, and what it’s really like to raise…
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Apollo layer
What a founder can learn
Founder takeaway
For sales-led recurring revenue businesses, custom deals can turn quote-to-cash into an operational bottleneck. Treat quoting, contracting, billing, and revenue workflows as one flexible system rather than automating each step in isolation.
Why it matters
Disconnected processes create manual work and make complex deal terms harder to manage as sales volume grows. An integrated workflow can help the business scale without adding equivalent operational overhead.