Episode 75: Why Growing a SaaS Company Gets Complicated | Mark Walker
January 14, 2026
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Enterprise software veteran Mark Walker joins Bo to break down what it really takes to build infrastructure software that can scale from startups to multi-billion dollar companies. As CEO of New, Mark leads a next-generation billing, quoting, and subscription platform used by some of the fastest-growing AI companies in the world.
In this episode, Mark explains why speed is the ultimate feature in modern software, how New helps companies bridge self-service and enterprise sales without ripping out existing systems, and what he learned from building and selling a SaaS company during the pandemic. From CPQ complexity and recurring revenue models to partnerships, focus, and leadership, this conversation is a masterclass in building durable tech businesses.
Guest Resources
Website: nue.io
LinkedIn: Mark Walker
Value Bombs
Speed Is the Ultimate Feature – Why modern software must be implemented and changed fast or it becomes obsolete.
Do Not Build Billing Yourself – Why building an internal billing system distracts companies from delivering customer value.
Enterprise Simplicity Wins – How making enterprise software easy unlocks growth across startups and large organizations.
Focus Beats Features – Why being great at one thing requires intentionally being bad at others.
Partnerships Create Leverage – How aligning with platforms like NetSuite and Salesforce unlocked enterprise customers.
Recurring Revenue Changes Valuation – Why SaaS companies are valued on future revenue, not current performance.
Curiosity Over Credentials – Why the ability to learn matters more than what someone already knows.
Sponsors
Grit Fitness – Elevate your fitness with cutting edge training and expert coaching. Learn more at Grit Fitness.
D3 Capital – Unlock sophisticated investment strategies designed to protect and grow your wealth. Learn more at D3 Capital.
Show Notes
[00:00] – Mark Walker introduces himself and explains what New does in the enterprise software ecosystem.
[03:00] – How New combines billing, CPQ, and self-service into a single platform.
[06:00] – Why companies outgrow Stripe when enterprise sales enter the picture.
[09:00] – Serving startups and billion-dollar companies with the same software.
[12:00] – Why implementation speed matters more than feature depth.
[15:00] – Why companies should not build their own billing infrastructure.
[18:00] – The hidden complexity of compliance, edge cases, and reporting.
[21:00] – Mark’s previous SaaS exit and selling a company during the pandemic.
[24:00] – How partnerships with NetSuite and auditors unlocked large customers.
[27:00] – Focus, niche positioning, and knowing what not to build.
[30:00] – SaaS valuations, the Rule of 40, and revenue growth expectations.
[33:00] – Comparing SaaS valuation models to the gym business.
[36:00] – Why businesses must evolve or risk becoming irrelevant.
[41:00] – Hiring for grit, curiosity, and long-term adaptability.
[46:00] – Mark’s day-to-day as a CEO and sustaining health under pressure.
Killer Resources
D3 Capital eBook – Master tax reduction strategies with our exclusive guide.
Grit Fitness Blog – Premium content on fitness, wellness, and peak performance.
Never Split the Difference – Chris Voss negotiation framework.
Multipliers – Liz Wiseman on leadership and team performance.
Performance & Wellness Picks
Daily Walking – Maintain energy during long workdays.
Strength Training – Protect health while operating at a high level.
Early Mornings – Create space for focus and reflection before chaos starts.
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