SaaS
Ep. 106: John Messer, Copilot Capital | Scaling Software Without Losing Focus
•January 8, 2026
Original Description
On this episode, John Messer, Co-Founder and Managing Partner at Copilot Capital, breaks down how value is built in scaling European B2B software businesses—including how to professionalise go-to-market, sharpen customer segmentation and pricing and use M&A as a focused growth lever.
Get practical guidance on sequencing international expansion, maintaining clarity as teams grow from 50 to 200 people, and applying AI in ways that genuinely improve products and internal efficiency rather than creating distraction.
The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
⏱️ Time Stamps
0:00 Intro
02:34 – Introducing John Messer and Copilot Capital
04:16 – What Copilot Capital does and why the copilot model matters
06:40 – How Copilot partners with founders before and after investing
09:10 – The five value creation levers Copilot focuses on
11:20 – Go-to-market scaling for B2B software companies
15:00 – Building repeatable sales teams and rev ops discipline
18:30 – Hiring leadership and scaling company culture
21:40 – Customer success, retention, and pricing strategy
25:10 – Fixing customer segmentation to improve LTV
28:20 – M&A strategy and customer book acquisitions
31:50 – International expansion across Europe and the US
34:20 – Closing thoughts, resources, and wrap-up
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