At Digital Insight, Hardy shifted focus from product-line P&Ls to total-offering value, bundling implementation/training to cut churn and deepen product adoption. The move boosted annual growth from 12% to 16%, improved retention, and drove higher bookings—directly increasing enterprise value at exit.
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Now Watch the Complete Episode Featuring CFO Matthew Hardy of Bonterra
Matthew Hardy, CFO of Bonterra, discusses driving mission-driven SaaS growth while increasing EBITDA. With six CFO chapters in PE-backed tech, he prioritizes resource allocation to product and go-to-market, not blunt headcount cuts. He eliminates “fake work units,” aligns on work to stop, and uses zero-based budgeting. With investors, cadence varies, but rule is no surprises. His strategic moment at Digital Insight bundled implementation/training and removed product P&Ls, lifting growth from 12% to 16% and pushing multi-product customers’ churn near zero. At Bonterra, AI agents deflect 30% of billing/collections tasks. The mission: help nonprofits scale impact—toward 3% of GDP by 2033.
| CFO’s Strategy Playbook |
|---|
| • Invest in product and GTM; protect EBITDA. |
| • Eliminate fake work; stop low-value activities. |
| • Build for retention; customer value drives ARR. |