SAAS – the relationship between Product Market Fit, Churn, and On Boarding new customers
4 minute read, B2B SAAS and Software. Ok, so you are a few years into it, the Subscription uptake is good, but engagement with the software is not what it should be. Your growth rate looks something like this: I have seen this several times with SAAS businesses and it...
Post Lockdown 5 things you should know
So, the pipeline slowed down a little bitđ You and most other B2B sales teams are experiencing the same symptoms: The pipeline velocity has slowed, feels a little like frozen molasses đ Business Development staff normally used to face to face presentations are stuck...
SAAS and Software Demos – How to mess up a software Demo (or not to)
4 minute Read As SAAS businesses grow from start-up to growth, the Founders learn what customers are truly looking for in the product and what pain points the customers are trying to fix. Over time, as new staff are appointed, some of this knowledge is lost and as a...
SAAS Building the Machine
4-minute Read. For anyone in the SAAS industry, you will know that B2B SAAS marketing and selling is about clear metrics and solving for blockages that inhibit growth. Before that, you need to build a sustainable machine that drives your funnel and optimizes what...
The SAAS Model – Beautiful and Brutal
4-minute Read. For anyone is the SAAS industry, you will know the SAAS business Model can be Beautiful and Brutal. This article explores the Beautiful and Brutal aspects of the SAAS Business model. Why the SAAS model is Beautiful SAAS businesses are valuable because...
Customer Experience Essentials
SAAS Customer Experience (CX) Top 4 Essentials For anyone is the SAAS industry, Customer Experience is critical. If you are churning customers your growth will slow and your reputation will suffer. At the risk of sounding like âCaptain Obviousâ, this article contains...
SAAS Business Model – Fundamentals
The SAAS Business Model is awesome!! For those just becoming familiar with the model, here are some basics.SAAS Origination SAAS was a natural evolution from the previous business model of Hosting. Hosting was (and still is) a valid business model, but SAAS took it...
Sales Scaling â Inside Sales to BDM mix
An interesting topic, whatâs the trend in B2B sales teamâs composition? Once you have a sales team, the debate around the composition by function is one that needs serious consideration. Here are some of the factors to consider:ACV Considerations: The sales dilemma,...
Scaling B2B SAAS companies Top 5 Growth Hacks
So, you have got a great product, itâs out there on the web site, but youâre not scaling fast enough? SAAS companies value increases dramatically with growth. If want to drive the value of your company, you need growth. This article addresses the fundamentals of...
Case Study – Coming Soon
Closed Lost Analysis and why itâs critical to Sales and Product Management
For anyone operating in the B2B SAAS market, you will know that Closed Lost Analysis is as important and Closed Won Analysis. There is however very strong resistance to examine why you lost a transaction, and curiously not much appetite in looking at why you won an...
Instrumenting the Machine
6-minute Read. For anyone in the SAAS industry, you will know that B2B SAAS marketing and selling is about clear metrics and solving for blockages that inhibit growth. The SAAS Business Model means that you donât get paid upfront for a Licence, rather you get paid...