Why Skillful Fundraising is a Huge Competitive Advantage

During their fundraising processes, founders often tell me “I’d really like to get back to building the business.” I’m certain it’s true. Every founder surely would certainly rather be building their product and company than fundraising. Nevertheless, a founder skilled in fundraising can create enormous leverage for their business and develop unassailable competitive advantages. This is why it’s critical for early stage founders to invest time to perfect their pitches.

The SaaS Success Database

unicorn-money What does it take to build a billion-dollar SaaS enterprise-software company? We gave a 30,000-foot answer to this complex — and fascinating — question in a recent TechCrunch post, The SaaS Adventure. To recap: We’ve observed seven key phases in most SaaS companies’ go-to-market success. We dubbed this journey the “SaaS Adventure,” which is broadly how we… Read More

The Math Behind SaaS Startup Customer Lifetime Value

mathematics One of the most critical metrics for software companies — but also one of the most difficult to measure — is the lifetime value of their customers (LTV). The lifetime value dictates how a company should spend its marketing and sales dollars. Unfortunately, many early stage startups struggle to measure LTV, because they haven’t been around very long and, consequently… Read More

Why Bottoms Up Selling is a Fundamental Shift in SaaS

Much has been written about the consumerization of IT, the movement fueling many SaaS startup’s growth by targeting individuals in a target customer called B2C2B, rather than selling top down. But until yesterday, I hadn’t found anyone who had quantified the size of the movement. In mid-2014, CEB published Harnessing Business-Led IT to answer this question. While the entire report is worth reading, the chart above answers the particular question above.

Four Important Data Points about Purchasing Behavior in SaaS

The SaaS ecosystem has been evolving incredibly quickly. Most of the time, the changes in the ecosystem are embodied in one particular company which grows exceptionally quickly. Focusing on these fast-growers, the macro shifts can be hard to discern. Last week, Okta released a report Business at Work sweeps across SaaS to reveal these recent evolutions. These are the points that I found most interesting. First, most companies, irrespective of size from 1-4k+ employees, use 14 SaaS applications.

What SaaS Startups Miss in User Onboarding

Over dinner, a veteran product manager argued most SaaS products’ onboarding practices miss a crucial step: create value for the user in the first session. After that conversation, I signed up for many brand-name SaaS products pretending it was for the first time, and I couldn’t help but agree with him. Most SaaS products guide a user through three steps. First, collect the requisite data to create an account, like email and password.

Finding Your Needy Niche

The following is an excerpt from The Predictable Revenue Guide To Tripling Your Sales:

Don’t let the Fear Of Missing Out (FOMO) muddy your market & message

When your company is struggling to generate quality leads, first ask yourself if you’ve found a Needy Niche. Of all the kinds of companies who could use you…and all the kinds of buyers who should want you… which ones need & want you so much that they’re willing to expend their attention, energy & money to buy and use you?Screen Shot 2014-08-19 at 2.52.01 PM

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