How Startups Can Build a Recruiting Machine (Webinar)

The competition for hiring the best top talent in startups has never been higher. The best people are almost never on the market, so it’s imperative to develop recruiting processes to find and sell passive candidates. It may take months or years of relationship building with these candidates to find the right moment when they are open...

2015 Pacific Crest SaaS Survey – Part 2

Last week I posted the results from Part 1 of our survey in which 300+ SaaS companies shared data on their growth and go-to-market strategies. This week I’m sharing the results from Part 2 of the survey where we compare application delivery methods, operational costs and gross margins, contract terms, churn rates, capital requirements and accounting methods. We’re also very...

2015 Pacific Crest SaaS Survey – Part 1

For the fourth year in a row, we worked together with Pacific Crest Securities, an investment banking firm with a specific focus on SaaS, to survey 305 SaaS companies. This survey represents deep benchmarking data and insights on the growth and operations of the companies in this space. I want to extend my personal thanks to the...

SaaS Marketing | SaaS Customer Aligment Ebook!

When your SaaS business is well aligned, your SaaS customers consistently take positive actions that lead to positive business outcomes: they try, they buy, they upgrade and they refer you to a friend. When you are poorly aligned, your SaaS customers consistently take negative actions that lead to negative business outcomes: they bounce, they negotiate, they complain, and they churn. SaaS businesses develop intimate, long term relationships with their customers. Like many long term relationships, it is founded on a recurring cycle of needs fulfilled and expectations met, or not. And I don’t just mean customer needs and expectations. There are two sides to every relationship. SaaS businesses need to make money as much as SaaS customers need to spend it. SaaS customer alignment means aligning the goals and actions of the SaaS customer with the goals and actions of the SaaS business at every stage of the
saas marketing strategy
Continue reading "SaaS Marketing | SaaS Customer Aligment Ebook!"

SaaS Marketing | SaaS Customer Aligment Ebook!

When your SaaS business is well aligned, your SaaS customers consistently take positive actions that lead to positive business outcomes: they try, they buy, they upgrade and they refer you to a friend. When you are poorly aligned, your SaaS customers consistently take negative actions that lead to negative business outcomes: they bounce, they negotiate, they complain, and they churn.

SaaS businesses develop intimate, long term relationships with their customers. Like many long term relationships, it is founded on a recurring cycle of needs fulfilled and expectations met, or not. And I don’t just mean customer needs and expectations. There are two sides to every relationship. SaaS businesses need to make money as much as SaaS customers need to spend it. SaaS customer alignment means aligning the goals and actions of the SaaS customer with the goals and actions of the SaaS business at every stage of the

saas marketing strategy
Continue reading "SaaS Marketing | SaaS Customer Aligment Ebook!"

forEntrepreneurs 2015 SaaS Survey Infographic

We’re excited to share the forEntrepreneurs SaaS Survey Infographic, which highlights major parts of this year’s SaaS Survey results. With all the data in the survey to help SaaS companies benchmark their growth, we thought it would be useful to show the major insights in a more graphical form. For the full results and analysis,...

New Thinking for a New Wave of Sales Candidates

wave.jpgIt’s a tough hiring market -- especially for SDR and AE roles. In some locations (San Francisco, New York, and Boston), it has become almost impossible.

I know from speaking with Sales Leaders (and from our research) that companies are being forced to hire younger and less experienced reps. It seems “straight out of college” has become the new “1-2 years of experience” and that “minimum of 1 year of selling” has replaced “3+ years in a sales capacity.”

By this point, if you don’t have a healthy number of “Millennials” on your team, you’re in the minority. Despite the stereotypes (social media-obsessed, marriage-delaying, selfie-addicts), Millennials actually stay longer with their employers than the previous generation.

 
Source: White House Council of Economic Advisors

(Although, good luck trying to convince a Sales Development Manager in the Bay Area

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Welcome to the new forEntrepreneurs blog site!

Hello, and welcome to the re-designed forEntrepreneurs blog site!   We’ve updated the design of the forEntrepreneurs blog site in an effort to bring you the same in-depth content and resources but with an improved experience. I wanted to make it easier for you to browse and find what you’re looking for, especially when you’re on the go, and to...

Accelerate Your Startup: It’s Time to Floor It

This article was originally published as part of a series of posts on GigaOm. In my two previous blog posts, I’ve discussed the first two of three key phases in a startup life cycle: finding a product/market fit, then determining a repeatable and scalable sales model. Once you’ve determined that the sales funnel process you’ve designed...

Making Markodojo | Untold SaaS Product Secrets

saas product secretsToday, I’m excited to announce the launch of Markodojo, my agile marketing management SaaS startup and an entirely new breed of enterprise marketing software. You say: “That’s great Joel, but what’s in it for me?” Well, if you are a marketing manager, please skip to the shameless plug below, then head straight to the Markodojo website and sign up for a 30-day free trial. If you are a SaaS founder or a SaaS startup executive, then stick around for the entire blog post, because I’m going to share some closely held, untold secrets of SaaS product design.

First the plug.

Markodojo Marketing Management is Here!

marketing management softwareIf you are a marketer, then you must check out Markodojo. I guarantee you have not seen any other marketing management software like it. If you are not a marketer, then please do me the small favor of passing this along to everyone you know who works in marketing.

Tweet it!

Markodojo marketing management software combines agile principles with the best of CRM, project management, and innovative Internet collaboration to give marketing teams what they have been sorely lacking, a true enterprise app for marketing.

In classic Chaotic Flow style, there is a free 30 day trial and you can buy Markodojo by credit card right inside the app. Check it out!

End of plug.

With that out of the way, I thought I’d use this auspicious occasion to share a little of my own experience over the past year as the Markodojo chief product designer in the hopes that it will prove useful to other SaaS founders and SaaS product executives. You might also want to check out this previous post: Eleven Secrets off SaaS Product Design, because this current post builds on the ideas presented in them with real-world Markodojo examples.

Two Clear Paths to Great SaaS Products

I talked to a lot of entrepreneur friends before starting Markodojo: founders and early employees of companies like Zendesk, Marketo, Salesforce, etc., in whose footsteps I would like Markodojo to follow. In the course of those conversations, two clear paths emerged for creating great SaaS products.

Path #1: Do What You Love…and Hate
This path to great SaaS products was followed by founders who had spent their career in a particular industry sector. Based on their own frustrations with the tools at hand, they struck out to solve the problems they knew all too well.

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