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
It’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
Today, 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.
If 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.
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.