Management
(Republishing this 5/7/18 post that got deleted in a recent clean-up, and it's easier to repost than restore) As CEO of a company, I can’t tell you the number of times, I get emails like this: Dave, I know our policy is that we don’
Metrics
Just a quick post to share the slides from the presentation I gave today at the KiwiSaaS conference to discuss the SaaS metrics that matter in 2023 and 2024. The presentation has three sections: First, an introduction which quickly reviews the ways the startup world has changed in the past
Management
(Revised 8:56 am 3/19) Looks like I picked the wrong week to be off-grid in Argentina. When I came back on-grid last night, I quickly discovered that the world, or more precisely, my Silicon Valley business world, had basically exploded while I was flyfishing in Patagonia. A few
Leadership
"Is a dream a lie if don't come true?" -- Bruce Springsteen The River was one of my favorite songs in college and whenever I listen to the above line near the end, I start thinking about Silicon Valley. Consider three entrepreneurs. Founder 1: Elizabeth Holmes.
Marketing
In the first part of this two-part series we discussed the importance of timing in ensuring that market research is actionable. The moral was to time the arrival of research (e.g., win/loss reporting, NPS surveys, awareness and marketing funnel studies) with the cadence of your company's
Marketing
Ever heard any of these? * "Yes, we run a quarterly customer satisfaction (CSAT) and NPS survey, but I feel like we don't really take any action based on it." * "Win/loss reporting, well yes, we do it, but I don't think it'
Management
SaaStock recently released an interview with me on their podcast, The SaaS Revolution Show. The interview, conducted by SaaStock founder and CEO Alex Theuma, was notionally about the Balderton Founder's Guide to B2B Sales that I published late last year. While we ended up discussing that, we also
Metrics
I recently did a consulting project where I worked with an experienced executive to provide a crash course in SaaS metrics. In order to perform that assignment, I decided not to make an entire course, but simply the syllabus for one, as a way to guide our conversations. While I
Marketing
Just a quick post to share the slides from the webinar we ran today on the Balderton Founder's Guide to B2B Sales. Thanks to all those who attended and who particpated in the Q&A. I've embedded them below. Here are the slides on Google
Management
Quick: which company do you like better? Yes, assume they’re similar size, growing at similar rates, and both at scale. Pick A or B. Thelonious can't help because there’s no third option. C’mon. You know you want to pick A. * Company A has a leaner
Predictions
Complete version, see note [1] for details. Yikes, I'm a few weeks later than usual and now slipping into February, so let’s jump right into our ninth annual predictions post before it's too late to publish. A quick reminder that I do these for fun
GTM
Just a quick post to share the video of the SaaStock 2022 presentation that I delivered in Dublin last October. The title of the session is Driving Go-To-Market Efficiency in the Coming 24 Months. In a relatively short, 20-minute format, I cover: * How and why the go-to-market (GTM) functions invariably