Boards
It all began with a simple question: why do European board meeting minutes look so different from American ones? The first time you read the typical minutes from an American board of directors meeting, you freak out because they feel so devoid of content. After a while, you get used
Metrics
Come to my SaaStr Annual presentation on The Strategic Use and Abuse of SaaS Metrics.
Marketing
Silicon Valley marketing communications are, simply put, not the major league. By comparison to Washington, DC and political communications, we are AAA baseball [1]. In fact, to be less kind, if DC communications are the major league, you could argue that consumer marketing is AAA, and we in Silicon Valley
Growth
I put blog ideas into a to-write folder which contains more than 300 files full of brain dumps, outlines, and rants, all in various forms of disrepair. It's my process. In that folder, there are 21 posts with PLG (product-led growth) in the draft copy and 5 with
Silicon Valley
This is a quick post to highlight my recent appearance on the Data Radicals podcast (Apple, Spotify), hosted by Alation founder and CEO, Satyen Sangani. I've worked with Alation for a long time in varied capacities -- e.g., as an angel investor, advisor, director, interim executive, skit
CEO
Long-time readers will know I like making reductionist mission statements for roles in the organization. For example: * Marketing exists is to make sales easier. The mantra that helped me rise from PMM to CMO. * HR exists to help managers manage. * Professional services exists to maximize ARR while not losing money.
Forecasting
I grew up in enterprise. I have already written a post on the tricky problem of mapping one’s mindset from enterprise to velocity SaaS, meaning smaller deals, shorter contract durations (e.g., month-to-month), and/or monthly-varying pricing [1]. That post was focused on what, if anything, “annual recurring revenue”
Metrics
Just a quick post to share the recording of the webinar we did yesterday, where my Balderton Capital colleague Michael Lavner and I discussed the SaaS Metrics That Matter. You can find the slides here. The video is available here. Thanks to everyone who attended and for the great questions
Metrics
Insight Partners recently published an excellent 2023 Sales KPI Report. As I went through it, I thought it could be educational and fun to write a companion guide for three distinct audiences: * The intimidated. Those who find SaaS benchmark reports as impenetrable as James Joyce. The post could serve as
Metrics
Slides from Dave Kellogg's Radia Accelerator SaaS Metrics 101 presentation.
About three years ago, I had a conversation with an old friend that led to a post, Ten Pearls of Enterprise Software Startup Wisdom from My Friend Mark Tice. In that (quite popular) post, I shared Mark’s top ten list of mistakes that enterprise software startups make in sales
Earlier today I spoke at SaaStock USA in Austin and gave a presentation on connecting your c-suite to the ground truth. I think it's important that startup founders and leaders understand how easy it is to get disconnected from the ground truth (i.e., the reality of the