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
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,
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
This is a quick post to remind everyone who's attending SaaStock USA in Austin later this week to come to my session at 2:30 pm on Thursday, June 1 on the Scale Stage, entitled How to Connect Your C-Suite to the Ground Truth. I've
Marketing
Just a quick post to highlight a recent podcast appearance I did on the Exit Five podcast, which is produced by the Exit Five community for B2B marketers, led by veteran marketer Dave Gerhardt. In the episode we touch on the following topics: * My background and career path and my
Marketing
A funny thing can happen with startups. Sometimes, the reasons customers love the product end up not being the same reasons that the founder wants them to love the product. This may sound bad or scary, but it's not. It's actually an opportunity, provided you recognize
Metrics
Just a quick post to invite you to register for a Balderton-hosted, public webinar on June 28th where Michael Lavner and I will discuss the SaaS Metrics That Matter in 2023. This webinar will based on the slides that we used last week in London at a Balderton portfolio
Metrics
With the able help of Michael Lavner, we did a special, live presentation and discussion of my KiwiSaaS talk, Metrics That Matter in 2023, for Balderton portfolio executives. These slides are largely the same as the KiwiSaaS ones, with the notable exception that European companies may find some of the