Growth
[This article was previously published in the Topline newsletter; see notes.] The idea was always that, once at scale, software companies could print money. With SaaS, revenue recurred. If you could buy a dollar of annual recurring revenue (ARR) for one, or even two, dollars, then why not buy a
Boards
I did this analysis last year and it became a popular post, so I figured I'd do the same retrospective today. Following are the ten most-read Kellblog posts in 2025, regardless of the year in which they were written -- and it includes some golden oldies. 1. What
AI
Unlike many marketers, I’m not particularly prone to hyperbole, and thus “crisis” is not a word that I use lightly. But I think saying “pipeline crisis” is warranted today when discussing what’s happening in marketing and is a key underlying cause for the broader malaise in SaaS growth.
AI
Today, I presented at SaaS Metrics Palooza 2025 on the differences between selling work and selling software. I'd like to thank my metrics brother, Ray Rike, for inviting me to speak and I'd like to thank everyone who attended the session. Topic covered include: * Defining outcomes
GTM
Today Dan Teodosiu, Thor Mitchell, and I hosted a Balderton webinar entitled Aligning Product and Go-To-Market (GTM) Using Customer Value Metrics. We are all executives in residence (EIRs) at Balderton -- Dan covers technology, Thor covers product, and I cover go-to-market -- and, in a display of cross-functional walking-the-talk, we
GTM
My fellow Balderton Capital EIR Dan Teodosiu and I recently published an article on aligning product and go-to-market teams using metrics, specifically customer-value metrics. In this post, I'll talk a bit about the article and how we came to write it, with the hope that I'll
Finance
"I have a map of the United States ... actual size. It says, Scale: 1 mile = 1 mile. I spent last summer folding it. I also have a full-size map of the world. I hardly ever unroll it." -- Stephen Wright (comedian) Much as we build maps as models
GTM
Just a quick post to share the slides I used today in a nearly 90-minute discussion with founders participating in the most recent cohort of the Balderton Launched incubator program. Because this is focused on incubation-stage startups, we walked mostly about $0 to $1M (or $2M) issues, both how to
GTM
So, you’re missing plan and revenue growth is down. Well, welcome to the club. You’re certainly not alone in these times. In this post, I’ll discuss what you can do about it – specifically, how you can apply some of the ideas I’ve discussed in Kellblog to
AI
Last week I hosted an event at the Balderton Capital London headquarters discussing the impact of AI on go-to-market (GTM) functions. The event was inspired by two things: * My aborted attempt to write an AI GTM guide, after I realized just how huge the space was and how fast it
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
Growth
In my consulting and advising work, I’ve worked with a number of enterprise SaaS companies that get stuck with a broken go-to-market (GTM) motion. What do I mean by broken? * Chronic plan misses, and not by 5-10%, but by 30-50% [1] * Weak sales productivity, measured either relative to the