GTM
Just a quick post to share the slides I presented at SaaStock Dublin today on driving go-to-market (GTM) efficiences over the coming 24 months. I chose this topic because extending runway is on everyone's mind and -- because it's usually the single largest contributor to overall
Boards
I'll be speaking next month in Barcelona on the first day of SaaStr Europa, held at the International Convention Center on June 7th and 8th. My presentation is scheduled at 11:25AM on June 7th and entitled The Top 5 Scale-Up Mistakes and How to Avoid Them. While
GTM
There's some great content out there on the subject of hiring your first VP of sales at a startup, so in this post I'm going to do some quick thoughts on the subject in an effort to complement the existing corpus. In other words, this is
BI
I admit that I’ve been more than a little slow to put out this post, but at least I’ve missed the late December (and early January) predictions rush. 2020 was the kind of year that would make anyone in the predictions business more than a little gun shy.
Enterprise
(This is the second in a three-part restructuring and build-out of a previous post. See note [1] for details.) In the prior post we introduced repeatable sales process as the Holy Grail of enterprise software sales and, unlike some who toss the term around rather casually, we defined a repeatable
Demandgen
There's a common debate out there, it goes something like this: "Our sales development representatives (SDRs) need to look for pain: finding business owners with a problem and the ability to get budget to go fix it." Versus: "No, our SDRs need to look for
GTM
I was talking with my old friend, Mark Tice, the other day and he referred to a startup mistake as, "on his top ten list." Ever the blogger, I replied, "what are the other nine?" Mark's been a startup CEO twice, selling two companies