Demandgen
I've mentioned this idea a few times of late (e.g., my previous post, my SaaStock EMEA presentation) [1] and I've had some follow-up questions from readers, so I thought I'd do a quick post on the subject. Back in the day at
CEO
"Data, data everywhere. Nor any drop to drink." -- adapted from Samuel Taylor Coleridge [2] In a world where many executives are overwhelmed with sales and marketing metrics -- from MQL generation to pipeline analysis to close-rates and everything in between -- I am writing this post in the spirit
CEO
About two weeks ago I spoke at SaaStr Annual 2021, giving a presentation entitled A CEO's Guide to Marketing, which discusses why marketing is sometimes seen as a dark art and then discusses 5 things that every CEO (and startup exec) should know about marketing in order to
Management
Please join me on October 13th at SaaStock EMEA, a free European SaaS event, for my presentation entitled "How to Make a Marketing Machine" on October 13th at 9:05 am PT (6:05 pm CET). While west coasters will have to wake-up early to attend some
Marketing
Thanks again to Jason Lemkin and the team at SaaStr for having me as a speaker at this year's outdoor, live and hybrid online SaaStr Annual 2021 event at the San Mateo Convention Center. I know the team went to great lengths (and great expense) to enable people
CEO
SaaStr is my favorite conference and I'll be speaking there again this year on Monday, Sept 27th at 1:00 PM Pacific with a session titled A CEO's Guide to Marketing. I will be doing the speech live, I'm not sure if they'
Management
A few days ago, Steve Pockross released a new episode of his Yes, And Marketing podcast on which he interviews a series of "eclectic and enlivening" marketers where "your weird shower thoughts and disparate liberal arts references take a road trip." I was last week'
Marketing
The purpose of this post is to embed the video recording of my recent appearance on Monday Night Metrics with Ray Rike of RevOps^2 and Ben Murray, also known by the sobriquet, The SaaS CFO. In this fast-paced episode we move through topical discussions of the major SaaS
Competition
I sometimes get asked about how to structure an enterprise software marketing organization and the relative roles of product marketing vs. competitive analysis. In this post, I'll share my (somewhat contrarian) thoughts on this topic. My first job in marketing, which served as my bridge from a technical
Marketing
Lately, I've received some consulting inquiries where companies are asking for help with positioning and messaging. While that's definitely an area of interest and passion, my business model is advice-as-a-service (AaaS) -- I work with a smaller set of companies, on a broader set
Marketing
Please join us for our next episode of the SaaS Product Power Breakfast at 8am Pacific on 5/20/21 as we have a discussion with former Alation CMO Stephanie McReynolds on the topic of category creation and her learnings as she helped drive the creation of the data catalog
Marketing
Ask most startups about their go-to-market (GTM) these days and they'll give you lots of numbers. Funnel metrics. MQLs, SQLs, demos, and associated funnel conversion rates. Seen over time, cut by segment. Win/loss rates and close rates as well, similarly sliced. Maybe an ABM scorecard,