Entrepreneurship
I've realized that one of things I do for (or should I say, to) early-stage startups is detect whether they have a real or a faux focus (pronounced fo-focus) -- the latter being a focus that appears to be real at first, but is in fact fake. Focus
Metrics
The growth-adjusted enterprise value to revenue multiple is a personal favorite metric because it’s a quick way to determine if a SaaS stock is in the bargain basement, where I sometimes like to shop. Quick reminders before proceeding: * I don’t give investment advice, see my terms & conditions
AI
Well, it’s that time of year again, time for my annual predictions post, now in its tenth incarnation. As per my custom, let’s review my 2023 predictions before presenting those for 2024. Please remember that I do these for fun and fun alone. See my FAQ for my
Metrics
Quota attainment can get confusing quickly. It's simple concept, but: * Do you mean percent of reps at 100% of their quota or above some lower bar? Board members bark rules like, "we should shoot for 80% of our reps at 100% of quota," almost hearing the
SaaS
When a company is transitioning from founder-led sales (FLS) to sales-led sales (SLS), you hear the word "playbook" a lot. For early-stage companies, this rubs me the wrong way because when I hear playbook, it conjures up an image of: * A large sales enablement team * A hefty three-ring
Marketing
I decided to take a quick break from SaaS metrics after doing a matched set of conference presentations in the past two months (strategic at SaaStr Annual and tactical at SaaS Metrics Palooza) -- and that's not to mention starting the SaaS Talk podcast with my "metrics
Metrics
Last month I spoke at SaaStr Annual 2023 on The Strategic Use and Abuse of SaaS Metrics (video here). When I wrote that presentation I found myself with something of a content blivit on my hands. I had a bunch of strategic things I wanted to say, but darn it,
Metrics
At some point the folks at SaaStr will release the official video of my SaaStr Annual 2023 presentation, but for now they have posted the livestream from the room, done with some nice edits that cut back and forth between the stage and the slides. It even includes the Q&
Metrics
This is a quick post to share the slides from my SaaStr Annual 2023 presentation entitled The Strategic Use and Abuse of SaaS metrics. Thanks to everyone who attended the session, laughed at my jokes (yes, there were jokes in a SaaS metrics presentation), asked questions in the session, and
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
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.