Growth
In my new capacity as an EIR at Balderton Capital, I recently gave a presentation to a leadership meeting at a high-growth, Balderton-backed startup offering my perspectives on growth and the challenges that come with it. I discussed these five challenges: 1. Next-levelitis, an obsessive focus on
Management
Say you're a $40M SaaS business growing at 40%. Is that good? Is that bad? How do you know? In this post, we'll take a quick look at three lenses you should look through in considering this question. * The plan lens * The benchmark lens * The market
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
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'
SaaS
I’m thrilled to announce that I’ll be joining Balderton Capital on a part-time basis to work with the firm and its portfolio companies on topics related to enterprise software, strategy, go-to-market, marketing, and SaaS metrics. You know, my usual stuff. In addition, I expect to
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'
Metrics
I recently gave a presentation at SaaSBoomi, an India-based SaaS founder community, which was structured as an interview by Evangelist at Freshworks for Startups, Jayadevan P K (aka, JPK). In the interview I answer the following questions: * How do you look at ARR (Annual Recurring Revenue) and its relation
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
SaaS
Please join us for tomorrow's SaaS Product Power Breakfast with entrepreneur and venture capitalist Paul Jozefak, CEO of Receeve (an all-in-one platform for collections and recovery), on how to use SaaS as a layer atop legacy systems to prove return on investment (ROI) and smooth the
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