Cloud
It feels like the just the other day when I met a passionate French entrepreneur in the bar on the 15th floor of the Hilton Times Square to discuss Nuxeo. I remember being interested in the space, which I then viewed as next-generation content management (which, by the way, seemed
IPO
Download Dave-Kellogg-SaaS-Metrics.mp3 The SaaShimi podcast just dropped the first two episodes of its second season and I'm back speaking with PNC Technology Finance banker Aznaur Midov, this time discussing some of the key difference between private equity (PE) and venture capital (VC) when it comes to philosophy,
Culture
Quick: * How big is the Acme deal? $250K. * What's Joe's forecast for the quarter? $500K * What's the number this year? Duh. $7,500K. Awesome. By the way: $250K what? $500K what? $7,500K what? ARR, ACV, bookings, TCV, new ARR, net new ARR, committed
Branding
I first read The One to One Future by Don Peppers and Martha Rogers in 1997, four years after it was published. As a marketer, the book made a big impression on me. It was revolutionary stuff: we should make the paradigm shift from mass marketing to individualized marketing. When
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
Demandgen
Download USS_Nimitz_%28CVN-68%29_general_quarters_drill%2C_ca._2013.oga It’s that time of year, I suppose. You’ve hopefully approved your 2021 operating plan by now -- even if you’re on an increasingly popular 1/31 fiscal year end. You’ve signed up for some
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.
Demandgen
Back in the day I was taught that marketers do three things, memorized via the acronym STP: segment, target, position. * Divide the audience into different segments. For example, dividing consumers by demographics or dividing businesses by size or industry. * Select the segments that the company wishes to target for its
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
Management
The good people of Costanoa Ventures invited me to speak at their summit where they gather portfolio company CEOs to participate in an impressive set of sessions related to building and scaling startups. I was honored to be in the company of friends and respected colleagues like Nick Mehta and
CAC
Thanks to everyone who attended my SaaStr 2020 presentation and thanks to those who provided me with great feedback and questions on the content of the session. The slides from the presentation are available here. The purpose of this post is to share the video of the session, courtesy of
Churn
The SaaStr Annual conference was delayed this year, but Jason & crew know that the show must go on. So this year's event has been rechristened SaaStr Annual @ Home and is being held in virtual, online format on September 2nd and 3rd. The team at SaaStr have assembled