Marketing
This is a post to highlight a recent podcast appearance I made on The Growth Hub podcast with Seija Lappalainen and Reeta Westman, who are both based out of Finland, and with whom I had a lot of fun talking. So much fun, in fact, that we ran long and
SaaS
This is a quick post to share the slides today's SaaStr workshop where we discussed the seven things founders should know about sales. This material comes from the Balderton Founder's Guide to B2B Sales that I wrote and we published last fall. I've embedded
SaaS
Just a quick post to let you know that I'll be presenting at SaaStr's Workshop Wednesdays this week, on 5/3/23 at 10am Pacific. Our topic will be The Seven Things Founders Need to Know About Sales, which non-coincidentally happens to be the first section
SaaS
I'm writing to propose that we limit discussion of my top, pet-peeve SaaS metric: ending ARR. Wait, but aren't you the guy who said that if you only knew two things about a SaaS company and needed to value it, one would be ending ARR and
Management
SaaStock recently released an interview with me on their podcast, The SaaS Revolution Show. The interview, conducted by SaaStock founder and CEO Alex Theuma, was notionally about the Balderton Founder's Guide to B2B Sales that I published late last year. While we ended up discussing that, we also
Marketing
Just a quick post to share the slides from the webinar we ran today on the Balderton Founder's Guide to B2B Sales. Thanks to all those who attended and who particpated in the Q&A. I've embedded them below. Here are the slides on Google
Management
Quick: which company do you like better? Yes, assume they’re similar size, growing at similar rates, and both at scale. Pick A or B. Thelonious can't help because there’s no third option. C’mon. You know you want to pick A. * Company A has a leaner
CEO
Working in my capacity at as an EIR at Balderton Capital, I have recently written a new publication, The Balderton Founder's Guide to B2B Sales, with the able support of Balderton Principal Michael Lavner and the entire Balderton Capital team. This guide is effectively a new edition, and
Growth
In my consulting and advising work, I’ve worked with a number of enterprise SaaS companies that get stuck with a broken go-to-market (GTM) motion. What do I mean by broken? * Chronic plan misses, and not by 5-10%, but by 30-50% [1] * Weak sales productivity, measured either relative to the
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
Metrics
A guy walks into a bar and orders a $17 Martini. Is it MRR (monthly recurring revenue)? The potentially surprising answer: maybe, and often yes. * If he's a tourist who happened to walk in, then no, it's not MRR. * If he's lived here for
Marketing
Just a quick post to share the slides for the presention I gave today at SaaS Metrics Palooza, entitled You Can't Fix a CAC Payback Period: The Operator vs. Investor View of SaaS Metrics. (For those with Slideshare issues, Google Drive share is here.) The presentation discusses: * The