Scaling - Kellblog (Page 2)

Competition

Structuring the Organization and Duties of Product Marketing and Competitive Analysis

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

Forecasting

Using To-Go Coverage to Better Understand Pipeline and Improve Forecasting

This is the second in a three-part series focused on forecasting and pipeline. In part I, we examined triangulation forecasts with a detailed example. In this, part II, we'll discuss to-go pipeline coverage, specifically using it in conjunction with what we covered in part I. In part III,

Forecasting

Using Triangulation Forecasts For Improved Forecast Accuracy and Better Conversations

Ever been in this meeting? CEO: What's the forecast? CRO: Same as before, $3,400K. Director 1: How do you feel about it? CRO: Good. Director 2: Where will we really land? CRO: $3,400K. That's why that's the forecast. Director 1: But best

GTM

Thoughts on Hiring Your First VP of Sales

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

Should Your SDRs Look for Projects or Pain?

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

Recruiting

Hiring Profiles: Step 0 of a Successful Onboarding Program

Happily, in the past several years startups are increasingly recognizing the value of strong sales enablement and sales productivity teams. So it's no surprise that I hear a lot about high-growth companies building onboarding programs to enable successfully scaling their sales organizations and sustain their growth. What'

Churn

Video of my SaaStr 2018 Presentation: Ten Non-Obvious Things About Scaling SaaS

While I've blogged about this presentation before, I only recently stumbled into this full-length video of this very popular session -- a 30-minute blaze through some subtle SaaS basics. Enjoy! I look forward to seeing everyone again at SaaStr Annual 2019.

Leadership

My SaaStr Talk Abstract: 10 Non-Obvious Things About Scaling SaaS

In an effort to promote my upcoming presentation at SaaStr 2018, which is currently on the agenda for Wednesday, February 7th at 9:00 AM in Studio C, I thought I'd do a quick post sharing what I'll be covering in the presentation, officially titled, "

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