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
Management
Please join me on October 13th at SaaStock EMEA, a free European SaaS event, for my presentation entitled "How to Make a Marketing Machine" on October 13th at 9:05 am PT (6:05 pm CET). While west coasters will have to wake-up early to attend some
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
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
Boards
A corporate lawyer friend once told me to think about director protections as a triangle with three legs [1]: * D&O insurance, which stands for directors and officers insurance (and with which most people are familiar) * Indemnification agreements (with which some people are familiar) * Charter provisions (with which it
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
Boards
There's only one executive who should ever say, "the board brought me in," and that is the chief executive officer (CEO). Yet, you'd be surprised how often you hear other executives -- chief revenue officers (CROs), chief marketing officers (CMOs), chief product officers (CPOs), and
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
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
Silicon Valley
As you may know, I have been experimenting with Clubhouse over roughly the past six months in several capacities: as a regular user, an occasional audience participant/questioner, and as the host of a regular room I've been running with Thomas Otter, the SaaS Product Power Breakfast. I