SaaS
There's something in the Boston water that's great for enterprise sales. A decade ago the phenoms were the Murphy Brothers, the Flying Wallendas of enterprise sales, not two, three, four, or five -- but six brothers (Tom, Frank, Dan, Jeff, Joe and Bob) all of whom
Metrics
It was a combination of luck and foresight that I started talking with Allan Wille and Lauren Thibodeau about capital efficiency as a potential topic for their Metric Stack podcast many months ago. Because now, as the episode is coming out, capital efficiency is the hot topic of the day.
Boards
I'll be speaking next month in Barcelona on the first day of SaaStr Europa, held at the International Convention Center on June 7th and 8th. My presentation is scheduled at 11:25AM on June 7th and entitled The Top 5 Scale-Up Mistakes and How to Avoid Them. While
CEO
I talked to a founder a while back who felt like they'd lost a year or two thanks to some strategic distractions foisted upon them by a well-meaning board of directors. While most startup boards try to follow the Hippocratic Oath, some -- like well-meaning but overbearing parents
Marketing
When asked, “how is it going?” many companies will respond with something akin to, “things are looking strong, the pipeline is up to $50M.” Not a bad statement, but certainly an imprecise one. “Over what timeframe?” you might ask. To which you’ll typically hear one of two answers * “Uh,
CEO
I've always felt that "what keeps you up at night?" was a trick question for CEOs. There's one part of it I'm quite sure about. There cannot be anything that you control that keeps you up at night. Why? Because you'
Customer Success
Earlier this week I appeared on a webinar with You Mon Tsang, founder and CEO of ChurnZero, a SaaS application aimed at helping subscription businesses reduce churn. In this post, I will share the video of event, provide a link to the slides, provide a link to the Q&
Marketing
Just a quick post to highlight a video / podcast episode I recently recorded with Cillian Hilliard, fellow board member at work management leader Scoro, and investor at Kennett Partners. Cillian runs a great blog (complete with detailed financial models) at The Novice Investor. (Understanding SaaS Marketing as an Investor -
Management
In the land of disruption, there's always something dying and something lining up to replace it, so we're pretty used to hearing things like "on-premise is dead, long live SaaS." Sometimes, they're right. Despite the 2008-era views of our resident luddite below,
Marketing
Question: how much does a $15M SaaS company spend on sales and marketing as a percent of ARR? Answer: 35% (with 45% and 15% as the top and bottom quartiles). Charts like this, from OpenView's 2021 Financial & Operating Benchmarks survey, help to answer questions like that all
HR
The other day a founder asked me about interviewing because a candidate had described me as "a great interviewer," and she wanted to know why. (And for that matter, so did I.) Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing
Marketing
Quiz: Your marketing team generates an MQL. It's passed to an SDR, who does basic BANT-style qualification and decides it's real. They create a sales opportunity in your pipeline and pass it to a seller. What number is in the opportunity's value field at