Management
Some friends wonder why, as someone who considers himself a strategist, I care so much about execution. Is it because I'm a perfectionist? Well yes, but that's only one reason (and perfectionism is a weakness [1] in business, not a strength). Is it because I like
Marketing
TLDR: Think twice before you do and three times about how you do it. While it's a very common practice, I think it's often a lazy one, done by default, and without regard for either the buyer or seller downstream. When I visit enterprise SaaS websites
Management
Say you're a $40M SaaS business growing at 40%. Is that good? Is that bad? How do you know? In this post, we'll take a quick look at three lenses you should look through in considering this question. * The plan lens * The benchmark lens * The market
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'
SaaS
Please join us for tomorrow's SaaS Product Power Breakfast with entrepreneur and venture capitalist Paul Jozefak, CEO of Receeve (an all-in-one platform for collections and recovery), on how to use SaaS as a layer atop legacy systems to prove return on investment (ROI) and smooth the customer'
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
Cloud
Please join us for tomorrow's SaaS Product Power Breakfast, Thursday 6/24 at 8am Pacific. Our guest is veteran technology executive Evan Kaplan, CEO of Influx Data, makers of the open-source, time-series database InfluxDB. Our theme for tomorrow's episode is how to manage the transition from
Marketing
Lately, I've received some consulting inquiries where companies are asking for help with positioning and messaging. While that's definitely an area of interest and passion, my business model is advice-as-a-service (AaaS) -- I work with a smaller set of companies, on a broader set of issues,
Metrics
"Measure or measure not. There is no try." -- My response to being called the Yoda of SaaS metrics. Just a quick post to highlight my recent appearance on the Metrics That Measure Up podcast, hosted by Ray Rike, founder and CEO of RevOps^2, a firm focused
Marketing
Ask most startups about their go-to-market (GTM) these days and they'll give you lots of numbers. Funnel metrics. MQLs, SQLs, demos, and associated funnel conversion rates. Seen over time, cut by segment. Win/loss rates and close rates as well, similarly sliced. Maybe an ABM scorecard, if applicable.
Enterprise
About twenty years ago, before I ran two startups as CEO and served as product-line general manager, I went through an intrapreneurship phase, where I was convinced that big companies should try to act like startups. It was a fairly popular concept at the time. * I got all excited by