SaaS, ARR and Valuations.ARR (Annual Recurring Revenue) is one of the most popular SaaS (Non-GAAP) metrics. It is also one of the most loosely used metrics, and is…Mar 22, 20241Mar 22, 20241
When leaders aren’t in alignment, the company as a whole can’t be.Fundamental disagreements at the top trickle all the way down to the employees doing the daily work.Mar 21, 20241Mar 21, 20241
Why “We’re Building X but Better” Isn’t Good Enough in SaaS.In the fiercely competitive landscape of Software as a Service (SaaS), the notion of “building X but better” has become a common mantra…Mar 1, 2024Mar 1, 2024
Focus on Direction, Not Speed: Navigating Success through Strategic Course CorrectionsIn the pursuit of success, many businesses prioritize speed and efficiency. While these are undoubtedly important factors, there’s a…Feb 27, 2024Feb 27, 2024
Our customers love us is a truth that will stall growth in SaaS.There is a lot of press these days on the demise of Customer Success as a function within SaaS companies.Feb 23, 2024Feb 23, 2024
Customers don’t care about benefits.I thought it was features they didn’t care about?Feb 22, 2024Feb 22, 2024
We missed our forecast again! Why?Last week I was speaking with the CEO of a vertical SaaS company about sales. He was concerned that they had been missing new sales…Feb 20, 2024Feb 20, 2024
Are you taking your strategy-making process far too seriously?Leadership teams struggle with strategic options:Feb 9, 2024Feb 9, 2024
Do we have the right strategy?I met a founder recently who asked me how to go about evaluating their current strategy and if an alternative strategy would be a better…Feb 8, 2024Feb 8, 2024
