The concept of “onboarding starting in the sales process” only truly applies to a SaaS company that has a sales team, and a product that requires an onboarding process. Many SaaS products are “sign and go,” and there is no setup or formal training need...

What happens if a customer asks to pause their subscription? It’s something founders and executives don’t normally think about as they plan their SaaS pricing, packaging, terms & conditions, and cancellation processes.

A customer recently drew this on the whiteboard as we discussed land and expand strategies.  In sales “Land and expand” usually refers to a strategy to land a customer with a small deal, and then sell into the organization to expand your footprint to m...

Active SaaS Product Strategy Proves Value We’ve all subscribed to passive SaaS products that may be cool, but never become indispensable. It’s likely you’ve also used at least one active SaaS product that goes out of its way to shove its value in your ...

I’m on the board of a company whose CEO just reminded me how important point of view is in SaaS growth marketing. We were chatting about his POV which led to mine. Up until then, I had long since taken it for granted.

Should your SaaS Company Give Customer Refunds? In the early days, the higher priced, enterprise SaaS companies tended to require annual, or at least quarterly, payments. But SaaS that targeted the SMB, or that was at a lower price point,

I spent the last eleven years or so as a SaaS CEO — growing from $1M in ARR to $10M+. I’ve always been data-driven, but when I discovered live dashboards, it changed my day-to-day life. Metrics are important,

Let me start by saying that I LOVE SaaS. I love using SaaS. I love helping SaaS companies. I love running my own SaaS company. And I really, really love building SaaS sales teams. It’s an exciting time to be in SaaS, and opportunity is everywhere.

Yesterday, Anna and I presented Data That Supports True Sales & Marketing Alignment at the Nashville Analytics Summit. Our session identified and contextualized the data we’ve used to unite SaaS sales & marketing to ultimately drive capital-efficient,

The theme of my conversations recently seems to be SMB SaaS moving to sell into the enterprise. One question that comes up when planning a move like that is what type of collateral and content is needed to sell to enterprise accounts.