I’m actually a bit cranked up about SaaS scale and SaaS maturity being confused and comingled. We’re working with a couple of SaaS companies at roughly the same revenue scale but wildly different maturity levels.

When I headed up sales for my previous company, ion interactive, you could say I was pretty close to the marketing department, since my husband was our CMO. There were many benefits to having sales and marketing so, ahem, close.

Some SaaS companies start by selling to the SMB market and evolve to sell to the enterprise at some point. Often this move is a planned strategy. And other times, it’s more accidental. Enterprise customers actually lead you there.

I love plans: whether they’re formal and detailed or quickly scribbled on a napkin during a moment of inspiration. However, I know my love of planning puts me in the minority. Let’s be honest, most companies and managers say they plan….

Yes, it’s the other “s” word — services. SaaS services are frowned upon by many institutional folks and usually valued far lower than subscription revenue. Even recurring services revenue finds itself way down the valuation curve. In some cases,

Can you win back a churned SaaS customer? If they fit your ideal customer profile and had a real business need for your product, then YES. You can absolutely win back a churned customer. In fact, you should always be thinking about how to win back a ch...

We evaluate a lot of SaaS companies. And, we evaluated our own SaaS company for years. But how we evaluate growth-stage companies at the top level is specifically designed to help everyone quickly focus on strengths and weaknesses to make improvements ...

If you’re expecting to give birth to a deal in SaaS, you’re expecting due diligence. And if you haven’t been through it before, SaaS due diligence may be more burdensome than you might think. Then again, maybe it will be less onerous than you’re expect...

In a fast-growing tech company, there are a million ways to distract your sales team if you aren’t vigilant. As a founder who led the sales team on of my core strategies was to insulate my sales team from the distraction of the rest of the company.

In a fast-growing tech company, there are a million ways to distract your sales team if you aren’t vigilant. As a founder who led the sales team on of my core strategies was to insulate my sales team from the distraction of the rest of the company.