Blog
Startup Org Design
In the early days of a high-growth startup, the organization isn't intentionally designed as much as it is cobbled together based on what is most pressing at the moment. Teams tend to organically sprout up. Roles are added too soon, too late, and when the stars align, at just the right time.
Your One Page Annual Go-To-Market Template
If you were to ask me what the go-to-market strategy is for a company I am running, I should give you a concise answer, but I might talk your ear off instead.
12 Useful SaaS Pricing Strategy Resources
Pricing is one of the highest-impact strategic decisions that startups make, yet often the least amount of time is spent on it.
What Collateral and Content Do You Need To Sell Enterprise SaaS?
The theme of my conversations recently seems to be SMB SaaS moving to sell into the enterprise.
How Long Should a Founder Sell?
A question that gets tossed around a lot among start-up founders who are selling is, “How long should I be involved in sales?”.
To Reduce SaaS Churn, Help Your Customers 24/7
Sometimes big questions get floated like, “What is the meaning of life?”, “What’s my passion?” or “How can we reduce our SaaS customer churn?”
Is Sales Over Segmented?
Back in the dark ages (when dinosaurs roamed the Earth), I grew up in the enterprise sales world of having to do everything myself:
Anatomy of a SaaS Dashboard
I’ve spent many years as a SaaS CEO, and advising SaaS CEOs— growing from $1M in ARR to $40M+. I’ve always been data-driven, but when I discovered live dashboards, it changed my day-to-day life.
Simple Strategic Planning for Startups
It’s that time of year when most companies start to think ahead to next year (if they haven’t already started) and do some planning for what comes next.
The Most Important Interview Question You Can Ask
No matter what role I am interviewing for, and what I have already asked, I have one question that I ask everyone at the end of the final round of interviews. When a candidate has made it through all the hoops and I think I am ready to make them an offer, I end the final interview with:
SaaS Marketing Org Chart
A commented Google Slide Org Chart Template to help you look at SaaS marketing roles and responsibilities from the CMO to the coordinator.
What Can You Expect From a New Sales Leader?
Last month, we shared some thoughts on what a new sales leader should focus on. But what can you expect from a new sales leader?
New Video: 10 Systems for Startup SaaS Companies
I recently sat down with Natalie Luneva for an interview on her Business of SaaS podcast. We covered a wide range of topics from people, culture, OKRs, operating systems, hiring, and much more.
Is It Time For a Sales Engineer?
A SaaS sales team usually starts with a founder who sells. Then a salesperson or two. Maybe some SDRs. Then a director or VP. Then more reps. Then sales operations. And at some point, most B2B SaaS sales leaders find themselves wondering, “Do we need a sales engineer?”
When Founders Bootstrap For Too Long
The strongest Series A rounds (raise how much you want from who you want at what you want) most consistently occur when founders bootstrap their startup to initial traction ($1-$2M ARR) with strong growth (consistently 10% MoM).
Leaders, Sometimes You Need to Get Your Hands Dirty
I am not advocating for micromanaging, and I am not advocating for control-freak tendencies. But I do think company leaders need to be willing to get their hands dirty sometimes, for the good of the organization.
The Importance of a Product-Led Funnel
The other day our partner Pat and I were talking about the go-to-market motion of a partner company and he used a phrase I hadn’t heard before. Product-Led Funnel.
A Surefire Way to Hire The Best Candidates
I’ve spent the week helping a few partner companies interview for some key new hires. I’ve kissed some frogs and found a few princes (or princesses, as the case may be). And there is one way I can spot the superstars.
Don’t Forget to Scale HR!
Late night and weekend phone calls from founders are almost always HR issues.
Should You Cut a Difficult Employee Loose?
Should you cut a difficult employee loose? You can skip reading this and I will give you the answer now: YES.