Today’s business buyers are awash in a deluge of online information.
Virtually every business problem, process, product, and service, no matter
how obscure, seems to have garnered at least one blog post or forum comment.
One could debate the quality of this information, but not the quantity. Most
business searches turn up thousands if not millions of results that include
product descriptions, news articles, videos, podcasts, images, books, white
papers, free trials, presentations, Wikipedia entries, rankings, blog posts,
comments, tweets and so forth. Whatever your question, chances are someone
online already has an answer.
B2B buyer behavior has evolved in adaptation to the Internet.
A new species of B2B buyer has arisen that is more connected, more impatient,
more elusive, more impulsive, and more informed than its pre-millennium
The New Breed of B2B Buy... (more)
It seems a little late in the game for me to be asking a question like
“What is SaaS?” But, I’ve always harbored a few embarrassing little
secrets on the subject and I think it’s time I came clean.
There is a classic Harvard Business School case study called Marketing Myopia
by Theodore Levitt that is familiar to every MBA student since the
60′s–the moral of which is not to define your business too narrowly lest
you become obsolete. Well I don’t think software is going away any time
soon and neither is service, but what about software-as-a-service? Between
the rise of the cloud ... (more)
I frequently find myself thinking that the dumbest thing we Internet
marketers ever did in social networking was to rename it social media. In
the early days of Web 2.0, there was no such thing as social media. Everyone
was just working to make software more social, whatever that meant. Then for
a while, the terms “social networking” and “social media” were used
almost interchangeably. Today, it’s all social media, the Web 2.0 heir
apparent of Web 1.0 new media. Social networking is largely reserved for
describing the purest of social networks like Faceook and LinkedIn, or the ... (more)
SaaS growth isn’t a goal; it’s an obsession. The good news is that SaaS
growth can be very smooth and predictable, because of the SaaS recurring
revenue subscription model. The bad news is that SaaS growth can also be
predictably slow the bigger you get. After a few years of rapid SaaS startup
growth, it’s easy to find yourself on the short end of the hockey stick if
you don’t know the right levers to push.
The Three Levers to Break Through the SaaS Growth Ceiling
At any given time, you can calculate the SaaS growth ceiling for your SaaS
business with a simple formula: c... (more)
Becoming a Metrics-driven SaaS Business is no easy task. It takes time,
commitment and plenty of customers. However, the financial rewards of moving
beyond standard SaaS financial metrics to SaaS customer success metrics and
ultimately to sophisticated predictive analytics are significant. Each step
toward SaaS metrics greatness builds upon the last. The stages of development
can be classified into a natural progression of increasing SaaS business
understanding from financial stability to operational measurability to
revenue predictability outlined at the very beginning... (more)