Far too often, we’re just capturing demand rather than creating it. That’s OK when the market conditions are favorable, but you’ll be the first to get harmed when the market isn’t favorable. That doesn’t have to be. And that’s exactly why I wrote this essay. To dig into the question: How to…
As you've likely noticed over the past weeks, I've tried to answer the question: How to fuel a dependable stream of demand for your SaaS product? I've just published the full essay on the topic. Here's the essence: As Jason Lemkin recently wisely stated: “It can be hard out there.…
"It feels like everything is dragging in our SaaS pipeline….the urgency seems lacking…" I heard this same line (in slightly different words) twice last week. And it got me thinking And since I've written a number of times about Demand Creation in the past weeks, I wondered - what we…
To me, the most compelling component in demand creation is Narrative design. Here's why: the leverage of storytelling. It wakes people up by evoking an emotional response in your audience. It influences the perceptions and actions of your ideal customers. It makes them realize they're on a dead-end road It…
How many high-quality leads could you attract for your SaaS solution if you'd nail this? Many B2B SaaS confuse demand capture for demand creation, But there's a core difference that is important to understand. Let me explain: Demand Creation is about Creating a new market or expanding an existing one. …
Stagnation - it's a complex topic that's very much driven by factors out of your control. There are the many dynamics that characterize your market: the cyclical shifts, perhaps unexpected economic shocks, structural factors such as demographics and globalization, etcetera. The fact is - these can not be excuses for…
The biggest thing that causes failure in a lot of companies is just poor sales process and bad sales process. Sales is actually your first problem as a CEO that you need to address and get right. And then, when you got that right, then you’ve got time to get your other…
You start with a big idea, something that will create a shift in value in the market. And you create a product that once customers see in action, they can't imagine a life without. The typical reaction you get: "I'd never even imagined this was possible - let alone thinking there…
In this blog, I am going to dig deeper into some of the underlying factors that have a leverage effect on helping to create 'enough' traction and beat the benchmarks.
A hand-picked selection of quotes from 22 B2B SaaS CEOs across the 200 episodes that have featured between the 1st of January 2018 and today.